Seeking, Giving, and Responding to Negative Feedback in Self-Regulation

Stacey Finkelstein, University of Chicago, USA
Ayelet Fishbach, University of Chicago, USA
What increases consumers’ motivation to pursue a goal, getting negative feedback on lack of actions and mistakes or getting positive feedback on successful actions? In five studies, we explore when individuals give and seek positive versus negative feedback, and what are the motivational consequences of these distinct feedbacks. We propose a model stating that as consumers gain experience in a domain of goal pursuit (e.g., taking a language class or pursuing a health goal), they seek and give more negative feedback. In addition, after gaining some experience in a domain of goal pursuit, individuals respond more to negative feedback by increasing their efforts in that domain.
[ to cite ]:
Stacey Finkelstein and Ayelet Fishbach (2010) ,"Seeking, Giving, and Responding to Negative Feedback in Self-Regulation", in NA - Advances in Consumer Research Volume 37, eds. Margaret C. Campbell, Jeff Inman, and Rik Pieters, Duluth, MN : Association for Consumer Research, Pages: 143-145 .