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.


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.


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


NA - Advances in Consumer Research Volume 44 | 2016

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