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

Jamel Khenfer, Aix-Marseille University, France
Aaron Kay, Duke University, USA
Elyette Roux, Aix-Marseille University, France
Eric Tafani, Aix-Marseille University, France
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 savings goals depending on the level of specificity with which they are planned.
[ to cite ]:
Jamel Khenfer, Aaron Kay, Elyette Roux, and Eric Tafani (2014) ,"The Divergent Effects of External Systems of Control on Early Stage Goal Pursuit", in NA - Advances in Consumer Research Volume 42, eds. June Cotte and Stacy Wood, Duluth, MN : Association for Consumer Research, Pages: 542-542.