Article ID Journal Published Year Pages File Type
882462 Journal of Consumer Psychology 2009 5 Pages PDF
Abstract

This commentary argues for a functional perspective of the value–engagement relationship, proposing that evaluation determines engagement. I compare this causal direction—from value to engagement—to regulatory engagement theory, which proposes that engagement determines evaluation. I demonstrate the functional view in self-control research, which finds that people overcome obstacles for goal pursuit, including low probabilities of success, by increasing the value of adhering to an overriding goal. I further suggest that whereas both causal directions—from value to engagement and from engagement to value—are theoretically plausible, empirical studies should provide better ways to distinguish between these conceptually different underlying models.

Related Topics
Social Sciences and Humanities Business, Management and Accounting Marketing
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