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The Goal-Gradient Hypothesis Resurrected: Purchase Acceleration, Illusionary Goal Progress, and Customer Retention

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Cited by:

  1. Indranil Goswami & Oleg Urminsky, 2016. "When should the ask be a nudge? The Effect of Default Amounts on Charitable Donations," Natural Field Experiments 00659, The Field Experiments Website.
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  3. Nishio, Kazuki & Hoshino, Takahiro, 2022. "Joint modeling of effects of customer tier program on customer purchase duration and purchase amount," Journal of Retailing and Consumer Services, Elsevier, vol. 66(C).
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  6. Kunter Gunasti & Timucin Ozcan, 2019. "The role of scale-induced round numbers and goal specificity on goal accomplishment perceptions," Marketing Letters, Springer, vol. 30(2), pages 207-217, June.
  7. Michelle Yoo & Billy Bai & Ashok Singh, 2020. "The evolution of behavioral loyalty and customer lifetime value over time: investigation from a Casino Loyalty Program," Journal of Marketing Analytics, Palgrave Macmillan, vol. 8(2), pages 45-56, June.
  8. Gutt, Dominik & von Rechenberg, Tobias & Kundisch, Dennis, 2020. "Goal achievement, subsequent user effort and the moderating role of goal difficulty," Journal of Business Research, Elsevier, vol. 106(C), pages 277-287.
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  10. Dorotic, Matilda & Verhoef, Peter C. & Fok, Dennis & Bijmolt, Tammo H.A., 2014. "Reward redemption effects in a loyalty program when customers choose how much and when to redeem," International Journal of Research in Marketing, Elsevier, vol. 31(4), pages 339-355.
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  14. Septianto, Felix & An, Jake & Chiew, Tung Moi & Paramita, Widya & Tanudharma, Istiharini, 2019. "The similar versus divergent effects of pride and happiness on the effectiveness of loyalty programs," Journal of Business Research, Elsevier, vol. 99(C), pages 12-22.
  15. Siyun Chen & Haiying Wei, 2023. "Linking Temporal Landmarks to Voluntary Simplicity: The Mediating Roles of Self-Transcendence and Self-Enhancement," Journal of Business Ethics, Springer, vol. 188(4), pages 693-708, December.
  16. Can Urgun & Leeat Yariv, 2021. "Retrospective Search: Exploration and Ambition on Uncharted Terrain," Working Papers 2021-33, Princeton University. Economics Department..
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  18. Chen, Yanyan & Mandler, Timo & Meyer-Waarden, Lars, 2021. "Three decades of research on loyalty programs: A literature review and future research agenda," Journal of Business Research, Elsevier, vol. 124(C), pages 179-197.
  19. Michelle Yoo & Billy Bai & Ashok Singh, 0. "The evolution of behavioral loyalty and customer lifetime value over time: investigation from a Casino Loyalty Program," Journal of Marketing Analytics, Palgrave Macmillan, vol. 0, pages 1-12.
  20. Scott G Wallace & Jordan Etkin & Johar GitaEditor & Rajesh BagchiAssociate Editor, 2018. "How Goal Specificity Shapes Motivation: A Reference Points Perspective," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(5), pages 1033-1051.
  21. Uy, Marilyn A. & Foo, Maw-Der & Ilies, Remus, 2015. "Perceived progress variability and entrepreneurial effort intensity: The moderating role of venture goal commitment," Journal of Business Venturing, Elsevier, vol. 30(3), pages 375-389.
  22. Lieberman, Alicea & Amir, On & Carmon, Ziv, 2023. "The entrenchment effect: Why people persist with less-preferred behaviors," Organizational Behavior and Human Decision Processes, Elsevier, vol. 178(C).
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  35. Lawrence Santucci, 2015. "Financial management tools and consumer confidence: chase blueprint," Consumer Finance Institute discussion papers 15-4, Federal Reserve Bank of Philadelphia.
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  37. Bombaij, Nick, 2021. "Effectiveness of loyalty programs," Other publications TiSEM 095c506d-5b5c-4ea3-9b41-a, Tilburg University, School of Economics and Management.
  38. Tobias Mutter & Dennis Kundisch, 2014. "Goals as Reference Points: Empirical Evidence from a Virtual Reward System," Working Papers Dissertations 19, Paderborn University, Faculty of Business Administration and Economics.
  39. Aditya Jain & Sanjog Misra & Nils Rudi, 2020. "The Effect of Sales Assistance on Purchase Decisions: An analysis using retail video data," Quantitative Marketing and Economics (QME), Springer, vol. 18(3), pages 273-303, September.
  40. Matilda Dorotic & Dennis Fok & Peter C. Verhoef & Tammo H. A. Bijmolt, 2021. "Synergistic and cannibalization effects in a partnership loyalty program," Journal of the Academy of Marketing Science, Springer, vol. 49(5), pages 1021-1042, September.
