The Fresh Start Effect: Temporal Landmarks Motivate Aspirational Behavior

Full terms and conditions of use: http://pubsonline.informs.org/page/terms-and-conditions This article may be used only for the purposes of research, teaching, and/or private study. Commercial use or systematic downloading (by robots or other automatic processes) is prohibited without explicit Publisher approval, unless otherwise noted. For more information, contact permissions@informs.org. The Publisher does not warrant or guarantee the article’s accuracy, completeness, merchantability, fitness for a particular purpose, or non-infringement. Descriptions of, or references to, products or publications, or inclusion of an advertisement in this article, neither constitutes nor implies a guarantee, endorsement, or support of claims made of that product, publication, or service. Copyright © 2014, INFORMS

[1]  Richard P. Eibach,et al.  Looking back in time: self-concept change affects visual perspective in autobiographical memory. , 2002, Journal of personality and social psychology.

[2]  M. D. Wilkinson,et al.  Management science , 1989, British Dental Journal.

[3]  Shinobu Kitayama,et al.  Selfways: Diversity in modes of cultural participation. , 1997 .

[4]  H. Wyatt,et al.  The role of physical activity in producing and maintaining weight loss , 2007, Nature Clinical Practice Endocrinology &Metabolism.

[5]  J. Norcross,et al.  Auld lang syne: success predictors, change processes, and self-reported outcomes of New Year's resolvers and nonresolvers. , 2002, Journal of clinical psychology.

[6]  Yaacov Trope,et al.  Temporal construal. , 2003, Psychological review.

[7]  Daniel M. Bartels,et al.  Psychological connectedness and intertemporal choice. , 2010, Journal of experimental psychology. General.

[8]  Susan M. Broniarczyk,et al.  Choice under restrictions , 2008 .

[9]  S. Epstein.  The self-concept revisited. Or a theory of a theory. , 1973, The American psychologist.

[10]  Daniel M. Bartels,et al.  On Intertemporal Selfishness: How the Perceived Instability of Identity Underlies Impatient Consumption , 2011 .

[11]  C. Townsend,et al.  Is Planning Good for You? The Differential Impact of Planning on Self Regulation , 2011 .

[12]  M. Ross,et al.  The identity function of autobiographical memory: Time is on our side , 2003, Memory.

[13]  E. A. Locke,et al.  A theory of goal setting & task performance , 1990 .

[14]  P. Gollwitzer.  Implementation intentions: Strong effects of simple plans. , 1999 .

[15]  Kristin Diehl,et al.  1995 Feels So Close Yet So Far , 2010, Psychological science.

[16]  R. Thaler.  Mental accounting matters , 1999 .

[17]  A. Fishbach,et al.  The end justifies the means, but only in the middle. , 2012, Journal of experimental psychology. General.

[18]  M. Bazerman,et al.  negotiating with Yourself and Losing: Making Decisions with Competing Internal Preferences , 1998 .

[19]  Tom R. Tyler,et al.  Tomorrow I’ll be me: The effect of time perspective on the activation of idealistic versus pragmatic selves , 2007 .

[20]  Arne Astrup,et al.  Weight loss with a low-carbohydrate, Mediterranean, or low-fat diet. , 2008, The New England journal of medicine.

[21]  Ravi Dhar,et al.  When Thinking Beats Doing: The Role of Optimistic Expectations in Goal-Based Choice , 2007 .

[22]  Todd Rogers,et al.  Future Lock-In: Future Implementation Increases Selection of 'Should' Choices , 2007 .

[23]  Ulric Neisser,et al.  The Conceptual Self in Context: Culture Experience Self Understanding , 1997 .

[24]  Sheldon Cohen,et al.  Positive Events and Social Supports as Buffers of Life Change Stress , 1983 .

[25]  L. Rips,et al.  A year’s memories: The calendar effect in autobiographical recall , 1998, Memory & cognition.

[26]  Jeffrey M. Woodbridge.  Econometric Analysis of Cross Section and Panel Data , 2002 .

[27]  G. Marlatt,et al.  Self-Initiated Attempts to Change Behavior: A Study of New Year's Resolutions , 1972, Psychological reports.

[28]  Walter Mischel,et al.  Predicting adolescent cognitive and self-regulatory competencies from preschool delay of gratification: Identifying diagnostic conditions. , 1990 .

[29]  Dilip Soman,et al.  Framing, Loss Aversion, and Mental Accounting , 2008 .

