The Endowed Progress Effect: How Artificial Advancement Increases Effort

By Joseph C. Nunes, Xavier Drèze. 2006

277 citations recorded by the source corpus.

Subfields: Applied Psychology, General Decision Sciences, Safety Research

View Paper: https://www.semanticscholar.org/paper/f643e63630349e19d66cb3383342c9d51eab0ed9

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Citations in the corpus

Mental Health Smartphone Apps: Review and Evidence-Based Recommendations for Future Developments (2016, unknown): “The endowed progress effect means that starting with some points rather than zero increases effort and motivation to engage [242].”
Illusionary Progress in Loyalty Programs: Magnitudes, Reward Distances, and Step-Size Ambiguity (2011, background): “While consumers exert more effort as they approach rewards (Kivetz, Urminsky, and Zheng 2006; Nunes and Drèze 2006), other aspects remain unexplored.”
Loyalty Programmes: Current Knowledge and Research Directions* (2012, background): “First, the accumulation of loyalty points operates on a points-pressure mechanism: the closer the members feel to obtaining a reward, the more likely they are to make additional purchases to gain it (Kivetz et al. 2006; Nunes and Drèze 2006b; Taylor and Neslin 2003).”
Do badges increase user activity? A field experiment on the effects of gamification (2017, background): “In a larger context, goals are regarded as a central game mechanic (Salen & Zimmerman, 2004), and have been demonstrated to exert persuasive power even when the progression towards them was illusionary (Kivetz, Urminsky, & Zheng, 2006; Nunes & Drèze, 2006).”
CLEANING UP THE BIG MUDDY: A META-ANALYTIC REVIEW OF THE DETERMINANTS OF ESCALATION OF COMMITMENT (2012, background): “…Hantula & Crowell, 1994), behavior fluidity (e.g., Humphrey, Moon, Conlon, & Hofmann, 2004), perceived control over a failing project (e.g., Jani, 2008), inaction inertia (e.g., Kumar, 2004), the endowed progress effect (e.g., Nunes & Dreze, 2006), and consumer “lock-in” (e.g., Zauberman, 2003).”
Transforming homo economicus into homo ludens: A field experiment on gamification in a utilitarian peer-to-peer trading service (2013, background): “In a larger context, goals are regarded as a central game mechanism (Salen and Zimmermann, Salen and Zimmerman 2004) and have been demonstrated to exert persuasive power even when the progression towards them was illusionary (Kivetz et al. 2006, Nunes and Drèze 2006).”
Focusing on Desirability: The Effect of Decision Interruption and Suspension on Preferences (2008, background): “In particular, in decisions involving desirability and feasibility conflicts, because desirability is a superordinate goal to feasibility, four studies found that when a decision is interrupted and later resumed, people become more likely to favor highly desirable but less feasible consumption,…”
Feeling Superior: The Impact of Loyalty Program Structure on Consumers' Perceptions of Status (2009, background): “Numerous studies have investigated the impact of the perceived effort required to earn a reward (Kivetz and Simonson 2003; Nunes and Drèze 2006), the nature of the rewards offered (Kivetz and Simonson 2002; Roehm, Pullins, and Roehm 2002), distribution frequency of rewards (Drèze and Nunes 2008),…”
The Motivating-Uncertainty Effect: Uncertainty Increases Resource Investment in the Process of Reward Pursuit (2015, unknown): “People invest effort, time, and money in pursuit of rewards (Amir and Ariely 2008; Hsee, Yu, et al. 2003; Kivetz 2005; Kivetz, Urminsky, and Zheng 2006; Koo and Fishbach 2010; Nunes and Drèze 2006; Soman 1998; Zhang and Huang 2010; Zhang et al. 2011).”
Prosocial Goal Pursuit in Crowdfunding: Evidence from Kickstarter (2019, unknown): “…goal gradient theory suggests that people work harder when they feel they are closer to their own goals than when they feel farther away, even when the objective distance to goals remains the same (Bonezzi, Brendl, and De Angelis 2011; Kivetz, Urminsky, and Zheng 2006; Nunes and Drèze 2006).”