  41. Amir Gandomi & Amirhossein Bazargan & Saeed Zolfaghari, 2019. "Designing competitive loyalty programs: a stochastic game-theoretic model to guide the choice of reward structure," Annals of Operations Research, Springer, vol. 280(1), pages 267-298, September.
  42. Goswami, Indranil & Urminsky, Oleg, 2021. "Don’t fear the meter: How longer time limits bias managers to prefer hiring with flat fee compensation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 162(C), pages 42-58.
  43. Zohar Rusou & Moty Amar & Shahar Ayal, 2020. "The psychology of task management: The smaller tasks trap," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 15(4), pages 586-599, July.
  44. Laurent Callot & Johannes Tang Kristensen, 2014. "Vector Autoregressions with Parsimoniously Time Varying Parameters and an Application to Monetary Policy," CREATES Research Papers 2014-41, Department of Economics and Business Economics, Aarhus University.
  45. Zou, Fei & Yang, Mei & Zhou, Yanju & Deng, Yaling & Xie, Baiwei, 2024. "Goal-gradient point rewards can increase consumers' willingness to purchase poverty-alleviating products," Socio-Economic Planning Sciences, Elsevier, vol. 92(C).
  46. Lu, Shijie & Xie, Ying & Chen, Xingyu, 2023. "Immediate and enduring effects of digital badges on online content consumption and generation," International Journal of Research in Marketing, Elsevier, vol. 40(1), pages 146-163.
  47. Minnema, Alec & Bijmolt, Tammo H.A. & Non, Mariёlle C., 2017. "The impact of instant reward programs and bonus premiums on consumer purchase behavior," International Journal of Research in Marketing, Elsevier, vol. 34(1), pages 194-211.
  48. Panzone, Luca A., 2022. "Conditional Promotion With A Costly Reward: An Evaluation Of A Campaign To Motivate Consumption Of Fruit And Vegetables," 2022 Annual Meeting, July 31-August 2, Anaheim, California 322058, Agricultural and Applied Economics Association.
  49. Sharma, Dheeraj & Verma, Varsha, 2014. "Psychological and economic considerations of rewards programs," Journal of Retailing and Consumer Services, Elsevier, vol. 21(6), pages 924-932.
  50. Bernal, Pedro & Martinez, Sebastian, 2020. "In-kind incentives and health worker performance: Experimental evidence from El Salvador," Journal of Health Economics, Elsevier, vol. 70(C).
  51. Chang, Woojung & Song, Ji Hee & Lee, Sungho, 2020. "Observation of other's preferential treatment as a constructive catalyst for improved repatronize intentions," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
  52. Bogard, Jonathan E. & Delmas, Magali A. & Goldstein, Noah J. & Vezich, I. Stephanie, 2020. "Target, distance, and valence: Unpacking the effects of normative feedback," Organizational Behavior and Human Decision Processes, Elsevier, vol. 161(S), pages 61-73.
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  55. Bombaij, Nick J.F. & Dekimpe, Marnik G., 2020. "When do loyalty programs work? The moderating role of design, retailer-strategy, and country characteristics," International Journal of Research in Marketing, Elsevier, vol. 37(1), pages 175-195.
  56. Bazargan, Amirhossein & Karray, Salma & Zolfaghari, Saeed, 2018. "‘Buy n times, get one free’ loyalty cards: Are they profitable for competing firms? A game theoretic analysis," European Journal of Operational Research, Elsevier, vol. 265(2), pages 621-630.
  57. Mohamed Abouaziza, 2022. "Farmer constraints and relational contracts: evidence from agricultural value chains in East Africa," Economics PhD Theses 0122, Department of Economics, University of Sussex Business School.
  58. Santana, Shelle & Thomas, Manoj & Morwitz, Vicki G., 2020. "The Role of Numbers in the Customer Journey," Journal of Retailing, Elsevier, vol. 96(1), pages 138-154.
  59. Huang, Yunhui & Jia, Yanli, 2019. "Remaining focus increases task evaluation and future task perseverance," International Journal of Research in Marketing, Elsevier, vol. 36(2), pages 251-263.
  60. Jaakko Aspara & Arvid Hoffmann, 2015. "Selling losers and keeping winners: How (savings) goal dynamics predict a reversal of the disposition effect," Marketing Letters, Springer, vol. 26(2), pages 201-211, June.
  61. Kuppuswamy, Venkat & Bayus, Barry L., 2017. "Does my contribution to your crowdfunding project matter?," Journal of Business Venturing, Elsevier, vol. 32(1), pages 72-89.
  62. Yan Zhang & Leilei Gao, 2016. "Wanting Ever More: Acquisition Procedure Motivates Continued Reward Acquisition," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 43(2), pages 230-245.
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  67. Lukas, Moritz, 2018. "The goal gradient effect and repayments in consumer credit," Economics Letters, Elsevier, vol. 171(C), pages 208-210.
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