Document Detail


Goals as reference points.
MedLine Citation:
PMID:  10090799     Owner:  NLM     Status:  MEDLINE    
Abstract/OtherAbstract:
We argue that goals serve as reference points and alter outcomes in a manner consistent with the value function of Prospect Theory (Kahneman & Tversky, 1979; Tversky & Kahneman, 1992). We present new evidence that goals inherit the properties of the value function-not only a reference point, but also loss aversion and diminishing sensitivity. We also use the value function to explain previous empirical results in the goal literature on affect, effort, persistence, and performance.
Authors:
C Heath; R P Larrick; G Wu
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Publication Detail:
Type:  Journal Article    
Journal Detail:
Title:  Cognitive psychology     Volume:  38     ISSN:  0010-0285     ISO Abbreviation:  Cogn Psychol     Publication Date:  1999 Feb 
Date Detail:
Created Date:  1999-05-06     Completed Date:  1999-05-06     Revised Date:  2009-01-16    
Medline Journal Info:
Nlm Unique ID:  0241111     Medline TA:  Cogn Psychol     Country:  UNITED STATES    
Other Details:
Languages:  eng     Pagination:  79-109     Citation Subset:  IM    
Copyright Information:
Copyright 1999 Academic Press.
Affiliation:
Fuqua School of Business, Duke University, Durham, NC 27708, USA. heath@mail.duke.edu
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MeSH Terms
Descriptor/Qualifier:
Cognition
Goals*
Humans
Motivation*

From MEDLINE®/PubMed®, a database of the U.S. National Library of Medicine


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