Goals as Reference Points: Empirical Evidence from a Virtual Reward System

Published Online:https://doi.org/10.1287/deca.2016.0331

References

  • Allen EJ, Dechow PM, Pope DG, Wu G (2016) Reference-dependent preferences: Evidence from marathon runners. Management Sci., ePub ahead of print April 20, http://dx.doi.org/10.1287/mnsc.2015.2417.Google Scholar
  • Allison PD, Waterman RP (2002) Fixed-effects negative binomial regression models. Sociol. Methodology 32(1):247–265.CrossrefGoogle Scholar
  • Anderson A, Huttenlocher D, Kleinberg J, Leskovec J (2013) Steering user behavior with badges. Schwabe D, Almeida V, Glaser H, eds. Proc. 22nd Internat. Conf. World Wide Web, Rio de Janeiro, Brazil (Association for Computing Machinery, New York), 95–106.CrossrefGoogle Scholar
  • Antin J, Churchill EF (2011) Badges in social media: A social psychological perspective. Gamification Workshop Proc., Vancouver, BC, Canada.Google Scholar
  • Bandura A, Schunk DH (1981) Cultivating competence, self-efficacy, and intrinsic interest through proximal self-motivation. J. Personality Soc. Psych. 41(3):586–598.CrossrefGoogle Scholar
  • Benartzi S, Thaler RH (1995) Myopic loss-aversion and the equity premium puzzle. Quart. J. Econom. 110(1):75–92.CrossrefGoogle Scholar
  • Botterill CB (1977) Goal setting and performance on an endurance task. Unpublished doctoral dissertation, University of Alberta, Edmonton, Alberta, Canada.Google Scholar
  • Blohm I, Leimeister JM (2013) Gamification. Design of IT-based enhancing services for motivational support and behavioral change. Bus. Inform. Systems Engrg. 5(4):275–278.CrossrefGoogle Scholar
  • Bordley RF, LiCalzi ML (2000) Decision analysis using targets instead of utility functions. Decisions Econom. Finance 23(1):53–74.CrossrefGoogle Scholar
  • Bryan JF, Locke EA (1967) Goal setting as a means of increasing motivation. J. Appl. Psych. 51(3):274–277.CrossrefGoogle Scholar
  • Burke B (2014) Gamify: How Gamification Motivates People to Do Extraordinary Things (Bibliomotion, Inc., Brookline, MA).Google Scholar
  • Camerer C, Babcock L, Loewenstein G, Thaler R (1997) Labor supply of New York City cabdrivers: One day at a time. Quart. J. Econom. 112(2):407–441.CrossrefGoogle Scholar
  • Cameron AC, Trivedi PK (2013) Regression Analysis of Count Data (Cambridge University Press, Cambridge, UK).CrossrefGoogle Scholar
  • Castagnoli E, LiCalzi ML (1996) Expected utility without utility. Theory Decision 41(3):281–301.CrossrefGoogle Scholar
  • DellaVigna S, LiCalzi ML (2001) Learning to make risk neutral choices in a symmetric world. Math. Soc. Sci. 41(1):19–37.CrossrefGoogle Scholar
  • Denny P (2013) The effect of virtual achievements on student engagement. Mackay WE, ed. Proc. SIGCHI Conf. Human Factors Comput. Systems (Association for Computing Machinery, New York), 763–772.CrossrefGoogle Scholar
  • Deterding S, Khaled R, Nacke LE, Dixon D (2011) Gamification: Toward a definition. Gamification Workshop Proc., Vancouver, BC, Canada.Google Scholar
  • Drèze X, Nunes JC (2009) Feeling superior: The impact of loyalty program structure on consumers’ perceptions of status. J. Consumer Res. 35(6):890–905.CrossrefGoogle Scholar
  • Festinger L (1954) A theory of social comparison processes. Human Relations 7(2):117–140.CrossrefGoogle Scholar
  • Garland H (1982) Goal levels and task performance: A compelling replication of some compelling results. J. Appl. Psych. 67(2):245–248.CrossrefGoogle Scholar
  • Gartner (2011) Gartner says by 2015, more than 50 percent of organizations that manage innovation processes will gamify those processes (April 12), http://www.gartner.com/newsroom/id/1629214.Google Scholar
