Need and Intertemporal Choice: a Dual Goal Hypothesis

In 5 studies we support the dual-goal hypothesis for the effects of need on intertemporal decisions. We find consumers of high (vs. low) need are more impatient in near future intertemporal decisions yet more patient in distant future intertemporal decisions. These studies enrich current understanding on how need affects patience.



Citation:

Xianchi Dai, Canice M.C. Kwan, and Ayelet Fishbach (2016) ,"Need and Intertemporal Choice: a Dual Goal Hypothesis", in NA - Advances in Consumer Research Volume 44, eds. Page Moreau, Stefano Puntoni, and , Duluth, MN : Association for Consumer Research, Pages: 88-92.

Authors

Xianchi Dai, Chinese University of Hong Kong, China
Canice M.C. Kwan, Lingnan College, Sun Yat-Sen University, China
Ayelet Fishbach, University of Chicago, USA



Volume

NA - Advances in Consumer Research Volume 44 | 2016



Share Proceeding

Featured papers

See More

Featured

My Experience or My Expectations: The Effect of Expectations as Reference Points on Willingness to Recommend Experiential Purchases

Stephanie Tully, University of Southern California, USA
Amar Cheema, University of Virginia, USA
On Amir, University of California San Diego, USA
Davide Proserpio, University of Southern California, USA

Read More

Featured

Meaningfulness in New Products: Conceptualization and Measurement

Maria Sääksjärvi, Delft University of Technology, The Netherlands
Katarina Hellén, Univeristy of Vaasa

Read More

Featured

Attention to missing information: The effect of novel disclosure methods

Nikolos M Gurney, Carnegie Mellon University, USA
George Loewenstein, Carnegie Mellon University, USA

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.