Consumption self-control by rationing purchase quantities of virtue and vice

Marketing Science

Volumn 17, Issue 4, 1998, Pages 317-337

  Wertenbroch, Klaus ^a  

^a YALE SCHOOL OF MANAGEMENT   (United States)

Author keywords

Intertemporal choice; Pricing policy; Product policy; Segmentation; Self control

Indexed keywords

EID: 0032250953     PISSN: 07322399     EISSN: None     Source Type: Journal    
DOI: 10.1287/mksc.17.4.317     Document Type: Article

References (30)

1. Ainslie, G. 1975. Specious reward: A behavioral theory of impulsiveness and impulse control. Psychological Bulletin 82 463-496.
2. Benzion, U., A. Rapoport, J. Yagil. 1989. Discount rates inferred from decisions: An experimental study. Management Sci. 35 (March) 270-284.
3. Boulding, W., E. Lee, R. Staelin. 1994. Mastering the mix: Do advertising, promotion, and sales force activities lead to differentiation? J. Marketing Res. 31 (May) 159-172.
4. Dolan, R. J. 1987. Quantity discounts: Managerial issues and research opportunities. Marketing Sci. 6 (Winter) 1-22.
5. Elster, J. 1984. Ulysses and the Sirens, 2nd ed. Cambridge University Press, New York.
6. Folkes, V., I. Martin, K. Gupta. 1993. When to say when: Effects of supply on usage. J. Consumer Res. 20 (December) 467-477.
7. Freud, S. 1911, 1959. Formulations regarding the two principles of mental functioning, in Collected Papers, Vol. 4. Basic Books, New York, 13-21.
8. Gibbs, B. J. 1998. Direction theory: Inward versus outward decision making, chameleonic consumers, and the self-manipulation of tastes. Research Paper #1239R, Graduate School of Business, Stanford University, Stanford, CA.
9. Hoch, S. J., G. F. Loewenstein. 1991. Time-inconsistent preferences and consumer self-control. J. Consumer Res. 17 (March) 492-507.
10. Kirby, K. N. 1997. Bidding on the future: Evidence against normative discounting of delayed rewards. J. Experimental Psychology: General 126 54-70.
11. Levin, I. P., G. J. Gaeth. 1988. How consumers are affected by the framing of attribute information before and after consuming the product. J. Consumer. Res. 15 (December) 374-378.
12. Loewenstein, G. F. 1996. Out of control: Visceral influences on behavior. Organizational Behavior and Human Decision Processes 3 (March) 272-292.
13. _, J. Elster. 1992. Choice over Time, Russell Sage Foundation, New York.
14. Maddala, G. S. 1983. Limited Dependent and Qualitative Variables in Econometrics. Cambridge University Press, Cambridge, U.K.
15. Manning, W. G., N. Duan, W. H. Rogers. 1987. Monte Carlo evidence on the choice between sample selection and two-part models. J. Econometrics 35 59-82.
16. Marshall, A. 1919. Industry and Trade, 2nd ed. Macmillan, London.
17. O'Guinn, T. C., R. J. Faber. 1989. Compulsive buying: A phenomenological exploration. J. Consumer Res. 16 (September) 147-157.
18. Pigou, A. C. 1948. Economics of Welfare, 4th ed. Macmillan, London.
19. Prelec, D., G. F. Loewenstein. 1998. The red and the black: Mental accounting of savings and debt. Marketing Sci. 17 4-28.
20. Puri, R. 1996. Measuring and modifying consumer impulsiveness: A cost-benefit accessibility framework. J. Consumer Psychology 5 87-113.
21. Rachlin, H. 1995. Self-control: Beyond commitment. Behavioral and Brain Sci. 18 109-121.
22. Rook, D. W., R. J. Fisher. 1995. Normative influences on impulse buying behavior. J. Consumer Res. 22 (December) 305-313.
23. Schelling, T. C. 1984. Self-command in practice, in policy and in a theory of rational choice. Amer. Econom. Rev. 74 (May) 1-11.
24. Strotz, R. H. 1956. Myopia and inconsistency in dynamic utility maximization. Rev. Econom. Studies 23 165-180.
25. Thaler, R. H. 1980. Toward a positive theory of consumer choice. J. Econom. Behavior and Organization 1 39-60.
26. _. 1985. Mental accounting and consumer choice. Marketing Sci. 4 199-214.
27. _, E. J. Johnson. 1990. Gambling with the house money and trying to break even: The effects of prior outcomes on risky choice. Management Sci. 36 (June) 643-660.
28. _, H. M. Shefrin. 1981. An economic theory of self-control. J. Political Econom. 89 392-406.
29. Wansink, B. 1996. Can package size accelerate usage volume? J. Marketing 60 (July) 1-14.
30. Wertenbroch, K., Z. Cannon. 1997. Dynamic preference maintenance. Marketing Letters 8 145-152.