Bibliographische Detailangaben
Beteiligte: Laran, Juliano, Janiszewski, Chris, Salerno, Anthony
In: Journal of Consumer Research, 46, 2019, 2, S. 307-329
veröffentlicht:
Oxford University Press (OUP)
Medientyp: Artikel, E-Artikel

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Umfang: 307-329
ISSN: 0093-5301
1537-5277
DOI: 10.1093/jcr/ucy071
veröffentlicht in: Journal of Consumer Research
Sprache: Englisch
Schlagwörter:
Kollektion: Oxford University Press (OUP) (CrossRef)
Inhaltsangabe

<jats:title>Abstract</jats:title><jats:p>A person can use a variety of strategies to sustain the pursuit of a conscious goal (e.g., deliberate on the goal, monitor goal progress, increase goal commitment). However, less is known about how to sustain the pursuit of a nonconscious goal, a reality that is reflected in the common finding that nonconscious goal pursuit typically persists for only one choice episode. This research investigates two factors that help sustain the pursuit of a nonconscious goal: increasing the level of goal activation prior to goal pursuit and limiting the extent of goal deactivation after a goal-consistent behavior. When one of these two factors is present, nonconscious goal pursuit is sustained, as evidenced by a longer sequence of goal-consistent choices. Five studies compare and contrast strategies for sustaining conscious and nonconscious goal pursuit and provide insight into how the goal system manages the pursuit of a nonconscious goal. In addition, the findings inform when a consumer is more or less likely to pursue opposing goals across sequential choices (e.g., being virtuous after being indulgent).</jats:p>