The road traveled, the road ahead, or simply on the road? When progress framing affects motivation in goal pursuit

Abstract

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.

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