Self-control today, indulgence tomorrow? How judgment bias and temporal distance influence self-control decisions

Abstract

Purpose

This paper aims to analyze how judgment bias (optimism vs pessimism) and temporal distance influence self-control decisions. This research also analyzes the mediating role of perceived control on judgment bias and temporal distance.

Design/methodology/approach

Three studies (one laboratory and two online experiments) analyze how judgment bias and temporal distance influence self-control decisions on consumers’ willingness to pay.

Findings

The findings uncover an important boundary condition of temporal distance on self-control decisions. In contrast to previous research, the findings indicate that individuals exposed to optimism (vs pessimism) bias display more self-control in the future and make choices that are more indulgent in the present. The findings also reveal that perceived control mediates the effects of judgment bias and temporal distance.

Practical implications

The findings help managers to adapt short- and long-term marketing efforts, based on consumers’ momentary judgment biases and on their chronic judgment bias orientation.

Originality/value

This research contributes to the literature on self-control and temporal distance, showing that judgment bias reverses previous research findings on self-control decisions.

Citation

Ladeira, W.J., Oliveira Santini, F., Costa Pinto, D., Araujo, C.F. and Fleury, F.A. (2018), "Self-control today, indulgence tomorrow? How judgment bias and temporal distance influence self-control decisions", Journal of Consumer Marketing, Vol. 35 No. 5, pp. 480-490. https://doi.org/10.1108/JCM-11-2016-1993