The Influence of Money on Goal Pursuit and Decision-Making: Understanding Money's Unique Impact on Goal Pursuit
| dc.contributor.author | Moran, Nora | en |
| dc.contributor.committeechair | Herr, Paul Michael | en |
| dc.contributor.committeemember | Bagchi, Rajesh | en |
| dc.contributor.committeemember | Nakamoto, Kent | en |
| dc.contributor.committeemember | Ince, Elise C. | en |
| dc.contributor.department | Marketing | en |
| dc.date.accessioned | 2016-10-29T06:00:30Z | en |
| dc.date.available | 2016-10-29T06:00:30Z | en |
| dc.date.issued | 2015-05-07 | en |
| dc.description.abstract | Previous research suggests that activating concepts of money and wealth can increase motivation to achieve personal goals. In this dissertation, I investigate how money affects pursuit of important personal goals, and how this motivation may be affected by goal attainability. In eight studies, I show that priming concepts of money and wealth leads individuals to pursue important personal goals to a greater degree than control groups, but only when a goal is more attainable. In contrast, when a goal is less attainable, those primed with money will be less likely to work towards goals relative to control groups. Furthermore, I examine why money may have a detrimental effect on motivation when individuals are faced with less attainable but important goals, and argue those primed with money become more concerned with maintaining a sense of efficacy, and thus disengage from pursuit when success is less certain. Thus, this research identifies the needs made salient by activating money-"validating one's abilities. Finally, I show the relevance of these findings for consumer behavior, and discuss the additional implications of this work, as well as future research directions. | en |
| dc.description.degree | Ph. D. | en |
| dc.format.medium | ETD | en |
| dc.identifier.other | vt_gsexam:4828 | en |
| dc.identifier.uri | http://hdl.handle.net/10919/73352 | en |
| dc.publisher | Virginia Tech | en |
| dc.rights | In Copyright | en |
| dc.rights.uri | http://rightsstatements.org/vocab/InC/1.0/ | en |
| dc.subject | money | en |
| dc.subject | achievement motivation | en |
| dc.subject | goal-directed behavior | en |
| dc.title | The Influence of Money on Goal Pursuit and Decision-Making: Understanding Money's Unique Impact on Goal Pursuit | en |
| dc.type | Dissertation | en |
| thesis.degree.discipline | Business, Marketing | en |
| thesis.degree.grantor | Virginia Polytechnic Institute and State University | en |
| thesis.degree.level | doctoral | en |
| thesis.degree.name | Ph. D. | en |
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