The Hot-Cold Decision Triangle: A Framework for Healthier Choices

27 Pages Posted: 28 Sep 2020

See all articles by Haiyang Yang

Haiyang Yang

Johns Hopkins University - Carey Business School

Ziv Carmon

INSEAD

Barbara Kahn

University of Miami

Anup Malani

University of Chicago - Law School; University of Chicago Pritzker School of Medicine; Resources for the Future; National Bureau of Economic Research (NBER)

Janet Schwartz

Tulane University - A.B. Freeman School of Business

Kevin Volpp

University of Pennsylvania - Perelman School of Medicine, Department of Medicine

Brian Wansink

Retired

Date Written: April 18, 2012

Abstract

People often behave in ways that are clearly detrimental to their health. We review representative research on unhealthy behaviors within a parsimonious framework, the Hot-Cold Decision Triangle. Through this framework, we describe how when people embrace colder state reasoning — instead of risking the pitfalls of heuristics and visceral reactions — they are more likely to behave healthily. We also illustrate how some heuristics and visceral urges can be leveraged to encourage healthier choices. We conclude by discussing unexplored research directions, as well as substantive implications for individuals, marketers, and policymakers.

Suggested Citation

Yang, Haiyang and Carmon, Ziv and Kahn, Barbara and Malani, Anup and Schwartz, Janet and Volpp, Kevin and Wansink, Brian, The Hot-Cold Decision Triangle: A Framework for Healthier Choices (April 18, 2012). INSEAD Working Paper No. 2012/45/MKT, Available at SSRN: https://ssrn.com/abstract=2041943 or http://dx.doi.org/10.2139/ssrn.2041943

Haiyang Yang

Johns Hopkins University - Carey Business School ( email )

100 International Drive
Baltimore, MD 21202
United States

Ziv Carmon (Contact Author)

INSEAD ( email )

1 Ayer Rajah Ave
Singapore, 138676
Singapore

Barbara Kahn

University of Miami ( email )

Coral Gables, FL 33124
United States

Anup Malani

University of Chicago - Law School ( email )

1111 E. 60th St.
Chicago, IL 60637
United States
773-702-9602 (Phone)
773-702-0730 (Fax)

HOME PAGE: http://www.law.uchicago.edu/faculty/malani/

University of Chicago Pritzker School of Medicine

Chicago, IL 60637
United States

Resources for the Future

1616 P Street, NW
Washington, DC 20036
United States

National Bureau of Economic Research (NBER)

1050 Massachusetts Avenue
Cambridge, MA 02138
United States

Janet Schwartz

Tulane University - A.B. Freeman School of Business ( email )

7 McAlister Drive
New Orleans, LA 70118
United States

Kevin Volpp

University of Pennsylvania - Perelman School of Medicine, Department of Medicine ( email )

Philadelphia, PA 19104
United States

Brian Wansink

Retired ( email )

607-319-0123 (Phone)

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