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http://ssrn.com/abstract=1938418
 
 

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On Intertemporal Selfishness: How the Perceived Instability of Identity Underlies Impatient Consumption


Daniel M. Bartels


University of Chicago - Booth School of Business

Oleg Urminsky


University of Chicago - Booth School of Business

January 4, 2011

Journal of Consumer Research, Vol. 38, 2011
Columbia Business School Research Paper No. 11-13

Abstract:     
How does the anticipated connectedness between one’s current and future identity help explain impatience in intertemporal preferences? The less consumers are closely connected psychologically to their future selves, the less willing they will be to forgo immediate benefits in order to ensure larger deferred benefits to be received by that future self. When consumers’ measured or manipulated sense of continuity with their future selves is lower, they accept smaller-sooner rewards, wait less in order to save money on a purchase, require a larger premium to delay receiving a gift card, and have lower long-term discount rates.

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Date posted: October 4, 2011  

Suggested Citation

Bartels, Daniel M. and Urminsky, Oleg, On Intertemporal Selfishness: How the Perceived Instability of Identity Underlies Impatient Consumption (January 4, 2011). Journal of Consumer Research, Vol. 38, 2011; Columbia Business School Research Paper No. 11-13. Available at SSRN: http://ssrn.com/abstract=1938418

Contact Information

Daniel M. Bartels (Contact Author)
University of Chicago - Booth School of Business ( email )
5807 S. Woodlawn Avenue
Chicago, IL 60637
United States
Oleg Urminsky
University of Chicago - Booth School of Business ( email )
5807 S. Woodlawn Avenue
Chicago, IL 60637
United States
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