Going for it
Cohort Effects in Children’s Delay of Gratification
Stephanie Carlson et al.
Developmental Psychology, forthcoming
Abstract:
In the 1960s at Stanford University’s Bing Preschool, children were given the option of taking an immediate, smaller reward or receiving a delayed, larger reward by waiting until the experimenter returned. Since then, the “Marshmallow Test” has been used in numerous studies to assess delay of gratification. Yet, no prior study has compared the performance of children across the decades. Common wisdom suggests children today would wait less long, preferring immediate gratification. Study 1 confirmed this intuition in a survey of adults in the United States (N = 354; Mdn age = 34 years). To test the validity of this prediction, Study 2 analyzed the original data for average delay-of-gratification times (out of 10 min) of 840 typically developing U.S. children in three birth cohorts from similar middle-high socioeconomic backgrounds in the late 1960s, 1980s, and 2000s, matched on age (3 to 5 years) at the time of testing. In contrast to popular belief, results revealed a linear increase in delay over time (p < .0001, np2 = .047), such that children in the 2000s waited on average 2 min longer than children in the 1960s, and 1 min longer than children in the 1980s. This pattern was robust with respect to age, sex, geography and sampling effects. We posit that increases in symbolic thought, technology, preschool education, and public attention to executive function skills have contributed to this finding, but caution that more research in diverse populations is needed to examine the generality of the findings and to identify causal factors.
Scarred Consumption
Ulrike Malmendier & Leslie Sheng Shen
NBER Working Paper, June 2018
Abstract:
We show that personal experiences of economic shocks can “scar'” consumer behavior in the long run. We first illustrate the effects of experience-based learning in a simple stochastic life-cycle consumption model with time-varying financial constraints. We then use data from the Panel Study of Income Dynamics (PSID), the Nielsen Homescan Panel, and the Consumer Expenditure Survey (CEX) to estimate the long-term effects of lifetime experiences on consumption. We show that households who have lived through times of high local and national unemployment, or who have experienced more personal unemployment, spend significantly less on food and total consumption, after controlling for income, wealth, employment, demographics, and macro-economic factors, such as the current unemployment rate. The reverse holds for past experiences of low unemployment. We also estimate significant experience-based variation in consumption within household, i. e., after including household fixed effects. At the same time, lifetime experiences do not predict individuals' future income. The Nielsen data reveals that households who have lived through times of high unemployment are particularly likely to use coupons and to purchase sale items or lower-end products. As predicted by the experience-based learning model, the effects of a given macro shock are stronger for younger than for older cohorts. Finally, past experiences predict beliefs about future economic conditions in the Michigan Survey of Consumers (MSC), implying a beliefs-based channel. Our results suggest a novel micro-foundation of fluctuations of aggregate demand, and explain long-run effects of macroeconomic shocks.
Curiosity Tempts Indulgence
Kyra Wiggin, Martin Reimann & Shailendra Jain
Journal of Consumer Research, forthcoming
Abstract:
Given curiosity’s characterization as a motivational drive for knowledge, prior research has primarily focused on curiosity’s positive effects on knowledge exploration, information acquisition, and learning. Once the desired-for knowledge has been acquired, curiosity is said to be satisfied. But what happens if curiosity is left unsatisfied? Across five experiments, spanning four domains of indulgence-related decisions and relying on different methods of curiosity elicitation, the present research sheds light on an unexpected yet crucial consequence of curiosity — that curiosity tempts indulgent consumption in domains unrelated to the source of the curiosity. This effect is explained by a generalized desire for rewards. Experiments 1-3 establish and replicate the proposed mediation model of curiosity --> desire for rewards --> indulgence, employing manipulation-of-process, moderation-of-process, and measurement-of-process experimental designs. Experiment 4 utilizes neurophysiological data to indicate brain activation in the insular cortex for satisfied (vs. unsatisfied) curiosity. Experiment 5 addresses the role of cognitive depletion as a possible alternative mechanism. In summary, this article demonstrates that the hunger for information that accompanies unsatisfied curiosity is converted into a generalized desire for rewards, which in turn tempts indulgence.
Who Is Most Likely to Wear Rose-Colored Glasses? How Regulatory Mode Moderates Self-Flattery
Svetlana Komissarouk et al.
Personality and Social Psychology Bulletin, forthcoming
Abstract:
In general, people prefer to view themselves positively. But some individuals are more prone to self-flattery than others, that is, holding an unjustifiably high opinion of oneself. Applying regulatory mode theory, we identify motivational factors that predict which individuals are and are not prone to self-flattery. In four studies, using both chronic (Studies 1-3) and experimental (Study 4) conditions, we found that those with high locomotion concerns about effecting change (control) are more inclined to flatter themselves, whereas those with high assessment concerns about making the right choices (truth) are less inclined to flatter themselves. The relation between stronger locomotion and greater self-flattery, and stronger assessment and lesser self-flattery, was mediated by locomotors’ low self-criticism and assessors’ high self-criticism. These results shed light on how locomotion and assessment differ in the motivation to flatter oneself.
Crush on You: Romantic Crushes Increase Consumers’ Preferences for Strong Sensory Stimuli
Xun (Irene) Huang, Ping Dong & Meng Zhang
Journal of Consumer Research, forthcoming
Abstract:
What influences consumers’ preferences for strong versus weak sensory stimuli? In this paper, we find converging evidence that when the experience of a romantic crush is salient, consumers have an enhanced preference for options that elicit strong sensory stimulation (e.g., loud music, strongly flavored food). We demonstrate this effect across seven studies using a broad array of products and services as stimuli. We further show that these consumers have a heightened motivation to achieve greater sensations from the desired person, but cannot act in a way that directly satisfies this motivation, leading them to be more likely to turn to products and services for the desired sensations. Moreover, we find that the effect is specific to the experience of a romantic crush and cannot be generalized to other interpersonal experiences (e.g., passionate love, stable romantic relationship, unmet sexual desire).
Naïve models of dietary splurges: Beliefs about caloric compensation and weight change following non-habitual overconsumption
Julia O'Brien et al.
Appetite, forthcoming
Abstract:
The mechanisms that lead to overeating and the consumption of tempting, unhealthy foods have been studied extensively, but the compensatory actions taken afterwards have not. Here we describe the naïve models individuals hold around dietary splurges (single bouts of overeating) and associated weight changes. Across six online experiments, we found that, following a hypothetical dietary splurge, participants did not plan to adequately adjust calorie consumption to account for the additional calories consumed (Studies 1 and 2), and this pattern was worse following hypothetical splurges characterized by a large quantity of food consumed in a single bout (Study 3). Participants expected weight changes to happen faster than they do in reality (Study 4) and they expected that weight gained from a dietary splurge would disappear on its own without explicit compensation attempts through diet or exercise (Study 5). Similarly, participants expected that when compensation attempts were made through calorie restriction, the rate of weight loss would be faster following a dietary splurge compared to normal eating (Study 6). This research contributes novel data demonstrating an important mechanism that likely contributes to weight gain and failed weight loss attempts.