How consumers deal with missed discounts: Transaction decoupling, action orientation and inaction inertia

Putten, Marijke van; Zeelenberg, Marcel; Dijk, Eric van

doi:10.1016/j.joep.2012.09.008

Cited by 27 publications

(37 citation statements)

References 36 publications

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“…It has been linked to temporary dips in product sales after a promotion (Zeelenberg & van Putten, 2005), to failures and deadlocks in international negotiations (Terris & Tykocinski, 2016), to lower motivation to work on a crowdsource platform after missing a bonus (Mathmann, Higgins, Chylinski, & De Ruyter, 2017), and to investors' reluctance to leave bear markets (Tykocinski, Israel, & Pittman, 2004). In all these studies, people were less likely to act on an attractive opportunity when they had missed a much more attractive opportunity in the past (for reviews, see Tykocinski & Ortmann, 2011;van Putten, Zeelenberg, van Dijk, & Tykocinski, 2014;van Putten, Zeelenberg, & van Dijk, 2013).…”

Section: Inaction Inertiamentioning

confidence: 99%

Inaction inertia in retirement saving

Krijnen

Zeelenberg

Breugelmans

et al. 2019

Behavioral Decision Making

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In retirement saving, many people miss out on early opportunities to save and subsequently fail to take adequate actions for a long time thereafter. We examined whether these two observations—the initial failure to act and the subsequent inertia—could be related through the phenomenon of inaction inertia. In Experiment 1 (N = 180), participants were less likely to save for retirement when the difference in annual return between the current opportunity and the missed opportunity was large versus small. In Experiment 2 (N = 180), participants were less likely to start saving for retirement when reminded of a missed opportunity 10 years ago versus 1 year ago. These data constitute the first demonstration of inaction inertia in retirement saving: People's reluctance to act on attractive saving opportunities may be induced by their previous inaction. In Experiment 3 (N = 340) and Experiment 4 (N = 628), we find that the observed inertia is the product of a tendency to underestimate exponential growth combined with a focus on past opportunities. Building on this mechanism, Experiment 5 (N = 916) provided evidence for a potential remedy; the inaction inertia effect completely disappeared when focus was shifted from required contributions to future outcomes.

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Section: Inaction Inertiamentioning

confidence: 99%

Inaction inertia in retirement saving

Krijnen

Zeelenberg

Breugelmans

et al. 2019

Behavioral Decision Making

Self Cite

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“…Promotion and prevention self-regulation in a broader self-regulatory system Furthermore, a key aspect of our view on promotion-and prevention-focused self-regulation is that it is embedded in a complex self-regulatory system and that it is influenced by and strongly related to other concepts of self-regulation, such as achievement motivation (Elliot & Church, 1997;Van Yperen & Orehek, 2013), action and state orientation (Kuhl & Beckmann, 1994;Van Putten, Zeelenberg, & van Dijk, 2013), self-control (Dewitte, 2013), and biopsychosocial responses (VanBeest & Scheepers, 2013).…”

Section: Promotion and Prevention Self-regulation As Permanent Processmentioning

confidence: 99%

Regulatory focus in economic contexts

Florack

Keller

Palcu

2013

Journal of Economic Psychology

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“…State-oriented people are more likely to perceive externally assigned goals as self-chosen goals (Baumann & Kuhl, 2003). Moreover, compared to action-oriented people, state-oriented people are more influenced by previous investments when making a subsequent investment decision, and they are more influenced by missed opportunities in their decision to act on subsequent opportunities (Van Putten, Zeelenberg, & Van Dijk, 2009, 2010; see also Van Putten, Zeelenberg, & Van Dijk, 2013). Action-oriented people, on the other hand, have a tendency to detach these external influences from their current states and decisions and instead focus on their internal goals and motivations.…”

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confidence: 99%

The bright side of brooding: State orientation increases positive emotions about positive outcomes

Putten

2014

Cognition and Emotion

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Research has by and large shown the negative effects of state orientation, that brooding over past events (i.e., state orientation) leads to more negative emotions and less well-being than quickly getting over past events (i.e., action orientation). However, this past research has primarily focused on how people cope with negative events and bad outcomes. The present research focuses on how people cope with positive events with good outcomes. Study 1 found that state-oriented people felt better after a windfall than action-oriented people. Study 2 found that state-oriented people felt not only worse when things turned out bad but also better when things turned out well than action-oriented people. Study 3 replicated the positive effect of state orientation on positive emotions with an experimental induction of action vs. state orientation. These results show that in positive situations state orientation can have emotional benefits - in other words, they show the bright side of brooding.

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How consumers deal with missed discounts: Transaction decoupling, action orientation and inaction inertia

Cited by 27 publications

References 36 publications

Inaction inertia in retirement saving

Inaction inertia in retirement saving

Regulatory focus in economic contexts

The bright side of brooding: State orientation increases positive emotions about positive outcomes

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