The dilution model: how additional goals undermine the perceived instrumentality of a shared path.

No abstract is available for this paper.

• Publication year

  2007

• Venue

  Journal of Personality and Social Psychology

• Publication date

  2007-03-01

• Fields of study

  Medicine, Psychology

• Identifiers
  DOI 10.1037/0022-3514.92.3.389PMID 17352599
• External record

  Open on Semantic Scholar

• Source metadata

  Semantic Scholar, PubMed

• No claims are published for this paper.

• No concepts are published for this paper.

• Having One's Cake and Eating It, Too

  2008cited by this paper
• The Construction of Preference: Reason-Based Choice

  2006cited by this paper
• The New Unconscious

  2006cited by this paper
• Feature Fatigue: When Product Capabilities Become Too Much of a Good Thing

  2005cited by this paper
• The control of the unwanted

  2005cited by this paper
• Goals as Excuses or Guides: The Liberating Effect of Perceived Goal Progress on Choice

  2005cited by this paper
• Logic and Conversation

  2005cited by this paper
• Social Psychology Emotional transfer in goal systems q

  2004cited by this paper
• An integrated theory of the mind.

  2004cited by this paper
• When opportunity knocks: bottom-up priming of goals by means and its effects on self-regulation.

  2003influential reference
• Leading us not unto temptation: momentary allurements elicit overriding goal activation.

  2003cited by this paper
• The Idiosyncratic Fit Heuristic: Effort Advantage as a Determinant of Consumer Response to Loyalty Programs

  2003cited by this paper
• The silence of the library: environment, situational norm, and social behavior.

  2003cited by this paper
• A theory of goal systems.

  2002cited by this paper
• The automated will: nonconscious activation and pursuit of behavioral goals.

  2001cited by this paper
• Habits as knowledge structures: automaticity in goal-directed behavior.

  2000cited by this paper
• Choices, Values, and Frames

  2000cited by this paper
• The mind in the middle: A practical guide to priming and automaticity research.

  2000cited by this paper
• Aspects of goal networks: Implications for self-regulation.

  2000cited by this paper
• Beyond behaviorism: on the automaticity of higher mental processes.

  2000cited by this paper
• Handbook of self-regulation

  2000cited by this paper
• When rewards compete with nature: The undermining of intrinsic motivation and Self-Regulation

  2000cited by this paper
• Intrinsic and Extrinsic Motivation

  2000cited by this paper
• The fan effect: New results and new theories.

  1999cited by this paper
• The psychology of action : linking cognition and motivation to behavior

  1999cited by this paper
• Augmentation and Undermining from Combining Activities: The Role of Choice in Activity Engagement Theory

  1999cited by this paper
• Social Psychology: Handbook of Basic Principles

  1998cited by this paper
• Goal Effects on Action and Cognition

  1996cited by this paper
• Social Psychology: Handbook of Basic Principles

  1996cited by this paper
• Automatic Activation of Impression Formation and Memorization Goals: Nonconscious Goal Priming Reproduces Effects of Explicit Task Instructions

  1996cited by this paper
• Goals as knowledge structures.

  1996cited by this paper
• When combining intrinsic motivations undermines interest: a test of activity engagement theory.

  1995cited by this paper
• Environmental control of goal-directed action: automatic and strategic contingencies between situations and behavior.

  1994cited by this paper
• The effect of irrelevant preference arguments on consumer choice

  1993influential reference
• The generality of the automatic attitude activation effect.

  1992cited by this paper
• Handbook of motivation and cognition : foundations of social behavior

  1991cited by this paper
• Rational choice and the framing of decisions

  1990cited by this paper
• Research Methods in Personality and Social Psychology

  1990cited by this paper
• A practical guide to the use of response latency in social psychological research.

  1990influential reference
• Activity engagement theory: Implications of multiply identifiable input for intrinsic motivation.

  1990cited by this paper
• Possible selves: Personalized representations of goals.

  1989cited by this paper
• Goal concepts in personality and social psychology.

  1989cited by this paper
• Ups and downs of life tasks in a life transition.

