Free will in consumer behavior: Self-control, ego depletion, and choice

Journal of Consumer Psychology

Volumn 18, Issue 1, 2008, Pages 4-13

  Baumeister, Roy F ^a   Sparks, Erin A ^a   Stillman, Tyler F ^a   Vohs, Kathleen D ^b  

^a FLORIDA STATE UNIVERSITY   (United States)

^b UNIVERSITY OF MINNESOTA   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 44249113564     PISSN: 10577408     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jcps.2007.10.002     Document Type: Article

References (76)

1. Ancel M. Le Crime Passionnel: État Actuel de la Question. L'Hygiène Mentale 47 (1958) 153-168
2. Baer, J., Kaufman, J. C., & Baumeister, R. F. (Eds.) (in press). Are we free? Psychology and free will. New York: Oxford University Press.
3. Bargh J.A. The automaticity of everyday life. In: Wyer Jr. R.S. (Ed). The automaticity of everyday life: advances in social cognition vol. 10 (1997), Erlbaum, Mahwah, NJ 1-61
4. Bargh J.A. Losing consciousness: Automatic influences on consumer judgment, behavior, and motivation. Journal of Consumer Research 29 (2002) 280-285
5. Bargh J.A., and Chartrand T.L. The unbearable automaticity of being. American Psychologist 54 (1999) 462-479
6. Baron-Cohen S., Tager-Flusberg H., and Cohen D.J. Understanding other minds: Perspectives from developmental cognitive neuroscience (2000), Oxford University Press, Oxford
7. Baumeister R.F. The self. In: Gilbert D.T., Fiske S.T., and Lindzey G. (Eds). Handbook of social psychology (1998), McGraw-Hill, New York 680-740
8. Baumeister R.F. Yielding to temptation: Self-control failure, impulsive purchasing and consumer behavior. Journal of Consumer Research 28 (2002) 670-676
9. Baumeister R.F. The cultural animal: Human nature, meaning, and social life (2005), Oxford University Press, New York
10. Baumeister R.F., Bratslavsky E., Muraven M., and Tice D.M. Ego depletion: Is the active self a limited resource?. Journal of Personality and Social Psychology 74 (1998) 1152-1265
11. Baumeister R.F., Gailliot M.T., DeWall C.N., and Oaten M. Self-regulation and personality: How interventions increases regulatory success, and how depletion moderates the effects of traits on behavior. Journal of Personality 74 (2006) 1773-1802
12. Baumeister R.F., Heatherton T.F., and Tice D.M. Losing control: How and why people fail at self-regulation (1994), Academic Press, San Diego, CA
13. Baumeister, R. F., Masicampo, E. J., & DeWall, C. N. (2006). Prosocial benefits of feeling free: Manipulating disbelief in free will increases aggression and reduces helpfulness. Manuscript submitted for publication.
14. Baumeister R.F., and Sommer K.L. Consciousness, free choice, and automaticity. In: Wyer R.S. (Ed). Advances in Social Cognition vol. 10 (1997), Erlbaum, Mahwah, NJ 75-81
15. Bettman J.R., Luce M.F., and Payne J.W. Constructive consumer choice processes. Journal of Consumer Research 25 (1998) 187-217
16. Bruyneel S., Dewitte S., Vohs K., and Warlop L. Repeated choosing increases susceptibility to affective product features. International Journal of Research in Marketing 23 (2006) 215-225
17. Chaiken S., and Trope Y. Dual-process theories in social psychology (1999), Guilford Press, New York
18. Dennett D.C. Freedom evolves (2004), Penguin Books, New York
19. Dijksterhuis A., Smith P.K., van Baaren R.B., and Wigboldus D.H.J. The unconscious consumer: Effects of environment on consumer behavior. Journal of Consumer Psychology 15 (2005) 193-202
20. Donald M. A mind so rare: The evolution of human consciousness (2002), Norton, New York
21. Fehr E., and Gächter S. Altruistic punishment in humans. Nature 415 (2002) 137-140
22. Gailliot M.T., and Baumeister R.F. The physiology of willpower: Linking blood glucose to self-control. Personality and Social Psychology Review 11 (2007) 303-327
23. Gailliot M.T., Baumeister R.F., DeWall C.N., Maner J.K., Plant E.A., Tice D.M., et al. Self-control relies on glucose as a limited energy source: Willpower is more than a metaphor. Journal of Personality and Social Psychology 92 (2007) 325-336
