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  1. The value of nothing : asymmetric attention to opportunity costs drives intertemporal decision making.Daniel Read, C. Y. Olivola & D. Hardisty - 2017 - Management Science 63 (12).
    This paper proposes a novel account of why intertemporal decisions tend to display impatience: People pay more attention to the opportunity costs of choosing larger, later rewards than to the opportunity costs of choosing smaller, sooner ones. Eight studies show that when the opportunity costs of choosing smaller, sooner rewards are subtly highlighted, people become more patient, whereas highlighting the opportunity costs of choosing larger, later rewards has no effect. This pattern is robust to variations in the choice task, to (...)
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  • Improving Self-Control: The Influence of Role Models on Intertemporal Choices.Gayannée Kedia, Hilmar Brohmer, Marc Scholten & Katja Corcoran - 2019 - Frontiers in Psychology 10:452735.
    The ability to delay rewards is one of the most useful qualities one may wish to develop. People who possess this quality achieve more successful careers, display better interpersonal skills and are less vulnerable to psychopathology, obesity or addictions. In the present online studies, we investigated the extent to which delay-of-reward behaviors in female participants can be improved by observing others mastering it. We developed an intertemporal choice (IC) paradigm in which participants had to make fictitious choices between sooner smaller (...)
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