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Goals as Excuses or Guides: The Liberating Effect of Perceived Goal Progress on Choice

Citations

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Cited by:

  1. Hsiaw, Alice, 2018. "Goal bracketing and self-control," Games and Economic Behavior, Elsevier, vol. 111(C), pages 100-121.
  2. Dikla Perez & Yael Steinhart & Amir Grinstein & Meike Morren, 2021. "Consistency in identity-related sequential decisions," PLOS ONE, Public Library of Science, vol. 16(12), pages 1-26, December.
  3. de Boer, Joop & Aiking, Harry, 2021. "Climate change and species decline: Distinct sources of European consumer concern supporting more sustainable diets," Ecological Economics, Elsevier, vol. 188(C).
  4. 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.
  5. Koo, Minjung & Dai, Hengchen & Mai, Ke Michael & Song, Camilla Eunyoung, 2020. "Anticipated temporal landmarks undermine motivation for continued goal pursuit," Organizational Behavior and Human Decision Processes, Elsevier, vol. 161(C), pages 142-157.
  6. Xie, Yibo & Ma, Wenbin & Ma, Yichuan & Ren, Zhouqi & Tong, Zelin & Wang, Yihuan, 2023. "A counterfactual thinking perspective of moral licensing effect in machine-driven communication: An example of natural language processing chatbot developed based on WeChat API," Technological Forecasting and Social Change, Elsevier, vol. 197(C).
  7. Septianto, Felix, 2017. "Work more and indulge more: Exploring the self-licensing effect of hard work on likelihood to purchase hedonic products," Journal of Retailing and Consumer Services, Elsevier, vol. 34(C), pages 235-239.
  8. 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.
  9. Ran Kivetz & Oleg Urminsky & Yuhuang Zheng, 2006. "The Goal-Gradient Hypothesis Resurrected: Purchase Acceleration, Illusionary Goal Progress, and Customer Retention," Natural Field Experiments 00658, The Field Experiments Website.
  10. 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.
  11. Louro, M.J.S. & Pieters, R. & Zeelenberg, M., 2007. "Dynamics of multiple goal pursuit," Other publications TiSEM fcfc1f8f-6eae-41bb-af23-0, Tilburg University, School of Economics and Management.
  12. Marta Suárez-Varela & Ariel Dinar, 2020. "The Role of Curtailment Versus Efficiency on Spillovers Among Pro-Environmental Behaviors: Evidence from Two Towns in Granada, Spain," Sustainability, MDPI, vol. 12(3), pages 1-24, January.
  13. Daniel Mochon & Janet Schwartz & Josiase Maroba & Deepak Patel & Dan Ariely, 2017. "Gain Without Pain: The Extended Effects of a Behavioral Health Intervention," Management Science, INFORMS, vol. 63(1), pages 58-72, January.
  14. Edward Bishop Smith & Yuan Hou, 2015. "Redundant Heterogeneity and Group Performance," Organization Science, INFORMS, vol. 26(1), pages 37-51, February.
  15. Besharat, Ali & Romero, Marisabel & Haws, Kelly, 2021. "Customizing calories: How rejecting (vs. selecting) ingredients leads to lower calorie estimation and unhealthier food choices," Journal of Retailing, Elsevier, vol. 97(3), pages 424-438.
  16. Junyoung Park & Do-Hyung Park, 2019. "A Sustainable Project Management Strategy against Multitasking Situations from the Viewpoints of Cognitive Mechanism and Motivational Belief," Sustainability, MDPI, vol. 11(24), pages 1-16, December.
  17. Lane Peterson Fronczek & Martin Mende & Maura L. Scott & Gergana Y. Nenkov & Anders Gustafsson, 2023. "Friend or foe? Can anthropomorphizing self-tracking devices backfire on marketers and consumers?," Journal of the Academy of Marketing Science, Springer, vol. 51(5), pages 1075-1097, September.