  • Goes P, Guo C, Lin M (2016) Do incentive hierarchies induce user effort? Evidence from an online knowledge exchange. Working paper, University of Arizona, Tucson.LinkGoogle Scholar
  • Guimaraes P (2008) The fixed effects negative binomial model revisited. Econom. Lett. 99(1):63–66.CrossrefGoogle Scholar
  • Hamari J (2013) Transforming homo economicus into homo ludens: A field experiment on gamification in a utilitarian peer-to-peer trading service. Electronic Commerce Res. Appl. 12(4):236–245.CrossrefGoogle Scholar
  • Hamari J, Koivisto J, Sarsa H (2014) Does gamification work?—A literature review of empirical studies on gamification. Sprague RH Jr, ed. Proc. 47th Hawaii Internat. Conf. System Sci. (Conference Publishing Services, Los Alamitos, CA), 3025–3034.CrossrefGoogle Scholar
  • Hausman JA, Hall BH, Griliches Z (1984) Econometric models for count data with an application to the patents-R&D relationship. Econometrica 52(4):909–938.CrossrefGoogle Scholar
  • Heath C, Larrick RP, Wu G (1999) Goals as reference points. Cognitive Psych. 38(1):79–109.CrossrefGoogle Scholar
  • Hong W, Chan FKY, Thong JYL, Chasalow LC, Dhillon G (2014) A framework and guidelines for context-specific theorizing in information systems research. Inform. Systems Res. 25(1):111–136.LinkGoogle Scholar
  • Jeppesen JB, Frederiksen L (2006) Why do users contribute to firm-hosted user communities? The case of computer controlled music instruments. Organ. Sci. 17(1):45–63.LinkGoogle Scholar
  • Kahneman D, Tversky A (1979) Prospect theory: An analysis of decision under risk. Econometrica 47(2):263–291.CrossrefGoogle Scholar
  • Kankanhalli A, Tan B, Wei KK (2005) Contributing knowledge to electronic knowledge repositories: An empirical investigation. MIS Quart. 29(1):113–143.CrossrefGoogle Scholar
  • Keisler JM, Bordley RF (2014) Project management decisions with uncertain targets. Decision Anal. 12(1):15–28.LinkGoogle Scholar
  • Kollock P (1999) The economies of online cooperation. Smith M, Kollock P, eds. Communities in Cyberspace (Routledge, New York), 220–242.Google Scholar
  • Kramer RM (1989) Windows of vulnerability or cognitive illusions? Cognitive processes and the nuclear arms race. J. Experiment. Soc. Psych. 25(1):79–100.CrossrefGoogle Scholar
  • Kumar J (2013) Gamification at work: Designing engaging business software. Marcus A, ed. Proc. Second Internat. Conf. Design, User Experience and Usability, Las Vegas, NV (Springer, Berlin), 528–537.CrossrefGoogle Scholar
  • LaPorte RE, Nath R (1976) Role of performance goals in prose learning. J. Educational Psych. 68(3):260–264.CrossrefGoogle Scholar
  • Latham GP, Locke EA (1991) Self-regulation through goal setting. Organ. Behav. Human Decision Processes 50(2):212–247.CrossrefGoogle Scholar
  • Lerner J, Tirole J (2002) Some simple economics of open source. J. Industrial Econom. 50(2):197–234.CrossrefGoogle Scholar
  • Levitt SD, List JA (2007) What do laboratory experiments measuring social preferences reveal about the real world? J. Econom. Perspectives 21(2):153–174.CrossrefGoogle Scholar
  • Li Z, Huang KW, Cavusoglu H (2012) Quantifying the impact of badges on user engagement in online Q&A communities. George JF, ed. Proc. 2012 Internat. Conf. Inform. Systems, Orlando, Florida (Association of Information Systems, Atlanta).Google Scholar
  • LiCalzi M (1999) A language for the construction of preferences under uncertainty. Revista Real Academia Ciencias Exactas, Fìsicas Naturales 93(4):439–450.Google Scholar
  • Locke EA, Bryan JF (1969) The directing function of goals in task performance. Organ. Behav. Human Performance 4(1):35–42.CrossrefGoogle Scholar
  • Locke EA, Latham GP (1990) A Theory of Goal Setting and Task Performance (Prentice-Hall, Upper Saddle River, NJ).Google Scholar
