Improving Consumer Performance By Merely Eliciting Goals

Aaron M. Sackett, University of St. Thomas, USA
George Wu, University of Chicago, USA
Rebecca J. White, University of Chicago, USA
Alex B. Markle, Fordham University, USA
We describe an intervention in which merely asking people about existing (self-set) goals improved performance. In the primary demonstration, this intervention led experienced marathoners to finish 6.75 minutes faster than those in a control condition. Evidence suggests that this intervention works by reducing temporal declines in goals as performance nears.
[ to cite ]:
Aaron M. Sackett, George Wu, Rebecca J. White, and Alex B. Markle (2015) ,"Improving Consumer Performance By Merely Eliciting Goals", in NA - Advances in Consumer Research Volume 43, eds. Kristin Diehl and Carolyn Yoon, Duluth, MN : Association for Consumer Research, Pages: 292-296.