What You Do Or What You Don’T: the Impact of Framing on Goal Level Setting

Previous research extensively documents the positive impact of high, concrete goal levels on performance. We examine how we can nudge consumers to set higher goal levels and find that exclusion frames (e.g., deciding how many classes to skip) lead to higher goal levels.



Citation:

irjam Tuk, Sonja Prokopec, and Bram Van den Bergh (2020) ,"What You Do Or What You Don’T: the Impact of Framing on Goal Level Setting ", in NA - Advances in Consumer Research Volume 48, eds. Jennifer Argo, Tina M. Lowrey, and Hope Jensen Schau, Duluth, MN : Association for Consumer Research, Pages: 744-744.

Authors

irjam Tuk, Erasmus University Rotterdam, The Netherlands
Sonja Prokopec, ESSEC Business School
Bram Van den Bergh, Erasmus University Rotterdam, The Netherlands



Volume

NA - Advances in Consumer Research Volume 48 | 2020



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