The (Better) Road Not Taken: Setting a Goal Reduces Switching to More Effective Alternatives
Year: 2025
Type: article
Abstract: We identify a novel way in which setting goals can backfire. In 13 studies and 4 supplemental studies, using both incentive-compatible and hypothetical designs across a range of domains, we demonstrate that setting an explicit goal and making progress toward it decreases the likelihood of switching to alternative means of pursuit. This occurs because means seem more effective relative to alternatives if they have been used to progress toward a reference point. Consistent with this mechanism, we show that the perceived effectiveness of the means used to pursue a goal, relative to an alternative, partially mediates the effect of setting a goal on the decision to switch means. Furthermore, the effect occurs only after people make initial progress toward a specified reference point. Setting a goal does not decrease switching if people are reminded to consider the advantages of both the initial and alternative means. We conclude with a discussion of the theoretical and practical implications of our findings.
Source: Journal of Consumer Research
DOI: 10.1093/jcr/ucaf063
Authors: Elizabeth M S Friedman, Guy Voichek, Ravi Dhar
Institutions: Columbia University, Imperial College London, Yale University
Language: English
Subfield: General Decision Sciences
Field: Decision Sciences
Domain: Social Sciences
Open Access status: hybrid
Estimated APC paid: $4,224
OpenAlex ID: W4416733511