Year: 2025
Type: article
Abstract: Digital tools, from activity trackers and calorie‐counting apps to learning platforms and AI‐coaches, underlie much of consumers' goal pursuit. Yet features that inspire motivation can also undermine it. When do technologies motivate, and when do they backfire? To address this question, we integrate research on motivation and consumer technology to develop a conceptual model specifying the mechanisms through which technologies enhance or erode motivation. We organize four core functionalities (data capture, gamification, social media, and AI‐powered dynamic feedback) and their motivational consequences (benefits vs. drawbacks) into the GAINS (Goal clarity and attainability, Action‐Intention, Intrinsic enjoyment, New information, and Support) and DRAINs (Distraction, Reward misalignment, Action avoidance, Information overload, and Negative self‐efficacy) framework. This model advances theory by bridging classic motivational principles with emerging research on technology and helps predict when and why technologies will motivate or demotivate users, opening avenues for future research and offering guidance for building technologies that truly motivate.
Source: Consumer Psychology Review
DOI: 10.1002/arcp.70004
Authors: Kaitlin Woolley, Marissa A. Sharif
Institutions: Cornell University, University of Pennsylvania
Language: English
Subfield: Human-Computer Interaction
Field: Computer Science
Domain: Physical Sciences
Open Access status: hybrid
Estimated APC paid: $3,470
OpenAlex ID: W4416766791