Publication

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

Van Ittersum, K., Mar-2012, In : Marketing Letters. 23, 1, p. 263-277 15 p.

Research output: Contribution to journalArticleAcademicpeer-review

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
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

ID: 21978042