Goals as reference points.
Journal Article (Journal Article)
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.
Full Text
Duke Authors
Cited Authors
- Heath, C; Larrick, RP; Wu, G
Published Date
- February 1999
Published In
Volume / Issue
- 38 / 1
Start / End Page
- 79 - 109
PubMed ID
- 10090799
Electronic International Standard Serial Number (EISSN)
- 1095-5623
International Standard Serial Number (ISSN)
- 0010-0285
Digital Object Identifier (DOI)
- 10.1006/cogp.1998.0708
Language
- eng