Abstract

http://ssrn.com/abstract=991962
 
 

References (24)



 
 

Citations (6)



 


 



The Endowed Progress Effect: How Artificial Advancement Increases Effort


Joseph Nunes


University of Southern California - Marshall School of Business

Xavier Dreze


University of Pennsylvania - The Wharton School


Journal of Consumer Research, Vol. 32, March 2006

Abstract:     
This research documents a phenomenon we call the endowed progress effect, whereby people provided with artificial advancement toward a goal exhibit greater persistence toward reaching the goal. By converting a task requiring eight steps into a task requiring 10 steps but with two steps already complete, the task is reframed as one that has been undertaken and incomplete rather than not yet begun. This increases the likelihood of task completion and decreases completion time. The effect appears to depend on perceptions of task completion rather than a desire to avoid wasting the endowed progress. Moderators include the reason, if any, offered for the endowment and the currency in which progress is recorded.

Number of Pages in PDF File: 9

Keywords: progress effect, artificial advancement

Accepted Paper Series





Download This Paper

Date posted: June 11, 2007  

Suggested Citation

Nunes, Joseph and Dreze, Xavier, The Endowed Progress Effect: How Artificial Advancement Increases Effort. Journal of Consumer Research, Vol. 32, March 2006. Available at SSRN: http://ssrn.com/abstract=991962

Contact Information

Joseph Nunes (Contact Author)
University of Southern California - Marshall School of Business ( email )
701 Exposition Blvd
Los Angeles, CA 90089
United States
Xavier Dreze
University of Pennsylvania - The Wharton School ( email )
3641 Locust Walk
Philadelphia, PA 19104-6365
United States
Feedback to SSRN


Paper statistics
Abstract Views: 1,944
Downloads: 303
Download Rank: 58,171
References:  24
Citations:  6

© 2014 Social Science Electronic Publishing, Inc. All Rights Reserved.  FAQ   Terms of Use   Privacy Policy   Copyright   Contact Us
This page was processed by apollo6 in 0.703 seconds