The Effects of Effort and Intrinsic Motivation on Risky Choice

References

• Adams Stacy J., Berkowitz L. Inequity in social exchange. Advances in Experimental Social Psychology (1965) 2(Academic Press, New York) 267–299Crossref, Google Scholar
• Arkes H. R., Blumer C. The psychology of sunk cost. Organ. Behavior Human Decision Processes (1985) 35:124–140Crossref, Google Scholar
• Arrow Kenneth J.Essays in the Theory of Risk Bearing (1971) (Markham, Chicago IL) Google Scholar
• Atkinson John W. Motivational determinants of risk-taking behavior. Psych. Rev. (1957) 64:359–372Crossref, Google Scholar
• Barlow Richard G. Frequency marketing in the twenty-first century. Colloquy (1999) 7(2Google Scholar
• Bem Daryl J. Self-perception: An alternative interpretation of cognitive dissonance phenomena. Psych. Rev. (1967) 73(3):183–200Crossref, Google Scholar
• Bettman James R., Luce Mary Frances, Payne John W. Constructive consumer choice processes. J. Consumer Res. (1998) 25(3):187–217Crossref, Google Scholar
• Borenstein Severin, Sichel W. Repeat-buyer programs in network industries. Networks, Infrastructure, and The New Task for Regulation (1996) (University of Michigan Press, Ann Arbor, MI) Google Scholar
• Camerer Colin F., Ho Teck-Hua. Violations of the betweenness axiom and nonlinearity in probability. J. Risk Uncertainty (1994) 8:167–196Crossref, Google Scholar
• Deci Edward L., Ryan Richard M.Intrinsic Motivation and Self-Determination in Human Behavior (1985) (Plenum Press, New York) Crossref, Google Scholar
• Deighton John A., Swartz Teresa A., Dawn Iacobucci. Frequency programs in service industries. Handbook of Services Marketing and Management (2000) (Sage, London, U.K) 401–407Crossref, Google Scholar
• Dhar Ravi. Consumer preference for a no-choice option. J. Consumer Res. (1997) 24(2):215–231Crossref, Google Scholar
• Dhar Ravi, Simonson Itamar. The effect of no choice on choice. J. Marketing Res. (2003) 40:146–160Crossref, Google Scholar
• Donkers Bas, Melenberg Bertrand, van Soest Arthur. Estimating risk attitudes using lotteries: A large sample approach. J. Risk Uncertainty. (2001) 22(2):165–195Crossref, Google Scholar
• Drèze Xavier, Hoch Steve J. Exploiting the installed base using cross-merchandising and category destination programs. Internat. J. Res. Marketing (1998) 15(5):459–471Crossref, Google Scholar
• Heath Chip, Larrick Richard P., Wu George. Goals as reference points. Cognitive Psych (1999) 38:79–109Crossref, Google Scholar
• Higgins Tory E. How self-regulation creates distinct values: The case of promotion and prevention decision making. J. Consumer Psych. (2002) 12(3):177–191Crossref, Google Scholar
• Hilgard Ernest R., Bower Gordon H.Theories of Learning (1975) 4th ed.(Prentice Hall, Englewood Cliffs NJ) Google Scholar
• Hoch Steve, Loewenstein George. Time-inconsistent preferences and consumer self-control. J. Consumer Res. (1991) 17:492–507Crossref, Google Scholar
• Hsee Christopher K., Yu Frank, Zhang J. Medium maximization. J. Consumer Res. (2003) 30(1):1–14Crossref, Google Scholar
• Kahneman Daniel, Tversky Amos. Prospect theory: An analysis of decision under risk. Econometrica (1979) 47:263–292Crossref, Google Scholar
• Kahneman Daniel, Tversky Amos. The framing of decisions and the psychology of choice. Science (1981) 211:453–458Crossref, Google Scholar
• Kahneman Daniel, Knetsch Jack L., Thaler Richard H. Experimental tests of the endowment effects and the Coase theorem. J. Political Econom. (1990) 98:1325–1348Crossref, Google Scholar
• Kim Byung-Do, Mengze Shi, Srinivasan Kannan. Reward programs and tacit collusion. Marketing Sci (2001) 20(2):99–120Link, Google Scholar
• Kivetz Ran. Probability neglect. (2003) . Working paper Columbia University, New YorkGoogle Scholar
• Kivetz Ran, Simonson Itamar. Earning the right to indulge: Effort as a determinant of customer preferences toward frequency program rewards. J. Marketing Res. (2002) 39(2):155–170Crossref, Google Scholar
• Kivetz Ran, Simonson Itamar. The idiosyncratic fit heuristic: Effort advantage as a determinant of consumer response to loyalty programs. J. Marketing Res. (2003) 40(4Crossref, Google Scholar
