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The Effects of Appetitive Stimuli on Out-of-Domain Consumption Impatience

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  • Xiuping Li

Abstract

Earlier work in consumer research has documented the effect of appetitive stimuli (e.g., chocolate cookies) on a related consumption domain (e.g., eating). We argue that appetitive stimuli can lead to a change in temporal orientation and affect subsequent consumption impatience across domains. In a series of experiments, we find that consumers exposed to appetitive stimuli are more present oriented, more likely to choose smaller-sooner rewards or vice options, and more likely to make unplanned purchase decisions. (c) 2008 by JOURNAL OF CONSUMER RESEARCH, Inc..

Suggested Citation

  • Xiuping Li, 2008. "The Effects of Appetitive Stimuli on Out-of-Domain Consumption Impatience," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 34(5), pages 649-656, August.
    • Handle: RePEc:oup:jconrs:v:34:y:2008:i:5:p:649-656
    DOI: 10.1086/521900
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    Cited by:

    1. Daniel R. Cavagnaro & Gabriel J. Aranovich & Samuel M. McClure & Mark A. Pitt & Jay I. Myung, 2016. "On the functional form of temporal discounting: An optimized adaptive test," Journal of Risk and Uncertainty, Springer, vol. 52(3), pages 233-254, June.
    2. Li, Xiuping & Lu, Qiang & Miller, Rohan, 2013. "Self-medication and pleasure seeking as dichotomous motivations underlying behavioral disorders," Journal of Business Research, Elsevier, vol. 66(9), pages 1598-1604.
    3. Scott Motyka & Dhruv Grewal & Elizabeth Aguirre & Dominik Mahr & Ko Ruyter & Martin Wetzels, 2018. "The emotional review–reward effect: how do reviews increase impulsivity?," Journal of the Academy of Marketing Science, Springer, vol. 46(6), pages 1032-1051, November.
    4. Siegwart Lindenberg & Linda Steg & Marko Milovanovic & Anita Schipper, 2018. "Moral hypocrisy and the hedonic shift: A goal-framing approach," Rationality and Society, , vol. 30(4), pages 393-419, November.

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