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.
Citation:
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.
Authors
Crystal Reeck, Temple University, USA
Lee Byung, Columbia University, USA
Eric J Johnson, Columbia University, USA
Volume
NA - Advances in Consumer Research Volume 46 | 2018
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