The Effects of Appetitive Stimuli on Out-of-Domain Consumption Impatience
Journal of Consumer Research · 2008 · Volume 34 · Issue 5
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.
Keywords
Motivation/Desires/Goals, Time, Values, Experimental Design and Analysis (ANOVA)
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