We propose that goal specificity alters what reference point consumers spontaneously adopt during goal pursuit: for specific goals, the end state tends to be more salient, but for nonspecific goals, the initial state should be more salient
2017
Key concepts
Scholarcy highlights
- Consumers often pursue goals that lack specific end states, such as goals to lose as much weight as possible or to pay off as much debt as possible
- We propose that goal specificity alters what reference point consumers spontaneously adopt during goal pursuit: for specific goals, the end state tends to be more salient, but for nonspecific goals, the initial state should be more salient
- Our findings advance understanding of the relationship between goal specificity, goal progress, and motivation, and in doing so, underscore the critical role that reference points play in goal-directed behavior
- Access to restricted content on Oxford Academic is often provided through institutional subscriptions and purchases
- Click the account icon in the top left to view your signed in accounts and access account management features
- If you believe you should have access to that content, please contact your librarian
Need more features? Save interactive summary cards to your Scholarcy Library.