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Journal of Management and Business Research, 2020
37（ 2 ）：129-168
DOI： 10.6504/JMBR.202006_37(2).0002 |
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| Perceived Upward Economic Mobility Affects Consumers’ Future Temporal Focus |
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| Through six experiments, this research examines the effects of consumers’ perceived upward economic mobility (PUEM) on future temporal focus and downstream consequences. The results show that consumers with high PUEM have stronger future temporal focus than those with low PUEM, and this effect is mediated by just-world belief (Study 1 and Study 4). Moreover, this effect could not be attributed to the influence of affective state and optimism. This research also demonstrates the effects of PUEM on several downstream delayed gratification behaviors (Studies 2–4). However, practitioners could enhance marketing messages’ persuasiveness by matching their temporal framing with consumers’ PUEM. Such PUEM-temporal framing fit could encourage consumers to buy health products (Study 5) and donate to charity (Study 6). This research contributes to the literature and offers insights for marketing practices. |
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| perceived upward economic mobility, future temporal focus, just-world belief, intertemporal choice, temporal framing |
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