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Article
Publication date: 7 December 2015

Dirk van Dierendonck

The purpose of this paper is to test the combined influence of working towards self-concordant goals with goal planning and supervisory support on goal progress and job…

Abstract

Purpose

The purpose of this paper is to test the combined influence of working towards self-concordant goals with goal planning and supervisory support on goal progress and job satisfaction.

Design/methodology/approach

The data were collected among prison guards. The analysis takes into account a multilevel perspective on goals by differentiating between within- and between-person variance.

Findings

The results showed that there was no direct effect of self-concordance on goal progress. Goal progress depended on combining self-concordant goals with conscious planning and receiving supervisory support. Furthermore, it was found that job satisfaction and goal progress influenced each other over time.

Research limitations/implications

The findings confirm that to understand the influence of self-concordant goals within organizations, planning and supervisory support are essential elements for achieving goal progress. This research is the first to confirm the interrelatedness of goal progress and job-satisfaction over time.

Originality/value

The multilevel intra and interpersonal approach provides a more thorough insight into the processes involved with goal striving. It emphasizes the importance of differentiation between the different levels of motivation in Deci and Ryan’s self-determination theory, especially when applied within the work context.

Details

Evidence-based HRM: a Global Forum for Empirical Scholarship, vol. 3 no. 3
Type: Research Article
ISSN: 2049-3983

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Article
Publication date: 22 October 2020

Michael Kronenwett and Thomas Rigotti

Drawing from both the transactional theory of stress and the conservation of resources theory, this paper sets out to investigate the role of demand-specific challenge and…

Abstract

Purpose

Drawing from both the transactional theory of stress and the conservation of resources theory, this paper sets out to investigate the role of demand-specific challenge and hindrance appraisal of emotional demands, as well as time pressure and perceived goal progress within the challenge–hindrance framework.

Design/methodology/approach

For this research, 91 employees provided daily diary data for one working week. Focusing on within-persons effects, multilevel moderated mediation models using multilevel path analyses were applied.

Findings

Both emotional demands and time pressure exert positive effects on work engagement when people expect resource gain (challenge appraisal), independent of actual resource gain (achievement). Furthermore, results show that goal progress buffers negative effects of perceived blocked resource gain (hindrance appraisal) on both emotional and motivational well-being.

Originality/value

This research proposes an extension and refinement of the challenge–hindrance stressor framework to explain health-impairing and motivational processes of emotional demands and time pressure, combining reasoning from both appraisal and resource theory perspectives. The study identifies demand-specific challenge and hindrance appraisals as mediators linking demands to emotional and motivational well-being, emphasizing the influence of goal progress as a resource on these relations.

Details

Journal of Managerial Psychology, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0268-3946

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Article
Publication date: 20 March 2017

Nga Cheng Chan and Ying Ho

This paper aims to examine the moderating role of customers’ regulatory focus on the relationship between progress level of goal pursuit and customers’ consumption…

Abstract

Purpose

This paper aims to examine the moderating role of customers’ regulatory focus on the relationship between progress level of goal pursuit and customers’ consumption behaviors in a retail setting.

Design/methodology/approach

Data were collected from a loyalty program organized by a retail store selling cosmetic and skincare products. Loyalty program participants were given member cards endowed with different progress levels, and their consumption behaviors during the program period were tracked. Regulatory focus of program participants was also assessed.

Findings

Regression results show that prevention-focused customers are inclined to spend more money, accumulate more stamps and achieve more additional rewards when progress level is high rather than low. This pattern is reversed for promotion-focused customers.

Research limitations/implications

Future research may investigate the underlying mechanism by testing potential mediators. Researchers may also test the model in non-retail settings such as service industries.

Practical implications

The findings provide insights to firms regarding when and how to motivate customers with different regulatory orientations in loyalty programs.

Originality/value

This study examines the joint effect of regulatory focus and progress level on people’s consumption behaviors. The model was tested using actual consumption data collected in a retail setting.

Details

Journal of Consumer Marketing, vol. 34 no. 2
Type: Research Article
ISSN: 0736-3761

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Article
Publication date: 31 May 2011

Rana Sobh and Brett A.S. Martin

Marketers spend considerable resources to motivate people to consume their products and services as a means of goal attainment. Why people change their consumption…

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Abstract

Purpose

Marketers spend considerable resources to motivate people to consume their products and services as a means of goal attainment. Why people change their consumption behaviour is based largely on these goals; many products and services are used by consumers in an effort to attain hoped‐for selves and/or to avoid feared selves. Despite the importance for marketers in understanding how current performance influences a consumer's future efforts, this topic has received little attention in marketing research. The aim of this paper is to fill some of the gaps.

