Managing Motivation Over Time: How Focusing on the Present Versus Future Influences Goal Pursuit

This research demonstrates that temporal cues directing consumers to focus on goal pursuit in the present versus future differently impact consumer motivation as a function of perceived level of progress towards goal attainment. We find focusing the present (future) increases motivation at low (high) levels of perceived progress.



Citation:

Jordan Etkin and Rebecca Ratner (2013) ,"Managing Motivation Over Time: How Focusing on the Present Versus Future Influences Goal Pursuit", in NA - Advances in Consumer Research Volume 41, eds. Simona Botti and Aparna Labroo, Duluth, MN : Association for Consumer Research, Pages: .

Authors

Jordan Etkin, Duke University, USA
Rebecca Ratner, University of Maryland, USA



Volume

NA - Advances in Consumer Research Volume 41 | 2013



Share Proceeding

Featured papers

See More

Featured

Dehumanization: Coping with Embarrassment in Consumer Purchases

Yixia Sun, Zhejiang University
Xuehua Wang, East China Normal University
Joey Hoegg, University of British Columbia, Canada
Darren Dahl, University of British Columbia, Canada

Read More

Featured

Q13. Liquid Consumption From Another Perspective: The Case of “Investomers”

Carina Hoffmann, Heinrich-Heine-University
Lasse Meißner, Heinrich-Heine-University
Peter Kenning, Heinrich-Heine-University

Read More

Featured

How the Past Shapes the Present: The Assimilation of Enjoyment to Similar Past Experiences

Anika Stuppy, Erasmus University Rotterdam, The Netherlands
Bram Van den Bergh, Erasmus University Rotterdam, The Netherlands

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.