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The desire to win: The effects of competitive arousal on motivation and behavior

Citations

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Cited by:

  1. Haji, Anouar El & Krawczyk, Michał & Sylwestrzak, Marta & Zawojska, Ewa, 2019. "Time pressure and risk taking in auctions: A field experiment," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 78(C), pages 68-79.
  2. Lumineau, Fabrice & Malhotra, Deepak, 2011. "Shadow of the contract: how contract structure shapes inter-firm dispute resolution," MPRA Paper 38359, University Library of Munich, Germany.
  3. Rui Xue & Gongming Qian & Zhengming Qian & Lee Li, 2021. "Entrepreneurs’ Implicit and Explicit Achievement Motives and Their Early International Commitment," Management International Review, Springer, vol. 61(1), pages 91-121, March.
  4. Claudia Niemeyer & Timm Teubner & Margeret Hall & Christof Weinhardt, 2018. "The Impact of Dynamic Feedback and Personal Budgets on Arousal and Funding Behaviour in Participatory Budgeting," Group Decision and Negotiation, Springer, vol. 27(4), pages 611-636, August.
  5. Luca Corazzini & Stefano Galavotti & Rupert Sausgruber & Paola Valbonesi, 2017. "Allotment in first-price auctions: an experimental investigation," Experimental Economics, Springer;Economic Science Association, vol. 20(1), pages 70-99, March.
  6. Simon Piest & Philipp Schreck, 2021. "Contests and unethical behavior in organizations: a review and synthesis of the empirical literature," Management Review Quarterly, Springer, vol. 71(4), pages 679-721, October.
  7. Briony D Pulford & Eva M Krockow & Andrew M Colman & Catherine L Lawrence, 2016. "Social Value Induction and Cooperation in the Centipede Game," PLOS ONE, Public Library of Science, vol. 11(3), pages 1-21, March.
  8. Matteo Migheli, 2017. "The winner’s curse in auctions with losses," Mind & Society: Cognitive Studies in Economics and Social Sciences, Springer;Fondazione Rosselli, vol. 16(1), pages 113-126, November.
  9. Philip Brookins & Dmitry Ryvkin, 2014. "An experimental study of bidding in contests of incomplete information," Experimental Economics, Springer;Economic Science Association, vol. 17(2), pages 245-261, June.
  10. Nicola Lacetera & Bradley J. Larsen & Devin G. Pope & Justin R. Sydnor, 2016. "Bid Takers or Market Makers? The Effect of Auctioneers on Auction Outcome," American Economic Journal: Microeconomics, American Economic Association, vol. 8(4), pages 195-229, November.
  11. Cătălina Oțoiu & Lucia Rațiu & Claudia Lenuța Rus, 2019. "Rivals When We Work Together: Team Rivalry Effects on Performance in Collaborative Learning Groups," Administrative Sciences, MDPI, vol. 9(3), pages 1-14, August.
  12. repec:cup:judgdm:v:15:y:2020:i:2:p:246-253 is not listed on IDEAS
  13. Ninoslav Malekovic & Lazaros Goutas & Juliana Sutanto & Dennis Galletta, 2020. "Regret under different auction designs: the case of English and Dutch auctions," Electronic Markets, Springer;IIM University of St. Gallen, vol. 30(1), pages 151-161, March.
  14. Schreck, Philipp, 2015. "Honesty in managerial reporting: How competition affects the benefits and costs of lying," CRITICAL PERSPECTIVES ON ACCOUNTING, Elsevier, vol. 27(C), pages 177-188.
  15. Steven Blader & Claudine Gartenberg & Andrea Prat, 2020. "The Contingent Effect of Management Practices," The Review of Economic Studies, Review of Economic Studies Ltd, vol. 87(2), pages 721-749.
  16. Marie BLUM, 2021. "Auction hosts: are they really impartial?," Working Papers of LaRGE Research Center 2021-09, Laboratoire de Recherche en Gestion et Economie (LaRGE), Université de Strasbourg.
  17. Einav Hart & Judith Avrahami & Yaakov Kareev & Peter M. Todd, 2014. "Investing Even in Uneven Contests: Effects of Asymmetry on Investment in Experimental All-Pay Contests," Discussion Paper Series dp660, The Federmann Center for the Study of Rationality, the Hebrew University, Jerusalem.
