The Motivating Effect of Expectation-Inconsistent Social Information

We explore the impact of expectations about social others on goal-directed behavior. Across four studies, we find that people experience a motivational boost from witnessing another person’s expectation-inconsistent (versus expectation-consistent) behavior, but only when such behavior is goal facilitative (e.g., observing an unfit person jogging).


Katherine Flaschen and Szu-chi Huang (2017) ,"The Motivating Effect of Expectation-Inconsistent Social Information", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 1074-1074.


Katherine Flaschen, Stanford University, USA
Szu-chi Huang, Stanford University, USA


NA - Advances in Consumer Research Volume 45 | 2017

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