Mental account linkage: the psychological process of future self-continuity influencing value trade-off in economic decision-making
摘要
Future self-continuity (FSC) refers to individuals’ perception of continuity between their present and future selves, which positively predicts preference for future rewards in economic decisions. Previous research has overlooked the psychological mechanisms governing trade-offs of present and future rewards, particularly the role of mental account linkage. This research investigates how FSC impacts the trade-off between present and future reward values through this linkage. Study 1 explored relationships among FSC, mental account linkage, and future-oriented spending in hypothetical scenarios. Study 2a manipulated FSC, and Study 2b manipulated reward account linkage, to test their respective effects on decision making. Study 3 manipulated FSC and reward account linkage simultaneously to examine their interactive influence on delayed discounting. Results showed that FSC positively predicted mental account linkage and preference for future rewards, with mental account linkage mediating this relationship (Study 1). Enhancing FSC increased preference for future rewards (Study 2a), and directly manipulating reward account linkage produced a similar effect (Study 2b). Manipulating the linkage of mental accounts was found to attenuate the effect of FSC on preference for future rewards, confirming the mediating role of mental account linkage in the process (Study 3). This research integrates the concept of FSC into mental accounting theory, proposing a dynamic model in which mental account linkage, driven by FSC, shapes intertemporal decisions. It offers practical implications for promoting future-oriented behaviors by enhancing FSC and mental account linkage.