Goals as reference points.

Published

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

Pubmed Central 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