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The Goal-Gradient Hypothesis Resurrected: Purchase Acceleration, Illusionary Goal Progress, and Customer Retention

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Cited by:

  1. Indranil Goswami & Oleg Urminsky, 2016. "When should the ask be a nudge? The Effect of Default Amounts on Charitable Donations," Natural Field Experiments 00659, The Field Experiments Website.
  2. Andrew T. Ching & Masakazu Ishihara, 2018. "Identification of Dynamic Models of Rewards Programme," The Japanese Economic Review, Springer, vol. 69(3), pages 306-323, September.
  3. Nishio, Kazuki & Hoshino, Takahiro, 2022. "Joint modeling of effects of customer tier program on customer purchase duration and purchase amount," Journal of Retailing and Consumer Services, Elsevier, vol. 66(C).
  4. Feurer, Sven & Haws, Kelly L., 2022. "Justifiable justifications in sequential indulgent choice situations: A framework for future research based on perceived exceptionality," Journal of Business Research, Elsevier, vol. 149(C), pages 630-639.
  5. Junzhou Zhang & Yuping Liu-Thompkins, 2024. "Personalized email marketing in loyalty programs: The role of multidimensional construal levels," Journal of the Academy of Marketing Science, Springer, vol. 52(1), pages 196-216, January.
  6. Kunter Gunasti & Timucin Ozcan, 2019. "The role of scale-induced round numbers and goal specificity on goal accomplishment perceptions," Marketing Letters, Springer, vol. 30(2), pages 207-217, June.
  7. Michelle Yoo & Billy Bai & Ashok Singh, 2020. "The evolution of behavioral loyalty and customer lifetime value over time: investigation from a Casino Loyalty Program," Journal of Marketing Analytics, Palgrave Macmillan, vol. 8(2), pages 45-56, June.
  8. Baek, Tae Hyun & Yoon, Sukki, 2020. "Looking forward, looking back: The impact of goal progress and time urgency on consumer responses to mobile reward apps," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
  9. Lukas, Moritz, 2018. "The goal gradient effect and repayments in consumer credit," Economics Letters, Elsevier, vol. 171(C), pages 208-210.
  10. Mirko Kremer & Francis de Véricourt, 2022. "Mismanaging diagnostic accuracy under congestion," ESMT Research Working Papers ESMT-22-01, ESMT European School of Management and Technology.
  11. Rablen, Matthew D., 2010. "Performance targets, effort and risk-taking," Journal of Economic Psychology, Elsevier, vol. 31(4), pages 687-697, August.
  12. So Yeon Chun & Anton Ovchinnikov, 2019. "Strategic Consumers, Revenue Management, and the Design of Loyalty Programs," Management Science, INFORMS, vol. 65(9), pages 3969-3987, September.
  13. Gutt, Dominik & von Rechenberg, Tobias & Kundisch, Dennis, 2020. "Goal achievement, subsequent user effort and the moderating role of goal difficulty," Journal of Business Research, Elsevier, vol. 106(C), pages 277-287.
  14. Bies, Suzanne M.T.A. & Bronnenberg, Bart J. & Gijsbrechts, Els, 2021. "How push messaging impacts consumer spending and reward redemption in store-loyalty programs," International Journal of Research in Marketing, Elsevier, vol. 38(4), pages 877-899.
  15. Alina Nastasoiu & Neil T. Bendle & Charan K. Bagga & Mark Vandenbosch & Salvador Navarro, 2021. "Separating customer heterogeneity, points pressure and rewarded behavior to assess a retail loyalty program," Journal of the Academy of Marketing Science, Springer, vol. 49(6), pages 1132-1150, November.
  16. Dorotic, Matilda & Verhoef, Peter C. & Fok, Dennis & Bijmolt, Tammo H.A., 2014. "Reward redemption effects in a loyalty program when customers choose how much and when to redeem," International Journal of Research in Marketing, Elsevier, vol. 31(4), pages 339-355.
  17. Fan-Osuala, Onochie, 2021. "All failures are not equal: Degree of failure and the launch of subsequent crowdfunding campaigns," Journal of Business Venturing Insights, Elsevier, vol. 16(C).
