IDEAS home Printed from https://ideas.repec.org/a/eee/jobhdp/v71y1997i3p287-308.html
   My bibliography  Save this article

Using Judgmental Anchors to Establish Challenging Self-Set Goals Without Jeopardizing Commitment

Author

Listed:
  • Hinsz, Verlin B.
  • Kalnbach, Lynn R.
  • Lorentz, Nichole R.

Abstract

No abstract is available for this item.

Suggested Citation

  • Hinsz, Verlin B. & Kalnbach, Lynn R. & Lorentz, Nichole R., 1997. "Using Judgmental Anchors to Establish Challenging Self-Set Goals Without Jeopardizing Commitment," Organizational Behavior and Human Decision Processes, Elsevier, vol. 71(3), pages 287-308, September.
    • Handle: RePEc:eee:jobhdp:v:71:y:1997:i:3:p:287-308
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0749-5978(97)92723-0
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Mento, Anthony J. & Steel, Robert P. & Karren, Ronald J., 1987. "A meta-analytic study of the effects of goal setting on task performance: 1966-1984," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(1), pages 52-83, February.
    2. Bagozzi, Richard P & Warshaw, Paul R, 1990. "Trying to Consume," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(2), pages 127-140, September.
    3. Northcraft, Gregory B. & Neale, Margaret A., 1987. "Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(1), pages 84-97, February.
    4. Huber, Vandra L. & Neale, Margaret A., 1986. "Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting," Organizational Behavior and Human Decision Processes, Elsevier, vol. 38(3), pages 342-365, December.
    5. Sharon M. Brucker & Steven E. Hastings & William R. Latham III, 1990. "The Variation of Estimated Impacts from Five Regional Input-Output Models," International Regional Science Review, , vol. 13(1-2), pages 119-139, April.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    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. McCalley, L.T., 2006. "From motivation and cognition theories to everyday applications and back again: the case of product-integrated information and feedback," Energy Policy, Elsevier, vol. 34(2), pages 129-137, January.
    3. Tim R. Holcomb & R. Duane Ireland & R. Michael Holmes Jr. & Michael A. Hitt, 2009. "Architecture of Entrepreneurial Learning: Exploring the Link among Heuristics, Knowledge, and Action," Entrepreneurship Theory and Practice, , vol. 33(1), pages 167-192, January.
    4. Dirkmaat, Thomas & Rohde, Kirsten I.M. & van de Veer, Evelien & van Dijk, Bram & Yu, Xiao, 2023. "Managing “Last Moment Behavior”: Non-binding target dates to reduce the spikes in task completion at deadlines," Journal of Public Economics, Elsevier, vol. 219(C).
    5. Stamatogiannakis, Antonios & Chattopadhyay, Amitava & Chakravarti, Dipankar, 2018. "Attainment versus maintenance goals: Perceived difficulty and impact on goal choice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 149(C), pages 17-34.
    6. Wong, Kin Fai Ellick & Kwong, Jessica Yuk Yee, 2000. "Is 7300 m Equal to 7.3 km? Same Semantics but Different Anchoring Effects," Organizational Behavior and Human Decision Processes, Elsevier, vol. 82(2), pages 314-333, July.
    7. Bond, Samuel D. & Carlson, Kurt A. & Meloy, Margaret G. & Russo, J. Edward & Tanner, Robin J., 2007. "Information distortion in the evaluation of a single option," Organizational Behavior and Human Decision Processes, Elsevier, vol. 102(2), pages 240-254, March.
    8. Mussweiler, Thomas & Englich, Birte, 2005. "Subliminal anchoring: Judgmental consequences and underlying mechanisms," Organizational Behavior and Human Decision Processes, Elsevier, vol. 98(2), pages 133-143, November.
    9. Shuang Liu & Johnnie E.V. Johnson, 2007. "Searching for Anchoring Effects in a Naturalistic Environment: Evidence from the Hong Kong Horserace Betting Market," Journal of Gambling Business and Economics, University of Buckingham Press, vol. 1(1), pages 69-84, February.
    10. Buehler, Roger & Peetz, Johanna & Griffin, Dale, 2010. "Finishing on time: When do predictions influence completion times?," Organizational Behavior and Human Decision Processes, Elsevier, vol. 111(1), pages 23-32, January.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Van Poucke, Dirk & Buelens, Marc, 2002. "Predicting the outcome of a two-party price negotiation: Contribution of reservation price, aspiration price and opening offer," Journal of Economic Psychology, Elsevier, vol. 23(1), pages 67-76, February.
    2. Mussweiler, Thomas & Englich, Birte, 2005. "Subliminal anchoring: Judgmental consequences and underlying mechanisms," Organizational Behavior and Human Decision Processes, Elsevier, vol. 98(2), pages 133-143, November.