Design/methodology/approach

The paper provides a theoretical framework and uses two studies to test this. Study 1, of 203 women, aged 27‐65, examines the predictions in the context of women and visible signs of skin aging. Feedback information is measured and approach and avoidance regulatory systems are manipulated by priming hoped‐for and feared possible selves. Study 2, of 281 undergraduate men and women, replicates the findings of Study 1 with manipulated feedback, using a different context (gym training) and a sample of both male and females.

Findings

The research shows that when consumers pursue a hoped‐for self, it is expectations of success that most strongly drive their motivation. It also shows why doing badly when trying to avoid a feared self is more motivating than doing well.

Practical implications

The findings have important implications as they reveal how managers can motivate customers to keep using a product or service.

Originality/value

The paper makes several contributions to the consumer goal research literature since little is known about how positive (hoped‐for selves) and negative (feared selves) reference points in self‐regulation differentially influence consumer goal‐directed behaviour.

Details

European Journal of Marketing, vol. 45 no. 6
Type: Research Article
ISSN: 0309-0566

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Book part
Publication date: 4 December 2020

Matjaž Koman, Polona Domadenik and Tjaša Redek

European Union (EU) as a whole has made modest short-term progress toward sustainable development goals (SDG). Only in one goal (ensuring healthy lives and promotion of…

Abstract

European Union (EU) as a whole has made modest short-term progress toward sustainable development goals (SDG). Only in one goal (ensuring healthy lives and promotion of well-being) out of 17, the progress was substantial. The most problematic goals, which show movements away from sustainable development objectives, are goals that are focused on building resilient infrastructure, promotion of inclusive, sustainable industrialization, fostering innovation, and the goal that takes urgent action to combat climate changes. The analysis between old and new EU members revealed that median new EU member has made bigger progress in the last five years. For 11 SDGs, the average score is lover for median new EU member compared to median old EU member. However, the last available level of the indicator is in general still more favorable for median old EU member compared to median new EU member.

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Article
Publication date: 13 July 2015

Jaakko Aspara, Amitav Chakravarti and Arvid O. I. Hoffmann

This study aims to examine the interplay between focal and background goals in consumer financial decision-making and identify conditions that lead individuals to…

Abstract

Purpose

This study aims to examine the interplay between focal and background goals in consumer financial decision-making and identify conditions that lead individuals to trade-off financial returns for background goals.

Design/methodology/approach

The current research reviews the relevant literature on consumer financial decision-making and goal systems theory to develop a set of hypotheses that is tested using three experiments.

Findings

The experiments show that individuals who have been subtly primed with self-expressive background goals, or experienced progress toward the focal goal of financial returns, accept lower financial returns for the opportunity to invest in stocks that allow for increased self-expression. Further, while subtly primed background goals exert a non-normative influence on investment decisions, explicit cues about an investment’s background goal-instrumentality create a backlash effect, and decrease individuals’ willingness to trade-off financial returns.

Research limitations/implications

Future research could confirm the robustness of the findings of the present research by using different priming tasks and alternative ways of making the background goal explicit to individuals.

Practical implications

To achieve greater attraction among individual investors, it helps to frame a financial product or stock in communications materials in a way that sends subtle signals with which investors can identify. Such signals could include stressing the product/company’s home country (addressing individuals’ patriotism) or a particular product domain (addressing individual investors’ desire for interesting/exciting current/future products).

Originality/value

While previous research suggests that investment choices may be influenced by self-expressive motivations, to date, it remains unclear whether and when individual investors are actually willing to trade-off the focal goal of maximizing financial returns for the opportunity to satisfy alternative background goals.

Details

European Journal of Marketing, vol. 49 no. 7/8
Type: Research Article
ISSN: 0309-0566

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Book part
Publication date: 28 April 2021

Jacquelyn Chovanes, Anne O. Papalia, David F. Bateman and Mitchell Yell

This chapter describes possible effects of the 2017 Endrew F. Supreme Court decision that raised the de minimus standard established in 1982 in Board of Education of the

Abstract

This chapter describes possible effects of the 2017 Endrew F. Supreme Court decision that raised the de minimus standard established in 1982 in Board of Education of the Hendrick Hudson School District v. Rowley. In Rowley, the court held school districts provided an appropriate education to students with disabilities by demonstrating that students' Individualized Education Programs (IEPs) are reasonably calculated to provide some educational benefit. In contrast, the Endrew F. decision requires IEPs to be reasonably calculated to provide progress that is appropriately ambitious in light of the child's circumstances. The implications of Endrew F. in the IEP process are delineated, including the importance of meaningful parent involvement; relevant and current statements of present levels of performance; challenging; ambitious and measurable goals; and frequent, systematic progress monitoring used to inform effective instructional changes that maximize student progress toward IEP goals. Finally, the authors discuss ways that Endrew F. may affect future litigation and that school districts may prepare to avoid possible litigation in the post-Endrew era.

