Expectancy, value and psychological distance: A new look at goal gradients

By Nira Liberman, Jens Förster. 2008

97 citations recorded by the source corpus.

Subfields: Applied Psychology, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/deceac0a65e651be0c563e83c716a58298acb3e7

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In Social Psychology

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Citations in the corpus

GLOMOsys: A Systems Account of Global Versus Local Processing (2010, background): “The authors hypothesized that the closer one is to the goal, the more people narrow down attention because they aim to “shut out irrelevant stimuli, perceptions, and cognitions as they approach and attempt to acquire the desired object” (p. 477; a goal gradient effect; Liberman & Förster, 2008).”
Doing it the hard way: How low control drives preferences for high-effort products and services (2014, background): “…their desired state and their current state, they are motivated to reduce the discrepancy (e.g., Carver and Scheier 2001; Duval and Wicklund 1972; Locke and Latham 2002) and continuously assess their progress toward this end state until they either arrive at the end state or abandon these goals…”
From future self to current action: An identity-based motivation perspective (2018, background): “A third intuition is that as distance increases, likelihood decreases, that is, far events are understood to be less likely than near ones to occur (Liberman & Förster, 2008).”
The impact of live video streaming on online purchase intention (2020, background): “LVS provides an authentic shopping scene including vivid sensory imagery (i.e. hearing, sight) and real-time social interactions, which can both reduce psychological distance (Elder, Schlosser, Poor, & Xu, 2017; Liberman & Förster, 2008; Zhou & Jia, 2018).”
How Positive and Negative Feedback Motivate Goal Pursuit (2010, background): “…people highlight because each action increases their sense of personal commitment to the goal, including the perception that the goal is important and expectancy of attainment is high (Fishbein & Ajzen, 1974; Lewin, Dembo, Festinger, & Sears, 1944; Liberman & Förster, 2008; Vroom, 1964).”
The mysterious motivational functions of mesolimbic dopamine. (2012, unknown): “The concept of psychological distance is an old idea in psychology (e.g., Lewin, 1935; Shepard, 1957; Liberman and Forster, 2008) and has taken on many different theoretical connotations in different areas of psychology (e.”
Perceived progress variability and entrepreneurial effort intensity: The moderating role of venture goal commitment (2015, background): “Theories on goal striving suggest that people are motivated to work on a particular goal as they sense or perceive that they are moving closer to that goal (Liberman and Forster, 2008).”