 How reaching numerical roundness on subgoals affects the completion of superordinate goalsTimucin Ozcan, Michael Hair and Kunter Gunasti Journal of Business Research, 2024, vol. 177, issue C Abstract: This research shows that consumers who achieve numerically round subgoals perceive a higher chance of accomplishing their superordinate goals compared to those who achieve numerically non-round subgoals. This effect is mediated by the shifts in motivation to accomplish superordinate goals. First, a pilot test presents preliminary evidence from a large secondary dataset of runners’ timings in a 10 k race. Then, the effect is tested in a series of scenario-based experiments by manipulating the round vs. non-round subgoals in a variety of contexts, such as credit score, running, weight loss and loyalty programs. This is followed by a study employing a game setting where participants make guesses and earn (round vs. non-round) points. Next, a field experiment manipulates the grading method of student exams in an actual course to utilize round vs. non-round scales. Finally, a lab experiment demonstrates the moderating role of goal progress level. Keywords: Roundness; Motivation; Accomplishment; Goal pursuit; Subgoals; Goal progress (search for similar items in EconPapers) Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:177:y:2024:i:c:s0148296324001218 DOI: 10.1016/j.jbusres.2024.114617 Access Statistics for this article Journal of Business Research is currently edited by A. G. Woodside More articles in Journal of Business Research from Elsevier |
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