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The Small-Area Hypothesis: Effects of Progress Monitoring on Goal Adherence

机译：小区域假说：进度监控对目标坚持性的影响

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摘要

This article examines a small-area hypothesis: individuals striving toward a goal end state exhibit greater motivation when their attention is directed to whichever is smaller in size-their accumulated or remaining progress. The result is that, at the beginning of goal pursuit, directing attention to accumulated progress increases goal adherence relative to directing attention to remaining progress (e.g., 20% completed is more impactful than 80% remaining). However, with closeness to the goal, directing attention to accumulated progress lessens goal adherence relative to directing attention to remaining progress (e.g., 20% remaining is more impactful than 80% completed; studies 1-2). The focus on small areas increases motivation by creating an illusion of fast progress (study 3). Therefore, when individuals wish to prolong goal pursuit and avoid reaching the goal's end state, they slow down goal adherence when their attention is directed to small areas (study 4).
机译：本文研究了一个小区域假设：朝着目标最终状态奋斗的个体在注意力集中于规模较小的一方（他们积累的或剩余的进展）时表现出更大的动力。结果是，在追求目标的开始阶段，将注意力转移到累积的进度上会相对于将注意力转移到剩余进度上来提高目标的依从性（例如，完成20％比剩余80％更具影响力）。但是，与目标接近时，将注意力转移到累积进度上会相对于将注意力转移到剩余进度上，从而降低了目标的依从性（例如，剩余20％比完成的80％更具影响力；研究1-2）。对小区域的关注通过产生快速进步的幻觉来增强动力（研究3）。因此，当个人希望延长追求目标并避免达到目标的最终状态时，当他们将注意力转移到小区域时，他们就会放慢对目标的遵守（研究4）。

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  • 来源
    《Journal of consumer research》 |2014年第junasuppla期|S138-S154|共17页
  • 作者

    MINJUNG KOO; AYELET FISHBACH;

  • 作者单位

    SKK Graduate School of Business, Sungkyunkwan University, 53, Myungryun-dong 3-ga, Jongro-gu, Seoul 110-745, Korea;

    Booth School of Business, University of Chicago, 5807 South Woodlawn Avenue, Chicago, IL 60637;

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