Measuring and Modifying Consumer Impulsiveness: A Cost‐Benefit Accessibility Framework

Generalized expectancies for internal versus external control of reinforcement.

1966 • 21,432 citations

Quasi-Experimentation: Design & Analysis Issues for Field Settings

1979 • 11,624 citations

The measurement of psychological androgyny.

1974 • 8,314 citations

Toward a positive theory of consumer choice

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Personality and Assessment

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A DYNAMIC THEORY OF PERSONALITY

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Social learning and clinical psychology.

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Advances in Consumer Research

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Regret in Decision Making under Uncertainty

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Specious reward: A behavioral theory of impulsiveness and impulse control.

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Cognitive and physiological processes in fear appeals and attitude change : A revised theory of protection motivation

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An Economic Theory of Self-Control

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The Approval Motive: Studies in Evaluative Dependence

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The Buying Impulse

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Explorations in Personality.

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THE BEHAVIORAL LIFE‐CYCLE HYPOTHESIS

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Normative Influences on Impulsive Buying Behavior

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Social psychophysiology : a sourcebook

1983 • 1,549 citations

Compulsive Buying: A Phenomenological Exploration

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Time-inconsistent Preferences and Consumer Self-Control

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An Exploration of High-Risk Leisure Consumption Through Skydiving

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The Market Maven: A Diffuser of Marketplace Information

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Development of a sensation-seeking scale.

1964 • 1,066 citations

Attention in delay of gratification.

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The Theory of Price

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The Influence of Anticipating Regret and Responsibility on Purchase Decisions

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The desirability of control

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Communication Yearbook 4.

1980 • 700 citations

A DYNAMIC THEORY OF PERSONALITY

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Individual construct accessibility and subjective impressions and recall.

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Effects of Fear Arousal on Attitude Change: Recent Developments in Theory and Experimental Research

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Increasing the Persuasiveness of Fear Appeals: The Effect of Arousal and Elaboration

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Coping with temptations to smoke.

1984 • 244 citations

A new measure of psychological androgyny based on the Personality Research Form.

1978 • 207 citations

Delay of gratification, motivation for the prohibited gratification, and responses to temptation.

1964 • 167 citations

A new measure of psychological androgyny based on the Personality Research Form.

1978 • 160 citations

Theory and research on the antecedents of self-imposed delay of reward.

1966 • 146 citations

Research Evidence on Mass Mediated Health Communication Campaigns

1979 • 88 citations

Health Education by Television and Radio

1982 • 55 citations

Self-control as choice management with reference to the behavioral treatment of obesity.

1983 • 46 citations

Resisting Temptation: a psychological analysis*

1989 • 28 citations

Minimum-drinking-age laws : an evaluation

1980 • 21 citations

HISTORICAL TRENDS IN ALCOHOL USE AND DRIVING BY YOUNG AMERICANS

1980 • 16 citations