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Pressed for Time? Goal Conflict Shapes how Time is Perceived, Spent, and Valued
Abstract
Why do consumers often feel pressed for time? This research provides a novel answer to this question: consumers’ subjective perceptions of goal conflict. The authors show that beyond the number of goals competing for consumers’ time, perceived conflict between goals makes them feel that they have less time. Five experiments demonstrate that perceiving greater conflict between goals makes people feel time constrained and that stress and anxiety drive this effect. These effects, which generalize across a variety of goals and types of conflict (both related and unrelated to demands on time), influence how consumers spend time as well as how much they are willing to pay to save time. The authors identify two simple interventions that can help consumers mitigate goal conflict's negative effects: slow breathing and anxiety reappraisal. Together, the findings shed light on the factors that drive how consumers perceive, spend, and value their time.
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“The time perception measure [49] is a five-item questionnaire that has a good level of reliability (α = 0.89).”
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GENÇ TÜKETİCİLERİN ÜRÜNÜN YENİLİK DERECESİ ALGISININ ALGILANAN KALİTE ÜZERİNDEKİ ETKİSİ
Çal, B., & Erdem, A. (2017) · Uluslararası İktisadi ve İdari İncelemeler Dergisi · doi:10.18092/ulikidince.357151
Dynamic Gains in Growing Threat and Threat Appraisal
Riskind, J. H., & Rector, N. A. (2018) · Springer eBooks · doi:10.1007/978-1-4939-8782-5_5
Self-regulation and intertemporal consumer impatience
Kim, H. J. (2020) · Queensland University of Technology · doi:10.5204/thesis.eprints.192097
The Study on the Effect of Waiting Line on Consumers’ Perceived Quality and Emotional State
Li, N., & Song, J. (2019) · ASIA MARKETING JOURNAL · doi:10.53728/2765-6500.1333
Goal Conflict When Making Decisions for OthersPreprint
Ferrer, R. A., Orehek, E., & Padgett, L. S. (2018) · doi:10.31234/osf.io/k3bft
中川, 正. (2017) · Quarterly Journal of Marketing · doi:10.7222/marketing.2017.010
The Empirical Study on the Impulse Buying Intention of Users of Internet Consumer Loans Applications
Tailin, G., Fei, H., & Jingning, W. (2020) · Journal of Macau University of Science and Technology · doi:10.58664/mustjournal.2020.01.057
Opinion Aggregator Platforms In The Restaurant Sector
Rodrigues, P. C. L., Sousa, A., Vaz, J. F. P., & Riberio, P. (2023) · European Conference on Social Media · doi:10.34190/ecsm.10.1.1237
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Garcia, B. C. (2021) · doi:10.47749/t/unicamp.2021.1164582
Metadata
- Authors
- Etkin, J., Evangelidis, I., & Aaker, J.
- Affiliations
- Duke University (US)
- Erasmus University Rotterdam (NL)
- Stanford University (US)
- Corresponding author
- Etkin, Jordan
- Evangelidis, Ioannis
- Aaker, Jennifer
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 2015-06
- Volume
- 52
- Issue
- 3
- Pages
- 394-406
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2152697593
- Cited by
- 117
- References
- 38
- Citations by year
- 2026: 8 · 2025: 18 · 2024: 10 · 2023: 11 · 2022: 10 · 2021: 7 · 2020: 9 · 2019: 6 · 2018: 16 · 2017: 13 · 2016: 7 · 2015: 2
- FWCI
- 6.70
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Marketing Research (publishedVersion)
- EUR Research Repository (Erasmus University Rotterdam) (publishedVersion)
- EUR Research Repository (Erasmus University Rotterdam) (submittedVersion)
- Archivio istituzionale della Ricerca - Bocconi (submittedVersion)
- Topics
- Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
- Social Sciences › Psychology › Applied Psychology › Behavioral Health and Interventions
- Social Sciences › Psychology › Experimental and Cognitive Psychology › Psychological and Temporal Perspectives Research
- Keywords
- goal conflict, time perception, time constraints, time management, value of time, stress, anxiety, slow-paced breathing, consumer behavior
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