The Goal-Gradient Hypothesis Resurrected¶
Kivetz, R., Urminsky, O., & Zheng, Y. (2006). The Goal-Gradient Hypothesis Resurrected: Purchase Acceleration, Illusionary Goal Progress, and Customer Retention. Journal of Marketing Research.
Cited by¶
1 citation across 1 artifact.
Each citation links to the sentence it supports in the citing article.
Mechanisms¶
- Progress Marker Board
- A visible marker supplies frequent, cheap, present rewards for staying the course, and near the finish the goal-gradient effect makes the pull strongest exactly when fatigue is highest.
This sourceShows that effort, purchase frequency, and persistence accelerate as people approach a reward goal.
- A visible marker supplies frequent, cheap, present rewards for staying the course, and near the finish the goal-gradient effect makes the pull strongest exactly when fatigue is highest.
Verification¶
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Registry ID ref:1dfc749af2c3 · see in the full table