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Goals as reference points.

Publication ,  Journal Article
Heath, C; Larrick, RP; Wu, G
Published in: Cognitive psychology
February 1999

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.

Duke Scholars

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Published In

Cognitive psychology

DOI

EISSN

1095-5623

ISSN

0010-0285

Publication Date

February 1999

Volume

38

Issue

1

Start / End Page

79 / 109

Related Subject Headings

  • Motivation
  • Humans
  • Goals
  • Experimental Psychology
  • Cognition
  • 5204 Cognitive and computational psychology
  • 5202 Biological psychology
  • 5201 Applied and developmental psychology
  • 1702 Cognitive Sciences
  • 1701 Psychology
 

Citation

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Heath, C., Larrick, R. P., & Wu, G. (1999). Goals as reference points. Cognitive Psychology, 38(1), 79–109. https://doi.org/10.1006/cogp.1998.0708
Heath, C., R. P. Larrick, and G. Wu. “Goals as reference points.Cognitive Psychology 38, no. 1 (February 1999): 79–109. https://doi.org/10.1006/cogp.1998.0708.
Heath C, Larrick RP, Wu G. Goals as reference points. Cognitive psychology. 1999 Feb;38(1):79–109.
Heath, C., et al. “Goals as reference points.Cognitive Psychology, vol. 38, no. 1, Feb. 1999, pp. 79–109. Epmc, doi:10.1006/cogp.1998.0708.
Heath C, Larrick RP, Wu G. Goals as reference points. Cognitive psychology. 1999 Feb;38(1):79–109.
Journal cover image

Published In

Cognitive psychology

DOI

EISSN

1095-5623

ISSN

0010-0285

Publication Date

February 1999

Volume

38

Issue

1

Start / End Page

79 / 109

Related Subject Headings

  • Motivation
  • Humans
  • Goals
  • Experimental Psychology
  • Cognition
  • 5204 Cognitive and computational psychology
  • 5202 Biological psychology
  • 5201 Applied and developmental psychology
  • 1702 Cognitive Sciences
  • 1701 Psychology