放纵
突出
显著性(神经科学)
心理学
社会心理学
消费(社会学)
冲动性
联想(心理学)
情感(语言学)
发展心理学
认知心理学
社会学
政治学
沟通
法学
心理治疗师
社会科学
摘要
Although much research has investigated why and how impulsive individuals indulge, little research has explored the conditions under which non-impulsive consumers do. This research examines the effects of the salience of the notion “rare,” or low frequency, on the tendency to indulge. The authors find that when the notion of rarity is salient, non-impulsive consumers’ tendency to indulge increases, but it does not affect indulgence tendencies of impulsive consumers. This effect occurs because, for non-impulsives, the actual act of indulging is a relatively rare occurrence—it is something that happens with low frequency. This means that they have formed a strong association between the concepts of rarity and indulgence. Thus, for these individuals, making the concept of rarity salient activates the concept of indulgence. Nine studies provide evidence for this association and its downstream consequences. Contributions emerge for the literatures on impulsivity and self-control.
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