The Making Up for Failure Nudge: Framing Subgoals as Opportunities for Redemption Increases Goal Persistence

Loading...
Thumbnail Image
Penn collection
The Wharton School::Wharton Pension Research Council::Wharton Pension Research Council Working Papers
Degree type
Discipline
Economics
Subject
nudge
motivation
failure
goal pursuit
Funder
Grant number
Copyright date
2023
Distributor
Related resources
Author
Duncan, Shannon
Contributor
Sharif, Marissa A.
Abstract

Small failures during goal pursuit are inevitable and often derail people from reaching their overall goals. We demonstrate the effectiveness of one simple, cost-free nudge: encouraging people to make up for small failures. For instance, the making up for failure nudge encourages people to complete more goal-consistent action today (e.g., 40 minutes) to make up for the failure to reach their goal yesterday (e.g., 20 minutes). This nudge leads people to perceive the day after a failure as an opportunity to redeem themselves, encoding missing such opportunity as experiencing two goal failures (both the past loss and the future loss), rather than one (just a future loss). As a result, people anticipate experiencing greater negative emotion about failing to miss their opportunity to redeem themselves than failing a subgoal itself. To avoid the heightened negative anticipated emotion of failing not one, but two, subgoals, people are motivated to engage in more goal-consistent behavior after failure. This effect is documented in two longitudinal real-behavior studies, four real-behavior lab studies, and two hypothetical studies across various domains (i.e., learning a new language, exercising, wordsearch game; (total N = 8,668 adults). Two relevant boundary conditions are identified, including 1) ease of making up for failure and 2) when people are encouraged to make up for their failure.

Advisor
Date Range for Data Collection (Start Date)
Date Range for Data Collection (End Date)
Digital Object Identifier
Series name and number
WP2023-22
Publication date
2023-10
Volume number
Issue number
Publisher
Publisher DOI
Journal Issue
Comments
Recommended citation
Collection