When Implementation Intentions Backfire: Illusion of Goal Progress in Financial Decisions
Counter to prior research indicating the positive effects of an implemental mindset vs a deliberative mindset on goal pursuit, we show that an implementation mindset leads to an illusion of greater goal progress for consumers with low knowledge, reducing their goal pursuit in saving and debt repayment.
Citation:
Linda Court Salisbury, Gergana Y. Nenkov, and Min Zhao (2018) ,"When Implementation Intentions Backfire: Illusion of Goal Progress in Financial Decisions", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 323-327.
Authors
Linda Court Salisbury, Boston College, USA
Gergana Y. Nenkov, Boston College, USA
Min Zhao, Boston College, USA
Volume
NA - Advances in Consumer Research Volume 46 | 2018
Share Proceeding
Featured papers
See MoreFeatured
J2. Consistence vs. Variety: The Effect of Temporal Orientation on Variety Seeking
YUAN ZHANG, Xiamen University
SHAOQING ZHANG, Quanzhou Normal University
Featured
Changing the World, One Word at a Time: The Effect of Font Size on Prosocial Intention
Rima Touré-Tillery, Northwestern University, USA
Ayelet Fishbach, University of Chicago, USA
Featured
K7. Responses to Online Behavioral Advertising Disclosures: Effects of Disclosure Source Trustworthiness and Message Type on Advertising Outcomes
Iris van Ooijen, University of Twente