Self-Control for the Righteous: Toward a Theory of Precommitment to Indulgence

@article{Kivetz2002SelfControlFT,
  title={Self-Control for the Righteous: Toward a Theory of Precommitment to Indulgence},
  author={Ran Kivetz and I. Simonson},
  journal={Journal of Consumer Research},
  year={2002},
  volume={29},
  pages={199-217}
}
Prior research has examined consumers’ use of self‐control to avoid hedonic (myopic) temptations, such as overspending and smoking. In this research we investigate the opposite form of self‐control, whereby consumers force themselves to indulge and avoid default forms of spending on utilitarian necessities and/or savings. In particular, consumers who have difficulty choosing items that are perceived as indulgences or luxuries (e.g., a cruise) over necessities (e.g., saving for college education… Expand

Figures and Tables from this paper

Reconciling Impulsiveness with Self-Control : Explaining Differential Impatience toward Hedonic and Utilitarian Consumption
Intertemporal decisions often involve tradeoffs between certain costs and the timing of consumption or ownership. We argue and empirically demonstrate that, ceteris paribus, consumers are moreExpand
Remedying Hyperopia: The Effects of Self-Control Regret on Consumer Behavior
The self-control literature is premised on the notion of myopia (shortsightedness or present-biased preferences) and assumes that choosing vices generates regret. An alternative perspective suggestsExpand
Determinants of justification and self-control.
The authors propose that people use 2 routes in justifying self-gratification: 1st through hard work or excellence (entitlement) and the 2nd through the attainment of vices without depleting income.Expand
Justification and Indulgence: Determinants of Justification and Indulgence
The decision to indulge is often painful because it evokes guilt and requires sacrificing prudence and necessities. While prior research and common sense suggest that people will allow themselves toExpand
Exerting Self‐Control ≠ Sacrificing Pleasure
Self-control is a prominent topic in consumer research, where it is often conceptualized as the abstinence from hedonic consumption. We examine whether this conceptualization accurately capturesExpand
Exerting Self-Control 61⁄4 Sacrificing Pleasure
Self-control is a prominent topic in consumer research, where it is often conceptualized as the abstinence from hedonic consumption. We examine whether this conceptualization accurately capturesExpand
Marketplace Motives and Consumer Meta-Skepticism
Session Title: Marketplace Motives and Consumer Meta-Skepticism When mental systems disbelieve: on consumers’ distrust Dan Ariely, MIT and Ayelet Gneezy, University of Chicago In social interactionExpand
The Locus of Choice: Personal Causality and Satisfaction with Hedonic and Utilitarian Decisions
Consumers may consume the same products or services with different goals, for example, for their own pleasure--a hedonic goal--or to achieve some higher level purpose--a utilitarian goal. ThisExpand
Free will, temptation, and self-control: We must believe in free will. We have no choice
Baumeister, Sparks, Stillman, and Vohs (2007), sketch a theory of free will as the human ability to exert self-control. Self-control can produce goal-directed behavior, which free will conceptualizedExpand
Against the New Paternalism Internalities and the Economics of Self-Control
Economists have long argued that government intervention makes most sense in situations that involve externalities. Externalities are costs or benefits that spill over onto third parties. WhenExpand
...
1
2
3
4
5
...

References

SHOWING 1-10 OF 89 REFERENCES
Consumption Self-Control by Rationing Purchase Quantities of Virtue and Vice
Consumers' attempts to control their unwanted consumption impulses influence many everyday purchases with broad implications for marketers' pricing policies. Addressing theoreticians andExpand
Earning the Right to Indulge: Effort as a Determinant of Customer Preferences toward Frequency Program Rewards
Although frequency programs (FPs) have become ubiquitous in the marketplace and a key marketing-mix tool for promoting customer relationship and loyalty, little is known about the factors thatExpand
The economics of immediate gratification
People have self-control problems: We pursue immediate gratification in a way that we ourselves do not appreciate in the long run. Only recently have economists considered the behavioral and welfareExpand
Time-inconsistent Preferences and Consumer Self-Control
Why do consumers sometimes act against their own better judgment, engaging in behavior that is often regretted after the fact and that would have been rejected with adequate forethought? MoreExpand
Consumer Choice between Hedonic and Utilitarian Goods
In this article, the authors examine how consumer choice between hedonic and utilitarian goods is influenced by the nature of the decision task. Building on research on elaboration, the authorsExpand
The Red and the Black: Mental Accounting of Savings and Debt
In the standard economic account of consumer behavior the cost of a purchase takes the form of a reduction in future utility when expenditures that otherwise could have been made are forgone. TheExpand
Yielding to Temptation: Self‐Control Failure, Impulsive Purchasing, and Consumer Behavior
Self-control is a promising concept for consumer research, and self-control failure may be an important cause of impulsive purchasing. Three causes of self-control failure are described. First,Expand
Counteractive self-control in overcoming temptation.
TLDR
The results show that short-term costs elicit self-control strategies for self rather than others, before rather than after behavior, and help people act according to their long-term interests. Expand
Out of control: Visceral influences on behavior
Abstract Understanding discrepancies between behavior and perceived self-interest has been one of the major, but largely untackled, theoretical challenges confronting decision theory from its infancyExpand
Frames of mind in intertemporal choice
Recent research has demonstrated that choices between gambles are systematically influenced by the way they are expressed. Kahneman and Tversky's Prospect Theory Kahneman, D., A. Tversky. 1979.Expand
...
1
2
3
4
5
...