  18. Kim, Hye-Young, 2024. "The different roads not taken: considering diverse foregone alternatives motivates future goal persistence," LSE Research Online Documents on Economics 121459, London School of Economics and Political Science, LSE Library.
  19. Teng, Lefa & Xie, Chenxin & Liu, Tianjiao & Wang, Fan & Foti, Lianne, 2021. "The effects of uppercase vs. lowercase letters on consumers’ perceptions and brand attitudes," Journal of Business Research, Elsevier, vol. 136(C), pages 164-175.
  20. Fan-Osuala, Onochie & Zantedeschi, Daniel & Jank, Wolfgang, 2018. "Using past contribution patterns to forecast fundraising outcomes in crowdfunding," International Journal of Forecasting, Elsevier, vol. 34(1), pages 30-44.
  21. Malika Chaudhuri & Clay M. Voorhees & Jonathan M. Beck, 2019. "The effects of loyalty program introduction and design on short- and long-term sales and gross profits," Journal of the Academy of Marketing Science, Springer, vol. 47(4), pages 640-658, July.
  22. repec:cup:judgdm:v:15:y:2020:i:4:p:586-599 is not listed on IDEAS
  23. repec:cup:judgdm:v:15:y:2020:i:6:p:994-1008 is not listed on IDEAS
  24. Diwas S. KC & Bradley R. Staats & Maryam Kouchaki & Francesca Gino, 2020. "Task Selection and Workload: A Focus on Completing Easy Tasks Hurts Performance," Management Science, INFORMS, vol. 66(10), pages 4397-4416, October.
  25. Pittarello, Andrea & Rubaltelli, Enrico & Rumiati, Rino, 2013. "You can’t be better than me: The role of the reference point in modulating people’s pursuit of wealth," Journal of Economic Psychology, Elsevier, vol. 37(C), pages 65-76.
  26. Septianto, Felix & An, Jake & Chiew, Tung Moi & Paramita, Widya & Tanudharma, Istiharini, 2019. "The similar versus divergent effects of pride and happiness on the effectiveness of loyalty programs," Journal of Business Research, Elsevier, vol. 99(C), pages 12-22.
  27. Siyun Chen & Haiying Wei, 2023. "Linking Temporal Landmarks to Voluntary Simplicity: The Mediating Roles of Self-Transcendence and Self-Enhancement," Journal of Business Ethics, Springer, vol. 188(4), pages 693-708, December.
  28. Can Urgun & Leeat Yariv, 2021. "Retrospective Search: Exploration and Ambition on Uncharted Terrain," Working Papers 2021-33, Princeton University. Economics Department..
  29. Keri L. Kettle & Remi Trudel & Simon J. Blanchard & Gerald Häubl, 2016. "Repayment Concentration and Consumer Motivation to Get Out of Debt," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 43(3), pages 460-477.
  30. Henrike Andersch & Jörg Lindenmeier & Florian Liberatore & Dieter K. Tscheulin, 2018. "Resistance against corporate misconduct: an analysis of ethical ideologies’ direct and moderating effects on different forms of active rebellion," Journal of Business Economics, Springer, vol. 88(6), pages 695-730, August.
  31. Yao Zhang & Eric T. Bradlow & Dylan S. Small, 2015. "Predicting Customer Value Using Clumpiness: From RFM to RFMC," Marketing Science, INFORMS, vol. 34(2), pages 195-208, March.
  32. Eason, C. Clifton & Bing, Mark N. & Smothers, Jack, 2015. "Reward me, charity, or both? The impact of fees and benefits in loyalty programs," Journal of Retailing and Consumer Services, Elsevier, vol. 25(C), pages 71-80.
  33. Laurent Callot & Johannes Tang Kristensen, 2014. "Vector Autoregressions with parsimoniously Time Varying Parameters and an Application to Monetary Policy," Tinbergen Institute Discussion Papers 14-145/III, Tinbergen Institute, revised 09 Apr 2015.
  34. Stanley Frederick W. T. Lim & Qingchen Wang & Scott Webster, 2023. "Do it right the first time: Vehicle routing with home delivery attempt predictors," Production and Operations Management, Production and Operations Management Society, vol. 32(4), pages 1262-1284, April.
