Interventionist external agents make specific advice less demotivating

Document Type

Article

Source of Publication

Journal of Experimental Social Psychology

Publication Date

1-1-2017

Abstract

© 2017 Across four experiments, we explored how reminders of powerful external agents—interventionist Gods and reliable corporate institutions—influence people's motivation in the realm of financial goals. We found evidence that when people receive specific financial advice, they feel demotivated by the overwhelming flow of concrete instructions for achieving success. We found further that, under these circumstances specifically, reminders of interventionist agents bolster motivation, but that these same agents under different circumstances (i.e., when people receive vague advice) instead undermine motivation. Our findings shed light on the effects of specific (versus vague) goal focus, and on the dynamics of compensatory control in consumer settings.

ISSN

0022-1031

Publisher

Academic Press Inc.

Volume

73

First Page

189

Last Page

196

Disciplines

Business

Keywords

Advice, external agency, Banks, Control, Motivation, Religion, Savings goal

Scopus ID

85024366066

Indexed in Scopus

yes

Open Access

no

Link to Full Text

Share

COinS