Money, Time, and the Stability of Consumer Preferences
Journal of Marketing Research, Vol. 52, No. 2, 2015
Posted: 26 Jan 2010 Last revised: 31 Mar 2015
Consumers often make product choices that involve the consideration of money and time. Building on dual-process models, we propose that these two basic resources activate qualitatively different modes of processing: while money is processed analytically, time is processed more affectively. Importantly, this distinction then influences the stability of consumer preferences. An initial set of three experiments demonstrate that, compared to a control condition free of the consideration of either resource, money consideration generates significantly more violations of transitivity in product choice, while time consideration has no such impact. The next three experiments use multiple approaches to demonstrate the role of different processing modes associated with money versus time consideration in this result. Finally, two additional experiments test ways in which the cognitive noise associated with the analytical processing that money consideration triggers could be reduced, resulting in more consistent preferences.
Keywords: Money versus time, dual-process models, affect, consumer choice, preference consistency
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