Goal maintainers' preferences: The influence of goal type on self‐control means choices

Abstract

AbstractThis research examines how goal type (i.e., attainment vs. maintenance) affects consumers' preferences for different means of self‐control (i.e., initiatory vs. inhibitory). Across four studies, the authors demonstrate that pursuing maintenance versus attainment goals decreases the willingness to choose inhibitory self‐control but not initiatory self‐control. The effect is primarily attributed to two reasons: distinct decision concerns when choosing the means for attainment and maintenance goals; and asymmetry when evaluating initiatory and inhibitory self‐control. The effects are consistent across cultures and domains and impact consumers' purchase and real‐life behaviours. These findings shed light on the relationship between goal type and self‐control preferences and offer insights to both consumers and marketers on how to engage in self‐control for long‐term goals.