[30]  A. Sela,et al.  Variety, Vice, and Virtue: How Assortment Size Influences Option Choice , 2008 .

[31]  J. A. Robinson,et al.  Temporal reference systems and autobiographical memory , 1986 .

[32]  Katherine L. Milkman.  Unsure What the Future Will Bring? You May Overindulge: Uncertainty Increases the Appeal of Wants over Shoulds , 2011 .

[33]  Y. Trope,et al.  The role of feasibility and desirability considerations in near and distant future decisions: A test of temporal construal theory. , 1998 .

[34]  L. Brenner,et al.  Forceful Phantom Firsts: Framing Experiences as Firsts Amplifies Their Influence on Judgment , 2014 .

[35]  I. Ajzen.  The theory of planned behavior , 1991 .

[36]  G. Keren,et al.  Mental accounting and individual welfare , 2011 .

[37]  Alex B. Markle,et al.  Harnessing Optimism: How Eliciting Goals Improves Performance , 2014 .

[38]  R. Dhar,et al.  Where there is a way, is there a will? The effect of future choices on self-control. , 2007, Journal of experimental psychology. General.

[39]  Hee-kyung Ahn,et al.  Memory markers: How consumers recall the duration of experiences , 2009 .

[40]  Ravi Dhar,et al.  Licensing Effect in Consumer Choice , 2006 .

[41]  Ashwani Monga,et al.  Tracking Costs of Time and Money: How Accounting Periods Affect Mental Accounting , 2010 .

[42]  Dennis Kundisch,et al.  Goals as Reference Points: Empirical Evidence from a Virtual Reward System , 2016, Decis. Anal..

[43]  K. Aquino,et al.  The self-importance of moral identity. , 2002, Journal of personality and social psychology.

[44]  M. Ross,et al.  From chump to champ: people's appraisals of their earlier and present selves. , 2001, Journal of personality and social psychology.

[45]  D. Soman,et al.  The Categorization of Time and Its Impact on Task Initiation , 2014 .

[46]  Ravi Dhar,et al.  A behavioral decision theory perspective on hedonic and utilitarian choice , 2005 .

[47]  Wendy Liu,et al.  Focusing on Desirability: The Effect of Decision Interruption and Suspension on Preferences , 2008 .

[48]  J. Polivy,et al.  If at first you don't succeed. False hopes of self-change. , 2002, The American psychologist.

[49]  David C. Rubin,et al.  Vivid memories , 1984, Cognition.

[50]  R. Baumeister,et al.  Ego depletion: is the active self a limited resource? , 1998, Journal of personality and social psychology.

[51]  M. S. Shum,et al.  The role of temporal landmarks in autobiographical memory processes. , 1998, Psychological bulletin.

[52]  Ted O’Donoghue,et al.  Doing It Now or Later , 1999 .

[53]  D. Shelley,et al.  Monday - A Social Framework to Enhance Health Promotion Efforts and Facilitate Sustainable Health Behavior Change , 2006 .

[54]  Wendy Wood,et al.  Changing circumstances, disrupting habits. , 2005, Journal of personality and social psychology.

[55]  Johanna Peetz,et al.  The post-birthday world: consequences of temporal landmarks for temporal self-appraisal and motivation. , 2013, Journal of personality and social psychology.

[56]  John T. Gourville,et al.  Payment Depreciation: The Behavioral Effects of Temporally Separating Payments from Consumption , 1998 .

[57]  Jong-Youn Rha,et al.  The mental accounting of time , 2009 .

[58]  J. Ayers,et al.  Circaseptan (weekly) rhythms in smoking cessation considerations. , 2014, JAMA internal medicine.

[59]  D. Soman.  The mental accounting of sunk time costs: Why time is not like money. , 2001 .

[60]  B. Shiv,et al.  Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making , 1999 .

[61]  Richard P. Eibach,et al.  Self-Enhancement or Self-Coherence? Why People Shift Visual Perspective in Mental Images of the Personal Past and Future , 2011, Personality & social psychology bulletin.

[62]  Katherine L. Milkman,et al.  Harnessing Our Inner Angels and Demons: What We Have Learned About Want/Should Conflicts and How That Knowledge Can Help Us Reduce Short-Sighted Decision Making , 2008, Perspectives on psychological science : a journal of the Association for Psychological Science.

[63]  Daniel Read,et al.  Choice Bracketing , 1999 .

[64]  A. Baier,et al.  Reasons and Persons , 1984 .