Abstract

http://ssrn.com/abstract=955427
 
 

Citations (10)



 


 



Deciding Without Resources: Psychological Depletion and Choice in Context


Anastasiya Pocheptsova


Robert H. Smith School of Business; Yale School of Management

On Amir


University of California, San Diego (UCSD) - Rady School of Management

Ravi Dhar


Yale School of Management - International Center for Finance

Roy Baumeister


Florida State University - College of Arts & Sciences

January 1, 2007


Abstract:     
Consumer choices are a result of an interplay of two systems: fast and intuitive thinking (System 1) and more deliberative reasoning (System 2). The present research examines the implication of the interplay between the two systems for context effects in choice by exploring the consequences of resource depletion. Building on a substantial body of psychological literature that points to one underlying resource used in self-regulation and decision-making, this paper demonstrates that resource depletion has a systematic influence on choices. Specifically, we demonstrate that resource depletion enhances the role of intuitive System 1 influences by impairing the effortful and deliberate overriding role of System 2. In five experiments, we find that resource depletion increases the share of reference-dependent choices, decreases the compromise effect, magnifies the attraction effect, and increases choice deferral. The results shed light on both the mechanism underlying context effects on choices and the scope of the depleted resource.

Number of Pages in PDF File: 46

Keywords: Decision making, context effects, two systems, depletion

JEL Classification: C91, M3, M31

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Date posted: January 7, 2007  

Suggested Citation

Pocheptsova, Anastasiya and Amir, On and Dhar, Ravi and Baumeister, Roy, Deciding Without Resources: Psychological Depletion and Choice in Context (January 1, 2007). Available at SSRN: http://ssrn.com/abstract=955427 or http://dx.doi.org/10.2139/ssrn.955427

Contact Information

Anastasiya Pocheptsova
Robert H. Smith School of Business ( email )
College Park, MD 20742-1815
United States
HOME PAGE: http://www.rhsmith.umd.edu/directory/anastasiya-pocheptsova
Yale School of Management ( email )
135 Prospect Street
P.O. Box 208200
New Haven, CT 06520-8200
United States
On Amir (Contact Author)
University of California, San Diego (UCSD) - Rady School of Management ( email )
9500 Gilman Drive
Rady School of Management
La Jolla, CA 92093
United States
858-534-2023 (Phone)
858-534-0745 (Fax)
HOME PAGE: http://management.ucsd.edu/faculty/directory/amir/
Ravi Dhar
Yale School of Management - International Center for Finance ( email )
Box 208200
New Haven, CT 06520-8200
United States

Roy Baumeister
Florida State University - College of Arts & Sciences ( email )
United States
Feedback to SSRN


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