  1989cited by this paper
• Conflict among personal strivings: immediate and long-term implications for psychological and physical well-being.

  1988cited by this paper
• The moderator-mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations.

  1986cited by this paper
• Meaning, memory structure, and mental processes.

  1976cited by this paper
• Overjustification in a token economy.

  1976cited by this paper
• Intrinsic Motivation and Self-Determination in Human Behavior

  1975cited by this paper
• The endogenous-exogenous partition in attribution theory.

  1975cited by this paper
• Retrieval of propositional information from long-term memory

  1974cited by this paper
• Human Associative Memory

  1973cited by this paper
• Undermining children's intrinsic interest with extrinsic reward: A test of the "overjustification" hypothesis.

  1973cited by this paper
• The effects of extrinsic incentive on some qualitative aspects of task performance1

  1971cited by this paper
• Facilitation in recognizing pairs of words: evidence of a dependence between retrieval operations.

  1971cited by this paper

• What Does Success Look Like? Catalyzing Meeting Intentionality with AI-Assisted Prospective Reflection

  2025cites this paper
• Having a choice of means gears incomplete runners into more effective goal engagement: The effects of deliberative mindsets on the pursuit of identity goals.

  2025cites this paper
• Claiming single or multiple product benefits: Moderating role of intergoal association

  2025cites this paper
• The Gendered Complexity of Sponsorship: How Male and Female Sponsors’ Goals Shape Their Social Network Strategies

  2025cites this paper
• Sin, divine forgiveness, and repentance: Disrupting the psychological path to extremism

  2025cites this paper
• When being recognized makes employees feel less appreciated: Evidence regarding when and why peer-to-peer recognition could backfire

  2024cites this paper
• Cardio with Mr. Treadmill: How Anthropomorphizing the Means of Goal Pursuit Increases Motivation

  2024cites this paper
• The more useful, the more close: Instrumental deliberation boosts closeness with non-close others

  2024cites this paper
• Thinking of Food: The Mental Representation of Healthy Foods as Unprepared.

  2024cites this paper
• The Effects of Bundling Type on the Product Evaluation in Online Shopping: The Moderating Roles of Online Review Characteristics (Factualness vs. Evaluativeness, Uni-finality vs. Multi-finality)*

  2023cites this paper
• Effort as investment in healthcare dialogue-based agents: On the role of means-goal configurations

  2023cites this paper
• Purpose in Life

  2023cites this paper
• Innovativeness and corporate social responsibility in hospitality and tourism family firms: The role of family firm psychological capital

  2022cites this paper
• The Influence of Bundling Type on Ambivalent Response: The Moderating Roles of Product and Consumer Characteristics*

  2022cites this paper
• Do Immediate External Rewards Really Enhance Intrinsic Motivation?

  2022cites this paper
• Acting collectively against air pollution: When does control threat mobilize environmental activism? Registered report

  2022cites this paper
• Clouded Motives and Pharmacological Calvinism: How Recreational Use of a Drug Affects Moral Judgments of Its Medical Use

  2022cites this paper
• Why companies might under‐communicate their efforts for sustainable development and what can be done?

  2022cites this paper
• The Role of Self-Awareness and Problem-Solving Orientation for the Instrumentality of Goal-Related Means

  2021cites this paper
• When more means less: the impact of instrumentality dilution on evaluations of romantic relationships

  2021cites this paper
• Why do people pursue goals sequentially when they try to balance cost and utility?

  2021influential citation
• Title : The neural computation of human prosocial choices in complex 1 motivational states 2 3

  2021cites this paper
• Moving Beyond Two Goals: An Integrative Review and Framework for the Study of Multiple Goals

  2021cites this paper
• A Differential Motivation Account for the Disparity between Willingness to Accept and Willingness to Pay

  2020cites this paper
• Habitual Behavior Is Goal-Driven

  2020cites this paper
• Can Extrinsic Motivational State Hinder Good Behavior? The Mediating Role of Ambition and Competition in Relationships of Contingent Rewards and Punishments with Work Performance

