IDEAS home Printed from https://ideas.repec.org/a/eee/joepsy/v60y2017icp109-125.html
   My bibliography  Save this article

Strategies for improving self-control among naïve, sophisticated, and time-consistent consumers

Author

Listed:
  • Mandel, Naomi
  • Scott, Maura L.
  • Kim, Sunghoon
  • Sinha, Rajiv K.

Abstract

Important prior research has established measurement scales (e.g., Tangney, Baumeister, & Boone, 2004) to determine individual differences in self-control and to predict behavior. However, these measurement scales do not account for the lack of awareness that many people have regarding their own self-control abilities. In the current research, the authors develop a new classification method based on O’Donoghue and Rabin’s (1999a) theory of time-consistent, naïve, and sophisticated individuals, and they show that this method predicts future preferences and behavior. In addition, the authors test two alternative strategies for improving self-control: precommitment (Ariely & Wertenbroch, 2002) and outcome elaboration (Nenkov, Inman, & Hulland, 2008), and they demonstrate how these strategies differentially affect these three categories of consumers.

Suggested Citation

  • Mandel, Naomi & Scott, Maura L. & Kim, Sunghoon & Sinha, Rajiv K., 2017. "Strategies for improving self-control among naïve, sophisticated, and time-consistent consumers," Journal of Economic Psychology, Elsevier, vol. 60(C), pages 109-125.
    • Handle: RePEc:eee:joepsy:v:60:y:2017:i:c:p:109-125
    DOI: 10.1016/j.joep.2016.12.003
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S016748701630513X
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.joep.2016.12.003?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Cobb-Clark, Deborah A. & Kong, Nancy & Schildberg-Hörisch, Hannah, 2023. "The stability of self-control in a population-representative study," Journal of Economic Psychology, Elsevier, vol. 95(C).
    2. Golsteyn, Bart H. H. & Schildberg-Hörisch, Hannah, 2017. "Challenges in research on preferences and personality traits: Measurement, stability, and inference," DICE Discussion Papers 263, Heinrich Heine University Düsseldorf, Düsseldorf Institute for Competition Economics (DICE).
    3. Yuefeng Li & Jingming Pan & Jing Zhou, 2022. "Optimal pricing with free gift cards in a two-product supply chain," Flexible Services and Manufacturing Journal, Springer, vol. 34(1), pages 125-155, March.
    4. Xie, Yi (Fionna) & Mandel, Naomi & Gardner, Meryl P., 2021. "Not all dieters are the same: Development of the Diet Balancing Scale," Journal of Business Research, Elsevier, vol. 133(C), pages 143-157.
    5. Acerbi, Alberto & Sacco, Pier Luigi, 2022. "The self-control vs. self-indulgence dilemma: A culturomic analysis of 20th century trends," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 101(C).
    6. Delgado Fuentealba, Carlos L. & Muñoz Mendoza, Jorge A. & Sepúlveda Yelpo, Sandra M. & Veloso Ramos, Carmen L. & Fuentes-Solís, Rodrigo A., 2021. "Household debt, automatic bill payments and inattention: Theory and evidence," Journal of Economic Psychology, Elsevier, vol. 85(C).

    More about this item

    Keywords

    Self-control; Delay of gratification; Goal setting; Intertemporal choice;
    All these keywords.

    JEL classification:

    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D03 - Microeconomics - - General - - - Behavioral Microeconomics: Underlying Principles
    • D12 - Microeconomics - - Household Behavior - - - Consumer Economics: Empirical Analysis

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:joepsy:v:60:y:2017:i:c:p:109-125. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/joep .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.