12-A: Input Vs. Output-Based Framing and How They Influence Motivation

Manissa Gunadi, Erasmus University Rotterdam, The Netherlands
Bram Van den Bergh, Erasmus University Rotterdam, The Netherlands
Should people be told to perform 10,000 steps as fast as they can, or to complete as many steps as they can in 24 hours? Our results suggest that stipulating expected output (i.e. quantity) leads to higher motivation compared to specifying expected input (i.e. duration).
[ to cite ]:
Manissa Gunadi and Bram Van den Bergh (2017) ,"12-A: Input Vs. Output-Based Framing and How They Influence Motivation", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 1031-1031.