Journal of the Korean Operations Research and Management Science Society (한국경영과학회지)

The Korean Operations Research and Management Science Society (한국경영과학회)
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The Effects of Temporal Distance between Purchase and Consumption on Consumer Choice

구매시기와 소비시기 간의 시간 간격이 소비자 선택에 미치는 영향

  • Received : 2010.04.14
  • Accepted : 2010.08.26
  • Published : 2010.12.31
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Abstract

In consumption environment, the time interval is frequently found between purchase and consumption. The objective of this study is to determine how consumers' purchase intentions can be influenced by this type of temporal distance. Construal level theory holds that the 'distant future situation' tend to be construed on a higher level than the 'near future situation.' Accordingly, when considering the consumption in the near future, consumers tend to be more likely to focus on the feasibility of the alternatives than on desirability. Conversely, when considering the consumption in the distant future, they are more likely to focus on the desirability of the alternatives than on feasibility. Along with the previous literature, the current study investigates the effects of temporal distance between purchase and consumption on consumer choice. Moreover, we aim to determine under which conditions these effects pertain. To test our hypotheses, we conducted a 2(temporal distance:near future vs. distant future) x 2(alternative type:high desirability, low feasibility vs. low desirability, high feasibility) x 3(additional offering:no gift, free coffee coupon, free mini book) between subjects design. The results show that the main effects of temporal distance and additional offering are significant. The 2 way interaction between temporal distance and additional offerings is also significant. Specifically, the purchase intention differentiation from additional offering tends to be larger at shorter temporal distances (near future) than at long ones (distant future).

Keywords

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