24. Godoy, R., Reyes-Garcia, V., Huanca, T., Leonard, W. R., McDade, T., Tanner, S., & Seyfried, C. (in press). On the measure of income and the economic unimportance of social capital: Evidence from a native Amazonian society of farmers and foragers. Journal of Anthropological Research.
25. Hamilton R., Hong J., and Chernev A. Perceptual focus effects in choice. Journal of Consumer Research 34 (2007) 187-199
26. Hoch S.J., and Loewenstein G.F. Time-inconsistent preferences and consumer self-control. Journal of Consumer Research 17 (1991) 492-507
27. Huber J., Payne J.W., and Puto C. Adding asymmetrically dominated alternatives: Violations of regularity and the similarity hypothesis. Journal of Consumer Research 9 (1982) 90-98
28. Johnson E.J., and Meyer R.J. Compensatory choice models of noncompensatory processes: The effect of varying context. Journal of Consumer Research 11 (1984) 528-541
29. Kahneman D. A perspective on judgment and choice. American Psychologist 58 (2003) 697-720
30. Kahneman D., and Frederick S. Representativeness revisited: Attribute substitution in intuitive judgment. In: Gilovich T., Griffin D., and Kahneman D. (Eds). Heuristics & biases: The psychology of intuitive judgment (2002), Cambridge University Press, New York 49-81
31. Kahneman D., and Tversky A. Prospect theory: An analysis of decisions under risk. Econometrika 47 (1979) 263-291
32. Kahneman D., and Tversky A. Choices, values, and frames. American Psychologist 39 (1984) 341-350
33. Kane R. The significance of free will (1996), Oxford University Press, New York
34. Kane R. A contemporary introduction to free will (2005), Oxford University Press, New York
35. Kivetz R., and Simonson I. Self-control for the righteous: Toward a theory of pre-commitment to indulgence. Journal of Consumer Research 29 (2002) 199-217
36. Libet B. Unconscious cerebral initiative and the role of conscious will in voluntary action. Behavioral & Brain Sciences 8 (1985) 529-566
37. Libet B. Consciousness, free action and the brain. Journal of Consciousness Studies 8 (2001) 59-65
38. Mann C.C. Provocative study says obesity may reduce U.S. life expectancy. Science 307 (2005) 1716-1717
39. Masicampo, E. J., & Baumeister, R. F. (2007). Toward a physiology of bounded rationality: Lemonade, willpower, and bias in decision making. Unpublished manuscript, Florida State University.
40. Mischel W. Processes in delay of gratification. In: Berkowitz L. (Ed). Advances in experimental social psychology vol. 7 (1974), Academic Press, San Diego, CA 249-292
41. Moller A.C., Deci E.L., and Ryan R.M. Choice and ego-depletion: The moderating role of autonomy. Personality and Social Psychology Bulletin 32 (2006) 1024-1036
42. Muraven M., Shmueli D., and Burkley E. Conserving self-control strength. Journal of Personality and Social Psychology 91 (2006) 524-537
43. Muraven M., and Slessareva E. Mechanism of self-control failure: Motivation and limited resources. Personality and Social Psychology Bulletin 29 (2003) 894-906
44. Muraven M., Tice D.M., and Baumeister R.F. Self-control as a limited resource: Regulatory depletion patterns. Journal of Personality and Social Psychology 74 (1998) 774-789
45. Novemsky, N., Wang, J., Dhar, R., & Baumeister, R. F. (2007). The interaction of ego-depletion and choice. Manuscript submitted for publication.
46. O'Guinn T.C., and Faber R.J. Compulsive buying: A phenomenological exploration. Journal of Consumer Research 16 (1989) 147-157
47. Pocheptsova, A., Amir, O., Dhar, R., & Baumeister, R. F. (2007). Deciding without resources: Psychological depletion and choice in context. Manuscript submitted for publication.
48. Rook D.W. The buying impulse. Journal of Consumer Research 14 (1987) 189-199
49. Rottenstreich Y., Sood S., and Brenner L. Feeling and thinking. Journal of Consumer Research 33 (2007) 461-469
50. Schmeichel, B. J., Gailliot, M. T., & Baumeister, R. F. (2005). Memory and the self's executive resources: Ego depletion undermines the self-choice effect. Manuscript submitted for publication.