• Laughhunn Dan J., Payne John W. The impact of sunk outcomes on risky choice behavior. INFOR Canadian J. Oper. Res. Inform. Processing (1984) 22:151–181Google Scholar
• Lepper Mark R. Intrinsic and extrinsic motivation in children: Detrimental; effects of superfluous social controls. Aspects of the Development of Competence: The Minnesota Symposium on Child Psychology (1981) 14(Erlbaum, Hillsdale, NJ) 155–214Google Scholar
• Lepper Mark R., David Greene. The Hidden Costs of Reward (1978) (Erlbaum, Hillsdale, NJ) Google Scholar
• Lewin Kurt, Dorwin Cartwright. Field Theory in Social Science (1951) (Harper & Brothers, New York) Google Scholar
• Lind Allan E., Tyler Tom R.The Social Psychology of Procedural Justice (1988) (Plenum, New York) Crossref, Google Scholar
• Locke Edwin A., Latham Gary P.A Theory of Goal Setting and Task Performance (1990) (Prentice Hall International, Englewood Cliffs, NJ) Google Scholar
• March James G., Shapira Zur. Managerial perspectives on risk and risk taking. Management Sci (1987) 33:1404–1418Link, Google Scholar
• O'Brien Louise, Jones Charles. Do rewards really create loyalty? Harvard Bus. Rev. (1995) 75–82(May–June)Google Scholar
• Payne John W., Bettman James R., Johnson Eric J. Behavioral decision research: A constructive processing perspective. Ann. Rev. Psych. (1992) 43:87–131Crossref, Google Scholar
• Payne John W., Laughhunn Dan J., Crum Roy. Translation of gambles and aspiration level effects in risky choice behavior. Management Sci (1980) 26(10):1039–1060Link, Google Scholar
• Pratt John W. Risk aversion in the small and in the large. Econometrica (1964) 32(1–2):122–136Crossref, Google Scholar
• Prelec Drazen, Loewenstein George. The red and the black: Mental accounting of savings and debt. Marketing Sci (1998) 17(1):4–28Link, Google Scholar
• Sagristano Michael D., Trope Yaacov, Liberman Nira. Timedependent gambling: Odds now, money later. J. Experiment. Psych.: General (2002) 131(3):364–376Crossref, Google Scholar
• Simonson Itamar, Tversky Amos. Choice in context: Tradeoff contrast and extremeness aversion. J. Marketing Res. (1992) 29(August):281–295Crossref, Google Scholar
• Slovic Paul, Baruch Fischhoff, Sara Lichtenstein. Behavioral decision theory. Ann. Rev. Psych. (1977) 28:1–39Crossref, Google Scholar
• Soman Dilip. The illusion of delayed incentives: Evaluating future effort-money transactions. J. Marking Res. (1998) 35:427–437Crossref, Google Scholar
• Thaler Richard H. Toward a positive theory of consumer choice. J. Econom. Behavior Organ. (1980) 1:39–60Crossref, Google Scholar
• Thaler Richard H. Mental accounting and consumer choice. Marketing Sci (1985) 4(Summer):199–214Link, Google Scholar
• Thaler Richard H., Johnson Eric J. Gambling with the house money and trying to break even: The effects of prior outcomes on risky choice. Management Sci (1990) 36(June):643–660Link, Google Scholar
• Tversky Amos, Kahneman Daniel. Loss aversion in riskless choice: A reference-dependent model. Quart. J. Econom. (1991) 106(November):1039–1061Crossref, Google Scholar
• Tversky Amos, Kahneman Daniel. Advances in prospect theory: Cumulative representations of uncertainty. J. Risk Uncertainty (1992) 5:297–323Crossref, Google Scholar
• van Osselaer Stijn M. J., Alba Joseph W., Manchanda Puneet. Patter ning points: Irrelevant trends and their impact on consumer choice. (2003) . Working paper, University of Chicago Graduate School of Business, Chicago, ILGoogle Scholar
• van Osselaer Stijn M. J., Alba Joseph W., Manchanda Puneet. Irrelevant information and mediated intertemporal choice. J. Consumer Psych. (2004) 14(2Google Scholar
• Walster Elaine, Walster William G., Berscheid Ellen. Equity: Theory and Research (1978) (Allyn and Bacon, Boston, MA) Google Scholar
• Winer Russell S. A reference price model of demand for frequently-purchased products. J. Consumer Res. (1986) 13(September):250–256Crossref, Google Scholar
• Wu George, Gonzalez Richard. Curvature of the probability weighting function. Management Sci (1996) 42(12):1676–1690Link, Google Scholar
• Zeelenberg Marcel, Dijk Eric van. A reverse sunk cost effect in risky decision making: Sometimes we have too much invested to gamble. J. Econom. Psych. (1997) 18:677–691Crossref, Google Scholar