Paying Not to Go to the Gym

How do consumers choose from a menu of contracts? We analyze a novel dataset from three U.S. health clubs with information on both the contractual choice and the day-to-day attendance decisions of 7,752 members over three years. The observed consumer behavior is difficult to reconcile with standard preferences and beliefs. First, members who choose a contract with a flat monthly fee of over $70 attend on average 4.3 times per month. They pay a price per expected visit of more than $17, even though they could pay $10 per visit using a 10-visit pass. On average, these users forgo savings of $600 during their membership. Second, consumers who choose a monthly contract are 17 percent more likely to stay enrolled beyond one year than users committing for a year. This is surprising because monthly members pay higher fees for the option to cancel each month. We also document cancellation delays and attendance expectations, among other findings. Leading explanations for our findings are overconfidence about future self-control or about future efficiency. Overconfident agents overestimate attendance as well as the cancellation probability of automatically renewed contracts. Our results suggest that making inferences from observed contract choice under the rational expectation hypothesis can lead to biases in the estimation of consumer preferences.

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Tempting goods, self-control fatigue, and time preference in consumer dynamics

Economic Theory ◽

10.1007/s00199-020-01320-x ◽

2020 ◽

Author(s):

Shinsuke Ikeda ◽

Takeshi Ojima

Keyword(s):

Consumer Behavior ◽

Dynamic Model ◽

Time Preference ◽

Consumer Preferences ◽

Self Regulation ◽

Self Control ◽

Long Run ◽

Regulatory Behavior ◽

Good Setting ◽

Over Time

Abstract We propose a dynamic model of consumer behavior under limited self-control, emphasizing the fatiguing nature of self-regulation. The temptation theory is extended in a two-good setting with tempting and non-tempting goods, where self-regulation in moderating tempting good consumption depreciates mental capital (willpower). The resulting non-homothetic feature of consumer preferences helps describe self-regulatory behavior in such an empirically relevant way that it depends on the nature of the tempting good (luxury or inferior) and on consumer wealth. First, richer consumers are more self-indulgent and impatient in consuming tempting luxuries, whereas less so in consuming tempting inferiors: impatience is marginally increasing in wealth for jewels whereas decreasing for junk foods. Second, self-control fatigue weakens implied patience for tempting good consumption. Third, upon a stressful shock, with the resulting increasing scarcity of willpower, self-indulgence and impatience for tempting good consumption increase over time. Fourth, naive consumers, unaware of the willpower constraint, display weaker self-control in the long run than sophisticated consumers in the same wealth class would do.

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A multilevel analysis of the influence of bullying participant roles upon the trajectories of adolescents’ social and emotional competencies

School Psychology International ◽

10.1177/0143034321988972 ◽

2021 ◽

pp. 014303432198897

Author(s):

Vítor Alexandre Coelho ◽

Marta Marchante

Keyword(s):

Decision Making ◽

Self Control ◽

Social Emotional ◽

Emotional Competencies ◽

Social And Emotional ◽

Self Reports ◽

One Year ◽

Competencies Development ◽

Bullying Participant Roles ◽

Social And Emotional Competencies

This study analyzed how social and emotional competencies evolved according to adolescents’ involvement in bullying, and whether gender influenced social and emotional competencies’ development. Five-hundred-fourteen students ( Mage = 12.71; SD = 1.09) were assessed through self-reports at three different time points for one year. Results showed that students involved in the three analyzed bullying roles displayed a more negative trajectory in all but one social emotional competence analyzed compared to students not involved in bullying. The exception was students who bullied others for responsible decision making. Additionally, gender differences were only found in self-esteem trajectories; boys displayed a more pronounced decrease. In larger classes, students displayed higher levels of self-control, social awareness and responsible decision-making. These results showed that reduced social and emotional competencies were a consequence of bullying involvement for every bullying role analyzed.

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THE SPECIFICS OF THE DEVELOPMENT OF ONLINE COMMERCE UNDER THE INFLUENCE OF CONSUMER BEHAVIOR OF INTERNET USERS

RSUH/RGGU Bulletin Series Economics Management Law ◽

10.28995/2073-6304-2021-3-158-171 ◽

2021 ◽

pp. 158-171

Author(s):

Dmitrii V. Tyurin ◽

◽

Aleksandra O. Volkova ◽

◽

Keyword(s):

Consumer Behavior ◽

Customer Orientation ◽

Consumer Preferences ◽

Point Of View ◽

Practical Skills ◽

Electronic Format ◽

Online Commerce ◽

Goods And Services ◽

Internet Users ◽

Technical Innovations

The article presents trends and innovations in the global and Russian markets regarding consumer behavior, analyzes the prospects for the development of online commerce, and suggests various approaches to increasing the share of online store customers and consumer retention in the era of digitalization and e-commerce. In particular, the authors analyzed the specifics of interaction with the audience on the example of a large online platform “Shopping live”. The practical skills of using innovative developments by marketers in terms of the development of mobile consumption of services and goods are demonstrated. The article takes into account the requirements that customers face in connection with the pandemic and forced self-isolation, in particular, the ability to use various technical innovations. It also demonstrates, as modern factors, the experience of practicing marketers, which influenced their work in the electronic format of selling goods and services, and in particular the use of new approaches in communication and customer orientation. The authors formulate approaches to the development of electronic promotion of goods and products of various industries from the point of view of consumer preferences, based on the specifics of the marketing strategy of large marketplaces, such as Wildberries, Aliexpress.

