The Divergent Effects of External Systems of Control on Early Stage Goal Pursuit

Jamel Khenfer, Aaron Kay, Elyette Roux () and Eric Tafani ()
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Jamel Khenfer: AMU IAE - Institut d'Administration des Entreprises (IAE) - Aix-en-Provence - AMU - Aix Marseille Université, CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon
Aaron Kay: Duke University [Durham]
Elyette Roux: AMU IAE - Institut d'Administration des Entreprises (IAE) - Aix-en-Provence - AMU - Aix Marseille Université, CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon
Eric Tafani: AMU IAE - Institut d'Administration des Entreprises (IAE) - Aix-en-Provence - AMU - Aix Marseille Université, CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon

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Abstract: This research demonstrates divergent effects of reminding consumers that their long-term goals occur within external systems of control. We showed that such reminders can increase or decrease motivation in pursuing long-term goals depending on the level of specificity with which they are planned.

Keywords: goal pursuit; control; religion; god (search for similar items in EconPapers)
Date: 2014-10-23
Note: View the original document on HAL open archive server: https://hal.science/hal-01079648v1
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Published in Association for Consumer Research, Oct 2014, Baltimore, United States

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-01079648

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