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Article
Interventionist external agents make specific advice less demotivating
Journal of Experimental Social Psychology
  • Jamel Khenfer, Zayed University
  • Kristin Laurin, The University of British Columbia
  • Eric Tafani, Centre d'Etudes et de Recherche en Gestion d'Aix-Marseille
  • Elyette Roux, Centre d'Etudes et de Recherche en Gestion d'Aix-Marseille
  • Aaron C. Kay, Fuqua School of Business
Document Type
Article
Publication Date
1-1-2017
Abstract

© 2017 Across four experiments, we explored how reminders of powerful external agents—interventionist Gods and reliable corporate institutions—influence people's motivation in the realm of financial goals. We found evidence that when people receive specific financial advice, they feel demotivated by the overwhelming flow of concrete instructions for achieving success. We found further that, under these circumstances specifically, reminders of interventionist agents bolster motivation, but that these same agents under different circumstances (i.e., when people receive vague advice) instead undermine motivation. Our findings shed light on the effects of specific (versus vague) goal focus, and on the dynamics of compensatory control in consumer settings.

Publisher
Academic Press Inc.
Disciplines
Keywords
  • Advice,
  • external agency,
  • Banks,
  • Control,
  • Motivation,
  • Religion,
  • Savings goal
Scopus ID
85024366066
Indexed in Scopus
Yes
Open Access
No
https://doi.org/10.1016/j.jesp.2017.07.003
Citation Information
Jamel Khenfer, Kristin Laurin, Eric Tafani, Elyette Roux, et al.. "Interventionist external agents make specific advice less demotivating" Journal of Experimental Social Psychology Vol. 73 (2017) p. 189 - 196 ISSN: <a href="https://v2.sherpa.ac.uk/id/publication/issn/0022-1031" target="_blank">0022-1031</a>
Available at: http://works.bepress.com/jamel-khenfer/3/