TY  - GEN
AU  - Zhao, Min
AU  - Hoeffler, Steve
AU  - Zauberman, Gal
SN  - 0022-2437
AU  - Zhao, Min
AU  - Hoeffler, Steve
AU  - Zauberman, Gal
LA  - eng
CN  - ENP-82f72d4f-150f-4d6b-a228-787a13b74da5
TI  - Mental simulation and preference consistency over time: the role of process- versus outcome-focused thoughts
PY  - 2007
AB  - Research on choice over time has found that people tend to focus on concrete aspects of near-future events and abstract aspects of distantfuture events. Furthermore, a focus on concrete aspects heightens the feasibility- related components, whereas a focus on abstract aspects heightens the desirability-related components, which can lead to preference inconsistency over time. In this research, the authors integrate research on choice over time with mental simulation. They propose and show that counter to people’s natural tendencies, outcome simulation for near-future events and process simulation for distant-future events lead to preference consistency over time. The results also suggest that outcome timing moderates the effectiveness of process versus outcome simulation.
ER  -