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).


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.


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


NA - Advances in Consumer Research Volume 45 | 2017

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