Search Predicts and Changes Patience in Intertemporal Choice
Consumers often select rewarding short-term options that undermine long-term goals. The present research examines how search strategies – the ways people acquire information while making decisions – predict and influence intertemporal choice. In three large experiments, we demonstrate that search strategies predict decisions and provide causal evidence that manipulating strategies increases patience.
Crystal Reeck, Lee Byung, and Eric J Johnson (2018) ,"Search Predicts and Changes Patience in Intertemporal Choice", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 258-263.
Crystal Reeck, Temple University, USA
Lee Byung, Columbia University, USA
Eric J Johnson, Columbia University, USA
NA - Advances in Consumer Research Volume 46 | 2018
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