The Effects of Effort and Intrinsic Motivation on Risky Choice

By Ran Kivetz. 2003

192 citations recorded by the source corpus.

Subfields: Economics and Econometrics, General Decision Sciences, Safety Research

View Paper: https://www.semanticscholar.org/paper/465f6bfa77195bd38ca0433ee3efd0a739e692a8

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Citations in the corpus

The Goal-Gradient Hypothesis Resurrected: Purchase Acceleration, Illusionary Goal Progress, and Customer Retention (2006, unknown): “Furthermore, this issue has important theoretical and practical implications for intertemporal consumer behavior in reward programs (hereinafter RPs) and other types of motivational systems (e.g., Deighton 2000; Hsee, Yu, and Zhang 2003; Kivetz 2003; Lal and Bell 2003).”
Loyalty Programmes: Current Knowledge and Research Directions* (2012, background): “When customers are not intrinsically motivated to build a relationship with a firm, they prefer immediate rewards to delayed ones, even if the immediate rewards are of less value (Keh and Lee 2006; Kivetz 2003; Yi and Jeon 2003).”
The effects of e-mass customization on consumer perceived value, satisfaction, and loyalty toward luxury brands (2016, background): “According to Kivetz (2003), loyal consumers expect greater benefits from a retailer than regular consumers. Reczek, Haws, and Summers (2014) also report that loyal consumers respond to a company's promotions differently, being more likely to consider the benefits natural than nonloyal consumers.”
The Effect of Stating Expectations on Customer Satisfaction and Shopping Experience (2005, background): “In particular, the authors suggest that asking customers to articulate their expectations can backfire and lead to lower postpurchase evaluations of the shopping and consumption experience.”
The Effect of Explicit Reference Points on Consumer Choice and Online Bidding Behavior (2005, background): “…(b) a set with an option that is average on all attributes and a " mixed " option that has both advantages and disadvantages (e.g., Shafir 1993), and (c) a set with a risky gamble and a safer gamble, with the safer options offering a higher probability of a smaller gain/loss (e.g., Kivetz 2003).”
When environmental messages should be assertive: examining the moderating role of effort investment (2015, result): “Our results align with previous research asserting that people expect desirable outcomes in relation to their efforts and inputs (e.g., Walster, Walster, and Berscheid 1978; Kivetz 2003).”
The Motivating-Uncertainty Effect: Uncertainty Increases Resource Investment in the Process of Reward Pursuit (2015, unknown): “…process during the reward pursuit (e.g., in goal striving), and during this phase, consummatory and affect-rich aspects increase motivation (Andrade and Iyer 2009; Choi and Fishbach 2011; Deci and Ryan 1985; Jeffrey 2009; Kivetz 2003; Le Menestrel 2001; Millar and Tesser 1986; Sansone et al. 1992).”