Details

The Next Big Thing in Learning and Behavioral Disabilities
Type: Book
ISBN: 978-1-80071-749-7

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Article
Publication date: 8 May 2017

Aline D. Masuda, Claudia Holtschlag and Jessica M. Nicklin

In line with conservation of resources theory and signaling theory, the purpose of this paper is to conceptualize and test a multiple mediation model in which…

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4403

Abstract

Purpose

In line with conservation of resources theory and signaling theory, the purpose of this paper is to conceptualize and test a multiple mediation model in which telecommuting affects engagement via perceived supervisor goal support and goal progress.

Design/methodology/approach

A three-phase longitudinal study carried out over ten months was used to test the hypotheses.

Findings

Individuals who worked in organizations that offer telecommuting were more engaged than those who worked in organizations that did not offer telecommuting. Furthermore, telecommuting availability was not only directly but also indirectly related to engagement via perceived supervisor goal support and goal progress. Engagement in general decreased over time. However, individuals who attained their personal work goals were able to maintain high levels of engagement.

Research limitations/implications

Giving employees the option to telecommute could increase employee engagement. This study is correlational in nature and relied on self-report data.

Originality/value

This is the first study examining the effects of telecommuting on engagement over a period of ten months. It is also the first study to use perceived supervisor goal support and goal progress as explanatory variables to the teleworking and engagement relationship.

Details

Career Development International, vol. 22 no. 2
Type: Research Article
ISSN: 1362-0436

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Article
Publication date: 1 June 2021

Ashleigh Hillier, Nataliya Poto, David Schena II, Abigail Buckingham and Alice Frye

The lack of services for adults on the autism spectrum is of growing concern. Given the huge variation in how autism impacts people, individualized approaches might be…

Abstract

Purpose

The lack of services for adults on the autism spectrum is of growing concern. Given the huge variation in how autism impacts people, individualized approaches might be particularly effective. The purpose of this paper is to present an overview of a community-based life-skills coaching program for adults with autism “LifeMAP.”

Design/methodology/approach

LifeMAP is structured around individualized meetings between a client and their coach where they identify, prioritize and make progress toward self-selected goals. LifeMAP was established in 2008 and has since served around 2,600 clients. This paper provides an outline of the LifeMAP program, how sessions with clients are structured, goals that adults with autism prioritize and preliminary data on progress toward goal attainment.

Findings

Findings indicated that the LifeMAP program model was effective in supporting progress toward goals, increasing confidence toward goals and reducing anxiety.

Originality/value

Given the scope of the LifeMAP program, this overview is unique in providing pertinent information to others looking for effective and authentic strategies to support autistic adults and those transitioning from high school. This study provides a realistic perspective on how programs are applied in community-based settings, outside a structured, formal lab setting. It is concluded that individualized intervention approaches might be key to successful outcomes for adults with autism.

Details

Advances in Autism, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2056-3868

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Article
Publication date: 29 January 2018

Hsuan-Hsuan Ku, Po-Hsiang Yang and Chia-Lun Chang

Marketers may proactively give customers personalized notices regarding their progress toward certain rewards as a means to stimulate ongoing behaviors. This paper aims to…

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1042

Abstract

Purpose

Marketers may proactively give customers personalized notices regarding their progress toward certain rewards as a means to stimulate ongoing behaviors. This paper aims to investigate the effect on customer repatronage intention by framed messages concerning either goal-distance or consequences of an action and it also seeks to identify important variables moderating those responses.

Design/methodology/approach

Five between-subjects experiments examined how participants’ repatronage intentions, in response to the framing of goal-distance (Study 1a) and consequences of an action (Study 2a), varied as a function of their level of progress toward goal completion and also tested if the framing effects might be attenuated when relationship benefit was high rather than low (Studies 1b and 2b). They further adopted perceived reciprocity as an underlying mechanism for examining the interplay between these two kinds of framing in stimulating ongoing behavior (Study 3).

Findings

Although messages which emphasized what individuals need to spend more to attain a reward (versus how short they are from earning a reward) or loss following inaction (versus gain following action) were likely to erode intention, such effects were confined to individuals with a moderate level of progress. This intention-eroding effect was further attenuated by attractive reward. The persuasive advantages of short-from-the-end framing of goal-distance over more-to-the-end counterparts were found to be diminished when paired with a loss-framed message concerning consequences of an action. Furthermore, the observed effects on intention were mediated by perceived reciprocity.

Originality/value

The studies add to the current understanding of how the way in which information is presented might enhance loyalty or fail to do so.

Details

European Journal of Marketing, vol. 52 no. 3/4
Type: Research Article
ISSN: 0309-0566

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