Abstract

Voluntary simplicity (VS) refers to a minimalistic lifestyle of conscious, ecological, and ethical consumption, which is conducive to individual, societal, and environmental well-being. For policymakers and business managers, a key to leveraging this consumer shift is to promote persuasive appeals effectively. This research theorizes that the two forms of VS appeals are systematically associated with distinct temporal landmarks. In particular, we demonstrate that consumers are more likely to engage in biospheric voluntary simplicity (BVS) when priming a temporal landmark as the start of a time period. In contrast, consumers are more likely to participate in egoistic voluntary simplicity (EVS) when priming a temporal landmark as the end of a time period. Notably, the matching effects are driven by distinct mechanisms, such that the effect of a match between a start temporal landmark and BVS appeals is driven by self-transcendence, whereas the effect of a match between an end temporal landmark and EVS appeals is motivated by self-enhancement. Beyond their substantive theoretical significance, our findings provide marketing campaigns with tools to enact strategies that support voluntary simplicity.