Dueling with Desire: A Synthesis of Past Research on Want/Should Conflict

28 Pages Posted: 2 Mar 2014 Last revised: 10 Jun 2014

See all articles by T. Bradford Bitterly

T. Bradford Bitterly

The Hong Kong University of Science and Technology

Robert Mislavsky

Johns Hopkins University - Carey Business School

Hengchen Dai

University of California, Los Angeles (UCLA) - Anderson School of Management

Katherine L. Milkman

University of Pennsylvania - The Wharton School

Date Written: February 28, 2014

Abstract

In this chapter, we review and synthesize past research on want/should conflict. We begin with a formal definition of relative wants and shoulds and summarize prior work on the underlying cognitive processes that produce want/should conflict. We then describe empirical research on the levers that predictably tip the balance in favor of want versus should choices. In the final section of this chapter, we discuss a series of interventions that policymakers, organizations, and individuals can use to promote more future-oriented, should choices.

Keywords: Want/Should Conflict, Self-Regulation, Public Policy

JEL Classification: D90, I12

Suggested Citation

Bitterly, T. Bradford and Mislavsky, Robert and Dai, Hengchen and Milkman, Katherine L., Dueling with Desire: A Synthesis of Past Research on Want/Should Conflict (February 28, 2014). Available at SSRN: https://ssrn.com/abstract=2403021 or http://dx.doi.org/10.2139/ssrn.2403021

T. Bradford Bitterly (Contact Author)

The Hong Kong University of Science and Technology ( email )

Hong Kong

Robert Mislavsky

Johns Hopkins University - Carey Business School ( email )

100 International Drive
Baltimore, MD 21202
United States

Hengchen Dai

University of California, Los Angeles (UCLA) - Anderson School of Management ( email )

110 Westwood Plaza
Los Angeles, CA 90095-1481
United States

Katherine L. Milkman

University of Pennsylvania - The Wharton School ( email )

Philadelphia, PA 19104
United States

Do you have negative results from your research you’d like to share?

Paper statistics

Downloads
803
Abstract Views
5,763
Rank
56,802
PlumX Metrics