  18. Lo, Pei-San & Dwivedi, Yogesh K. & Wei-Han Tan, Garry & Ooi, Keng-Boon & Cheng-Xi Aw, Eugene & Metri, Bhimaraya, 2022. "Why do consumers buy impulsively during live streaming? A deep learning-based dual-stage SEM-ANN analysis," Journal of Business Research, Elsevier, vol. 147(C), pages 325-337.
  19. Deepak Malhotra, 2010. "(When) are religious people nicer? Religious salience and the ``Sunday effect'' on pro-social behavior," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 5(2), pages 138-143, April.
  20. Gürerk, Özgür & Bönsch, Andrea & Kittsteiner, Thomas & Staffeldt, Andreas, 2019. "Virtual humans as co-workers: A novel methodology to study peer effects," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 78(C), pages 17-29.
  21. Shen, Lu & Zhang, Chuang & Teng, Wenbo & Du, Nan, 2022. "How do business and political Networking shape overseas dispute resolution for state-owned enterprise from emerging economies," International Business Review, Elsevier, vol. 31(1).
  22. Adam, Marc T.P. & Krämer, Jan & Müller, Marius B., 2015. "Auction Fever! How Time Pressure and Social Competition Affect Bidders’ Arousal and Bids in Retail Auctions," Journal of Retailing, Elsevier, vol. 91(3), pages 468-485.
  23. Marc T. P. Adam & Timm Teubner & Henner Gimpel, 2018. "No Rage Against the Machine: How Computer Agents Mitigate Human Emotional Processes in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 27(4), pages 543-571, August.
  24. Einav Hart & Judith Avrahami & Yaakov Kareev, 2016. "Enlarging the market yet decreasing the profit: An experimental study of competitive behavior when investment affects the prize," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 11(4), pages 380-390, July.
  25. repec:cup:judgdm:v:11:y:2016:i:4:p:380-390 is not listed on IDEAS
  26. Luisa Herbst, 2016. "Who Pays to Win Again? The Joy of Winning in Contest Experiments," Working Papers tax-mpg-rps-2016-06, Max Planck Institute for Tax Law and Public Finance.
  27. Steven M. Shechter & David J. Hardisty, 2020. "Preferences for rank in competition: Is first-place seeking stronger than last-place aversion?," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 15(2), pages 246-253, March.
  28. Yip, Jeremy A. & Schweitzer, Maurice E. & Nurmohamed, Samir, 2018. "Trash-talking: Competitive incivility motivates rivalry, performance, and unethical behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 144(C), pages 125-144.
  29. repec:cup:judgdm:v:5:y:2010:i:2:p:138-143 is not listed on IDEAS
  30. Santiago Sanchez-Pages & Claudia Rodriguez-Ruiz & Enrique Turiegano, 2014. "Facial Masculinity: How the Choice of Measurement Method Enables to Detect Its Influence on Behaviour," PLOS ONE, Public Library of Science, vol. 9(11), pages 1-10, November.
  31. Matthew W. McCarter & Abel M. Winn, 2013. "When the Economics of a Decision Matters More than the Psychology of the Decision: Understanding the Economic Significance of Auction Fever," Working Papers 13-19, Chapman University, Economic Science Institute.
  32. Nichols, Bridget Satinover, 2012. "The development, validation, and implications of a measure of consumer competitive arousal (CCAr)," Journal of Economic Psychology, Elsevier, vol. 33(1), pages 192-205.
  33. Steffen Keck & Natalia Karelaia, 2012. "Does competition foster trust? The role of tournament incentives," Experimental Economics, Springer;Economic Science Association, vol. 15(1), pages 204-228, March.
  34. Karl Akbari & Udo Wagner, 2021. "Playing When Paying and What Happens Next: Customer Satisfaction and Word-of-Mouth Intention in Gambled Price Promotions," Schmalenbach Journal of Business Research, Springer, vol. 73(2), pages 243-271, June.
  35. Islam, Tahir & Pitafi, Abdul Hameed & Arya, Vikas & Wang, Ying & Akhtar, Naeem & Mubarik, Shujaat & Xiaobei, Liang, 2021. "Panic buying in the COVID-19 pandemic: A multi-country examination," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
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