  35. (Ryan) Choi, Ji-Hung & Yoon, Jiho & Song, Ju Myung, 2023. "Adaptive R&D contract for urgently needed drugs: Lessons from COVID-19 vaccine development," Omega, Elsevier, vol. 114(C).
  36. Stephen Easton & Sean Pinder, 2022. "Loss aversion and high stakes," Accounting and Finance, Accounting and Finance Association of Australia and New Zealand, vol. 62(1), pages 645-665, March.
  37. Chen, Yanyan & Mandler, Timo & Meyer-Waarden, Lars, 2021. "Three decades of research on loyalty programs: A literature review and future research agenda," Journal of Business Research, Elsevier, vol. 124(C), pages 179-197.
  38. Michelle Yoo & Billy Bai & Ashok Singh, 0. "The evolution of behavioral loyalty and customer lifetime value over time: investigation from a Casino Loyalty Program," Journal of Marketing Analytics, Palgrave Macmillan, vol. 0, pages 1-12.
  39. Amirhossein Bazargan & Salma Karray & Saeed Zolfaghari, 2021. "Can restrictions on redemption timing boost profitability of loyalty programs in competitive environments?," Computational Management Science, Springer, vol. 18(1), pages 99-124, January.
  40. Tiphaine Gorlier & Géraldine Michel, 2020. "How special rewards in loyalty programs enrich consumer–brand relationships: The role of self‐expansion," Post-Print hal-02494605, HAL.
  41. Scott G Wallace & Jordan Etkin & Johar GitaEditor & Rajesh BagchiAssociate Editor, 2018. "How Goal Specificity Shapes Motivation: A Reference Points Perspective," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(5), pages 1033-1051.
  42. Uy, Marilyn A. & Foo, Maw-Der & Ilies, Remus, 2015. "Perceived progress variability and entrepreneurial effort intensity: The moderating role of venture goal commitment," Journal of Business Venturing, Elsevier, vol. 30(3), pages 375-389.
  43. Lieberman, Alicea & Amir, On & Carmon, Ziv, 2023. "The entrenchment effect: Why people persist with less-preferred behaviors," Organizational Behavior and Human Decision Processes, Elsevier, vol. 178(C).
  44. Dai, Hengchen, 2018. "A double-edged sword: How and why resetting performance metrics affects motivation and performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 148(C), pages 12-29.
  45. Yansong Hu & Christophe Van den Bulte, 2014. "Nonmonotonic Status Effects in New Product Adoption," Marketing Science, INFORMS, vol. 33(4), pages 509-533, July.
  46. Zvilichovsky, David & Danziger, Shai & Steinhart, Yael, 2018. "Making-the-Product-Happen: A Driver of Crowdfunding Participation," Journal of Interactive Marketing, Elsevier, vol. 41(C), pages 81-93.
  47. Ulph, Alistair & Panzone, Luca & Hilton, Denis, 2023. "Do rational people sometimes act irrationally? A dynamic self-regulation model of sustainable consumer behavior," Economic Modelling, Elsevier, vol. 126(C).
  48. Camilleri, Adrian R. & Dankova, Katarina & Ortiz, Jose M. & Neelim, Ananta, 2023. "Increasing worker motivation using a reward scheme with probabilistic elements," Organizational Behavior and Human Decision Processes, Elsevier, vol. 177(C).
  49. Jonah Berger & Devin Pope, 2011. "Can Losing Lead to Winning?," Management Science, INFORMS, vol. 57(5), pages 817-827, May.
  50. Bazargan, Amirhossein & Karray, Salma & Zolfaghari, Saeed, 2017. "Modeling reward expiry for loyalty programs in a competitive market," International Journal of Production Economics, Elsevier, vol. 193(C), pages 352-364.
  51. Sharif, Marissa A. & Shu, Suzanne B., 2021. "Nudging persistence after failure through emergency reserves," Organizational Behavior and Human Decision Processes, Elsevier, vol. 163(C), pages 17-29.
  52. Nigam, Achint & Dewani, Prem & Behl, Abhishek & Pereira, Vijay, 2022. "Consumer’s response to conditional promotions in retailing: An empirical inquiry," Journal of Business Research, Elsevier, vol. 144(C), pages 751-763.
  53. Dolan, Paul & Galizzi, Matteo M., 2015. "Like ripples on a pond: Behavioral spillovers and their implications for research and policy," Journal of Economic Psychology, Elsevier, vol. 47(C), pages 1-16.
