How the Temporal Framing of Energy Savings Influences Consumer Product Evaluations and Choice

Psychology and Marketing

Volumn 29, Issue 4, 2012, Pages 198-208

  Tangari, Andrea Heintz ^a   Smith, Ronn J ^b  

^a WAYNE STATE UNIVERSITY   (United States)

^b UNIVERSITY OF ARKANSAS   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84859140955     PISSN: 07426046     EISSN: 15206793     Source Type: Journal    
DOI: 10.1002/mar.20515     Document Type: Article

References (53)

1. Aiken, L. S., & West, S. G. (1991). Multiple regression: Testing and interpreting interactions. Newbury Park, CA: Sage Publications.
2. Anderson, C. D., & Claxton, J. D. (1982). Barriers to consumer choice of energy efficient products. Journal of Consumer Research, 9, 163-170.
3. Banerjee, A., & Solomon, B. (2003). Eco-labeling for energy efficiency and sustainability: A meta-evaluation of US programs. Energy Policy, 31, 109-123.
4. Baron, R. M., & Kenny, D. A. (1986). The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51, 1173-1182.
5. Bearden, W. O., Money, B. R., & Nevins, J. L. (2006). A measure of long-term orientation: Development and validation. Journal of the Academy of Marketing Science, 34, 456-467.
6. Behr, P. (2011, May 25). Smart grid costs are massive, but benefits will be larger, industry study says. The New York Times. Retrieved June 22, 2011, from .
7. Brandon, G., & Lewis, A. (1999). Reducing household energy consumption: A qualitative and quantitative field study. Journal of Environmental Psychology, 19, 75-85.
8. Dawson, J. F., & Richter, A. W. (2006). Probing three-way interactions in moderated multiple regression: Development and application of a slope difference test. Journal of Applied Psychology, 91, 917-926.
9. Ebreo, A., & Vining, J. (2001). How similar are recycling and waste reduction? Future orientation and reasons for reducing waste as predictors of self-reported behavior. Environment and Behavior, 33, 424-448.
10. Energy Star (2011). Light bulbs (CFLs). Retrieved February 22, 2011, from .
11. Environmental Protection Agency (2010). Climate change - Greenhouse emissions in the home. Retrieved February 20, 2011, from .
12. Frederick, S., Loewenstein, G., & O'Donoghue, T. (2002). Time discounting and time preference: A critical review. Journal of Economic Literature, 40, 351-401.
13. Hoch, S. J. (1984). Availability and interference in predictive judgment. Journal of Experimental Psychology, 10, 649-662.
14. Hormuth, S. E. (1999). Social meaning and social context of environmentally-relevant behavior: Shopping, wrapping, and disposing. Journal of Environmental Psychology, 19, 277-286.
15. Joireman, J., Kamdar, D., Daniels, D., & Duell, B., (2006), Good citizens to the end? It depends: Empathy and concern with future consequences moderate the impact of a short-term time horizon on organizational citizenship behaviors. Journal of Applied Psychology, 91, 1307-1320.
16. Joireman, J., Sprott, D. E., & Spangenberg, E. R. (2005). Fiscal responsibility and the consideration of future consequences. Personality and Individual Differences, 39, 1159-1169.
17. Joireman, J., Posey, D. C., Truelove, H. B., & Parks, C. D. (2009). The environmentalist who cried drought: Reactions to repeated warnings about depleting resources under conditions of uncertainty. Journal of Environmental Psychology, 29, 181-192.
18. Joireman, J., Van Lange, P. A. M., & Vugt, M. V. (2004). Who cares about the environmental impact of cars? Those with an eye toward the future. Environment and Behavior, 36, 187-206.
19. Kardes, F. R. (1996). In defense of experimental consumer psychology. Journal of Consumer Psychology, 5, 279-296.
20. Kim, K., Zhang, M., & Li, X. (2008). Effects of temporal and social distance on consumer evaluations. Journal of Consumer Research, 35, 706-713.
21. Kirby, K. N., Petry, N. M., & Bickel, W. K. (1999). Heroin addicts have higher discount rates for delayed rewards than non-drug-using controls. Journal of Experimental Psychology: General, 128, 78-87.
22. Kortenkamp, K. V., & Moore, C. F. (2006). Time, uncertainty, and individual differences in decisions to cooperate in resource dilemmas. Personality and Social Psychology Bulletin, 32, 603-615.
23. Lasane, T. P., & Jones, J. M. (1999). Temporal orientation and academic goal-setting: The mediating properties of a motivational self. Journal of Social Behavior & Personality, 14, 31-44.
24. Liberman, N., Sagristano, M. D., & Trope, Y. (2002). The effect of temporal distance on level of mental construal. Journal of Experimental Social Psychology, 38, 523-534.
25. Liberman, N., & Trope, Y. (1998). The role of feasibility and desirability considerations in near and distant future decisions: A test of temporal construal theory. Journal of Personality and Social Psychology, 75, 5-18.
