Can Losing Lead to Winning?
Being behind in competitions usually leads to losing. In contrast we show that losing by a little boosts performance by increasing motivation. NBA basketball teams down a point at halftime, for example, win more often than teams ahead by one. Experiments corroborate the field data and cast doubt on alternative explanations.
Jonah Berger and Devin Pope (2011) ,"Can Losing Lead to Winning? ", in NA - Advances in Consumer Research Volume 39, eds. Rohini Ahluwalia, Tanya L. Chartrand, and Rebecca K. Ratner, Duluth, MN : Association for Consumer Research, Pages: 164-165.
Jonah Berger, University of Pennsylvania, USA
Devin Pope, University of Chicago, USA
NA - Advances in Consumer Research Volume 39 | 2011
When do people learn more from others’ prosocial behavior? A meta-analysis of prosocial modeling effect
Haesung Annie Jung, University of Texas at Austin, USA
Eunjoo Han, Auckland University of Technology, New Zealand
Eunjin Seo, Texas State University
Marlone Henderson, University of Texas at Austin, USA
Erika Patall, University of Southern California, USA
The Impact of Childhood Exposure to Interparental Conflict on Consumer Response to Online Reviews
Mengmeng Liu, Chinese University of Hong Kong, China
Maureen Morrin, Temple University, USA
Boyoun Grace Chae, Temple University, USA
When News Gets Personal: The Evolution of Content in the Successive Retelling of Events
Shiri Melumad, University of Pennsylvania, USA
Yoon Duk Kim, University of Pennsylvania, USA
Robert Meyer, University of Pennsylvania, USA
Ani Nenkova, University of Pennsylvania, USA