  54. Bi, Sheng & Perkins, Andrew & Sprott, David, 2021. "The effect of start/end temporal landmarks on consumers' visual attention and judgments," International Journal of Research in Marketing, Elsevier, vol. 38(1), pages 136-154.
  55. Som, Anirban & Dubelaar, Chris & Chowdhury, Rafi M.M.I., 2019. "The effects of goal orientation on goal pursuit," Journal of Business Research, Elsevier, vol. 104(C), pages 322-332.
  56. Christiaan Behrens & Nathalie McCaughey, 2015. "Loyalty Programs and Consumer Behaviour: The Impact of FFPs on Consumer Surplus," Tinbergen Institute Discussion Papers 15-048/VIII, Tinbergen Institute.
  57. Yoonseock Son & Wonseok Oh & Sang Pil Han & Sungho Park, 2020. "When Loyalty Goes Mobile: Effects of Mobile Loyalty Apps on Purchase, Redemption, and Competition," Information Systems Research, INFORMS, vol. 31(3), pages 835-847, September.
  58. Matilda Dorotic & Dennis Fok & Peter Verhoef & Tammo Bijmolt, 2011. "Do vendors benefit from promotions in a multi-vendor loyalty program?," Marketing Letters, Springer, vol. 22(4), pages 341-356, November.
  59. Els Breugelmans & Yuping Liu-Thompkins, 2017. "The effect of loyalty program expiration policy on consumer behavior," Marketing Letters, Springer, vol. 28(4), pages 537-550, December.
  60. Gabel, Sebastian & Guhl, Daniel, 2022. "Comparing the effectiveness of rewards and individually targeted coupons in loyalty programs," Journal of Retailing, Elsevier, vol. 98(3), pages 395-411.
  61. Lawrence Santucci, 2015. "Financial management tools and consumer confidence: chase blueprint," Consumer Finance Institute discussion papers 15-4, Federal Reserve Bank of Philadelphia.
  62. Indranil Goswami & Oleg Urminsky, 2020. "More time, more work: How time limits bias estimates of task scope and project duration," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 15(6), pages 994-1008, November.
  63. Alexander L. Brown & Joanna N. Lahey, 2014. "Small Victories: Creating Intrinsic Motivation in Savings and Debt Reduction," NBER Working Papers 20125, National Bureau of Economic Research, Inc.
  64. Bombaij, Nick, 2021. "Effectiveness of loyalty programs," Other publications TiSEM 095c506d-5b5c-4ea3-9b41-a, Tilburg University, School of Economics and Management.
  65. Tobias Mutter & Dennis Kundisch, 2014. "Goals as Reference Points: Empirical Evidence from a Virtual Reward System," Working Papers Dissertations 19, Paderborn University, Faculty of Business Administration and Economics.
  66. Aditya Jain & Sanjog Misra & Nils Rudi, 2020. "The Effect of Sales Assistance on Purchase Decisions: An analysis using retail video data," Quantitative Marketing and Economics (QME), Springer, vol. 18(3), pages 273-303, September.
  67. Matilda Dorotic & Dennis Fok & Peter C. Verhoef & Tammo H. A. Bijmolt, 2021. "Synergistic and cannibalization effects in a partnership loyalty program," Journal of the Academy of Marketing Science, Springer, vol. 49(5), pages 1021-1042, September.
  68. Amir Gandomi & Amirhossein Bazargan & Saeed Zolfaghari, 2019. "Designing competitive loyalty programs: a stochastic game-theoretic model to guide the choice of reward structure," Annals of Operations Research, Springer, vol. 280(1), pages 267-298, September.
  69. Jaeho Jeong & Dongeon Kim & Xinzhe Li & Qinglong Li & Ilyoung Choi & Jaekyeong Kim, 2022. "An Empirical Investigation of Personalized Recommendation and Reward Effect on Customer Behavior: A Stimulus–Organism–Response (SOR) Model Perspective," Sustainability, MDPI, vol. 14(22), pages 1-19, November.
  70. Roberts, Annabelle R. & Fishbach, Ayelet, 2020. "When wanting closure reduces patients’ patience," Organizational Behavior and Human Decision Processes, Elsevier, vol. 161(S), pages 85-94.
