Goal Specificity and the Dynamics of Consumer Motivation: the Role of Reference Point Focus
Many consumer goals lack specific end-states (e.g., lose as much weight or save as much money as possible). We propose that non-specific goals make the initial-state (vs. target end-state) the primary reference point for evaluating progress. Five studies test the dynamic motivational effects of this specificity-based change in reference points.
Scott Wallace and Jordan Etkin (2017) ,"Goal Specificity and the Dynamics of Consumer Motivation: the Role of Reference Point Focus", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 346-349.
Scott Wallace, Duke University, USA
Jordan Etkin, Duke University, USA
NA - Advances in Consumer Research Volume 45 | 2017
Ecce Machina Humana: Examining Competence and Warmth in Consumer Robots The two fundamental social judgment dimensions-competence and warmth-are as relevant for judging consumer robots as for humans. We find that competence has an increasing positive eff
I9. From Childhood Toys to Grownup Choices: Understanding the Gendered Appeal of Violent Media
Martin A. Pyle, Ryerson University
Narrow Algorithmic Searches Perpetuate Bias
Eugina (Wai Lun) Leung, Erasmus University Rotterdam, The Netherlands
Oleg Urminsky, University of Chicago, USA