The Road Traveled, the Road Ahead, or Simply on the Road? When Progress Framing Affects Motivation in Goal Pursuit

Journal of Consumer Psychology, Forthcoming

45 Pages Posted: 20 Jun 2013

See all articles by Jacob Wiebenga

Jacob Wiebenga

University of Groningen - Department of Marketing & Marketing Research

Bob Fennis

University of Groningen - Department of Marketing & Marketing Research

Date Written: June 12, 2013

Abstract

The present research examined the dynamic interplay between the framing of one’s progress from an initial state toward an end state (i.e., framed as the distance traveled from the initial state to the current state – ‘to-date’ versus framed as the distance left from the current state to the end state – ‘to-go’) and construal level in influencing motivation in goal pursuit. In three experiments we found that both state and chronic differences in experienced construal level modulate the impact of progress framing on motivation at a specific stage in goal pursuit, i.e., when consumers are halfway between the initial and end state, but is less consequential at the initial or end stages. This modulation shows that type of framing only affected motivation of people with an abstract, but not a concrete mindset. Under these conditions, progress framed in terms of to-date produced increased motivation compared to a to-go frame. Moreover, perceived goal distance was found to mediate the impact of progress framing on motivation for individuals with an abstract, but not a concrete mindset.

Keywords: goals, motivation, construal level, progress framing, distance perception, loyalty programs

JEL Classification: C90, D00, M00, M30

Suggested Citation

Wiebenga, Jacob and Fennis, Bob, The Road Traveled, the Road Ahead, or Simply on the Road? When Progress Framing Affects Motivation in Goal Pursuit (June 12, 2013). Journal of Consumer Psychology, Forthcoming, Available at SSRN: https://ssrn.com/abstract=2281758

Jacob Wiebenga (Contact Author)

University of Groningen - Department of Marketing & Marketing Research ( email )

Netherlands
+31 50 363 7065 (Phone)
+31 50 363 7970 (Fax)

HOME PAGE: http://www.rug.nl/staff/j.h.wiebenga/

Bob Fennis

University of Groningen - Department of Marketing & Marketing Research ( email )

Netherlands

HOME PAGE: http://www.rug.nl/staff/b.m.fennis/

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