The DOI matches its Crossref record; 80 of the 80 references it cites were found in a registry or an index.
Time-inconsistent Preferences and Consumer Self-Control
Open accessAbstract
Why do consumers sometimes act against their own better judgment, engaging in behavior that is often regretted after the fact and that would have been rejected with adequate forethought? More generally, how do consumers attempt to maintain self-control in the face of time-inconsistent preferences? This article addresses consumer impatience by developing a decision-theoretic model based on reference points. The model explains how and why consumers experience sudden increases in desire for a product, increases that can result in the temporary overriding of long-term preferences. Tactics that consumers use to control their own behavior are also discussed. Consumer self-control is framed as a struggle between two psychological forces, desire and willpower. Finally, two general classes of self-control strategies are described: those that directly reduce desire, and those that overcome desire through will power.
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Cites
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Cited by
Work and/or Fun: Measuring Hedonic and Utilitarian Shopping Value
Babin, B. J., Darden, W. R., & Griffin, M. (1994) · Journal of Consumer Research · doi:10.1086/209376 · Cited by 6,020
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Loewenstein, G. (1994) · Psychological Bulletin · doi:10.1037/0033-2909.116.1.75 · Cited by 2,738
Self-citationHeart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making
Shiv, B., & Fedorikhin, A. (1999) · Journal of Consumer Research · doi:10.1086/209563 · Cited by 2,044
Yielding to Temptation: Self‐Control Failure, Impulsive Purchasing, and Consumer Behavior
Baumeister, R. F. (2002) · Journal of Consumer Research · doi:10.1086/338209 · Cited by 1,612
Impulse and Self-Control From a Dual-Systems Perspective
Hofmann, W., Friese, M., & Strack, F. (2009) · Perspectives on Psychological Science · doi:10.1111/j.1745-6924.2009.01116.x · Cited by 1,487
Metadata
- Authors
- Hoch, S. J., & Loewenstein, G. F.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 1991-03-01
- Volume
- 17
- Issue
- 4
- Pages
- 492-507
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2151467062
- Cited by
- 1,369
- References
- 80
- FWCI
- 2.46
- Type
- journal article
- Language
- en
- Open access
- green
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- Hoch, S. J., & Loewenstein, G. F. (1991). Time-inconsistent Preferences and Consumer Self-Control. Journal of Consumer Research. https://doi.org/10.1086/208573
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