  • Locke EA, Latham GP (2002) Building a practically useful theory of goal setting and task motivation: A 35-year odyssey. Amer. Psych. 57(9):705–717.CrossrefGoogle Scholar
  • Markle A, Wu G, White RJ, Sackett AM (2015) Goals as reference points in marathon running: A novel test of reference dependence. Research Paper 2523510, Gabelli School of Business, Fordham University, New York.Google Scholar
  • McNeil BJ, Pauker SG, Tversky A (1988) On the framing of medical decisions. Bell DE, Raiffa H, Tversky A, eds. Decision Making: Descriptive, Normative, and Prescriptive Interactions (Cambridge University Press, Cambridge, UK), 562–568.CrossrefGoogle Scholar
  • Mento AJ, Steel RP, Karren RJ (1987) A meta-analytic study of the effects of goal setting on task performance: 1966–1984. Organ. Behav. Human Decision Processes 39(1):52–83.CrossrefGoogle Scholar
  • Mutter T, Kundisch D (2014a) Don’t take away my status!–Evidence from the restructuring of a virtual reward system. Comput. Networks 75(November):477–490.CrossrefGoogle Scholar
  • Mutter T, Kundisch D (2014b) Behavioral mechanisms prompted by badges: The goal-gradient hypothesis. Myers MD, Straub WS, eds. Proc. 2014 Internat. Conf. Inform. Systems, Auckland, New Zealand (Association for Information Systems, Atlanta), 4037–4053.Google Scholar
  • Nemeroff WF, Cosentino J (1979) Utilizing feedback and goal setting to increase performance appraisal interviewer skills of managers. Acad. Management J. 22(3):566–576.CrossrefGoogle Scholar
  • Ness RG, Patton RW (1979) The effect of beliefs on maximum weight-lifting performance. Cognitive Therapy Res. 3(2):205–211.CrossrefGoogle Scholar
  • Odean T (1998) Are investors reluctant to realize their losses? J. Finance 53(5):1775–1798.CrossrefGoogle Scholar
  • Penenberg AL (2013) Play at Work: How Games Inspire Breakthrough Thinking (Penguin, New York).Google Scholar
  • Quattrone GA, Tversky A (1988) Contrasting rational and psychological analyses of political choice. Amer. Political Sci. Rev. 82(3):719–736.CrossrefGoogle Scholar
  • Ren Y, Harper FM, Drenner S, Terveen L, Kiesler S, Riedl J, Kraut RE (2012) Building member attachment in online communities: Applying theories of group identity and interpersonal bonds. MIS Quart. 36(3):841–864.CrossrefGoogle Scholar
  • Rothkopf EZ, Billington MJ (1979) Goal-guided learning from text: Inferring a descriptive processing model from inspection times and eye movements. J. Educational Psych. 71(3):310–327.CrossrefGoogle Scholar
  • Sales SM (1970) Some effects on role overload and role underload. Organ. Behav. Human Performance 5(6):592–608.CrossrefGoogle Scholar
  • Stevenson MK, Kanfer FH, Higgins JM (1984) Effects of goal specificity and time cues on pain tolerance. Cognitive Therapy Res. 8(4):415–426.CrossrefGoogle Scholar
  • Thaler RH (1985) Mental accounting and consumer choice. Marketing Sci. 4(3):199–214.LinkGoogle Scholar
  • Tversky A, Kahneman D (1992) Advances in prospect theory: Cumulative representation of uncertainty. J. Risk Uncertainty 5(4):297–323.CrossrefGoogle Scholar
  • Wasko M, Faraj S (2005) Why should I share? Examining social capital and knowledge contribution in electronic networks of practice. MIS Quart. 29(1):35–57.CrossrefGoogle Scholar
  • Wooldridge JM (2010) Econometric Analysis of Cross Section and Panel Data (MIT Press, Cambridge, MA).Google Scholar
  • Wu G, Heath C, Larrick R (2008) A prospect theory model of goal behavior. Working paper, Graduate School of Business, University of Chicago, Chicago.Google Scholar
  • Wyer RS, Srull TK, Gordon SE, Hartwick J (1982) Effect of processing objectives on the recall of prose material. J. Personality Soc. Psych. 43(4):674–688.CrossrefGoogle Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.