No Pain No Gain: Lose-Now-Gain-Later Intertemporal Choice Questions Better Predict Self-Care Behaviors
Discounting research assumes that all intertemporal choices involve the psychological construct impatience. Do they? Participants made normatively-equivalent gain, loss, or mixed—gain-now-lose-later or lose-now-gain-later—intertemporal choices. Mixed choices yielded discount rates between gains and losses. Importantly, real-world behaviors with short-term costs and long-term benefits are best predicted by lose-now-gain-later choices.
Ye Li, David Hardisty, and Wade Wade (2019) ,"No Pain No Gain: Lose-Now-Gain-Later Intertemporal Choice Questions Better Predict Self-Care Behaviors", in NA - Advances in Consumer Research Volume 47, eds. Rajesh Bagchi, Lauren Block, and Leonard Lee, Duluth, MN : Association for Consumer Research, Pages: 737-739.
Ye Li, University of California Riverside, USA
David Hardisty, University of British Columbia, Canada
Wade Wade, University of British Columbia, Canada
NA - Advances in Consumer Research Volume 47 | 2019
L7. The Joy of Shopping: Reconciling Mixed Effects of Positive Emotions on Shopping Behavior
Kelley Gullo, Duke University, USA
Duncan Simester, Massachusetts Institute of Technology, USA
Gavan Fitzsimons, Duke University, USA
Why Do People Who Have More Enjoy Horror More?
Haiyang Yang, Johns Hopkins University
Kuangjie Zhang, Nanyang Technological University, Singapore
L9. To Save Face or Follow My Heart: Salesperson’s Inquiries of In-Group Identity on Consumers’ Purchase
Lingru Wei, Tencent Holdings Limited
Jooyoung Park, Peking University