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

Kivetz, Ran, Urminsky, Oleg, Zheng, Yuhuang·2006·Journal of Marketing Research

Cited by (721)

Items 401–500 of 721

  1. Consumer Prediction
    Carey K. Morewedge, Hal Ersner-Hershfield · 2015 · Cambridge University Press eBooks
  2. Restricting Choice Freedom Reduces Post-choice Goal Disengagement
    Jordan Etkin, Juliano Laran · 2018 · Journal of the Association for Consumer Research
  3. Product differentiation in aviation passenger markets: The impact of demand heterogeneity on competition
    Christiaan Behrens · 2013 · Digital Academic REpository of VU University Amsterdam (Vrije Universiteit Amsterdam)
  4. Gamification of the sales process at a telecommunications company to improve the motivation of the salesforce
    Johannes Kananen, Murat Akpinar · 2015 · Theseus (Ammattikorkeakoulujen)
  5. Choice architecture techniques: developing a comprehensive taxonomy to test applicability in business relationships
    Robert Münscher · 2024 · Management Decision
  6. Kinks as Goals: Accelerating Commissions and the Performance of Sales Teams
    Peter Kuhn, Lizi Yu · 2024 · Management Science
  7. Learning to be loyal: A schema theory perspective on game use
    Tzu‐Ling Huang, Gen‐Yih Liao, Hsin‐Yi Huang, Alan R. Dennis, Ching‐I Teng · 2025 · European Journal of Information Systems
  8. Evaluating factors influencing the delivery and outcomes of an incentive-based behaviour change strategy targeting child obesity: protocol for a qualitative process and impact evaluation
    Gemma Enright, Alex Gyani, Simon Raadsma, Margaret A Allman-Farinelli, Chris E. Rissel, Christine Innes‐Hughes, Sarah Lukeis, Anthony Rodgers, Julie Redfern · 2016 · BMJ Open
  9. Contiguous Search: Exploration and Ambition on Uncharted Terrain
    Can Urgun, Leeat Yariv · 2024 · Journal of Political Economy
  10. The rich get richer: Derivative revenue as a catalyst for bike-sharing subscription services
    Xuan Li, Qing Zheng, Da Ke · 2024 · Transportation Research Part E Logistics and Transportation Review
  11. The Message or the Messenger? Inferring Virality and Diffusion Structure from Online Petition Signature Data
    Chi Ling Chan, Justin Lai, Bryan Hooi, Todd R. Davies · 2017 · Lecture notes in computer science
  12. Remaining focus increases task evaluation and future task perseverance
    Yunhui Huang, Yanli Jia · 2018 · International Journal of Research in Marketing
  13. Does serving vegetables in partitioned portions promote vegetable consumption?
    Michelle R. vanDellen, Janani Rajbhandari‐Thapa, Julio Sevilla · 2019 · Food Quality and Preference
  14. The effects of romantic motives on numerical preferences
    Aekyoung Kim · 2020 · Psychology and Marketing
  15. The psychology of task management: The smaller tasks trap
    Zohar Rusou, Moty Amar, Shahar Ayal · 2020 · Judgment and Decision Making
  16. Understanding Discount Program Risk in Hospitality: A Monte Carlo Approach
    Kahlil S. Philander, Carola Raab, Orie Berezan · 2015 · Journal of Hospitality Marketing & Management
  17. Commentaries and Reply on “Predicting Customer Value Using Clumpiness: From RFM to RFMC” by Yao Zhang, Eric T. Bradlow, and Dylan S. Small