  18. repec:cup:judgdm:v:15:y:2020:i:4:p:586-599 is not listed on IDEAS
  19. Min, Kyeong Sam & Martin, Drew & Jung, Jae Min, 2013. "Designing advertising campaigns for destinations with mixed images: Using visitor campaign goal messages to motivate visitors," Journal of Business Research, Elsevier, vol. 66(6), pages 759-764.
  20. Cleeren, Kathleen & Geyskens, Kelly & Verhoef, Peter C. & Pennings, Joost M.E., 2016. "Regular or low-fat? An investigation of the long-run impact of the first low-fat purchase on subsequent purchase volumes and calories," International Journal of Research in Marketing, Elsevier, vol. 33(4), pages 896-906.
  21. Joffre Swait & Fred Feinberg, 2014. "Deciding how to decide: an agenda for multi-stage choice modelling research in marketing," Chapters, in: Stephane Hess & Andrew Daly (ed.), Handbook of Choice Modelling, chapter 26, pages 649-660, Edward Elgar Publishing.
  22. Aspara, Jaakko & Chakravarti, Amitav & Hoffmann, Arvid O. I., 2015. "Focal versus background goals in consumer financial decision-making: trading off financial returns for self-expression?," LSE Research Online Documents on Economics 64129, London School of Economics and Political Science, LSE Library.
  23. Kim, Jungkeun & Spence, Mark T. & Marshall, Roger, 2018. "The Color of Choice: The Influence of Presenting Product Information in Color on the Compromise Effect," Journal of Retailing, Elsevier, vol. 94(2), pages 167-185.
  24. Kumar, Piyush & Dada, Maqbool, 2021. "Investigating the impact of service line formats on satisfaction with waiting," International Journal of Research in Marketing, Elsevier, vol. 38(4), pages 974-993.
  25. 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).
  26. Chen, Ning & Petersen, Francine E. & Lowrey, Tina M., 2022. "The effect of altruistic gift giving on self-indulgence in affordable luxury," Journal of Business Research, Elsevier, vol. 146(C), pages 84-94.
  27. 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.
  28. Anne Joosten & Marius Dijke & Alain Hiel & David Cremer, 2014. "Feel Good, Do-Good!? On Consistency and Compensation in Moral Self-Regulation," Journal of Business Ethics, Springer, vol. 123(1), pages 71-84, August.
  29. Togawa, Taku & Park, Jaewoo & Ishii, Hiroaki & Deng, Xiaoyan, 2019. "A Packaging Visual-Gustatory Correspondence Effect: Using Visual Packaging Design to Influence Flavor Perception and Healthy Eating Decisions," Journal of Retailing, Elsevier, vol. 95(4), pages 204-218.
  30. Montinari, Natalia & Runnemark, Emma & Wengström, Erik, 2017. "Self-Scanning and Self-Control: A Field Experiment on Real-Time Feedback and Shopping Behavior," Working Papers 2017:15, Lund University, Department of Economics.
  31. Billore, Soniya & Anisimova, Tatiana & Vrontis, Demetris, 2023. "Self-regulation and goal-directed behavior: A systematic literature review, public policy recommendations, and research agenda," Journal of Business Research, Elsevier, vol. 156(C).
  32. Luca A. Panzone & Natasha Auch & Daniel John Zizzo, 2024. "Nudging the Food Basket Green: The Effects of Commitment and Badges on the Carbon Footprint of Food Shopping," Environmental & Resource Economics, Springer;European Association of Environmental and Resource Economists, vol. 87(1), pages 89-133, January.
  33. Panzone, Luca A. & Ulph, Alistair & Zizzo, Daniel John & Hilton, Denis & Clear, Adrian, 2021. "The impact of environmental recall and carbon taxation on the carbon footprint of supermarket shopping," Journal of Environmental Economics and Management, Elsevier, vol. 109(C).
  34. 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.
  35. Chris Janiszewski & Aparna A. Labroo & Derek D. Rucker, 2016. "A Tutorial in Consumer Research: Knowledge Creation and Knowledge Appreciation in Deductive-Conceptual Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 43(2), pages 200-209.
