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Attainment versus maintenance goals: Perceived difficulty and impact on goal choice

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dc.contributor.authorChattopadhyay, Amitava
dc.contributor.authorChakravarti, Dipankar
dc.contributor.authorStamatogiannakis, Antonios
dc.contributor.funderEuropean Union’s 7th Framework Programme
dc.contributor.funderINSEAD
dc.contributor.rorhttps://ror.org/02jjdwm75
dc.date.accessioned2024-07-02T16:07:23Z
dc.date.available2024-07-02T16:07:23Z
dc.date.issued2018-09-19
dc.description.abstractWe argue that individuals monitor and evaluate attainment and maintenance goals differently. Attainment goals feature a salient current-end state discrepancy that is processed more than the corresponding match for maintenance goals. For maintenance goals, for which a salient discrepancy is absent, contextual influences on goal success/failure receive more processing than for attainment goals. Thus, objectively more difficult attainment goals may be judged as easier than maintenance goals, when they feature sufficiently small discrepancies, or when context information is unfavorable. Study 1 establishes this core effect. Study 2 shows that thought listings capturing the relative processing of the current-end state discrepancy (match) and context information mediate perceived goal difficulty. Study 3 shows that the favorability of context information moderates the effect. Study 4 establishes joint difficulty evaluations as a boundary condition. Studies 5 and 6 (and Appendix B) show that such goal difficulty judgments affect consequential goal choices in real-world financial, workplace, and shopping situations.
dc.description.sponsorshipThis work was supported by the People Programme (Marie Curie Actions) of the European Union’s 7th Framework Programme (FP7/2007–2013; REA grant number 298420), by R&D INSEAD and the INSEAD Alumni Fund.
dc.formatapplication/pdf
dc.identifier.citationStamatogiannakis, A., Chattopadhyay, A., & Chakravarti, D. (2018). Attainment versus maintenance goals: Perceived difficulty and impact on goal choice. Organizational Behavior and Human Decision Processes, 149, 17-34. https://doi.org/10.1016/j.obhdp.2018.09.002
dc.identifier.doihttps://doi.org/10.1016/j.obhdp.2018.09.002
dc.identifier.issn1095-9920
dc.identifier.urihttps://hdl.handle.net/20.500.14417/2575
dc.journal.titleOrganizational Behavior and Human Decision Processes
dc.journal.titleOrganizational Behavior and Human Decision Processes
dc.language.isoeng
dc.licensehttps://creativecommons.org/licenses/by-nc-nd/4.0/deed.en
dc.page.final34
dc.page.initial17
dc.page.total17-34
dc.publisherElsevier
dc.relation.departmentMarketing & Communication
dc.relation.entityIE University
dc.relation.projectIDFP7/2007–2013; REA grant number 298420
dc.relation.schoolIE Business School
dc.rightsAttribution-NonCommercial-NoDerivatives 4.0 International
dc.rights.accessRightsinfo:eu-repo/semantics/openAccess
dc.rights.urihttps://creativecommons.org/licenses/by-nc-nd/4.0/deed.en
dc.subject.keywordMaintenance goals
dc.subject.keywordAttainment goals
dc.subject.keywordGoal monitoring
dc.subject.keywordGoal difficulty
dc.subject.keywordGoal choice
dc.subject.otherMaintenance goals;Attainment goals;Goal monitoring;Goal difficulty;Goal choice
dc.titleAttainment versus maintenance goals: Perceived difficulty and impact on goal choice
dc.typeinfo:eu-repo/semantics/article
dc.version.typeinfo:eu-repo/semantics/publishedVersion
dc.volume.number149
dspace.entity.typePublication
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relation.isAuthorOfPublication8368891b-922d-4636-bed4-79babb4c29f2
relation.isAuthorOfPublication.latestForDiscovery8368891b-922d-4636-bed4-79babb4c29f2
relation.isAuthorOfPublication.latestForDiscovery8368891b-922d-4636-bed4-79babb4c29f2
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