26. Lindsay, J. J., & Strathman, A. (1997). Predictors of recycling behavior: An application of a modified health belief model. Journal of Applied Social Psychology, 27, 1799-1823.
27. Locke, E. A. (1986). Generalizing from laboratory to field settings: Research findings from industrial-organizational psychology, organizational behavior, and human resource management. Lexington, MA: Lexington Books.
28. Loroz, P. S. (2007). The interaction of message frames and reference points in prosocial persuasive appeals. Psychology & Marketing, 24, 1001-1023.
29. Lynch, Jr., J. G., & Zauberman, G. (2007). Construing consumer decision making. Journal of Consumer Psychology, 17, 107-112.
30. MacKinnon, D. P., & Dwyer, J. H. (1993). Estimating mediated effects in prevention studies. Evaluation Review, 17, 144-158.
31. Malkoc, S. A., & Zauberman, G. (2006). Deferring vs. expediting consumption: The effect of outcome concreteness on sensitivity to time horizon. Journal of Marketing Research, 43, 618-627.
32. Manning, K. C., & Sprott, D. E. (2007). Multiple unit price promotions and their effects on quantity purchase intentions. Journal of Retailing, 83, 411-421.
33. Martin, B. A. S., Gnoth, J., & Strong, C. (2009). Temporal construal in advertising. Journal of Advertising, 38, 5-20.
34. McDonald, S., Oates, C. J., Young, C. W., & Hwang, K. (2006). Toward sustainable consumption: Researching voluntary simplifiers. Psychology & Marketing, 23, 525-534.
35. Mick, D. G. (2006). Meaning and mattering through transformative consumer research. Advances in Consumer Research, 33, 1-4.
36. Miniard, P. W., Bhatla, S., & Rose, R. L. (1990). On the formation and relationship of ad and brand attitudes: An experimental and causal analysis. Journal of Marketing Research, 27, 290-303.
37. Muller, D., Judd, C. M., & Yzerbyt, V. Y. (2005). When moderation is mediated and mediation is moderated. Journal of Personality and Social Psychology, 89, 852-863.
38. Nenkov, G. Y., Inman, J. J., & Hulland, J. (2008). Considering the future: The conceptualization and measurement of elaboration on potential outcomes. Journal of Consumer Research, 35, 126-141.
39. Nunnally, J. C., & Bernstein, I. H. (1994). Psychometric theory, 3rd ed. New York: McGraw-Hill.
40. Palazon, M., & Delgado-Ballester, E. (2009). Effectiveness of price discounts and premium promotions. Psychology & Marketing, 26, 1108-1129.
41. Press, M., & Arnould, E. J. (2009). Constraints on sustainable energy consumption: Market system and public policy challenges and opportunities. Journal of Public Policy & Marketing, 28, 102-113.
42. Raynor, J. O., & Entin, E. E. (1982). Theory and research on future orientation and achievement motivation. In J. O. Raynor & E. E. Entin (Eds.), Motivation, career striving, and aging (pp. 13-82). Washington D.C.: Hemisphere.
43. Sammer, K., & Wüstenhagen, R. (2006). The influence of eco-labeling on consumer behavior - Results of a discrete choice analysis for washing machines. Business Strategy and the Environment, 15, 185-199.
44. Soman, D. (2004). The effect of time delay on multi-attribute choice. Journal of Economic Psychology, 25, 153-175.
45. Strathman, A., Gleicher, F., Boninger, D. S., & Edwards, C. S. (1994). The consideration of future consequences: Weighing immediate and distant outcomes of behavior. Journal of Personality and Social Psychology, 66, 742-752.
46. Tangari, A. H., Garretson-Folse, J. A., Burton, S., & Kees, J. (2010). The moderating influence of consumers' temporal orientations on the framing of societal threats and corporate responses in cause-related marketing campaigns. Journal of Advertising, 39, 19-34.
47. Trope, Y., & Liberman, N. (2003). Temporal construal. Psychological Review, 110, 403-421.
48. Trope, Y., Liberman, N., & Wakslak, C. (2007). Construal levels and psychological distance: Effects on representation, prediction, evaluation, and behavior. Journal of Consumer Psychology, 17, 83-95.
49. Urien, B., & Kilbourne, W. (2011). Generativity and self-enhancement values in eco-friendly behavioral intentions and environmentally responsible consumption behavior. Psychology & Marketing, 28, 69-90.
50. Völckner, F., & Sattler, H. (2006). Drivers of brand extension success. Journal of Marketing, 70, 18-34.
51. Yavas, U. (1994). Research note: Students as subjects in advertising and marketing research. International Marketing Review, 11, 35-43.
52. Zhao, M., Hoeffler, S., & Dahl, D. W. (2009). The role of imagination-focused visualization on new product evaluation. Journal of Marketing Research, 46, 46-55.
53. Zimbardo, P. G., & Boyd, J. N. (1999). Putting time in perspective: A valid, reliable individual-differences metric. Journal of Personality and Social Psychology, 77, 1271-1288.