Inspiration and consumer patience in intertemporal choice: A moderated mediation model of meaning in life and regulatory focus

IF 10.5 1区管理学 Q1 BUSINESS Journal of Business Research Pub Date : 2024-05-21 DOI:10.1016/j.jbusres.2024.114733

Leilei Guo , Jianping Liang , Yu Yu

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Abstract

Previous studies have investigated the positive effects of inspiration, but its influence on consumer patience in intertemporal choice remains largely unknown. To bridge this gap, we conducted six studies to examine the relationship between inspiration and consumer patience in intertemporal choice. Our findings indicate that inspiration can increase consumer patience in intertemporal choice, with meaning in life mediating the observed positive effects. Furthermore, we discover that regulatory focus moderates the direct and indirect effects of inspiration on consumer patience in intertemporal choice through meaning in life. Specifically, for promotion-focused consumers, inspiration enhances their sense of meaning in life, leading to increased patience in intertemporal choice. However, the positive effect of inspiration on patience through meaning in life is not observed in prevention-focused consumers. These findings contribute to the literature by directly investigating the link between inspiration and patience in intertemporal choice while providing valuable insights for marketers and policymakers.

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跨期选择中的灵感和消费者耐心：生活意义与监管重点的调节中介模型

以往的研究已经探究了灵感的积极作用，但灵感对消费者在跨期选择中的耐心的影响在很大程度上仍不为人所知。为了弥补这一空白，我们开展了六项研究，探讨灵感与消费者在跨期选择中的耐心之间的关系。我们的研究结果表明，灵感可以提高消费者在跨期选择中的耐心，而人生意义则是观察到的积极效应的中介。此外，我们还发现，监管重点通过生活意义调节了灵感对消费者跨期选择耐心的直接和间接影响。具体来说，对于以促销为重点的消费者来说，灵感会增强他们的生活意义感，从而提高跨期选择的耐心。然而，在以预防为重点的消费者身上却没有观察到灵感通过生活意义对耐心的积极影响。这些发现通过直接研究灵感与跨期选择中的耐心之间的联系，为文献做出了贡献，同时也为营销人员和政策制定者提供了有价值的见解。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Journal of Business Research BUSINESS-

CiteScore

20.30

自引率

10.60%

发文量

956

期刊介绍： The Journal of Business Research aims to publish research that is rigorous, relevant, and potentially impactful. It examines a wide variety of business decision contexts, processes, and activities, developing insights that are meaningful for theory, practice, and/or society at large. The research is intended to generate meaningful debates in academia and practice, that are thought provoking and have the potential to make a difference to conceptual thinking and/or practice. The Journal is published for a broad range of stakeholders, including scholars, researchers, executives, and policy makers. It aids the application of its research to practical situations and theoretical findings to the reality of the business world as well as to society. The Journal is abstracted and indexed in several databases, including Social Sciences Citation Index, ANBAR, Current Contents, Management Contents, Management Literature in Brief, PsycINFO, Information Service, RePEc, Academic Journal Guide, ABI/Inform, INSPEC, etc.