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Let’s Talk about TEX—Understanding Consumer Preferences for Smart Interactive Textile Products Using a Conjoint Analysis Approach

Sensors ◽

10.3390/s18093152 ◽

2018 ◽

Vol 18 (9) ◽

pp. 3152 ◽

Cited By ~ 2

Author(s):

Julia Offermann-van Heek ◽

Philipp Brauner ◽

Martina Ziefle

Keyword(s):

Consumer Behavior ◽

Conjoint Analysis ◽

Consumer Preferences ◽

Technological Development ◽

Product Evaluation ◽

Decision Criterion ◽

Online Questionnaire ◽

Close Link ◽

Input Modality ◽

Textile Products

Interactive textiles are reaching maturity. First technology augmented textiles in form of clothes and furnitures are becoming commercially available. In contrast to the close link between technological development and innovations, future users’ acceptance and usage of such interactive textiles has not been integrated sufficiently, yet. The current study investigates future users’ consumer behavior and acceptance of interactive textiles using a scenario-based conjoint analysis study, which was presented in an online questionnaire ( n = 324 ). Two prototypical interactive textiles were focused on: a smart jacket and a smart armchair. To assess the textile products, the participants had to choose the preferred product alternative consisting each of the acceptance-relevant factors “connectivity”, “input modality”, “feature range”, “usability”, and “ease of cleaning”and their respective levels. The results revealed that the “ease of cleaning” is the most important decision criterion for both textile devices (even more important for the smart jacket), followed by “feature range”, “connectivity”, and “usability”. In contrast, the “input modality” is perceived as least important. The study also identified user profiles based on the projected consumer behavior (“adopters”, “rejecters”, and “undecided”) for both products. Besides the differences in product evaluation and projected consumer behavior, the user groups are significantly influenced by the individual affinity to textiles (both products) and gender (smart jacket). The findings are used to derive design and communication guidelines referring to interactive textiles in order to incorporate users’ needs, wishes, and requirements into future products.

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PREFERENSI KONSUMEN SAGU DI KOTA KENDARI

Jurnal Sosio Agribisnis ◽

10.33772/jsa.v3i1.7397 ◽

2018 ◽

Vol 3 (1) ◽

Author(s):

Helviani Helviani ◽

Sitti Aida Adha Taridala ◽

Azhar Bafadal ◽

Budiyanto Budiyanto

Keyword(s):

Consumer Behavior ◽

Customer Satisfaction ◽

Conjoint Analysis ◽

Consumer Satisfaction ◽

Consumer Preferences ◽

Consumer Preference ◽

Raw Material ◽

Market Demand ◽

Satisfaction Index ◽

Main Thing

Sago is a potential source of food with high calories and carbohydrates (rice equivalent). Sago consumer preferences can provide important information in making marketing strategy sago, and also is one of the indicators of market demand for the products of sago. The purpose of this study were to understand the srage of the purchase decision process undertaken by consumers of sago; analyze the level of customer satisfaction with sago attributes associated from sago; and analyze the consumer preference for various atrributes inherent in sago. The study was conducted in Kendari, Southeast Sulawesi Province. Respondents were all members of a population of 21 respondents consisting of 15 restaurant owners who provide meals made from sago and 6 owners agro-industry made from raw sago. The study used Engel Model Analysis, Costumer Satisfaction Index (CSI) Analysis, and Conjoint Analysis. The results of the analysis gives an overview of some consumer behavior based on the decision-making process shows that the benefits sought in the purchase buy sago sago is as a raw material to be processed into a menu of traditional food and traditional cakes Kendari. Color sago is the main thing, which will be seen and considered by consumers to make purchases between and will buy sago in traditional markets as close to the place of business. The level of consumer satisfaction in this study were satisfied with the preference category that consumers like sago with normal color (pure white), normal scent (odorless), low prices and package sizes are 20 kg. The resulting combination of sago four attributes (color, flavor, price and package sizes) is acceptable to describe consumers' desire sago in Kendari. Keywords: consumer behavior; sago; Engel Model; Customer Satisfaction Index (CSI); conjoint analysis

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THE CONSUMER AS A SOURCE OF MARKETING INFORMATION IN THE INFORMATION SOCIETY

CBU International Conference Proceedings ◽

10.12955/cbup.v3.625 ◽

2015 ◽

Vol 3 ◽

pp. 361-367

Author(s):

Kamila Peszko

Keyword(s):

Social Media ◽

Consumer Behavior ◽

Information Society ◽

Consumer Preferences ◽

Internet User ◽

The Internet ◽

Free Access ◽

Source Information ◽

Internet Users ◽

Marketing Information

The development of IT technology has provided people with free access to the Internet, which is now a place for consumers to look for opportunities to share their observations with others. The Internet user wants to be more aware, and willingly participates in the development of emerging brands. Companies have also found their place on the Internet, where they source information from Internet users. They realize the power of the consumer as a source of marketing information, and "take advantage" of consumer behavior to promote their brands. They analyze information about consumers, especially consumer preferences, and then publish this via social media in ways that might appeal to users and lead them to share it with others. This study describes this relationship between consumers and marketing via the Internet, and how the consumer is a source of marketing information, because of the possibilities created for entrepreneurs in the information society.

