Bending Arms, Bending Discounting Functions. How Motor Actions Affect Intertemporal Decision-Making.

Bram Van den Bergh, Erasmus University Rotterdam, The Netherlands
Julien Schmitt, Loughborough University, UK
Siegfried Dewitte, K.U. Leuven, Belgium
Luk Warlop, K.U. Leuven, Belgium
We demonstrate that task-irrelevant somatic activity influences intertemporal decision making: Arm movements associated with approach (arm flexion), rather than avoidance (arm extension), instigate present-biased preferences. The effect is moderated by the sensitivity of the general reward system and, owing to learning principles, restricted to arm positions of the dominant hand.
[ to cite ]:
Bram Van den Bergh, Julien Schmitt, Siegfried Dewitte, and Luk Warlop (2011) ,"Bending Arms, Bending Discounting Functions. How Motor Actions Affect Intertemporal Decision-Making.", in NA - Advances in Consumer Research Volume 38, eds. Darren W. Dahl, Gita V. Johar, and Stijn M.J. van Osselaer, Duluth, MN : Association for Consumer Research.