Considering the Future: The Conceptualization and Measurement of Elaboration on Potential Outcomes

Nenkov, Gergana Y.; Inman, J. Jeffrey; Hulland, John

doi:10.1086/525504

Cited by 132 publications

(123 citation statements)

References 37 publications

(49 reference statements)

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“…Of course, individuals (e.g., Nenkov et al 2008, Strathman et al 1994) and societies (e.g., Noguchi et al 2014, Preis et al 2012) vary in how frequently and intensely they focus on future consequences. Susceptibility to the effect of highlighting the SS opportunity cost should depend on an individual's baseline tendency to consider future opportunity costs (i.e., in the absence of explicit reminders).…”

Section: Discussionmentioning

confidence: 99%

The Value of Nothing: Asymmetric Attention to Opportunity Costs Drives Intertemporal Decision Making

2017

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T his paper proposes a novel account of impatience: People pay more attention to the opportunity costs of choosing larger, later rewards than to the opportunity costs of choosing smaller, sooner ones. Eight studies show that when the opportunity costs of choosing smaller, sooner rewards are subtly highlighted, people become more patient, whereas when the opportunity costs of choosing larger, later rewards are highlighted this has no effect. This pattern is robust to variations in the choice task, to the participant population, and to whether the choices are incentivized or hypothetical. We argue that people are naturally aware of the opportunity costs of delayed rewards but pay less attention to those associated with smaller, sooner ones. We conclude by discussing implications for theory and policy.Data, as supplemental material, are available at https://doi

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Section: Discussionmentioning

confidence: 99%

The Value of Nothing: Asymmetric Attention to Opportunity Costs Drives Intertemporal Decision Making

2017

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“…Future-oriented people are well organized, focus constantly on their goals, and evaluate their actions according to the gains and losses pertaining to their future goals (Strathman et al 1994;Kastenbaum 1961). In a related study, Nenkov et al (2008) find that when people elaborate on potential future outcomes, they exhibit self-regulation when faced with a choice. Similarly, Baumeister and Heatherton (1996) argue that when consumers can transcend beyond the immediate stimuli to longer-term implications, they tend to be more self-controlled than otherwise.…”

Section: Main Effectsmentioning

confidence: 97%

Erratum to: Relationships among time orientation, consumer innovativeness, and innovative behavior: the moderating role of product characteristics

Karande

Merchant

Sivakumar

2011

AMS Rev

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Consumer innovativeness is a critical factor that determines the success of new product introductions. An important but underexplored antecedent of consumer innovativeness is time orientation. In this article, we propose a conceptual model of the relationships among time orientation, consumer innovativeness, and consumer innovative behavior. We further examine the moderating role of several important product characteristics on these relationships. These characteristics include (1) newness of the product, (2) product complexity, (3) network externalities, and (4) the utilitarian versus expressive nature of the product. We develop a series of research propositions to explicate the relationships in our conceptual model. We delineate the substantive and managerial implications by linking the variables through a comprehensive framework and provide future research directions.

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“…For example, adults higher in self-control satiate faster on unhealthy foods than healthy foods (Redden and Haws 2013), and a chronic prevention focus abets selfcontrol through the use of mental budgets when faced with temptation (Krishnamurathy and Prokopec 2010). Although poor self-control occurs across domains (e.g., food and spending, Faber et al 1995), adults who think about the consequences of their behavior, or 'elaborate on potential outcomes,' can exercise greater self-control (Nenkov, Inman and Hulland 2008).…”

Section: ___________________mentioning

confidence: 99%

All in the Family? Parental Roles in the Epidemic of Childhood Obesity

2016

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Childhood obesity is a serious global health challenge. Families and consumption are at the nexus of the problem, as childhood weight issues depend significantly on family-related influences (genetic predispositions, physical activities, and household food consumption practices). This article focuses on how a family socializes a child toward or away from obesity. It advances a family consumer socialization framework to characterize key elements and processes.Biological predispositions, parent/family inputs, elements of child development, parent-child interactions, and intergenerational transfer are all major contributors to weight status and life course potentials. Time is also a crucial component, here represented in two forms --linear and cyclical. Drawing on extensive research from other disciplines and related consumer research, five "Foundational Properties" are distilled, representing fundamental tenets underpinning the family's role in this problem. Each property is then used to chart promising opportunities for consumer researchers and others interested in advancing knowledge on this pressing concern.

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Considering the Future: The Conceptualization and Measurement of Elaboration on Potential Outcomes

Cited by 132 publications

References 37 publications

The Value of Nothing: Asymmetric Attention to Opportunity Costs Drives Intertemporal Decision Making

The Value of Nothing: Asymmetric Attention to Opportunity Costs Drives Intertemporal Decision Making

Erratum to: Relationships among time orientation, consumer innovativeness, and innovative behavior: the moderating role of product characteristics

All in the Family? Parental Roles in the Epidemic of Childhood Obesity

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