Temptation and productivity: A field experiment with children
Substantial evidence from psychology suggests that resisting temptation (exercising self-control) in one domain subsequently reduces one's capacity to regulate behavior in other domains. A reason is that people have limited self-regulatory resources, and self-regulatory failure occurs when these resources become overwhelmed. This paper provides evidence that this same mechanism can lead to reduced economic productivity subsequent to exposure to temptation. Using a design inspired by the classic "Marshmallow Test", we report data from a field experiment in which children between the ages of 6 and 13 were exposed (or not) to a consumption temptation. We use these ages to take advantage of the well-established fact that the self-regulatory resources of younger children are more easily depleted than those of older children. We find that, subsequent to exposure to temptation, productivity of younger children is significantly detrimentally impacted, while that of older children remains essentially unchanged. To our knowledge, this is the first rigorous demonstration that one need not succumb to temptation in order for it to detrimentally impact one's economic productivity.
References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Emre Ozdenoren & Stephen Salant & Dan Silverman, 2006.
"Willpower and the Optimal Control of Visceral Urges,"
Economics Working Papers
0069, Institute for Advanced Study, School of Social Science.
- Emre Ozdenoren & Stephen W. Salant & Dan Silverman, 2012. "Willpower And The Optimal Control Of Visceral Urges," Journal of the European Economic Association, European Economic Association, vol. 10(2), pages 342-368, 04.
- Emre Ozdenoren & Steve Salant & Dan Silverman, 2005. "Willpower and the Optimal Control of Visceral Urges," Levine's Working Paper Archive 784828000000000034, David K. Levine.
- Ozdenoren, Emre & Salant, Stephen & Silverman, Dan, 2010. "Willpower and the Optimal Control of Visceral Urges," Discussion Papers dp-10-35, Resources For the Future.
- Emre Ozdenoren & Stephen Salant & Dan Silverman, 2006. "Willpower and the Optimal Control of Visceral Urges," NBER Working Papers 12278, National Bureau of Economic Research, Inc.
- Kathleen D. Vohs & Ronald J. Faber, 2007. "Spent Resources: Self-Regulatory Resource Availability Affects Impulse Buying," Journal of Consumer Research, Oxford University Press, vol. 33(4), pages 537-547, 01.
- Shiv, Baba & Fedorikhin, Alexander, 1999. " Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making," Journal of Consumer Research, Oxford University Press, vol. 26(3), pages 278-92, December.
- Daniel Houser & Daniel Schunk & Joachim Winter & Erte Xiao, 2010. "Temptation and commitment in the laboratory," IEW - Working Papers 488, Institute for Empirical Research in Economics - University of Zurich.
- Stefano DellaVigna & Ulrike Malmendier, 2006. "Paying Not to Go to the Gym," American Economic Review, American Economic Association, vol. 96(3), pages 694-719, June.
- repec:lmu:muenar:19377 is not listed on IDEAS
When requesting a correction, please mention this item's handle: RePEc:eee:jeborg:v:78:y:2011:i:1-2:p:126-136. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Zhang, Lei)
If references are entirely missing, you can add them using this form.