The effect of decision makers' time perspective on intention-behavior consistency

Koert Van Ittersum*

*Corresponding author for this work

Research output: Contribution to journalArticleAcademicpeer-review

32 Citations (Scopus)

Abstract

This research demonstrates that decision makers' time perspective-a cognitive, temporal bias that leads people to overemphasize the past, present, or future in their decision making-systematically influences self-reported behavioral intentions and thus intention-behavior consistency for distant-future behaviors. Whereas present-hedonistic individuals overstate their intentions, present-fatalistic individuals understate theirs, so both types exhibit low intention-behavior consistency. Future time-oriented individuals instead exhibit high intention-behavior consistency because they are less likely to overstate their intentions. The findings are contributed to decision makers' time perspective influencing the construal of distant-future behavior when reporting behavioral intentions. Accounting for decision makers' time perspectives helps improve predictive accuracy and may change insights obtained from causal models that use self-reported intentions as a proxy for actual, distant-future behavior.

Original languageEnglish
Pages (from-to)263-277
Number of pages15
JournalMarketing Letters
Volume23
Issue number1
DOIs
Publication statusPublished - Mar-2012
Externally publishedYes

Keywords

  • Distant-future intentions
  • Intention-behavior consistency
  • Time perspective
  • Temporal construal theory
  • PURCHASE INTENTIONS
  • PLANNED BEHAVIOR
  • CONDOM USE
  • FUTURE
  • MODEL
  • METAANALYSIS
  • PREDICTOR
  • PRODUCTS
  • DISTANCE
  • ADOPTION

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