    3. Klein, Howard J. & Wesson, Michael J. & Hollenbeck, John R. & Wright, Patrick M. & DeShon, Richard P., 2001. "The Assessment of Goal Commitment: A Measurement Model Meta-Analysis," Organizational Behavior and Human Decision Processes, Elsevier, vol. 85(1), pages 32-55, May.
    4. Whyte, Glen & Sebenius, James K., 1997. "The Effect of Multiple Anchors on Anchoring in Individual and Group Judgment," Organizational Behavior and Human Decision Processes, Elsevier, vol. 69(1), pages 74-85, January.
    5. Wilken, Robert & Cornelißen, Markus & Backhaus, Klaus & Schmitz, Christian, 2010. "Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior," International Journal of Research in Marketing, Elsevier, vol. 27(1), pages 69-82.
    6. Harrison Hong & Ilan Kremer & Jeffrey D. Kubik & Jianping Mei & Michael Moses, 2015. "Ordering, revenue and anchoring in art auctions," RAND Journal of Economics, RAND Corporation, vol. 46(1), pages 186-216, March.
    7. Arbel, Yuval & Ben-Shahar, Danny & Gabriel, Stuart, 2014. "Anchoring and housing choice: Results of a natural policy experiment," Regional Science and Urban Economics, Elsevier, vol. 49(C), pages 68-83.
    8. Patrick Krieger & Carsten Lausberg, 2021. "Entscheidungen, Entscheidungsfindung und Entscheidungsunterstützung in der Immobilienwirtschaft: Eine systematische Literaturübersicht [Decisions, decision-making and decisions support systems in r," Zeitschrift für Immobilienökonomie (German Journal of Real Estate Research), Springer;Gesellschaft für Immobilienwirtschaftliche Forschung e. V., vol. 7(1), pages 1-33, April.
    9. Kristoffer B. Birkeland & Allan D. D'Silva & Roland Füss & Are Oust, 2021. "The Predictability of House Prices: "Human Against Machine"," International Real Estate Review, Global Social Science Institute, vol. 24(2), pages 139-183.
    10. Damon Clark & David Gill & Victoria Prowse & Mark Rush, 2020. "Using Goals to Motivate College Students: Theory and Evidence From Field Experiments," The Review of Economics and Statistics, MIT Press, vol. 102(4), pages 648-663, October.
    11. Earley, P. Christopher, 1999. "Playing Follow the Leader: Status-Determining Traits in Relation to Collective Efficacy across Cultures," Organizational Behavior and Human Decision Processes, Elsevier, vol. 80(3), pages 192-212, December.
    12. Das, Gopal, 2014. "Factors affecting Indian shoppers׳ attitude and purchase intention: An empirical check," Journal of Retailing and Consumer Services, Elsevier, vol. 21(4), pages 561-569.
    13. Li, Lunzheng & Maniadis, Zacharias & Sedikides, Constantine, 2021. "Anchoring in Economics: A Meta-Analysis of Studies on Willingness-To-Pay and Willingness-To-Accept," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 90(C).
    14. Terri L. Griffith & Mark A. Fuller & Gregory B. Northcraft, 1998. "Facilitator Influence in Group Support Systems: Intended and Unintended Effects," Information Systems Research, INFORMS, vol. 9(1), pages 20-36, March.
    15. Li, Fengfei & Lin, Ji-Chai & Lin, Tse-Chun & Shang, Longfei, 2023. "Behavioral bias, distorted stock prices, and stock splits," Journal of Banking & Finance, Elsevier, vol. 154(C).
    16. McAlvanah, Patrick & Moul, Charles C., 2013. "The house doesn’t always win: Evidence of anchoring among Australian bookies," Journal of Economic Behavior & Organization, Elsevier, vol. 90(C), pages 87-99.
    17. Bouckenooghe, Dave & Schwarz, Gavin M. & Kanar, Adam & Sanders, Karin, 2021. "Revisiting research on attitudes toward organizational change: Bibliometric analysis and content facet analysis," Journal of Business Research, Elsevier, vol. 135(C), pages 137-148.
    18. Viswanath Venkatesh, 2000. "Determinants of Perceived Ease of Use: Integrating Control, Intrinsic Motivation, and Emotion into the Technology Acceptance Model," Information Systems Research, INFORMS, vol. 11(4), pages 342-365, December.
    19. Schmidt, Robert J., 2019. "Do injunctive or descriptive social norms elicited using coordination games better explain social preferences?," Working Papers 0668, University of Heidelberg, Department of Economics.
    20. Kevin Bauer & Andrej Gill, 2024. "Mirror, Mirror on the Wall: Algorithmic Assessments, Transparency, and Self-Fulfilling Prophecies," Information Systems Research, INFORMS, vol. 35(1), pages 226-248, March.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jobhdp:v:71:y:1997:i:3:p:287-308. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/obhdp .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.