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Considering the Future: The Conceptualization and Measurement of Elaboration on Potential Outcomes


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  • Gergana Y. Nenkov
  • J. Jeffrey Inman
  • John Hulland
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    We examine a new construct dealing with individuals' tendency to elaborate on potential outcomes, that is, to generate and evaluate potential positive and negative consequences of their behaviors. We develop the elaboration on potential outcomes (EPO) scale and then investigate its relationships with conceptually related traits and its association with consumer behaviors such as exercise of self-control, procrastination, compulsive buying, credit card debt, retirement investing, and healthy lifestyle. Finally, we show that consumers with high EPO levels exhibit more effective self-regulation when faced with a choice and that EPO can be primed, temporarily improving self-regulation for consumers with low EPO levels. (c) 2007 by JOURNAL OF CONSUMER RESEARCH, Inc..

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    Bibliographic Info

    Article provided by University of Chicago Press in its journal Journal of Consumer Research.

    Volume (Year): 35 (2008)
    Issue (Month): 1 (November)
    Pages: 126-141

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    Handle: RePEc:ucp:jconrs:v:35:y:2008:i:1:p:126-141

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    Cited by:
    1. Martin, Ingrid M. & Kamins, Michael A. & Pirouz, Dante M. & Davis, Scott W. & Haws, Kelly L. & Mirabito, Ann M. & Mukherjee, Sayantani & Rapp, Justine M. & Grover, Aditi, 2013. "On the road to addiction: The facilitative and preventive roles of marketing cues," Journal of Business Research, Elsevier, vol. 66(8), pages 1219-1226.
    2. Liam Delaney & Michael Daly & Colm Harmon, 2008. "Psychological and Biological Foundations of Time Preference: Evidence from a Day Reconstruction Study with Biological Tracking," Working Papers 200819, Geary Institute, University College Dublin.
    3. Gergana Nenkov, 2012. "It’s all in the mindset: Effects of varying psychological distance in persuasive messages," Marketing Letters, Springer, vol. 23(3), pages 615-628, September.
    4. Woodside, Arch G., 2012. "Incompetency training: Theory, practice, and remedies," Journal of Business Research, Elsevier, vol. 65(3), pages 279-293.
    5. Gergana Y. Nenkov & Deborah J. MacInnis & Maureen Morrin, 2009. "How Do Emotions Influence Saving Behavior," Issues in Brief ib2009-9-8, Center for Retirement Research, revised Apr 2009.
    6. Adam Gifford, 2009. "Rationality and intertemporal choice," Journal of Bioeconomics, Springer, vol. 11(3), pages 223-248, December.
    7. Abdullah Sultan & Jeff Joireman & David Sprott, 2012. "Building consumer self-control: The effect of self-control exercises on impulse buying urges," Marketing Letters, Springer, vol. 23(1), pages 61-72, March.


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