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Using Judgmental Anchors to Establish Challenging Self-Set Goals Without Jeopardizing Commitment

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  • Hinsz, Verlin B.
  • Kalnbach, Lynn R.
  • Lorentz, Nichole R.
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    File URL: http://www.sciencedirect.com/science/article/B6WP2-45S97BC-3/2/a263395055586cd7dd701421da57d178
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    Bibliographic Info

    Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

    Volume (Year): 71 (1997)
    Issue (Month): 3 (September)
    Pages: 287-308

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    Handle: RePEc:eee:jobhdp:v:71:y:1997:i:3:p:287-308

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    Web page: http://www.elsevier.com/locate/obhdp

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    References

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    1. Mento, Anthony J. & Steel, Robert P. & Karren, Ronald J., 1987. "A meta-analytic study of the effects of goal setting on task performance: 1966-1984," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(1), pages 52-83, February.
    2. Bagozzi, Richard P & Warshaw, Paul R, 1990. " Trying to Consume," Journal of Consumer Research, University of Chicago Press, vol. 17(2), pages 127-40, September.
    3. Northcraft, Gregory B. & Neale, Margaret A., 1987. "Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(1), pages 84-97, February.
    4. Huber, Vandra L. & Neale, Margaret A., 1986. "Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting," Organizational Behavior and Human Decision Processes, Elsevier, vol. 38(3), pages 342-365, December.
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    Cited by:
    1. Mussweiler, Thomas & Englich, Birte, 2005. "Subliminal anchoring: Judgmental consequences and underlying mechanisms," Organizational Behavior and Human Decision Processes, Elsevier, vol. 98(2), pages 133-143, November.
    2. Wong, Kin Fai Ellick & Kwong, Jessica Yuk Yee, 2000. "Is 7300 m Equal to 7.3 km? Same Semantics but Different Anchoring Effects," Organizational Behavior and Human Decision Processes, Elsevier, vol. 82(2), pages 314-333, July.
    3. Buehler, Roger & Peetz, Johanna & Griffin, Dale, 2010. "Finishing on time: When do predictions influence completion times?," Organizational Behavior and Human Decision Processes, Elsevier, vol. 111(1), pages 23-32, January.
    4. Bond, Samuel D. & Carlson, Kurt A. & Meloy, Margaret G. & Russo, J. Edward & Tanner, Robin J., 2007. "Information distortion in the evaluation of a single option," Organizational Behavior and Human Decision Processes, Elsevier, vol. 102(2), pages 240-254, March.
    5. McCalley, L.T., 2006. "From motivation and cognition theories to everyday applications and back again: the case of product-integrated information and feedback," Energy Policy, Elsevier, vol. 34(2), pages 129-137, January.

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