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The Divergent Effects of External Systems of Control on Early Stage Goal Pursuit

Author

Listed:
  • Jamel Khenfer

    (AMU IAE - Institut d'Administration des Entreprises (IAE) - Aix-en-Provence - AMU - Aix Marseille Université, CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon)

  • Aaron Kay

    (Duke University [Durham])

  • Elyette Roux

    (AMU IAE - Institut d'Administration des Entreprises (IAE) - Aix-en-Provence - AMU - Aix Marseille Université, CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon)

  • Eric Tafani

    (AMU IAE - Institut d'Administration des Entreprises (IAE) - Aix-en-Provence - AMU - Aix Marseille Université, CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon)

Abstract

This research demonstrates divergent effects of reminding consumers that their long-term goals occur within external systems of control. We showed that such reminders can increase or decrease motivation in pursuing long-term goals depending on the level of specificity with which they are planned.

Suggested Citation

  • Jamel Khenfer & Aaron Kay & Elyette Roux & Eric Tafani, 2014. "The Divergent Effects of External Systems of Control on Early Stage Goal Pursuit," Post-Print hal-01079648, HAL.
    • Handle: RePEc:hal:journl:hal-01079648
    Note: View the original document on HAL open archive server: https://hal.science/hal-01079648
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    References listed on IDEAS

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    1. Amy N. Dalton & Stephen A. Spiller, 2012. "Too Much of a Good Thing: The Benefits of Implementation Intentions Depend on the Number of Goals," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 39(3), pages 600-614.
    2. Claudia Townsend & Wendy Liu, 2012. "Is Planning Good for You? The Differential Impact of Planning on Self-Regulation," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 39(4), pages 688-703.
    3. Keisha M. Cutright & Eugenia C. Wu & Jillian C. Banfield & Aaron C. Kay & Gavan J. Fitzsimons, 2011. "When Your World Must Be Defended: Choosing Products to Justify the System," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 38(1), pages 62-77.
    4. Keisha M. Cutright, 2012. "The Beauty of Boundaries: When and Why We Seek Structure in Consumption," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 38(5), pages 775-790.
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    Keywords

    goal pursuit; control; religion; god;
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