Advertising, promotions, and other marketing communications are commonplace in the contemporary world of sports. Are sports fans irritated and annoyed by this commercial bombardment? This study investigates consumers’ perceptions of commercial messages during televised sporting events. The...

Monetary gifts in the form of a gift card can lead one to spend and conceive of these funds differently than if the gift is given as cash. Across four experiments, the presentation of a gift card rather than cash led to both intended and actual spending beyond the amount of the original gift,...

Although many empirical investigations have documented reference-dependent preferences, most studies of reference dependence have considered only status quo reference points. In a large-scale field study of marathon runners, we test whether goals, a non-status quo reference point, act similarly...

We describe a field experiment in which merely asking people about their goals prior to performance improved performance among experienced but not novice individuals. Whereas most previously-studied goal interventions involve externally-induced goals, our intervention targeted self-set goals....