TY - JOUR
T1 - The motivating and demotivating effects of negative feedback on cross-domain goal pursuit behaviors
AU - Xu, Alison Jing
AU - Cheng, Shirley Y.Y.
AU - White, Tiffany Barnett
N1 - Funding Information:
Alison Jing Xu is an associate professor of marketing and Mary and Jim Lawrence Fellow, Carlson School of Management, University of Minnesota, Minneapolis, MN 55455, USA. Shirley Y. Y. Cheng is an associate professor of marketing, School of Business, Hong Kong Baptist University, Kowloon Tong, Hong Kong. Tiffany Barnett White is associate professor of marketing and advertising, and Bruce and Anne Strohm Faculty Fellow at Gies College of Business, University of Illinois at Chicago, Chicago, IL 60607, USA. The authors thank Aaron Barnes, Bob Wyer and Joan Meyers-Levy for comments on previous versions of this article. This research was partially supported by a research grant from the Hong Kong Research Grants Council (ECS 253212) to the second author.
Publisher Copyright:
©, University of Chicago Press. All rights reserved.
PY - 2020/7
Y1 - 2020/7
N2 - This research shows that domain-specific negative feedback motivates consumers to pursue proving goals and demotivates people to pursue enjoyment goals in subsequent, unrelated situations. These motivational consequences not only influence peoples’ subsequent goal pursuit behaviors when a single goal (either a proving goal or an enjoyment goal) is activated (experiment 1), but they also affect consumers’ choice between a proving goal and an enjoyment goal (experiments 2, 3, and 4). Moreover, although receiving negative feedback may give rise to negative affect, negative affect per se did not drive the motivational consequences of negative feedback (experiment 2). Instead, motivation to boost one’s self-view mediates the motivational influence of negative feedback on goal pursuit behaviors in other unrelated domains (experiment 3). In addition, repeated (vs. single) negative feedback reduces its motivational consequences on pursuing proving goals over enjoyment goals (experiment 4).
AB - This research shows that domain-specific negative feedback motivates consumers to pursue proving goals and demotivates people to pursue enjoyment goals in subsequent, unrelated situations. These motivational consequences not only influence peoples’ subsequent goal pursuit behaviors when a single goal (either a proving goal or an enjoyment goal) is activated (experiment 1), but they also affect consumers’ choice between a proving goal and an enjoyment goal (experiments 2, 3, and 4). Moreover, although receiving negative feedback may give rise to negative affect, negative affect per se did not drive the motivational consequences of negative feedback (experiment 2). Instead, motivation to boost one’s self-view mediates the motivational influence of negative feedback on goal pursuit behaviors in other unrelated domains (experiment 3). In addition, repeated (vs. single) negative feedback reduces its motivational consequences on pursuing proving goals over enjoyment goals (experiment 4).
UR - http://www.scopus.com/inward/record.url?scp=85103365604&partnerID=8YFLogxK
U2 - 10.1086/709275
DO - 10.1086/709275
M3 - Journal article
AN - SCOPUS:85103365604
SN - 2378-1815
VL - 5
SP - 311
EP - 321
JO - Journal of the Association for Consumer Research
JF - Journal of the Association for Consumer Research
IS - 3
ER -