Marketing Self-Improvement Programs for Self-Signaling Consumers
Published Online:29 Oct 2018https://doi.org/10.1287/mksc.2018.1107
References
- (1963) Computer simulation of hot cognition. Tomkins SS, Messick S, eds. Computer Simulation of Personality (Wiley, New York), 277–298.Google Scholar
- (2011) Learning self-control. Quart. J. Econom. 126(2):857–893.Crossref, Google Scholar
- (1986) Social Foundations of Thought and Action: A Social Cognitive Theory (Prentice-Hall, Englewood Cliffs, NJ).Google Scholar
- (1999) Self-Efficacy: Toward a unifying theory of behavioral change. Baumeister R, ed. The Self in Social Psychology (Psychology Press, Philadelphia), 285–298.Google Scholar
- (2005) Self-control in peer groups. J. Econom. Theory 123(2):105–134.Crossref, Google Scholar
- (1996) Self-regulation failure: An overview. Psych. Inquiry 7(1):1–15.Crossref, Google Scholar
- (1994) Losing Control: How and Why People Fail at Self-Regulation (Academic Press, San Diego).Google Scholar
- (1988) Possessions and the extended self. J. Consumer Res. 15(2):139–168.Crossref, Google Scholar
- (2004) Willpower and personal rules. J. Political Econom. 112(4):848–886.Crossref, Google Scholar
- (1985) Temporal effects on attributions for one’s own behavior: The role of task outcome. J. Exp. Soc. Psych. 21(3):247–261.Crossref, Google Scholar
- (2010) Jenny Craig. Health (April 18), https://www.health.com/health/article/0,,20410193,00.html.Google Scholar
- CBS News (2015) Fitness fad brings nightclub vibe into health clubs. CBS News (August 28), https://www.cbsnews.com/news/boutique-gym-classes-spark-new-trend-health-fitness-industry/.Google Scholar
- (2004) Contract design and self-control: Theory and evidence. Quart. J. Econom. 119(2):353–402.Crossref, Google Scholar
- (2012) Self-signaling and the costs and benefits of temptation in consumer choice. J. Marketing Res. 49(1):15–25.Crossref, Google Scholar
- (2012) Should you ditch your gym membership? Boston Magazine (March 30), https://www.bostonmagazine.com/health/2012/03/30/should-you-ditch-your-gym-membership/.Google Scholar
- (2011) Diets, new and improved. ABC News (January 12), https://abcnews.go.com/Business/diet-competition-wrinkles-weight-watchers-nutrisystem-jenny-craig/story?id=12567099.Google Scholar
- (1922) Beyond the Pleasure Principle (The International Psycho-Analytical Press, London).Crossref, Google Scholar
- (2014) NYC’s chain gyms: What they cost and what you get. Racked (January 6), https://ny.racked.com/2014/1/6/7627217/comparing-nycs-chain-gyms.Google Scholar
- (2009) Slippage in rebate programs and present-biased preferences. Marketing Sci. 28(2):229–238.Link, Google Scholar
- (2012) Pay-what-you-want, identity, and self-signaling in markets. Proc. Natl. Acad. Sci. USA 109(19):7236–7240.Crossref, Google Scholar
- (2013) Here’s how SoulCycle keeps customers paying $34 for a cycling class. Business Insider (December 3), https://www.businessinsider.com/why-soulcycle-customers-keep-coming-back-2013-12.Google Scholar
- (2016) People love gyms like CrossFit and Pure Barre because they’ve made fancy fitness a status symbol. Quartz (October 24), https://qz.com/816740/boutique-gyms-like-crossfit-and-pure-barre-are-raking-in-billions-by-making-fancy-fitness-a-status-symbol/.Google Scholar
- (2014) The 3 reasons people are obsessed with CrossFit. Time (June 17), http://time.com/2890075/crossfits-primal-appeal/.Google Scholar
- (2013) The next SoulCycle? the unrelenting bid for the boutique-fitness crown continues. New York Magazine (February 10), http://nymag.com/fitness/features/boutique-fitness-classes-2013-2/.Google Scholar