  36. Steffen Jahn & Pia Furchheim & Anna-Maria Strässner, 2021. "Plant-Based Meat Alternatives: Motivational Adoption Barriers and Solutions," Sustainability, MDPI, vol. 13(23), pages 1-17, November.
  37. Ji Yan & Kun Tian & Saeed Heravi & Peter Morgan, 2017. "The vices and virtues of consumption choices: price promotion and consumer decision making," Marketing Letters, Springer, vol. 28(3), pages 461-475, September.
  38. 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.
  39. Ashley A. Austin & Jacqueline S. Hammersley & Michael A. Ricci, 2020. "Improving Auditors' Consideration of Evidence Contradicting Management's Estimate Assumptions†," Contemporary Accounting Research, John Wiley & Sons, vol. 37(2), pages 696-716, June.
  40. Juliano Laran & Eva Buechel, 2017. "Mental Resources Increase Preference for Dissimilar Experiences," Journal of the Association for Consumer Research, University of Chicago Press, vol. 2(1), pages 123-135.
  41. Evan Weingarten & Sudeep Bhatia & Barbara Mellers, 2019. "Multiple Goals as Reference Points: One Failure Makes Everything Else Feel Worse," Management Science, INFORMS, vol. 65(7), pages 3337-3352, July.
  42. Thomas, Tyler F., 2016. "Motivating revisions of management accounting systems: An examination of organizational goals and accounting feedback," Accounting, Organizations and Society, Elsevier, vol. 53(C), pages 1-16.
  43. Anastasiya Pocheptsova & Francine Espinoza Petersen & Jordan Etkin, 2014. "Two birds, one stone? Positive mood makes products seem less useful for multiple-goal pursuit," ESMT Research Working Papers ESMT-14-06, ESMT European School of Management and Technology.
  44. Nicole Koschate-Fischer & Wayne D. Hoyer & Nicola E. Stokburger-Sauer & Jan Engling, 2018. "Do life events always lead to change in purchase? The mediating role of change in consumer innovativeness, the variety seeking tendency, and price consciousness," Journal of the Academy of Marketing Science, Springer, vol. 46(3), pages 516-536, May.
  45. 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).
  46. 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.
  47. Sanjay Jain & Krista J. Li, 2018. "Pricing and Product Design for Vice Goods: A Strategic Analysis," Marketing Science, INFORMS, vol. 37(4), pages 592-610, August.
  48. Abiodun Adegbile & David Sarpong, 2015. "Managerial Engagement with Scenario Planning: A Conceptual Consumption Approach," Foresight and STI Governance (Foresight-Russia till No. 3/2015), National Research University Higher School of Economics, vol. 9(4), pages 73-80.
  49. 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.
  50. Nagpal, Anish & Lei, Jing & Khare, Adwait, 2015. "To Choose or to Reject: The Effect of Decision Frame on Food Customization Decisions," Journal of Retailing, Elsevier, vol. 91(3), pages 422-435.
  51. Paul Dolan & Matteo M. Galizzi, 2014. "Because I'm Worth It: A Lab-Field Experiment on the Spillover Effects of Incentives in Health," CEP Discussion Papers dp1286, Centre for Economic Performance, LSE.
  52. Zhou, Li & Zhu, Guowei, 2022. "Mind the gap: How the numerical precision of exercise-data-based food labels can nudge healthier food choices," Journal of Business Research, Elsevier, vol. 139(C), pages 354-367.
  53. Long, James H. & Basoglu, K. Asli, 2016. "The impact of task interruption on tax accountants' professional judgment," Accounting, Organizations and Society, Elsevier, vol. 55(C), pages 96-113.
  54. Carolina Werle & Brian Wansink & Collin Payne, 2015. "Is it fun or exercise? The framing of physical activity biases subsequent snacking," Marketing Letters, Springer, vol. 26(4), pages 691-702, December.
