Giver's Impatience: A Self-Other Decision Model of Intertemporal Choices

Abstract

Intertemporal choices represent one of the most common and fundamental trade-offs in consumer decision-making. How do intertemporal choices made for another person differ from similar choices made for oneself? To examine this question, the present research introduces the first integrative self-other decision model and experimentally tests five model derived hypotheses. This model distinguishes between the psychological processes associated with vicarious versus reactive utility and highlights the pivotal role of anticipated affective reaction in interpersonal decision-making. Seven experiments and two additional replications reveal consistent results supporting model predictions. In particular, the results show that an intertemporal choice for a specified other person tends to reveal more impatience than an otherwise identical choice for oneself, contrary to what has previously been assumed, predicted, and reported in studies using abstract and unspecified others as recipients. This “giver’s impatience” is moderated by decision characteristics, including the anticipated timing of the recipient’s affective reaction, the affective value of the choice options, and decision responsibility. This research provides critical insights and opens new avenues for research into intertemporal choices and interpersonal decision-making.