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The effects of goal orientation on goal pursuit

journal contribution
posted on 01.11.2019, 00:00 authored by A Som, Chris DubelaarChris Dubelaar, R M M I Chowdhury
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.

History

Journal

Journal of business research

Volume

104

Pagination

322 - 332

Publisher

Elsevier

Location

Amsterdam, The Netherlands

ISSN

0148-2963

Language

eng

Publication classification

C1 Refereed article in a scholarly journal

Copyright notice

2019, Elsevier Inc.