TITLE

Considering the Future: The Conceptualization and Measurement of Elaboration on Potential Outcomes

AUTHOR(S)
NENKOV, GERGANA Y.; INMAN, J. JEFFREY; HULLAND, JOHN
PUB. DATE
June 2008
SOURCE
Journal of Consumer Research;Jun2008, Vol. 35 Issue 1, p126
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
We examine a new construct dealing with individuals' tendency to elaborate on potential outcomes, that is, to generate and evaluate potential positive and negative consequences of their behaviors. We develop the elaboration on potential outcomes (EPO) scale and then investigate its relationships with conceptually related traits and its association with consumer behaviors such as exercise of self-control, procrastination, compulsive buying, credit card debt, retirement investing, and healthy lifestyle. Finally, we show that consumers with high EPO levels exhibit more effective self-regulation when faced with a choice and that EPO can be primed, temporarily improving self-regulation for consumers with low EPO levels.
ACCESSION #
32511409

 

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