Process Versus Outcome: How Envy and Goal Framing Affect Motivation

Four studies investigate envy and goal framing on motivation. Benign envy encourages intrinsically-motivated behaviors that emphasize process (i.e., what you need to do to pursue the goal). Malicious envy encourages extrinsically-motivated behaviors that emphasize outcomes (i.e., what results from goal attainment).



Citation:

Anthony Salerno, Juliano Laran, and Chris Janiszewski (2017) ,"Process Versus Outcome: How Envy and Goal Framing Affect Motivation", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 356-361.

Authors

Anthony Salerno, University of Cincinnati, USA
Juliano Laran, University of Miami, USA
Chris Janiszewski, University of Florida, USA



Volume

NA - Advances in Consumer Research Volume 45 | 2017



Share Proceeding

Featured papers

See More

Featured

Slow and Steady versus Fast and Furious: The Effect of Speed on Decision Making

Ellie Kyung, Dartmouth College, USA
Yael Shani-Feinstein, Ben Gurion University, Israel
Jacob Goldenberg, IDC

Read More

Featured

Q7. Desire in Performed Consumption: Examining the Case of Korean Beauty Vlogging

Marie-Eve Jodoin, HEC Montreal, Canada
Marie-Agnès Parmentier, HEC Montreal, Canada

Read More

Featured

My Experience or My Expectations: The Effect of Expectations as Reference Points on Willingness to Recommend Experiential Purchases

Stephanie Tully, University of Southern California, USA
Amar Cheema, University of Virginia, USA
On Amir, University of California San Diego, USA
Davide Proserpio, University of Southern California, 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.