- (1991) Time-inconsistent preferences and consumer self-control. J. Consumer Res. 17(4):492–507.Crossref, Google Scholar
- International Health, Racquet & Sportsclub Association (IHRSA) (2012) The 2012 IHRSA global report: The state of the health club industry. Report, IHRSA, Boston.Google Scholar
- (2012a) Marketing of vice goods: A strategic analysis of the package size decision. Marketing Sci. 31(1):36–51.Link, Google Scholar
- (2012b) Self-control and incentives: An analysis of multiperiod quota plans. Marketing Sci. 31(5):855–869.Link, Google Scholar
- (2014) The science of actually keeping your new year’s resolutions. Vox (December 29), https://www.vox.com/2014/12/29/7434433/new-years-resolutions-psychology.Google Scholar
- (1997) Golden eggs and hyperbolic discounting. Quart. J. Econom. 112(2):443–477.Crossref, Google Scholar
- (1991) Self-regulation through goal setting. Organ. Behav. Human Decision Processes 50(2):212–247.Crossref, Google Scholar
- (1996) Why do bad moods increase self-defeating behavior? emotion, risk tasking, and self-regulation. J. Personality Soc. Psych. 71(6):1250–1267.Crossref, Google Scholar
- (1996) Out of control: Visceral influences on behavior. Organ. Behav. Human Decision Processes 65(3):272–292.Crossref, Google Scholar
- (1985) Relapse Prevention: Theoretical rationale and overview of the model. Marlatt GA, Gordon JR, eds. Relapse Prevention (Guilford, New York), 3–70.Google Scholar
- (2014) Gym-goers opting for classes instead of gym memberships. NBC Miami (February 10), https://www.nbcmiami.com/news/local/Gym-Goers-Opting-for-Classes-Instead-of-Gym-Memberships-244795971.html.Google Scholar
- (2012) Incentivizing loyal customers with Perkville rewards. Open Forum (October 9), https://www.americanexpress.com/us/small-business/openforum/articles/incentivizing-loyal-customers-with-perkville-rewards/.Google Scholar
- (1988) The nature of adolescent competencies predicted by preschool delay of gratification. J. Personality Soc. Psych. 54(4):687–696.Crossref, Google Scholar
- (2014) 4 ways to make your new year’s resolutions stick in 2015. Forbes (December 30), https://www.forbes.com/sites/amymorin/2014/12/30/4-ways-to-make-your-new-years-resolutions-stick-in-2015/#7556242e612c.Google Scholar
- (2013) Money replaces willpower in programs promoting weight loss. National Public Radio (February 20), https://www.npr.org/sections/health-shots/2013/02/20/172098418/money-replaces-willpower-in-programs-promoting-weight-loss.Google Scholar
- (1989) The resolution solution: Longitudinal examination of new year’s change attempts. J. Substance Abuse 1(2):127–134.Crossref, Google Scholar
- (2006) Visceral drives in retrospect: Explanations about the inaccessible past. Psych. Sci. 17(7):635–640.Crossref, Google Scholar
- (1999) Doing it now or later. Amer. Econom. Rev. 89(1):103–124.Crossref, Google Scholar
- (2016) Is your gym membership a good investment? USA Today (April 27), https://www.usatoday.com/story/money/personalfinance/2016/04/27/your-gym-membership-good-investment/82758866/.Google Scholar
- (1968) On second-best national saving and game-equilibrium growth. Rev. Econom. Stud. 35(2):185–199.Crossref, Google Scholar
- (1985) Dieting and binging: A causal analysis. Amer. Psych. 40(2):193–201.Crossref, Google Scholar
- (2003) Self-signaling and self-control. Loewenstein G, Read D, Baumeister R, eds. Time and Decision: Economic and Psychological Perspectives on Intertemporal Choice (Russell Sage Foundation, New York), 277–298.Google Scholar
