The DOI matches its Crossref record; 5 of the 5 references it cites were found in a registry or an index.
Time Will Tell: The Distant Appeal of Promotion and Imminent Appeal of Prevention: Table 1
Abstract
What types of products are preferred when the purchase is immediate versus off in the distant future? Three experiments address this question by examining the influence of temporal perspective on evaluations of regulatory-framed products. The results reveal that when a purchase is about to be made, consumers prefer prevention- (vs. promotion-) framed products—an effect that is driven by the pain anticipated from potentially failing one's looming purchasing goal. When a purchase is temporally distant, however, promotion- (vs. prevention-) framed products become more appealing—an effect that is driven by the anticipated pleasure from achieving one's distant purchasing goal. Implications for the psychology of self-regulation, anticipated affect, and willpower are discussed.
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Cites
Prospect Theory: An Analysis of Decision under Risk
Kahneman, D., & Tversky, A. (1979) · Econometrica · doi:10.2307/1914185 · Cited by 48,524
Heart 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
Neural Predictors of Purchases
Knutson, B., Rick, S., Wimmer, G. E., Prelec, D., & Loewenstein, G. (2007) · Neuron · doi:10.1016/j.neuron.2006.11.010 · Cited by 1,171
How Global Versus Local Perception Fits Regulatory Focus
Förster, J., & Higgins, E. T. (2005) · Psychological Science · doi:10.1111/j.1467-9280.2005.01586.x · Cited by 501
The Pros and Cons of Temporally Near and Distant Action.
Eyal, T., Liberman, N., Trope, Y., & Walther, E. (2004) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.86.6.781 · Cited by 333
Cited by
Joireman, J., Shaffer, M. J., Balliet, D., & Strathman, A. (2012) · Personality and Social Psychology Bulletin · doi:10.1177/0146167212449362 · Cited by 466
The Happiness of Giving: The Time-Ask Effect
Liu, W., & Aaker, J. (2008) · Journal of Consumer Research · doi:10.1086/588699 · Cited by 411
Self-citationSelf–other decision making and loss aversion
Polman, E. (2012) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2012.06.005 · Cited by 276
Approach and avoidance motivation: investigating hedonic consumption in a retail setting
Arnold, M. J., & Reynolds, K. E. (2012) · Journal of Retailing · doi:10.1016/j.jretai.2011.12.004 · Cited by 184
Application of Construal-Level Theory to Promotional Strategies in the Hotel Industry
Kim, J., Kim, P. B., Kim, J.-E., & Magnini, V. P. (2016) · Journal of Travel Research · doi:10.1177/0047287514550097 · Cited by 117
Metadata
- Authors
- Mogilner, C., Aaker, J. L., & Pennington, G. L.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 2008-02
- Volume
- 34
- Issue
- 5
- Pages
- 670-681
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W3121231569
- Cited by
- 209
- References
- 5
- FWCI
- 5.62
- Type
- journal article
- Language
- en
- Open access
- closed
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