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PRODUCT ATTRIBUTES DETERMINE THE PREFERENCE OF HERBAL MEDICINE CONSUMERS

Indonesian Journal of Applied Research (IJAR) ◽

10.30997/ijar.v1i3.65 ◽

2020 ◽

Vol 1 (3) ◽

pp. 149-154

Author(s):

Himmatul Miftah ◽

Ita Novita ◽

H Tsuwaibah ◽

M. A. Sunaryo

Keyword(s):

Consumer Behavior ◽

Herbal Medicine ◽

Consumer Preferences ◽

Consumer Preference ◽

Medicinal Products ◽

Product Attributes ◽

Herbal Medicinal Products ◽

Herbal Medicine Product ◽

Close Relationship ◽

Herbal Medicinal

Abstract: The emergence of a wide variety of herbal medicinal products requires marketers to better understand consumer behavior. The various brands offered make consumers tend to have certain preferences before making a purchase decision. This study aims to determine the attributes of herbal medicinal products that determine the level of consumer preference in the purchasing process and the closeness of the attributes to consumer preferences. The method used is interviews with consumers which are then processed with conjoint analysis to determine the attributes that are most important to consumers in making a purchase. The research concludes that the most important attributes in purchasing herbal medicine in order from the most important are the properties, price, expiration time and packaging. There is a close relationship between the combination of attributes studied and consumer preferences for herbal medicine. This study is limited to four attributes and does not use ranking ratings on the stimulus or combination of attributes, consumer behavior. The uniqueness of this study is to analyze the attributes simultaneously. Keywords: Herbal medicine product attributes, consumer preferences, conjoin analysis, level of importance

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Pengaruh Life Style, Self Control Dan Financial Literacy Terhadap Perilaku Konsumtif Mahasiswa Melakukan Online Shopping

Equilibrium: Jurnal Ekonomi-Manajemen-Akuntansi ◽

10.30742/equilibrium.v16i1.805 ◽

2020 ◽

Vol 16 (1) ◽

pp. 29

Author(s):

Ratih Dewi Titisari Haryana

Keyword(s):

Social Media ◽

Consumer Behavior ◽

Financial Literacy ◽

Life Style ◽

Online Shopping ◽

Sampling Technique ◽

Self Control ◽

Sample Data ◽

Convenience Sampling ◽

Consumptive Behavior

The development of technology is related to people's behavior in Indonesia. Indonesian people, especially the younger generation, are very fond of social media. Besides used to communicate, send emails, social media is also used to online shopping. This is evidenced by the growing number of marketplaces in Indonesia such as Bukalapak, Tokopedia, Shoppee, Lazada and the others. This study aims to determine the effect of life style, self control and financial literacy on consumptive behavior in online shopping. This research is a quantitative study using explanatory design. The sample used was FEB students in East Surabaya. Sample data that can be used are 102 respondents. The sampling technique uses convenience sampling. Data collection using questionnaire distribution techniques using multiple linear regression data analysis techniques. The results showed that life style had a positive and significant effect on consumer behavior in doing online shopping. While self control and financial literacy variables negatively and significantly affect consumer behavior in doing online shopping.

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Letters to our Future Selves? High-Powered Replication Attempts Question Effects on Future Orientation, Delinquent Decisions, and Risky Investments

Social Cognition ◽

10.1521/soco.2020.38.6.521 ◽

2020 ◽

Vol 38 (6) ◽

pp. 521-554

Author(s):

Laura Quinten ◽

Anja Murmann ◽

Hanna A. Genau ◽

Rafaela Warkentin ◽

Rainer Banse

Keyword(s):

Problem Behavior ◽

Self-Control, Cooperation, and Intention’s Authority

Surrounding Self-Control ◽

10.1093/oso/9780197500941.003.0017 ◽

2020 ◽

pp. 315-333

Author(s):

Lilian O’Brien

Keyword(s):

Cooperative Behavior ◽

Self Control ◽

The Future ◽

Future Self

In this chapter the author defends a novel view of the relationships among intention for the future, self-control, and cooperation. The author argues that when an agent forms an intention for the future she comes to regard herself as criticizable if she does not act in accordance with her intention. In contexts where the agent has inclinations that run contrary to her unrescinded intention, her disposition for reflexive criticism helps her to resist these inclinations. Such intentions have, the author argues, a built-in mechanism for exercising self-control. The author goes on to argue that this mechanism can also function as a mechanism for cooperative behavior. Agents are not just equipped to abide by plans for the future, they are also thereby equipped for exercising self-control and for cooperating.

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