Short Research Note
Priming the ant or the grasshopper in people's mind: How regulatory mode affects inter-temporal choices
Version of Record online: 17 FEB 2009
Copyright © 2009 John Wiley & Sons, Ltd.
European Journal of Social Psychology
Volume 39, Issue 6, pages 1120–1125, October 2009
How to Cite
Mannetti, L., Leder, S., Insalata, L., Pierro, A., Higgins, T. and Kruglanski, A. (2009), Priming the ant or the grasshopper in people's mind: How regulatory mode affects inter-temporal choices. Eur. J. Soc. Psychol., 39: 1120–1125. doi: 10.1002/ejsp.601
- Issue online: 19 AUG 2009
- Version of Record online: 17 FEB 2009
- Manuscript Accepted: 1 DEC 2008
- Manuscript Received: 10 JUL 2008
The present study examined the influence of two regulatory mode concerns—a locomotion concern with movement from state to state and an assessment concern with making comparisons—on choices between immediate and delayed (from 2 to 6 weeks) money rewards. Regulatory mode orientation was induced by means of a priming procedure. We predicted that the choices in the assessment condition would be less impulsive and more far-sighted than those in the locomotion condition. After taking into account the effects of amount of early reward, length of delay and increase in delayed reward—all of which were in the direction of previous studies—this regulatory mode prediction was supported. Our findings suggest that it might be possible to induce more far-sighted (or economically rational) inter-temporal choices by means of instructions that induce an assessment orientation independent of stable inter-individual differences in discount rate. Copyright © 2009 John Wiley & Sons, Ltd.