TY - JOUR
T1 - Strategies for improving self-control among naïve, sophisticated, and time-consistent consumers
AU - Mandel, Naomi
AU - Scott, Maura L.
AU - Kim, Sunghoon
AU - Sinha, Rajiv K.
PY - 2016/8/30
Y1 - 2016/8/30
N2 - 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.
AB - 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.
KW - Delay of gratification
KW - Goal setting
KW - Intertemporal choice
KW - Self-control
UR - http://www.scopus.com/inward/record.url?scp=85009820779&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=85009820779&partnerID=8YFLogxK
U2 - 10.1016/j.joep.2016.12.003
DO - 10.1016/j.joep.2016.12.003
M3 - Article
AN - SCOPUS:85009820779
SN - 0167-4870
JO - Journal of Economic Psychology
JF - Journal of Economic Psychology
ER -