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How Goal Specificity Shapes Motivation: A Reference Points Perspective

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References

1979Prospect Theory: An Analysis of Decision under Risk48,459 cited
1988Prospect theory: An analysis of decision under risk32,475 cited
1991Loss Aversion in Riskless Choice: A Reference-Dependent Model6,428 cited
1991A Theory of Goal Setting and Task Performance4,840 cited
1991A Theory of Goal Setting and Task PerformanceA Theory of Goal Setting and Task Performance, by LockeEdwin A. and LathamGary P.. Englewood Cliffs, NJ: Prentice-Hall, 1990.4,145 cited
1981Goal setting and task performance: 1969–1980.2,451 cited
2013Thirty Years of Prospect Theory in Economics: A Review and Assessment1,397 cited
1999Goals as Reference Points1,008 cited
2011Reference Points and Effort Provision848 cited
1992Reference points, anchors, norms, and mixed feelings729 cited
1992Variable risk preferences and the focus of attention.721 cited
2006The Goal-Gradient Hypothesis Resurrected: Purchase Acceleration, Illusionary Goal Progress, and Customer Retention715 cited
1987Goal commitment and the goal-setting process: Problems, prospects, and proposals for future research.610 cited
1989An empirical examination of the antecedents of commitment to difficult goals.563 cited
1992

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Variable risk preferences and the focus of attention.

465 cited

2007Dynamics of multiple-goal pursuit.465 cited

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2020Looking forward, looking back: The impact of goal progress and time urgency on consumer responses to mobile reward apps34 cited
2022On or Off Track: How (Broken) Streaks Affect Consumer Decisions34 cited
2022The Impact of Positive Emotional Appeals on the Green Purchase Behavior29 cited
2017How winning changes motivation in multiphase competitions.29 cited
2020The Effect of Categorization on Goal Progress Perceptions and Motivation28 cited
2019On Being the Tipping Point: Social Threshold Incentives Motivate Behavior25 cited
2019Nudging persistence after failure through emergency reserves22 cited
2019Guess Who Buys Cheap? The Effect of Consumers’ Goal Orientation on Product Preference22 cited
2025Defining open goals for the promotion of health behaviours: a critical conceptual review18 cited
2022It’s the Effort That Counts: The Effect of Self-Control on Goal Progress Perceptions18 cited
2020Do versus Don’t: The Impact of Framing on Goal-Level Setting16 cited
2019How do goal and product knowledge specificity influence online channel choice? A polynomial regression analysis15 cited