Connectedness to the other’s future self and intertemporal choice on behalf of others

Abstract

Purpose The purpose of this paper to introduce a novel conceptual model that investigates the significance of connectedness to the other’s future self when it comes to intertemporal decision-making scenarios made on behalf of others. Design/methodology/approach The participants were recruited from Prolific. The authors asked 250 participants from the UK to choose between a present cash gift vs. a stock gift to be redeemed after 10 years by the recipient. The participants were randomly assigned to one of the two scenarios (high connectedness to the other’s future self vs. low connectedness to the other’s future self) where they were asked to imagine a person who was either described as someone to whom they felt high connectedness to his future self or as someone to whom they felt low connectedness to his future self. Following this exposure, participants were asked to indicate their choice between a cash gift available immediately or a higher-value stock gift redeemable in 10 years through a trusted platform. An attention check was conducted where participants were asked about the scenario they were assigned to (whether high or low connectedness to the other’s future self). The data was analyzed using SEM. Findings In this paper, the authors support and expand the literature on intertemporal choices by examining the role of connectedness to the other’s future self in intertemporal choices on behalf of others. Specifically, the results of Study 1 indicate that connectedness to the other’s future self can predict an individual’s intertemporal choice made on behalf of another person. Study 2 demonstrates that interpersonal time discounting and Vividness of the other’s future self mediates this effect and that Other Vividness acts as a moderator in the relationship between Vividness to the other’s future self and intertemporal choice on behalf of others. Originality/value As the first contribution, “connectedness to the other’s future self” was introduced as a novel determinant of intertemporal consumer decision-making on behalf of others. The second contribution is the conceptualization of the mediating roles of interpersonal time discounting and the Vividness of the other’s future self. Besides, this paper has practical implications for retailers, gifting platforms and employers seeking to effectively match the appropriate delayed vouchers, stock gifts or deferred bonuses with the right recipients.