  2020cites this paper
• To be or not to be your authentic self? Catering to others’ preferences hinders performance

  2020cites this paper
• What Time May Tell: An Exploratory Study of the Relationship Between Religiosity, Temporal Orientation, and Goals in Family Business

  2020cites this paper
• Counter‐narratives for the prevention of violent radicalisation: A systematic review of targeted interventions

  2020cites this paper
• Can Extrinsic Motivational State Hinder Good Behavior? The Mediating Role of Ambition and Competition in Relationships of Contingent Rewards and Punishments with Work Performance

  2020influential citation
• What's in a name? The impact of subcategory salience on value perception and upgrade intention for multicategory products

  2020cites this paper
• When Ignoring Negative Feedback Is Functional: Presenting a Model of Motivated Feedback Disengagement

  2020cites this paper
• Innovationen an der Schnittstelle von Lebens- und Arzneimitteln: Herausforderungen für Firmen und Verbraucher

  2020cites this paper
• Preventing violent radicalisation: An evidence-based approach to countering terrorist narratives

  2020cites this paper
• Impact Investing: Killing Two Birds with One Stone?

  2020cites this paper
• It's risky, therefore I do it: Counterfinality as a source of perceived instrumentality of risk behavior as means to goals

  2019cites this paper
• The Psychology of Multiple Goal Pursuit: Choices, Configurations, and Commitments

  2019cites this paper
• Cognitive mechanisms in violent extremism.

  2019cites this paper
• Does advertising the green benefits of products contribute to sustainable development goals? A quasi‐experimental test of the dilution effect

  2019cites this paper
• What Doesn’t Kill You . . .: Means for Avoidance Goal Pursuit Are Less Enjoyable Than Means for Approach Goal Pursuit

  2019cites this paper
• EFFECTS OF TECHNOLOGICAL CONVERGENCE AND BRAND EXTENDED STRATEGIES ON PRODUCT VALUE: CASE ON THE ADDED FUNCTIONALITIES OF ONLINE GAMES

  2019cites this paper
• Untangling non-economic objectives in family & non-family SMEs: A goal systems approach

  2019cites this paper
• Leveraging Means-Goal Associations to Boost Children’s Water Consumption: Persuasion in a Four-School, Three-Month Field Experiment

  2019cites this paper
• The pursuit of multiple goals

  2019cites this paper
• The social creation of action and inaction: From concepts to goals to behaviors

  2019cites this paper
• What Time May Tell: An Exploratory Study of the Relationship Between Religiosity, Temporal Orientation, and Goals in Family Business

  2019cites this paper
• Institutional Knowledge at Singapore Management University What's in a name? The impact of subcategory salience on value perception and upgrade intention for multicategory products

  2019cites this paper
• A structural model of intrinsic motivation: On the psychology of means-ends fusion.

  2018cites this paper
• Goal Models: A Lay Theory Perspective

  2018cites this paper
• A new perspective on the attitude-behavior relation: The essential function of goals

  2018cites this paper
• Weapons of peace: Providing alternative means for social change reduces political violence

  2018cites this paper
• Testing the Effects of Message Framing on Physical Activity Motivation in Active and Non-Active Adults

  2018influential citation
• A People-as-Means Approach to Interpersonal Relationships

  2018cites this paper
• The Role of Self-Regulation in Financial Well-Being

  2018cites this paper
• It’s About Time: Earlier Rewards Increase Intrinsic Motivation

  2018cites this paper
• Counterfinality: On the Increased Perceived Instrumentality of Means to a Goal

  2018cites this paper
• Feedback learning and multiple goal pursuit in an electricity consumption task

  2018cites this paper
• Eyes on the Prize: The Preference to Invest Resources in Goals Over Means

  2018cites this paper
• How Focusing on Superordinate Goals Motivates Broad, Long-Term Goal Pursuit: A Theoretical Perspective

  2018cites this paper
• Apples, Oranges, and Erasers: The Effect of Considering Similar versus Dissimilar Alternatives on Purchase Decisions

