Interventionist external agents make specific advice less demotivating

Published

Journal Article

© 2017 Across four experiments, we explored how reminders of powerful external agents—interventionist Gods and reliable corporate institutions—influence people's motivation in the realm of financial goals. We found evidence that when people receive specific financial advice, they feel demotivated by the overwhelming flow of concrete instructions for achieving success. We found further that, under these circumstances specifically, reminders of interventionist agents bolster motivation, but that these same agents under different circumstances (i.e., when people receive vague advice) instead undermine motivation. Our findings shed light on the effects of specific (versus vague) goal focus, and on the dynamics of compensatory control in consumer settings.

Full Text

Duke Authors

Cited Authors

  • Khenfer, J; Laurin, K; Tafani, E; Roux, E; Kay, AC

Published Date

  • January 1, 2017

Published In

Volume / Issue

  • 73 /

Start / End Page

  • 189 - 196

Electronic International Standard Serial Number (EISSN)

  • 1096-0465

International Standard Serial Number (ISSN)

  • 0022-1031

Digital Object Identifier (DOI)

  • 10.1016/j.jesp.2017.07.003

Citation Source

  • Scopus