  55. Moss, Simon A. & Wilson, Samuel G., 2014. "A hole in the ladder: How to reconcile the benefits of equality with the merits of hierarchy," European Management Journal, Elsevier, vol. 32(4), pages 636-645.
  56. Ricci, Michael A., 2022. "How better client service performance affects auditors' willingness to challenge management's preferred accounting," Accounting, Organizations and Society, Elsevier, vol. 103(C).
  57. Tiefenbeck, Verena & Staake, Thorsten & Roth, Kurt & Sachs, Olga, 2013. "For better or for worse? Empirical evidence of moral licensing in a behavioral energy conservation campaign," Energy Policy, Elsevier, vol. 57(C), pages 160-171.
  58. Idris Adjerid & George Loewenstein & Rachael Purta & Aaron Striegel, 2022. "Gain-Loss Incentives and Physical Activity: The Role of Choice and Wearable Health Tools," Management Science, INFORMS, vol. 68(4), pages 2642-2667, April.
  59. 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.
  60. 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.
  61. Dütschke, Elisabeth & Frondel, Manuel & Schleich, Joachim & Vance, Colin, 2018. "Moral licensing: Another source of rebound?," Ruhr Economic Papers 747, RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen.
  62. Maryam Kouchaki & Ata Jami, 2018. "Everything We Do, You Do: The Licensing Effect of Prosocial Marketing Messages on Consumer Behavior," Management Science, INFORMS, vol. 64(1), pages 102-111, January.
  63. Aitor Marcos & Patrick Hartmann & Jose M. Barrutia, 2023. "The Impact of Emissions Reduction Awareness on Moral Self-Concept: Sustaining Climate-Friendly Behaviour in the Aftermath of the Covid-19 Pandemic," Environmental Values, , vol. 32(3), pages 337-370, June.
  64. Yudong Zhang & Huilong Zhang & Chubing Zhang & Dongjin Li, 2020. "The Impact of Self-Quantification on Consumers’ Participation in Green Consumption Activities and Behavioral Decision-Making," Sustainability, MDPI, vol. 12(10), pages 1-21, May.
  65. Peggy J. Liu & Kelly L. Haws & Cait Lamberton & Troy H. Campbell & Gavan J. Fitzsimons, 2015. "Vice-Virtue Bundles," Management Science, INFORMS, vol. 61(1), pages 204-228, January.
  66. Dorit Efrat-Treister & Hadar Moriah & Anat Rafaeli, 2020. "The effect of waiting on aggressive tendencies toward emergency department staff: Providing information can help but may also backfire," PLOS ONE, Public Library of Science, vol. 15(1), pages 1-18, January.
  67. Rebecca K. Trump & Kevin P. Newman, 2021. "Emotion regulation in the marketplace: the role of pleasant brand personalities," Marketing Letters, Springer, vol. 32(2), pages 231-245, June.
  68. Lee, Myounggu & Cho, Jihoon & Kim, Youngju & Kim, Hye-Jin, 2023. "Impact of movie-watching on cross-selling revenue in shopping malls: Implications for post-pandemic recovery," Journal of Retailing and Consumer Services, Elsevier, vol. 73(C).
  69. Manika, Danae & Antonetti, Paolo & Papagiannidis, Savvas & Guo, Xiaojing, 2021. "How Pride Triggered by Pro-environmental Technology Adoption Spills Over into Conservation Behaviours: A Social Business Application," Technological Forecasting and Social Change, Elsevier, vol. 172(C).
  70. Bublitz, Melissa G. & Peracchio, Laura A. & Andreasen, Alan R. & Kees, Jeremy & Kidwell, Blair & Miller, Elizabeth Gelfand & Motley, Carol M. & Peter, Paula C. & Rajagopal, Priyali & Scott, Maura L. &, 2013. "Promoting positive change: Advancing the food well-being paradigm," Journal of Business Research, Elsevier, vol. 66(8), pages 1211-1218.
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