The role of desires in sequential impulsive choices

Utpal M. Dholakia1, Mahesh Gopinath2, Richard P. Bagozzi3
1Rice University, Jesse H. Jones Graduate School of Management, 6100 Main Street, Houston, TX, USA
2Old Dominion University, USA
3University of Michigan, USA

Tài liệu tham khảo

Arkes, 1985, The psychology of sunk costs, Organizational Behavior and Human Decision Processes, 35, 124, 10.1016/0749-5978(85)90049-4 Arkes, 2002, Regret, valuation, and inaction inertia, Organizational Behavior and Human Decision Processes, 87, 371, 10.1006/obhd.2001.2978 Bagozzi, 2003, How effortful decisions get enacted: The motivating role of decision processes, desires and anticipated emotions, Journal of Behavioral Decision Making, 16, 273, 10.1002/bdm.446 Baron, 1996, In defense of the not-so-old-time religion, Organizational Behavior and Human Decision Processes, 65, 293, 10.1006/obhd.1996.0029 Baumeister, 2002, Ego depletion and self control failure: An energy model of the executive’s decision, Self and Identity, 1, 129, 10.1080/152988602317319302 Brendl, 1996, Principles of judging valence: What makes events positive or negative?, Vol. 28, 95 Butler, 2000, Deciding to sell: The effect of prior inaction and offer source, Journal of Economic Psychology, 21, 223, 10.1016/S0167-4870(00)00002-7 Carver, 1998 Carver, 1981 Carver, 1994, Behavioral inhibition, behavioral activation, and affective responses to impending reward and punishment: The BIS/BAS scales, Journal of Personality and Social Psychology, 67, 319, 10.1037/0022-3514.67.2.319 Crowe, 1997, Regulatory focus and strategic inclinations: Promotion and prevention in decision making, Organizational Behavior and Human Decision Processes, 69, 117, 10.1006/obhd.1996.2675 Deaton, 1980 Dhar, 1999, Making complementary choices in consumption episodes: Highlighting versus balancing, Journal of Marketing Research, 36, 29, 10.2307/3151913 Dholakia, 2000, Temptation and resistance: An integrated model of consumption impulse formation and enactment, Psychology and Marketing, 17, 955, 10.1002/1520-6793(200011)17:11<955::AID-MAR3>3.0.CO;2-J Drolet, 2002, Inherent rule variability in consumer choice: Changing rules for change’s sake, Journal of Consumer Research, 29, 293, 10.1086/344433 Freitas, 2002, When to begin? Regulatory focus and initiating goal pursuit, Personality and Social Psychology Bulletin, 28, 121, 10.1177/0146167202281011 Gray, 1990, Brain systems that mediate both emotion and cognition, Cognition and Emotion, 4, 269, 10.1080/02699939008410799 Heubeck, 1998, A second look at Carver and White (1994) BIS/BAS scales, Personality and Individual Differences, 25, 785, 10.1016/S0191-8869(98)00124-X Higgins, 1999, Promotion and prevention as a motivational duality: Implications for evaluative processes, 503 Hoch, 1991, Time-inconsistent preferences and consumer self-control, Journal of Consumer Research, 17, 491, 10.1086/208573 Kanfer, 1987, Task-specific motivation: An integrative approach to issues of measurement, mechanisms, processes, and determinants, Journal of Social and Clinical Psychology, 5, 237, 10.1521/jscp.1987.5.2.237 Kanfer, 1989, Motivation and cognitive abilities: An integrative/aptitude treatment interaction approach to skill acquisition, Journal of Applied Psychology, 74, 657, 10.1037/0021-9010.74.4.657 Lejoyeux, 1996, Phenomenology and psychopathology of uncontrolled buying, American Journal of Psychiatry, 153, 1259 Loewenstein, 1996, Out of control: Visceral influences on behavior, Organizational Behavior and Human Decision Processes, 65, 272, 10.1006/obhd.1996.0028 Loewenstein, 1993, Preferences for sequences of outcomes, Psychological Review, 100, 91, 10.1037/0033-295X.100.1.91 Mintzberg, 1975, The manager’s job: Folk-lore and fact, Harvard Business Review, 53, 49 Mischel, 1996, From good intentions to will power, 197 Muraven, 2000, Self-regulation and depletion of limited resources: Does self-control resemble a muscle?, Psychological Bulletin, 126, 247, 10.1037/0033-2909.126.2.247 Muraven, 2003, Mechanisms of self-control failure: Motivation and limited resources, Personality and Social Psychology Bulletin, 29, 894, 10.1177/0146167203029007008 Muraven, 1998, Self-control as limited resource: Regulatory depletion patterns, Journal of Personality and Social Psychology, 74, 774, 10.1037/0022-3514.74.3.774 Murray, 1938 Naylor, 1980 O’Donoghue, 2000, The economics of immediate gratification, Journal of Behavioral Decision Making, 13, 233, 10.1002/(SICI)1099-0771(200004/06)13:2<233::AID-BDM325>3.0.CO;2-U Priester, 2004, When and why the background contrast effect emerges: Thought engenders meaning by influencing the perception of applicability, Journal of Consumer Research, 31, 491, 10.1086/425084 Quay, 1993, The psychobiology of undersocialized aggressive conduct disorder: A theoretical perspective, Development and Psychopathology, 5, 165, 10.1017/S0954579400004326 Rettinger, 2001, Content effects on decision making, Organizational Behavior and Human Decision Processes, 85, 336, 10.1006/obhd.2000.2948 Roney, 1995, Goals and framing: How outcome focus influences motivation and emotion, Personality and Social Psychology Bulletin, 21, 1151, 10.1177/01461672952111003 Rook, 1987, The buying impulse, Journal of Consumer Research, 14, 189, 10.1086/209105 Rook, 1995, Normative influences on impulsive buying behaviors, Journal of Consumer Research, 22, 305, 10.1086/209452 Searle, J. R. (2004). Biological naturalism. Working paper, Department of Philosophy, University of California at Berkeley. Shah, 1997, Expectancy X value effects: Regulatory focus as a determinant of magnitude and direction, Journal of Personality and Social Psychology, 73, 447, 10.1037/0022-3514.73.3.447 Simon, 1967, Motivational and emotional controls of cognition, Psychological Review, 74, 29, 10.1037/h0024127 Simonson, 1992, Choice in context: Tradeoff contrast and extremeness aversion, Journal of Marketing Research, 29, 281, 10.2307/3172740 Singer, 1987, Sexual motivation, The Journal of Sex Research, 23, 481, 10.1080/00224498709551386 Stroud, 1994 Tykocinski, 1998, The consequences of doing nothing: Inaction inertia as avoidance of anticipated counterfactual regret, Journal of Personality and Social Psychology, 75, 607, 10.1037/0022-3514.75.3.607 Tykocinski, 1995, Inaction inertia: Foregoing future benefits as a result of an initial failure to act, Journal of Personality and Social Psychology, 68, 793, 10.1037/0022-3514.68.5.793