51. Schmeichel B.J., and Vohs K.D. Self-affirmation and self-control strength: Affirming core values counteracts ego depletion (2007), Texas A&M University, College Station, TX Unpublished manuscript
52. Schmeichel B.J., Vohs K.D., and Baumeister R.F. Intellectual performance and ego depletion: Role of the self in logical reasoning and other information processing. Journal of Personality and Social Psychology 85 (2003) 33-46
53. Searle J.R. Rationality in action (2001), MIT Press, Cambridge, MA
54. Shiv B., and Fedorikhin A. Heart and mind in conflict: The interplay of affect and cognition in consumer decision making. Journal of Consumer Research 26 (1999) 278-292
55. Simonson I. Choice based on reasons: The case of attraction and compromise effects. Journal of Consumer Research 16 (1989) 158-174
56. Simonson I. In defense of consciousness: The role of conscious and unconscious inputs in consumer choice. Journal of Consumer Psychology 5 (2005) 211-218
57. Simonson I., Carmon Z., Dhar R., Drolet A., and Nowlis S. Consumer research: In search of identity. Annual Review of Psychology 52 (2001) 249-275
58. Smith A. In: Bullock C.J. (Ed). An inquiry into the nature and causes of the wealth of nations (Harvard classics, part 10) (1776/2004), Kessinger Publishing, Whitefish, MT
59. Stanovich K.E., and West R.F. Individual differences in reasoning: Implications for the rationality debate?. Behavioral and Brain Sciences 23 (2000) 645-726
60. Steel P. The nature of procrastination: A meta-analytic and theoretical review of quintessential self-regulatory failure. Psychological Bulletin 133 (2007) 65-94
61. Stillman, T. F., Sparks, E., & Baumeister, R. F., (in preparation). Perceiving free will. Florida State University.
62. Stutzer, A. & Frey, B. S. (2006). What happiness research can tell us about self-control problems and utility misprediction. Working Paper No. 267, Institute for Empirical Research in Economics, University of Zurich.
63. Tice D.M., Baumeister R.F., Shmueli D., and Muraven M. Restoring the self: Positive affect helps improve self-regulation following ego depletion. Journal of Experimental Social Psychology 43 (2007) 379-384
64. Tversky A. Intransitivity of preferences. Psychological Review 76 (1969) 31-48
65. Tversky A., and Kahneman D. The framing of decisions and the psychology of choice. Science 211 (1981) 453-458
66. Vohs K.D., Baumeister R.F., and Chin J. Feeling duped: Emotional, motivational, and cognitive aspects of being exploited by others. Review of General Psychology 11 (2007) 127-141
67. Vohs, K. D., Baumeister, R. F., Twenge, J. M., Nelson, N. M., Rawn, C. D., Schmeichel, B. J., et al. (2007). Making choices impairs subsequent self-control: A limited resource account of decision making, self-regulation, and active initiative. Manuscript submitted for publication.
68. Vohs K.D., and Faber R.J. Spent resources: Self-regulatory resource availability affects impulse buying. Journal of Consumer Research 33 (2007) 537-547
69. Vohs K.D., and Heatherton T.F. Self-regulatory failure: A resource-depletion approach. Psychological Science 11 (2000) 249-254
70. Vohs K.D., and Schmeichel B.J. Self-regulation and the extended now: Controlling the self alters the subjective experience of time. Journal of Personality and Social Psychology 85 (2003) 217-230
71. Vohs K.D., and Schooler J.W. The value of believing in free will: Encouraging a belief in determinism increases cheating. Psychological Science 19 (2008) 49-54
72. Von Neumann J., and Morgenstern O. Theory of games and economic behavior (1944/1947), Princeton University Press, Princeton, NJ
73. Wallace H.W., and Baumeister R.F. The effects of success versus failure feedback on further self-control. Self and Identity 1 (2002) 35-42
74. Webb T.L., and Sheeran P. Can implementation intentions help to overcome ego-depletion?. Journal of Experimental Social Psychology 39 (2003) 279-286
75. Wertenbroch K. Consumption self-control by rationing purchase quantities of virtue and vice. Marketing Science 17 (1998) 317-337
76. Wertenbroch K., and Dhar R. Consumer choice between hedonic and utilitarian Goods. Journal of Marketing Research 37 (2000) 60-71