    Vineet Kumar, Kannan Srinivasan, Vithala R. Rao · 2015 · Marketing Science
  18. Does the Framing of Progress Towards Virtual Rewards Matter?
    Dennis Kundisch, Tobias von Rechenberg · 2016 · Business & Information Systems Engineering
  19. Managing Debt and Managing Each Other: The Interpersonal Dynamics of Shared Financial Decisions
    Jenny G. Olson, Scott I. Rick · 2015 · SSRN Electronic Journal
  20. Information Disclosure via Platform Endorsement in Online Healthcare
    Jiajia Zhan, Xu Zhang, Hongqiao Fu · 2024 · SSRN Electronic Journal
  21. Enhancing customer engagement value: a comprehensive review of integrated program strategies beyond loyalty programs
    Dae Yun Park · 2025 · Journal of Services Marketing
  22. The effect of matching strategies and advertising performance: the roles of perceived goal progress and customer search behaviors
    Yaxin Ming, Chenxi Li, Siyu Peng · 2025 · Journal of Research in Interactive Marketing
  23. The Motivating-Uncertainty Effect: Uncertainty Increases Resource Investment in the Process of Reward Pursuit
    Luxi Shen, Ayelet Fishbach B, Christopher K. Hsee · 2015
  24. The phantom steering effect in Q&A websites
    Nicholas Hoernle, Gregory Kehne, Ariel D. Procaccia, Kobi Gal · 2022 · Knowledge and Information Systems
  25. Cancel anytime!: How easy cancellation options enhance purchase intentions for services that require long-term commitments
    Sohyeon Park, Kacy K. Kim, Seolwoo Park, Yung Kyun Choi, Sukki Yoon · 2023 · Journal of Retailing and Consumer Services
  26. Biases in Improvement Decisions: People Focus on the Relative Reduction in Bad Outcomes
    William H. Ryan, Stephen M. Baum, Ellen Riemke Katrien Evers · 2024 · Psychological Science
  27. The Prioritization of Prospection
    Eugene M. Caruso, Sam J. Maglio, Leaf Van Boven A · 2024 · Personality and Social Psychology Review
  28. The Biological Benefits of Failure on Learning and Tools to Manage the Fallout
    Lauren Elizabeth Margulieux, James E. Prather, Masoumeh Rahimi · 2025 · Educational Psychology Review
  29. Perceived Effectiveness of Sales Promotion Techniques amongst South African Generation Y Students
    Heleneze-Tianè Lues · 2014 · Mediterranean Journal of Social Sciences
  30. When goals loom darker: Goal ambivalence moderates the effect of goal proximity on goal‐related motivation
    Veronika Brandstätter, Svenja H. Koletzko, Martin Bettschart · 2018 · European Journal of Social Psychology
  31. Should competing firms offer ‘Buy n times, get one free’ loyalty programs? A game-theoretic analysis
    Amirhossein Bazargan, Saeed Zolfaghari, Salma Karray · 2019 · Journal of the Operational Research Society
  32. Don’t fear the meter: How longer time limits bias managers to prefer hiring with flat fee compensation
    Indranil Goswami, Oleg Urminsky · 2020 · Organizational Behavior and Human Decision Processes
  33. Getting Everyone Onboard: Framing Collective Goal Progress Broadens Participation in Collective Marketing Campaigns
    Yaeeun Kim, Crystal Reeck · 2019 · Frontiers in Psychology
  34. “My Goal Is to Lose 2.923 kg!”—Efficacy of Precise Versus Round Goals for Body Weight Reduction
    Marie-Lena Frech, Malte Friese, David D. Loschelder · 2022 · Frontiers in Psychology
  35. More time, more work: How time limits bias estimates of task scope and project duration
    Indranil Goswami, Oleg Urminsky · 2020 · Judgment and Decision Making
  36. Shorter Goals for the Faster Life: Childhood Unpredictability Is Associated With Shorter Motivational Time Horizons
    José L. Martínez, Jon K. Maner · 2023 · Personality and Social Psychology Bulletin
  37. Measurement of Users’ Experience on Online Platforms from Their Behavior Logs
    Deepali Jain, Atanu R. Sinha, Deepali Gupta, Nikhil Sheoran, Sopan Khosla · 2018 · Lecture notes in computer science
  38. Effectiveness of a behavioural incentive scheme linked to goal achievement in overweight children: a cluster randomized controlled trial
    Julie Redfern, Gemma Enright, Karice K. Hyun, Simon Raadsma, Margaret A Allman-Farinelli, Christine Innes‐Hughes, Santosh Khanal, Sarah Lukeis, Chris E. Rissel, Hui-Yih Chai et al. · 2019 · Journal of Obesity and Diabetes
  39. Urgency and engagement: Empirical evidence from a large-scale intervention on energy use awareness
    Giovanna D’Adda, Arianna Galliera, Massimo Tavoni · 2020 · Journal of Economic Psychology