- (1998) The red and the black: Mental accounting of savings and debt. Marketing Sci. 17(1):4–28.Link, Google Scholar
- (1987) The buying impulse. J. Consumer Res. 14(2):189–199.Crossref, Google Scholar
- (2015) Giving against the odds: When tempting alternatives increase willingness to donate. J. Marketing Res. 52(1):27–38.Crossref, Google Scholar
- (2008) Exploring the cold-to-hot empathy gap in smokers. Psych. Sci. 19(9):926–932.Crossref, Google Scholar
- (2016) Millennials are killing gyms, too. New York Post (October 17), https://nypost.com/2016/10/17/millennials-are-killing-gyms-too/.Google Scholar
- (1999) Heart and mind in conflict: The interplay of affect and cognition in consumer decision making. J. Consumer Res. 26(3):278–292.Crossref, Google Scholar
- (1982) Self-concept in consumer behavior: A critical review. J. Consumer Res. 9(3):287–300.Crossref, Google Scholar
- (2014) The top 10 fitness trends predicted for 2014. Shape (January 2), https://www.shape.com/fitness/trends/top-10-fitness-trends-predicted-2014.Google Scholar
- (2005) Bridging the intention-behaviour gap: Planning, self-efficacy, and action control in the adoption and maintenance of physical exercise. Psych. Health 20(2):143–160.Crossref, Google Scholar
- (2004) When goals are counterproductive: The effects of violation of a behavioral goal on subsequent performance. J. Consumer Res. 31(1):52–62.Crossref, Google Scholar
- (2017) 2017 new year’s resolutions: The most popular and how to stick to them. NBC News (January 1), https://www.nbcnews.com/business/consumer/2017-new-year-s-resolutions-most-popular-how-stick-them-n701891.Google Scholar
- (1955) Myopia and inconsistency in dynamic utility maximization. Rev. Econom. Stud. 23(3):165–180.Crossref, Google Scholar
- (1981) An economic theory of self-control. J. Political Econom. 89(2):392–406.Crossref, Google Scholar
- (2012) Payday spending: What do retailers need to know? Retail Week (July 6), https://www.retail-week.com/payday-spending-what-do-retailers-need-to-know/5038170.article?authent=1.Google Scholar
- (2001) Emotional distress regulation takes precedence over impulse control: If you feel bad, do it. J. Personality Soc. Psych. 80(1):53–67.Crossref, Google Scholar
- (2007) Spent resources: Self-regulatory resource availability affects impulse buying. J. Consumer Res. 33(4):537–547.Crossref, Google Scholar
- (2013) Americans need financial education, report says. CNBC (November 23), https://www.cnbc.com/2013/11/22/americans-need-financial-education-report-says.html.Google Scholar
- (1998) Consumption self-control by rationing purchase quantities of virtue and vice. Marketing Sci. 17(4):317–337.Link, Google Scholar
- (2016) Why debt management plans don’t work for everyone. Christian Science Monitor (August 30), https://www.csmonitor.com/Business/Saving-Money/2016/0830/Why-debt-management-plans-don-t-work-for-everyone.Google Scholar
- (2017) Millennials are spending big on trendy places to sweat. Los Angeles Times (August 23), http://www.latimes.com/business/la-fi-boutique-fitness-20170823-story.html#.Google Scholar
- (2011) Leave home without it? the effects of credit card debt and available credit on spending. J. Marketing Res. 48(SPL):S78–S90.Crossref, Google Scholar
- (2013) Credit counseling agencies get bigger. Fox Business (February 7), https://www.foxbusiness.com/features/credit-counseling-agencies-get-bigger-but-better.Google Scholar
- (2009) Effect of goal setting on motivation and adherence in a six-week exercise program. Internat. J. Sport Exercise Physiol. 7(1):89–100.Crossref, Google Scholar

