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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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  • Hinsz, Verlin B. & Kalnbach, Lynn R. & Lorentz, Nichole R., 1997. "Using Judgmental Anchors to Establish Challenging Self-Set Goals Without Jeopardizing Commitment," Organizational Behavior and Human Decision Processes, Elsevier, vol. 71(3), pages 287-308, September.
    • Handle: RePEc:eee:jobhdp:v:71:y:1997:i:3:p:287-308
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    References listed on IDEAS

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    1. 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.
    2. 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.
    3. 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.
    4. Bagozzi, Richard P & Warshaw, Paul R, 1990. "Trying to Consume," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(2), pages 127-140, September.
    5. Sharon M. Brucker & Steven E. Hastings & William R. Latham III, 1990. "The Variation of Estimated Impacts from Five Regional Input-Output Models," International Regional Science Review, , vol. 13(1-2), pages 119-139, April.
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    Cited by:

    1. Kanfer, Ruth & Chen, Gilad, 2016. "Motivation in organizational behavior: History, advances and prospects," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 6-19.
    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. 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.
    4. 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.
    5. 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.
    6. Shuang Liu & Johnnie E.V. Johnson, 2007. "Searching for Anchoring Effects in a Naturalistic Environment: Evidence from the Hong Kong Horserace Betting Market," Journal of Gambling Business and Economics, University of Buckingham Press, vol. 1(1), pages 69-84, February.
    7. Tim R. Holcomb & R. Duane Ireland & R. Michael Holmes Jr. & Michael A. Hitt, 2009. "Architecture of Entrepreneurial Learning: Exploring the Link among Heuristics, Knowledge, and Action," Entrepreneurship Theory and Practice, , vol. 33(1), pages 167-192, January.
    8. Dirkmaat, Thomas & Rohde, Kirsten I.M. & van de Veer, Evelien & van Dijk, Bram & Yu, Xiao, 2023. "Managing “Last Moment Behavior”: Non-binding target dates to reduce the spikes in task completion at deadlines," Journal of Public Economics, Elsevier, vol. 219(C).
    9. Stamatogiannakis, Antonios & Chattopadhyay, Amitava & Chakravarti, Dipankar, 2018. "Attainment versus maintenance goals: Perceived difficulty and impact on goal choice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 149(C), pages 17-34.
    10. 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.

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