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From weighing to willing: Approaching a change decision through pre- or postdecisional mentation

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  • Gollwitzer, Peter M.
  • Heckhausen, Heinz
  • Ratajczak, Heike

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Suggested Citation

  • Gollwitzer, Peter M. & Heckhausen, Heinz & Ratajczak, Heike, 1990. "From weighing to willing: Approaching a change decision through pre- or postdecisional mentation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 45(1), pages 41-65, February.
    • Handle: RePEc:eee:jobhdp:v:45:y:1990:i:1:p:41-65
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    Cited by:

    1. Kanfer, Ruth & Chen, Gilad, 2016. "Motivation in organizational behavior: History, advances and prospects," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 6-19.
    2. Claudius Bachmann & Laura Sasse & Andre Habisch, 2018. "Applying the Practical Wisdom Lenses in Decision-Making: An Integrative Approach to Humanistic Management," Humanistic Management Journal, Springer, vol. 2(2), pages 125-150, February.
    3. Yan Liu & Linchuan Yang & Kwong Wing Chau, 2020. "Impacts of Tourism Demand on Retail Property Prices in a Shopping Destination," Sustainability, MDPI, vol. 12(4), pages 1-14, February.
    4. Anja Lambrecht & Katja Seim & Catherine Tucker, 2011. "Stuck in the Adoption Funnel: The Effect of Interruptions in the Adoption Process on Usage," Marketing Science, INFORMS, vol. 30(2), pages 355-367, 03-04.
    5. Rebecca Ratner & Dilip Soman & Gal Zauberman & Dan Ariely & Ziv Carmon & Punam Keller & B. Kim & Fern Lin & Selin Malkoc & Deborah Small & Klaus Wertenbroch, 2008. "How behavioral decision research can enhance consumer welfare: From freedom of choice to paternalistic intervention," Marketing Letters, Springer, vol. 19(3), pages 383-397, December.
    6. Van Gelderen, Marco & Kautonen, Teemu & Fink, Matthias, 2015. "From entrepreneurial intentions to actions: Self-control and action-related doubt, fear, and aversion," Journal of Business Venturing, Elsevier, vol. 30(5), pages 655-673.

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