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INCREASING SAVING BEHAVIOR THROUGH AGE-PROGRESSED RENDERINGS OF THE FUTURE SELF.

Hal E Hershfield1, Daniel G Goldstein2, William F Sharpe3

  • 1Post-doctoral Fellow and Visiting Assistant Professor at the Kellogg School of Management, Northwestern University, 2001 Sheridan Rd, Evanston, IL 60208, USA.

JMR, Journal of Marketing Research
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Summary

Many people struggle with retirement savings. Interacting with realistic virtual renderings of their future selves encourages individuals to make more future-oriented financial decisions, increasing their willingness to save.

Keywords:
Retirement savingfuture self-continuityimmersive virtual realityintertemporal choicetemporal discounting

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Area of Science:

  • Behavioral Economics
  • Psychology
  • Human-Computer Interaction

Background:

  • Many individuals fail to adequately save for retirement.
  • Excessive discounting of the future, or prioritizing immediate rewards, hinders long-term financial planning.
  • Existing strategies to promote future-oriented decisions include pre-commitment and elaborating future reward values.

Purpose of the Study:

  • To investigate a novel approach to encourage future-oriented financial behavior by enhancing individuals' connection with their future selves.
  • To test the hypothesis that interacting with age-progressed virtual renderings of oneself can increase resource allocation toward the future.

Main Methods:

  • Four studies were conducted involving participants interacting with realistic, age-progressed virtual renderings of themselves.
  • Immersive virtual reality hardware and interactive decision aids were utilized.
  • Participants' decisions regarding immediate versus later monetary rewards were recorded.

Main Results:

  • Participants who interacted with virtual future selves demonstrated a greater propensity to choose later monetary rewards over immediate ones.
  • This effect was consistent across all four studies.
  • The findings suggest a significant impact of future self-visualization on financial decision-making.

Conclusions:

  • Interacting with visualized future selves can effectively promote more future-oriented decision-making.
  • This method offers a complementary strategy to existing techniques for improving long-term financial planning.
  • Enhancing the perceived connection to one's future self is a viable pathway to encourage saving and investment behaviors.