  40. The goal gradient hypothesis: Does performance increase with proximity to goal when autonomy is low?
    Marcela Bobková, Ladislav Lovaš · 2021 · Current Psychology
  41. Loss aversion and high stakes
    Stephen Andrew Easton, Sean Pinder · 2021 · Accounting and Finance
  42. FEELING, THINKING, DOING: AFFECTIVE INFLUENCES ON GOAL PROGRESS AND ENTREPRENEURIAL EFFORTS
    Marilyn Ang Uy, Maw‐Der Foo · 2010 · Frontiers of entrepreneurship research
  43. Managing Customer's Usage Behavior in a Multi-vendor Loyalty Program
    구계령, WonSeokWoo · 2015 · Journal of Distribution Science
  44. Proximity to or Progress toward Receiving a Telephone Service? An Experimental Investigation of Customer Reactions to Features of Telephone Auditory Messages
    Liad Weiss, Anat Rafaeli, Nira Munichor · 2008
  45. Sticky Rebates: Target Rebates Induce Non-Rational Loyalty in Consumers
    Alexander Morell, Andreas Glöckner, Emanuel Vahid Towfigh · 2009 · SSRN Electronic Journal
  46. Incentives and the Allocation of Effort Over Time: The Joint Role of Affective and Cognitive Decision Making
    David Huffman, Lorenz F. Goette · 2006 · SSRN Electronic Journal
  47. Information about task progress modulates cognitive demand avoidance
    Sean Devine, A. Ross Otto · 2021
  48. From consolidation to fragmentation: How removing shipping thresholds reshapes purchase behaviour
    Weilu Sun, Yimeng Zhang, Yongyue Bie, Qiang Guo · 2026 · Journal of Retailing and Consumer Services
  49. Information on Averted Infections Increased Perceived Efficacy of Regulations and Intentions to Follow Them
    Maayan Katzir, Nira Liberman · 2021 · Social Psychological and Personality Science
  50. The trivial-task motivation effect: highlighting completion of an initial trivial task increases motivation for the main task
    Yangjie Gu, Elaine Chan, Aradhna Krishna · 2023 · Marketing Letters
  51. The entrenchment effect: Why people persist with less-preferred behaviors
    Alicea Lieberman, On Amir, Ziv Carmon · 2023 · Organizational Behavior and Human Decision Processes
  52. The different roads not taken: Considering diverse foregone alternatives motivates future goal persistence
    Hye‐Young Kim, Oleg Urminsky · 2024 · Journal of Consumer Psychology
  53. Crowdfunding technology projects: The impact of textual characterization on project success
    Abraham Yosipof, Yang Song, Netanel Drori · 2024 · Canadian Journal of Administrative Sciences / Revue Canadienne des Sciences de l Administration
  54. Satisfacción y Fidelización del Cliente
    Almudena Barrientos–Báez, Enrique Carvajal Zaera, David Caldevilla Domínguez · 2025 · VISUAL REVIEW International Visual Culture Review / Revista Internacional de Cultura Visual
  55. The divergent impact of reward magnitude on goal eagerness and effort investment
    Liyin Jin, Qian Xu, Yajin Wang, Ying Zhang · 2021 · Organizational Behavior and Human Decision Processes
  56. The Impact of Free-Play: A Longitudinal Study of Trip-Level Visitation and Wagering Behavior
    Anthony F. Lucas, Katherine A. Spilde, Ashok Kr Singh · 2022 · Cornell Hospitality Quarterly
  57. Social information decreases giving in late-stage fundraising campaigns
    Coby Morvinski, Matthew J. Lupoli, On Amir · 2022 · PLoS ONE
  58. An Examination of the Motivations to Maintain, Approach, and Avoid by Proximity to the Ideal State
    Yael Ecker, Michael Gilead, Roland Imhoff · 2023 · Social Cognition
  59. Re-visiting hope as a discrete emotion and its role in Persuasion
    Lijiang Shen, Shu Scott Li, Kelly Sweeney, Daniel C. Lee · 2023 · Communication Quarterly
  60. The Temporal Dynamics of Goal Systems
    Szu‐chi Huang · 2023 · Oxford University Press eBooks
