Wanting Ever More: Accumulation Procedure Motivates Continued Possession Acquisition

Three experiments show that a piecemeal procedure for acquiring material possessions, whereby a quantity of possessions is acquired gradually through repeated small efforts, is more motivating than a lump-sum procedure to acquire the same amount of possessions. This is because a piecemeal procedure results in a greater sense of achievement.



Citation:

Yan Zhang and Leilei Gao (2015) ,"Wanting Ever More: Accumulation Procedure Motivates Continued Possession Acquisition", in NA - Advances in Consumer Research Volume 43, eds. Kristin Diehl , Carolyn Yoon, and , Duluth, MN : Association for Consumer Research, Pages: 531-532.

Authors

Yan Zhang, National University of Singapore, Singapore
Leilei Gao, Chinese University of Hong Kong, China



Volume

NA - Advances in Consumer Research Volume 43 | 2015



Share Proceeding

Featured papers

See More

Featured

When Does Slow Mean Luxurious?: The Effect of Product Motion Speed in Brand Communications on Status Perceptions

SungJin Jung, INSEAD, Singapore
David Dubois, INSEAD, France

Read More

Featured

Meaningful Numbers: Consumer Response to Verbal Reaffirmation of Numerical Nutrition Information

Steffen Jahn, University of Goettingen, Germany
Monique Breaz, University of Goettingen, Germany
Till Dannewald, Wiesbaden Business School
Yasemin Boztug, University of Goettingen, Germany

Read More

Featured

The “Break-in” Effect: A Token Gesture Can Increase Task Initiation and Prevent Goal Abandonment

Adelle Xue Yang, National University of Singapore, Singapore
Babu Gounder, University of Miami, USA
Rajesh Bagchi, Virginia Tech, USA

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.