Deferring versus Expediting Consumption: The Effect of Outcome Concreteness on Sensitivity to Time Horizon

By Selin A. Malkoc, Gal Zauberman. 2006

159 citations recorded by the source corpus.

Subfields: Economics and Econometrics, General Decision Sciences, Marketing

View Paper: https://www.semanticscholar.org/paper/24778160ee8eaff91ba24e9eee062ecc43294d57

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Economics and Econometrics

In General Decision Sciences

In Marketing

Citations in the corpus

Mental Simulation and Preference Consistency over Time: The Role of Process- versus Outcome-Focused Thoughts (2007, background): “…research on preference inconsistency has offered mostly affective mechanisms to explain temporal shifts (e.g., Ainslie and Haslam 1992; Loewenstein 1996), recent theories have focused more on cognitive processes (e.g., Malkoc and Zauberman 2006; Trope and Liberman 2003; Zauberman and Lynch 2005).”
Data collection in a flat world: the strengths and weaknesses of mechanical turk samples (2013, methodology): “Participants then responded to a discounting task adapted from previous literature testing present bias (Thaler, 1981) and the delay/expedite asymmetry (Loewenstein, 1988; Malkoc & Zauberman, 2006).”
Positive Affect, Intertemporal Choice, and Levels of Thinking: Increasing Consumers' Willingness to Wait (2011, methodology): “Last, we obtained a measure of the concreteness (vs. abstractness) of the mental representation of the rebates, because previous research has shown that concrete representation of stimuli leads to less self-control (e.g., Malkoc and Zauberman 2006; Trope and Liberman 2003).”
Construing Consumer Decision Making (2007, unknown): “Malkoc and Zauberman (2006) argue that this occurs because the framed default induces a construal level that dominates or inhibits the construal level of the alternative timing.”
Self-other decision making and loss aversion (2012, background): “In line with previous research (Huber et al., 1997; Idson et al., 2000; Kumar & Lim, 2008; Liberman et al., 2005; Malkoc & Zauberman, 2006; Ritov & Baron, 1992), each variable was significantly correlated with the amount of loss aversion (greater loss aversion is indicated by lower values):…”
Unstuck from the concrete: Carryover effects of abstract mindsets in intertemporal preferences (2010, background): “…has focused on establishing this phenomenon of decrease in discount rates from short to long time horizons across a variety of settings, identifying its boundary conditions and its possible psychological drivers (e.g., Malkoc & Zauberman, 2006; Rachlin & Raineri, 1992; Zauberman & Lynch, 2005).”
Seeing the Forest Beyond the Trees: A Construal-Level Approach to Self-Control (2008, methodology): “…literature on temporal discounting suggests that people make choices that reflect self-control to a greater extent when those choices are in the distant versus near future (e.g., Ainslie, 1975; Frederick et al., 2002; Green et al., 1994; Kirby & Herrnstein, 1995; see also Malkoc & Zauberman, 2006).”