  61. Science Learning Gamification: Perspectives in Building Student Creativity
    Rindu Rahmatiah, Joni Rokhmat, Abdul Wahab Jufri, Gunawan Gunawan, AA Sukarso · 2023 · Jurnal Penelitian Pendidikan IPA
  62. Goal-gradient point rewards can increase consumers' willingness to purchase poverty-alleviating products
    Fei Zou, Mei Yang, Yanju Zhou, Yaling Deng, Baiwei Xie · 2023 · Socio-Economic Planning Sciences
  63. The Closing-the-Gap Effect: Joint Evaluation Leads Donors to Help Charities Farther from Their Goal
    Rishad Habib, David J. Hardisty, Katherine White, Baek Jung Kim · 2024 · Journal of Marketing Research
  64. Cross-partner effects in coalition loyalty programs: the interaction of point redemptions with program sales
    Chen Li, Srinivasan Swaminathan, Junhee Kim · 2025 · European Journal of Marketing
  65. How to promote dark tourism among Gen Z travellers: a motivational perspective
    Dung Phuong Hoang, Thong Huy Vu, Nga Quynh Nguyen · 2025 · Consumer Behavior in Tourism and Hospitality
  66. Forcing your luck: Goal-striving behavior in chance situations
    Daniela Becker, Joop van der Pligt · 2015 · Motivation and Emotion
  67. DETERMINANTS OF CUSTOMER RETENTION IN THE MOBILE TELECOMMUNICATION INDUSTRY IN KENYA: A CASE OF AIRTEL KENYA
    REBECCA KAPAI · 2015 · Strategic Journal of Business & Change Management
  68. The Influence of Loyalty Programs and Short-Term Promotions on Customer
    Michael V. Lewis · 2004
  69. The Real‐Time Cognitive Value of Eating Kale, Helping, and Doing Something Special: “Concurrent Experience Evaluation” (CEE), Its Drivers and Moderators, and Research Directions
    Itamar Simonson · 2020 · Journal of Consumer Psychology
  70. Appreciating Support – Antecedents of Subscription-Based Crowdfunding Campaign Success
    Hendrik Jöntgen · 2022 · Hawaii International Conference on System Sciences (HICSS)
  71. Gamification and Mobile Marketing Effectiveness
    Charles F. Hofacker, Ko de Ruyter, Nicholas H. Lurie · 2015 · SSRN Electronic Journal
  72. Identification of Dynamic Models of Rewards Programme
    Andrew T. Ching, Masakazu Ishihara · 2015 · SSRN Electronic Journal
  73. Prosocial Goal Pursuit in Crowdfunding: Evidence from Kickstarter.com
    Hengchen Dai, Dennis Zhang · 2017 · SSRN Electronic Journal
  74. Does Real-Time Feedback Make You Try Less Hard?: A Study of Automotive Telematics
    Vivek Choudhary, Masha Shunko, Serguei Netessine · 2018 · SSRN Electronic Journal
  75. Making-The-Product-Happen: A Driver of Crowdfunding Participation
    David Zvilichovsky, Shai Danziger, Yael Steinhart · 2017 · SSRN Electronic Journal
  76. Customer Loyalty Programmes
    John Heath Roberts · 2016 · Palgrave Macmillan UK eBooks
  77. Empirically Estimating Strategic Behavior for Hotel Standby Upgrade Programs
    Övünç Yılmaz, Mark E. Ferguson, Pelin Pekgün · 2019 · SSRN Electronic Journal
  78. “Repayment-by-Purchase” Helps Consumers to Reduce Credit Card Debt
    Grant E. Donnelly, Cait Poynor Lamberton, Stephen Bush · 2020 · SSRN Electronic Journal
  79. Staying the Course: The Option of Doing Nothing and Its Impact on Postchoice Persistence
    Rom Y. Schrift, Jeffrey R. Parker · 2014 · SSRN Electronic Journal
  80. Breakage analysis for profitability management in high-value, low-frequency loyalty programs
    Marcel Goić, Ricardo Montoya, Isamar Troncoso · 2024 · International Journal of Research in Marketing
  81. Shopper Search in Response to Conditional Promotions: A Function of Basket Sizes and Incentive Types
    Atul A. Kulkarni, Hong Yuan · 2025 · Psychology and Marketing
  82. How temporal landmarks affect individual psychology and behavior: influences and underlying mechanisms
