The Dynamics Of Multiple Goal Pursuit: Situation And Personality As Determinants Of Goal Stickiness And Switching

Authored by: Suresh Ramanathan

The Routledge Companion to Consumer Behavior

Print publication date:  September  2017
Online publication date:  September  2017

Print ISBN: 9781138695160
eBook ISBN: 9781315526935
Adobe ISBN:

10.4324/9781315526935.ch12

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Abstract

Consumers navigate multiple goals every day in their lives. On a shopping trip, they may simultaneously want to get a great deal while their desires for something rewarding may get activated while passing the candy aisle. They may debate having a healthy or hearty breakfast, saving up money for a cruise vacation or spending it on a new audio system, hanging out with friends at a bar, or curling up on the couch at home binge-watching Game of Thrones on Netflix. Many of these goals are simultaneously held, causing us to experience conflict or confusion about which one to pursue. Indeed, multiple goals are more the norm than the exception in everyday life (Cavallo and Fitzsimons 2012).

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