Title: Bending arms, bending discounting functions. How motor actions affect intertemporal decision-making
Authors: Van den Bergh, Bram
Schmitt, Julien
Dewitte, Siegfried
Warlop, Luk
Issue Date: Oct-2009
Publisher: K.U.Leuven - Faculty of Business and Economics
Series Title: FBE Research Report MO_0903 pages:1-41
Abstract: In five studies we demonstrate that task-irrelevant somatic activity influences intertemporal decision making: Arm movements associated with approach (arm flexion), rather than avoidance (arm extension), instigate present-biased preferences. We show that the preference for immediate over delayed gratification is moderated by the sensitivity of the approach system and, owing to learning principles, restricted to arm positions of the dominant hand. This research extends the effects of somatic activity beyond attitude formation and cognition, and provides empirical evidence for the effect of somatic activity on motivational systems.
Publication status: published
KU Leuven publication type: IR
Appears in Collections:Research Centre for Marketing and Consumer Science, Leuven
Faculty of Economics and Business (FEB) - miscellaneous

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