  71. Goswami, Indranil & Urminsky, Oleg, 2021. "Don’t fear the meter: How longer time limits bias managers to prefer hiring with flat fee compensation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 162(C), pages 42-58.
  72. Zohar Rusou & Moty Amar & Shahar Ayal, 2020. "The psychology of task management: The smaller tasks trap," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 15(4), pages 586-599, July.
  73. He (Michael) Jia & Echo Wen Wan & Wanyi Zheng, 2023. "Stars versus Bars: How the Aesthetics of Product Ratings “Shape” Product Preference," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 50(1), pages 142-166.
  74. Ga Young Ko & Donghyuk Shin & Seigyoung Auh & Yeonjung Lee & Sang Pil Han, 2023. "Learning Outside the Classroom During a Pandemic: Evidence from an Artificial Intelligence-Based Education App," Management Science, INFORMS, vol. 69(6), pages 3616-3649, June.
  75. Christoph Bauer & Katie Spangenberg & Eric R. Spangenberg & Andreas Herrmann, 2022. "Collect them all! Increasing product category cross-selling using the incompleteness effect," Journal of the Academy of Marketing Science, Springer, vol. 50(4), pages 713-741, July.
  76. Lu, Shijie & Xie, Ying & Chen, Xingyu, 2023. "Immediate and enduring effects of digital badges on online content consumption and generation," International Journal of Research in Marketing, Elsevier, vol. 40(1), pages 146-163.
  77. Minnema, Alec & Bijmolt, Tammo H.A. & Non, Mariёlle C., 2017. "The impact of instant reward programs and bonus premiums on consumer purchase behavior," International Journal of Research in Marketing, Elsevier, vol. 34(1), pages 194-211.
  78. d'Adda, Giovanna & Galliera, Arianna & Tavoni, Massimo, 2020. "Urgency and engagement: Empirical evidence from a large-scale intervention on energy use awareness," Journal of Economic Psychology, Elsevier, vol. 81(C).
  79. Bram Van Den Bergh & Nico Heuvinck & Gaby A. C. Schellekens & Iris Vermeir, 2016. "Altering Speed of Locomotion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 43(3), pages 407-428.
  80. Panzone, Luca A., 2022. "Conditional Promotion With A Costly Reward: An Evaluation Of A Campaign To Motivate Consumption Of Fruit And Vegetables," 2022 Annual Meeting, July 31-August 2, Anaheim, California 322058, Agricultural and Applied Economics Association.
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  82. Hanjun Cho & Joo Yeon Park & Chang Soo Sung, 2019. "The Study on the Difference in Corporate Performance and Employment Outcomes According to the Results of Equity-Based Crowdfunding Investment," JOItmC, MDPI, vol. 5(4), pages 1-19, October.
  83. Sharma, Dheeraj & Verma, Varsha, 2014. "Psychological and economic considerations of rewards programs," Journal of Retailing and Consumer Services, Elsevier, vol. 21(6), pages 924-932.
  84. Kakuya Matsushima & Kiyoshi Kobayashi, 2012. "Economic Evaluation of Pre- and Post-Discounting Fee Systems," Chapters, in: Charlie Karlsson & Börje Johansson & Roger R. Stough (ed.), The Regional Economics of Knowledge and Talent, chapter 10, Edward Elgar Publishing.
  85. Bernal, Pedro & Martinez, Sebastian, 2020. "In-kind incentives and health worker performance: Experimental evidence from El Salvador," Journal of Health Economics, Elsevier, vol. 70(C).
  86. Chang, Woojung & Song, Ji Hee & Lee, Sungho, 2020. "Observation of other's preferential treatment as a constructive catalyst for improved repatronize intentions," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
  87. Park, Sohyeon & Kim, Kacy & Park, Seolwoo & Choi, Yung Kyun & Yoon, Sukki, 2023. "Cancel anytime!: How easy cancellation options enhance purchase intentions for services that require long-term commitments," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
  88. Bogard, Jonathan E. & Delmas, Magali A. & Goldstein, Noah J. & Vezich, I. Stephanie, 2020. "Target, distance, and valence: Unpacking the effects of normative feedback," Organizational Behavior and Human Decision Processes, Elsevier, vol. 161(S), pages 61-73.
