The effects of goal orientation on goal pursuit

Anirban Som, Chris Dubelaar and Rafi M.M.I. Chowdhury

Journal of Business Research, 2019, vol. 104, issue C, 322-332

Abstract: The existing literature on goal orientation suggests that focusing on goal commitment (vs. goal progress) is generally more beneficial for goal attainment. This research extends the goal orientation literature by identifying situations where goal progress (vs. goal commitment) is relatively more beneficial for goal attainment. Results from two experiments indicate that individuals subject to a goal progress manipulation, compared to those subject to a goal commitment manipulation, will show higher levels of interest to engage in goal incongruent activities when the goal being pursued is abstract or when the goal being pursued is in the initial stages of completion. However, individuals subject to a goal commitment manipulation, compared to those subject to a goal progress manipulation, will show higher levels of interest to engage in goal incongruent activities when the goal being pursued is concrete or when the goal being pursued is in the final stages of completion.

Keywords: Goal orientation; Progress; Commitment; Goal pursuit; Construal level theory (search for similar items in EconPapers)
Date: 2019
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Citations: View citations in EconPapers (1)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:104:y:2019:i:c:p:322-332

DOI: 10.1016/j.jbusres.2019.07.017

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