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Strategies for improving self-control among naïve, sophisticated, and time-consistent consumers

Author

Listed:
  • Mandel, Naomi
  • Scott, Maura L.
  • Kim, Sunghoon
  • Sinha, Rajiv K.

Abstract

Important prior research has established measurement scales (e.g., Tangney, Baumeister, & Boone, 2004) to determine individual differences in self-control and to predict behavior. However, these measurement scales do not account for the lack of awareness that many people have regarding their own self-control abilities. In the current research, the authors develop a new classification method based on O’Donoghue and Rabin’s (1999a) theory of time-consistent, naïve, and sophisticated individuals, and they show that this method predicts future preferences and behavior. In addition, the authors test two alternative strategies for improving self-control: precommitment (Ariely & Wertenbroch, 2002) and outcome elaboration (Nenkov, Inman, & Hulland, 2008), and they demonstrate how these strategies differentially affect these three categories of consumers.

Suggested Citation

  • Mandel, Naomi & Scott, Maura L. & Kim, Sunghoon & Sinha, Rajiv K., 2017. "Strategies for improving self-control among naïve, sophisticated, and time-consistent consumers," Journal of Economic Psychology, Elsevier, vol. 60(C), pages 109-125.
    • Handle: RePEc:eee:joepsy:v:60:y:2017:i:c:p:109-125
    DOI: 10.1016/j.joep.2016.12.003
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    Citations

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    Cited by:

    1. Cobb-Clark, Deborah A. & Kong, Nancy & Schildberg-Hörisch, Hannah, 2023. "The stability of self-control in a population-representative study," Journal of Economic Psychology, Elsevier, vol. 95(C).
    2. Golsteyn, Bart H. H. & Schildberg-Hörisch, Hannah, 2017. "Challenges in research on preferences and personality traits: Measurement, stability, and inference," DICE Discussion Papers 263, Heinrich Heine University Düsseldorf, Düsseldorf Institute for Competition Economics (DICE).
    3. Xie, Yi (Fionna) & Mandel, Naomi & Gardner, Meryl P., 2021. "Not all dieters are the same: Development of the Diet Balancing Scale," Journal of Business Research, Elsevier, vol. 133(C), pages 143-157.
    4. Acerbi, Alberto & Sacco, Pier Luigi, 2022. "The self-control vs. self-indulgence dilemma: A culturomic analysis of 20th century trends," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 101(C).
    5. Yuefeng Li & Jingming Pan & Jing Zhou, 2022. "Optimal pricing with free gift cards in a two-product supply chain," Flexible Services and Manufacturing Journal, Springer, vol. 34(1), pages 125-155, March.
    6. Delgado Fuentealba, Carlos L. & Muñoz Mendoza, Jorge A. & Sepúlveda Yelpo, Sandra M. & Veloso Ramos, Carmen L. & Fuentes-Solís, Rodrigo A., 2021. "Household debt, automatic bill payments and inattention: Theory and evidence," Journal of Economic Psychology, Elsevier, vol. 85(C).
    7. Diarmaid Ó Ceallaigh & Kirsten I.M. Rohde & Hans van Kippersluis, 2024. "Skipping your workout, again? Measuring and understanding time inconsistency in physical activity," Tinbergen Institute Discussion Papers 24-028/V, Tinbergen Institute.

    More about this item

    Keywords

    Self-control; Delay of gratification; Goal setting; Intertemporal choice;
    All these keywords.

    JEL classification:

    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D03 - Microeconomics - - General - - - Behavioral Microeconomics: Underlying Principles
    • D12 - Microeconomics - - Household Behavior - - - Consumer Economics: Empirical Analysis

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