Choice and self: how synchronic and diachronic identity shape choices and decision making

  title={Choice and self: how synchronic and diachronic identity shape choices and decision making},
  author={Oleg Urminsky and Daniel M. Bartels and Paola Giuliano and George E. Newman and Stefano Puntoni and Lance J. Rips},
  journal={Marketing Letters},
Research on the role of identity in choice varies widely across fields like psychology, philosophy, consumer behavior, and economics, in both the key questions addressed and the methods of investigation. Although a large literature has established how salient aspects of identity affect attitudes and norms, less is known about how beliefs concerning identity are shaped and how these beliefs affect decision making. In this review, we cover recent insights into these issues and summarize some… 

The Foresight Effect: Local Optimism Motivates Consistency and Local Pessimism Motivates Variety

Consumers sometimes prefer to repeat their past choices; at other times the same consumer prefers to try something new. We demonstrate that a consumers’ situational future outlook, that is, local

The Role of Psychological Connectedness to the Future Self in Decisions Over Time

What motivates people to make decisions in the present that benefit their self in the future? An emerging literature suggests that farsightedness is influenced by the degree of connection people

Consumer Intertemporal Preferences

Understanding the drivers of consumer–brand identification

The purpose of this study is to develop a holistic understanding of the drivers of consumer–brand identification (CBI) from a consumer’s perspective, in other words, to explicate why and how

Future Time Perspective Moderates Consumer Responses to Nostalgic Advertising

Humans remember their past and consider their future. Nostalgic advertising, focused on the personal past, increases positive consumer response to products. This research examines how future time

Exploring the role of identity configuration in decision-making towards behaviour change

There is a link between identity and decision-making. In this study four focus group discussions were held with female participants to explore the role of identity configuration in decision-making

Man Versus Machine: Resisting Automation in Identity-Based Consumer Behavior

Automation is transforming many consumption domains, including everyday activities such as cooking or driving, as well as recreational activities like fishing or cycling. Yet little research in

Identity, personal continuity and psychological connectedness across time and over transformation



Identity-Based Consumer Behavior

Although the influence of identity on consumer behavior has been documented in many streams of literature, the absence of a consistent definition of identity and of generally accepted principles

Intuitions about personal identity: An empirical study

Williams (1970) argues that our intuitions about personal identity vary depending on how a given thought experiment is framed. Some frames lead us to think that persistence of self requires

Economics and Identity

This paper considers how identity, a person's sense of self, affects economic outcomes. We incorporate the psychology and sociology of identity into an economic model of behavior. In the utility

Activating the Self‐Importance of Consumer Selves: Exploring Identity Salience Effects on Judgments

Two studies examine the identity salience construct in a judgment formation context. Study 1 manipulates identity salience by heightening the self-importance of a consumer social identity, resulting

Choice as an act of meaning: the case of social class.

5 studies test the hypotheses that models of agency prevalent in working- class (WK) contexts reflect a normative preference for similarity to others, whereas models prevalent in middle-class (MD) contexts reflects a preference for difference from others.

Inferences About Personal Identity

Inferences About Personal Identity Sergey Blok ( ) George Newman ( ) Jennifer Behr ( ) Lance J. Rips ( )

To Know and to Care: How Awareness and Valuation of the Future Jointly Shape Consumer Spending

Reducing spending in the present requires the combination of being both motivated to provide for one’s future self (valuing the future) and actively considering long-term implications of one’s

Cultural Differences in Consumer Impatience

In this article, the authors examine cross-cultural variations in how people discount the future. Specifically, they predict that people from Western cultures are relatively less patient and

Psychological connectedness and intertemporal choice.

5 studies revealed a relation between perceived psychological connectedness and intertemporal choice: Participants preferred benefits to occur before large changes in connectedness but preferred costs to occur after these changes.

The “Shaken Self”: Product Choices as a Means of Restoring Self‐View Confidence

The present research shows that when a confidently held self-view (e.g., "I am an exciting person") is temporarily cast in doubt, individuals are motivated to choose products that bolster their