    Shuangshuang Song, Yuxuan Ji, Sheng Bi · 2025 · Marketing Intelligence & Planning
  83. Driving user engagement with consumer carbon footprint reports: exploring barriers and facilitators via banking services
    Marilena Schnorrenberg, Sabrina Gill, Vivi Antonopoulou · 2025 · Management of Environmental Quality An International Journal
  84. How gaming goal pursuit and expert-rated computer game features interact to affect human game use behavior
    Gen‐Yih Liao, Shih‐I Tai, Nga Yan Ng, T.C.E. Cheng, Ching‐I Teng · 2025 · Computers in Human Behavior
  85. Is gamification always beneficial? Exploring non-monotonic consumer motivation and progress framing in gamified loyalty programs
    Jiyoung Hwang, Laee Choi · 2026 · Journal of Retailing and Consumer Services
  86. When Social Media Ideals Backfire: How Idealized Digital Standards Undermine Self‐Efficacy and Goal Attainability
    Rafael Wagner, Diego Costa Pinto, Saleh Shuqair, Ana Valenzuela, Barry J. Babin · 2026 · Psychology and Marketing
  87. Can restrictions on redemption timing boost profitability of loyalty programs in competitive environments?
    Amirhossein Bazargan, Salma Karray, Saeed Zolfaghari · 2021 · Computational Management Science
  88. Escalating frustration - A replication attempt and extension of Yu et al. (2014)
    Charlotte Eben, Zhang Chen, Raquel E. London, Frederick Verbruggen · 2024 · Open Research Europe
  89. Design and rationale of penn medicine healthy heart, a randomized trial of effectiveness of a centrally organized approach to blood pressure and cholesterol improvement among patients at elevated risk of atherosclerotic cardiovascular disease
    Kevin G. M. Volpp, Katy Mahraj, Larry Norton, David A. Asch, Karen Glanz, S.J. Mehta, Marguerite A. Balasta, Wendell E. Kellum, John C. Wood, LB Russell et al. · 2024 · American Heart Journal
  90. Nonlinear moderating effects of individual social engagement in freemium strategies on digital content platforms
    Hanbing Xue, Qianzhou Du, Jin Liu, Yongjun Li · 2024 · Industrial Management & Data Systems
  91. On the course of goal pursuit: The influence of goal progress on explicit judgments of self-agency
    Anneloes Kip, D. van der Blom, Anouk van der Weiden · 2021 · Consciousness and Cognition
  92. Impact of the Cyber Hygiene Intelligence and Performance (CHIP) Interface on Cyber Situation Awareness and Cyber Hygiene
    Janine D. Mator, Jeremiah D. Still · 2021 · Lecture notes in computer science
  93. The Optimal Solution of a Non-Convex State-Dependent LQR Problem and Its Applications
    Xudan Xu, Jiangcheng Zhu, Ping Zhang · 2014 · PLoS ONE
  94. The Redemption Behavior of Loyalty Points and Customer Lifetime Value
    Dae-Yun Park, Shijin Yoo · 2014 · 한국경영과학회지
  95. Biopsychically inspired cognitive control for autonomous agents based on motivated learning
    Jiangcheng Zhu, Xudan Xu · 2012 · International Conference on Methods and Models in Automation and Robotics
  96. Eficacia de programas de fidelización en supermercados. Un enfoque comparativo de dos formas de conseguir la lealtad del cliente
    Victoria Labajo, Antonio Tena · 1970 · Redmarka Revista de Marketing Aplicado
  97. Nudging Individuals Toward Healthier Food Choices with the 4 P’s Framework for Behavior Change
    Zoë Chance, Ravi Dhar, Michelle Hatzis, Kim Huskey · 2015 · Oxford University Press eBooks
  98. The Effect on Behavior Intention of Post Purchase to the Cognitive and Emotional Response Under Time Pressure
    이영일 · 2010 · Journal of Product Research
  99. Applications of reference dependence
    Guy Hochman, Joaquín Gómez‐Miñambres, Shahar Ayal · 2022 · Journal of Economic Psychology
  100. Loyalty Schemes in Retailing
    Nicolas Hoffmann · 2014 · Peter Lang D eBooks