  2018cites this paper
• Goal conflict when making decisions for others

  2018cites this paper
• Persuading Children: a Framework for Understanding Long-Lasting Influences on Children’s Food Choices

  2018cites this paper
• PROTOCOL: Counter‐narratives for the prevention of violent radicalisation: A systematic review of targeted interventions

  2018cites this paper
• What’s in a name? The impact of subcategory salience on value perception and upgrade intention for multicategory products

  2018cites this paper
• Three sources of motivation

  2018cites this paper
• Causal Models Drive Preference between Drugs that Treat a Focal versus Multiple Symptoms

  2017cites this paper
• Product satisfaction in food choice is multiple-reference dependent: Evidence from an in-store non-hypothetical consumer experiment on bread

  2017cites this paper
• Persuading Children: Long-Lasting Influences on Children's Food Consideration Sets, Choices, and Consumption

  2017cites this paper
• The Structure of Goal Systems Predicts Human Performance

  2017cites this paper
• Shopping the way to my goals: an analysis of purchase impact on perceived goal progress

  2017cites this paper
• Goal Conflict in Designing an Autonomous Artificial System

  2017cites this paper
• To Contribute or Not: A Goals-Based Perspective on the Effect of Industry Sales Trend and Solicitation Messages on Voluntary Contributions to a Generic Advertising Campaign

  2017cites this paper
• More than planned: Implementation intention effects in non-planned situations.

  2017cites this paper
• Food or pharmaceuticals? Consumers' perception of health-related borderline products

  2017cites this paper
• First Evidence for “The Backup Plan Paradox”

  2017cites this paper
• On the Nature of Objectification: Implications of Considering People as Means to Goals

  2017cites this paper
• Dynamic Self-Regulation and Multiple-Goal Pursuit

  2017cites this paper
• Motivational phases on the road to action.

  2017cites this paper
• When Intrinsic Motivation and Immediate Rewards Overlap

  2017cites this paper
• When People Serve as Means to Goals

  2016cites this paper
• Understanding the Obesity Problem: Policy Implications of a Motivational Account of (Un)Healthy Eating

  2016cites this paper
• Feature fit: The role of congruence and complementarity when adding versus deleting features from products

  2016cites this paper
• A Study on the Effect of Happenstance Factors on the Perception of Means-Goal Relationship

  2016cites this paper
• From a Vital Sign to Vitality: Selling Exercise So Patients Want to Buy It

  2016cites this paper
• Helping eco-labels to fulfil their promises

  2016cites this paper
• The Effect of Metaphoric Message on Perceived Instrumentality in the Means-Goal Relationship

  2016cites this paper
• Promoting Ethical Consumption: The Role of Performance Risk and Regulatory Focus on Purchase Intent of Multifinal Ethical Products

  2016influential citation
• How Experience Variety Shapes Postpurchase Product Evaluation

  2016cites this paper
• Do low step count goals inhibit walking behavior: a randomized controlled study

  2016cites this paper
• Experience of Time by People on the Go

  2016cites this paper
• "Whether I like it or not, it's important": Implicit importance of means predicts self-regulatory persistence and success.

  2016cites this paper
• Beyond goal commitment: How expectancy shapes means evaluation.

  2016cites this paper
• Highly Restrictive Goals Turn Temptations into Multifinal Means

  2016cites this paper
• Which feedback is more effective for pursuing multiple goals of differing importance? The interaction effects of goal importance and performance feedback type on self-regulation and task achievement

  2016cites this paper
• The effects of social supports on changes in students’ perceived instrumentality of schoolwork for future goal attainment

  2016cites this paper
• The Moral Self-Image Scale: Measuring and Understanding the Malleability of the Moral Self

  2015cites this paper
• w to motivate yourself and others ? Intended and intended consequences iana

  2015influential citation
• Changing Behavior : Increasing the Effectiveness of Workplace Interventions in Creating Pro-Environmental Behavior Change

  2015cites this paper
• How to motivate yourself and others? Intended and unintended consequences

  2015influential citation
• Focal versus background goals in consumer financial decision-making: Trading off financial returns for self-expression?

  2015influential citation