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

Published version (via Digital Object Identifier)

Duke Authors

Larrick, Richard P.

Cited Authors

Heath, C; Larrick, RP; Wu, G

Published Date

February 1999

Published In

Cognitive Psychology

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

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