NotesFAQContact Us
Search Tips
Peer reviewed Peer reviewed
Direct linkDirect link
ERIC Number: EJ945424
Record Type: Journal
Publication Date: 2011
Pages: 14
Abstractor: As Provided
Reference Count: 35
ISSN: ISSN-0033-2933
Contexts and Individual Differences as Influences on Consumers' Delay Discounting
Foxall, Gordon R.; Doyle, John R.; Yani-de-Soriano, Mirella; Wells, Victoria K.
Psychological Record, v61 n4 p599-612 Fall 2011
Delay discounting is often considered a universal feature of human choice behavior, but there is controversy over whether it is an individual difference that reflects an underlying psychological trait or a domain-specific behavior. Trait influence on discounting would manifest in (a) highly correlated discount rates for all decisions, regardless of context, and (b) the reflection of discounting behavior in psychometric measures of individual difference. We examined these propositions for consumers making hypothetical decisions with respect to financial returns, health outcomes, and vacation alternatives. Questionnaires were employed to assess discounting rates, and respondents' (N = 74) cognitive styles were measured by the Kirton Adaption-Innovation Inventory (KAI). Results suggested that discounting is a domain-specific behavior rather than a single trait. Individual discounting rates differed markedly among product contexts; moreover, individual differences in cognitive style were not related to discounting behavior. (Contains 2 tables.)
Southern Illinois University Carbondale. Mailcode 4609, Rehabilitation Institute, Carbondale, IL 62901-4609. Tel: 618-536-7704; e-mail:; Web site:
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers - Location: United Kingdom
Identifiers - Assessments and Surveys: Kirton Adaption Innovation Inventory