Consumer Well-Being: Effects of Subgoal Failures and Goal Importance

Details

Serval ID
serval:BIB_9EB3AD2487CC
Type
Article: article from journal or magazin.
Collection
Publications
Institution
Title
Consumer Well-Being: Effects of Subgoal Failures and Goal Importance
Journal
Journal of Marketing
Author(s)
Devezer B., Sprott D. E., Spangenberg E. R., Czellar S.
ISSN
0022-2429
Publication state
Published
Issued date
03/2014
Peer-reviewed
Oui
Volume
78
Number
2
Pages
118-134
Language
english
Abstract
Although there is increased awareness of issues surrounding consumer well-being, consumers often lack the personal commitment to improve their quality of life. This article builds on the concept of a goal hierarchy to propose that small acts may have unintended, large consequences on various domains of consumer well-being. A decrease in commitment to well-being goals (e.g., sustaining the natural environment) may stem from people's failure to achieve everyday subgoals (e.g., failing to recycle a newspaper). Four experiments in three contexts (i.e., consumer overspending, environmentally friendly behaviors, and charitable donations) show that when people perceive the endgoal as unimportant, even a single behavioral failure may reduce commitment to a well-being endgoal and weaken future intentions to perform behaviors that improve their quality of life. In addition, goal importance moderates the adverse relationship between subgoal performance and endgoal commitment. The authors present consumer-specific and marketer-controlled drivers of goal importance (i.e., goal visualization, self-relevance of goals, and aversive consequences of subgoal failure) and discuss actionable insights for practitioners.
Keywords
transformative consumer research, goal hierarchy, failure, consumer well-being, goal commitment
Web of science
Create date
13/02/2014 15:33
Last modification date
21/08/2019 6:13
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