This paper presents a theoretical model of self-control as a dynamic process. In situations demanding self-control, the individual experiences one of two types of temptations: Impulsiveness or procrastination, followed by an inner struggle between yielding to and overcoming the temptation. When...

This research uncovers a counterintuitive effect of negative information, showing that under specifiable conditions people will be more favorably disposed to a product when a small dose of negative information is added to an otherwise positive description. This effect is moderated by processing...

The current research examines the non-trivial destructive effect of consumers' motivation on performance. By conceptualizing resource-depletion as a continuous state, a low point of severe depletion from which recovery is less likely to occur is identified. We propose that extreme levels of...

This research shows that defining the self in terms of the future (i.e. becoming mindset) increases prudent choices and preferences whereas defining the self in terms of the here and now (i.e. being mindset) increases indulgent choices and preferences. First, the relation between...