  89. A. Yeşim Orhun & Tong Guo & Andreas Hagemann, 2022. "Reaching for Gold: Frequent-Flyer Status Incentives and Moral Hazard," Marketing Science, INFORMS, vol. 41(3), pages 548-574, May.
  90. Aejoo Lee & Ki-Joon Back & JungKun Park, 2017. "Effects of customer personal characteristics on the satisfaction-loyalty link: a multi-method approach," Service Business, Springer;Pan-Pacific Business Association, vol. 11(2), pages 279-297, June.
  91. Bombaij, Nick J.F. & Dekimpe, Marnik G., 2020. "When do loyalty programs work? The moderating role of design, retailer-strategy, and country characteristics," International Journal of Research in Marketing, Elsevier, vol. 37(1), pages 175-195.
  92. Ricardo Montoya & Constanza Flores, 2019. "Buying free rewards: the impact of a points-plus-cash promotion on purchase and reward redemption," Marketing Letters, Springer, vol. 30(1), pages 107-118, March.
  93. Bazargan, Amirhossein & Karray, Salma & Zolfaghari, Saeed, 2018. "‘Buy n times, get one free’ loyalty cards: Are they profitable for competing firms? A game theoretic analysis," European Journal of Operational Research, Elsevier, vol. 265(2), pages 621-630.
  94. Wu, Hanjun & Tsui, Kan Wai Hong, 2020. "Does a reward program affect customers’ behavioural intention of visiting the airport? A case study of Singapore Changi Airport," Journal of Air Transport Management, Elsevier, vol. 82(C).
  95. Mohamed Abouaziza, 2022. "Farmer constraints and relational contracts: evidence from agricultural value chains in East Africa," Economics PhD Theses 0122, Department of Economics, University of Sussex Business School.
  96. Paulo B. Goes & Chenhui Guo & Mingfeng Lin, 2016. "Do Incentive Hierarchies Induce User Effort? Evidence from an Online Knowledge Exchange," Information Systems Research, INFORMS, vol. 27(3), pages 497-516, September.
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  98. Santana, Shelle & Thomas, Manoj & Morwitz, Vicki G., 2020. "The Role of Numbers in the Customer Journey," Journal of Retailing, Elsevier, vol. 96(1), pages 138-154.
  99. Bies, Suzanne, 2022. "Examining the effectiveness of activation techniques on consumer behavior in temporary loyalty programs," Other publications TiSEM ade86df3-4846-4318-938f-a, Tilburg University, School of Economics and Management.
  100. Yanwen Wang & Michael Lewis & Cynthia Cryder & Jim Sprigg, 2016. "Enduring Effects of Goal Achievement and Failure Within Customer Loyalty Programs: A Large-Scale Field Experiment," Marketing Science, INFORMS, vol. 35(4), pages 565-575, July.
  101. Huang, Yunhui & Jia, Yanli, 2019. "Remaining focus increases task evaluation and future task perseverance," International Journal of Research in Marketing, Elsevier, vol. 36(2), pages 251-263.
  102. Danaher, Peter J. & Sajtos, Laszlo & Danaher, Tracey S., 2020. "Tactical use of rewards to enhance loyalty program effectiveness," International Journal of Research in Marketing, Elsevier, vol. 37(3), pages 505-520.
  103. Jaakko Aspara & Arvid Hoffmann, 2015. "Selling losers and keeping winners: How (savings) goal dynamics predict a reversal of the disposition effect," Marketing Letters, Springer, vol. 26(2), pages 201-211, June.
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  107. Yan Zhang & Leilei Gao, 2016. "Wanting Ever More: Acquisition Procedure Motivates Continued Reward Acquisition," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 43(2), pages 230-245.
  108. Huang, Szu-chi & Jin, Liyin & Zhang, Ying, 2017. "Step by step: Sub-goals as a source of motivation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 141(C), pages 1-15.
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  111. Hofacker, Charles F. & de Ruyter, Ko & Lurie, Nicholas H. & Manchanda, Puneet & Donaldson, Jeff, 2016. "Gamification and Mobile Marketing Effectiveness," Journal of Interactive Marketing, Elsevier, vol. 34(C), pages 25-36.
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