Prior research has documented the effect of tempting stimuli (conceptualized as motivationally appetitive stimuli in this dissertation, e.g., dessert) on a relevant behavior domain (e.g., eating the dessert). Drawing on Metcalfe and Mischel's (1999) hot and cool system metaphor, this dissertation predicts that a tempting stimulus can induce a time preference change in a subsequent unrelated consumption decision. It is argued that the time preference change results in a greater immediate gratification tendency observed in an apparently irrelevant intertemporal choice. The hypothesis was tested in a series of experiments. In experiments 1 and 2, participants were more likely to choose smaller sooner (vs. larger later) cash rewards or vice (vs. virtue) options after being exposed to tempting stimuli of unrelated categories. Experiment 3 demonstrated that tempting stimuli induced greater intertemporal discount rates in monetary tradeoffs. In experiment 4, participants were found to be more likely to purchase unplanned products under a very tight budget if they were aroused by the tempting stimuli prior to making the decision. The first four experiments provided converging evidence showing that the impulse induced by a tempting stimulus is a generalized consumption urgency. In experiment 5, it was shown that the measured present-orientation tendency was greater in the presence of appetitive stimuli; and participants who rated higher on the present-orientation tendency evaluated future gains less than those who rated lower on the measure. Finally, experiment 6 showed that a time interval of ten minutes between exposure to the appetitive stimulus and the subsequent intertemporal decision would weaken the effect. Taken together, by putting time in perspective, this dissertation suggests and shows that appetitive stimuli can have a motivational impact (i.e., changes in time preference) on subsequent intertemporal decisions, resulting in greater consumption impulsivity across behavioral domains.
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机译：先前的研究已经证明了诱因刺激（在本论文中被概念化为动机性食欲刺激，例如甜点）对相关行为领域（例如吃甜点）的影响。本文利用梅特卡夫和米歇尔（Metcalfe and Mischel，1999）的冷热系统隐喻，预测诱人的刺激可以在随后的无关的消费决策中引起时间偏好的变化。有人认为，时间偏好的变化会导致在明显不相关的跨时间选择中观察到的更大的即时满足趋势。在一系列实验中检验了该假设。在实验1和2中，参与者在受到无关类别的诱人刺激后，更有可能选择更早的现金奖励（相对于后来的较大）或反之（相对于美德）。实验3表明，诱人的刺激会在货币权衡中引起更大的跨期贴现率。在实验4中，如果参与者在做出决定之前受到诱因刺激，则他们很可能会在非常紧张的预算下购买计划外产品。前四个实验提供了越来越多的证据，表明诱人的刺激引起的冲动是普遍的消费紧迫性。在实验5中，显示出在有刺激性刺激的情况下，测得的当前取向趋势较大；反之，则为0。在当前趋势上得分较高的参与者对未来收益的评价要比在该指标上得分较低的参与者低。最后，实验6显示，在暴露于刺激性刺激与随后的跨期决策之间的时间间隔为十分钟会削弱效果。综上所述，通过透视时间，本论文暗示并表明，食性刺激可以对随后的跨期决策产生激励作用（即时间偏好的变化），从而导致跨行为域的更大的消费冲动。
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