Effective Reminders

Calzolari, Giacomo; Nardotto, Mattia

doi:10.1287/mnsc.2016.2499

Cited by 83 publications

(64 citation statements)

References 30 publications

(30 reference statements)

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“…Concerning the effectiveness of reminders, Calzolari and Nardotto () show that weekly reminders increase gym attendance. For another example, see Haushofer ().…”

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confidence: 99%

“…Another example is Illinois 815 ILCS 201/1 (2000), or the UK, where Ofgem (2014) introduced a standardized automatic-renewal process with a 30-day termination notice for microbusiness consumers. 23 Concerning the effectiveness of reminders, Calzolari and Nardotto (2016) show that weekly reminders increase gym attendance. For another example, see Haushofer (2014).…”

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confidence: 99%

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Automatic‐renewal contracts with heterogeneous consumer inertia

Johnen

2019

Economics Manag Strategy

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Automatic contract renewals are a common feature in consumer markets. Since these contracts renew automatically unless a consumer actively cancels, firms can use them to exploit consumer inertia. As a source of inertia I study limited attention and investigate how firms use contract renewal to sell to consumers with different degrees of inattention. In monopolistic markets, adverse selection of more‐attentive consumers limits the exploitation of naively inattentive consumers. When signing a contract, naively inattentive consumers overestimate their future probability to make an active cancellation decision. To exploit this mistake, the monopolist wants to target these consumers with large prices after contracts renew. These back‐loaded contracts, however, adversely attract more‐attentive consumers who cancel more often when choosing these exploitative contracts. To mitigate adverse selection, monopolists focus less on exploiting naively inattentive consumers. Adverse selection induces fewer consumer mistakes and can increase efficiency. I show that competition mitigates adverse selection, which induces firms to focus more on exploitation with more back‐loaded pricing. I discuss implications for recently implemented policies on automatic‐renewal contracts.

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“…Concerning the effectiveness of reminders, Calzolari and Nardotto () show that weekly reminders increase gym attendance. For another example, see Haushofer ().…”

mentioning

confidence: 99%

mentioning

confidence: 99%

Automatic‐renewal contracts with heterogeneous consumer inertia

Johnen

2019

Economics Manag Strategy

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“…For the group that focused on self-set New Year's resolutions without any additional goals, a second explanation for their unexpectedly successful goal pursuit regards the effects of the five reminders sent to the participants during the study. Evidence shows that simple reminders-analogous to those we sent-can increase performance over an extended period and even foster habit formation (Calzolari & Nardotto, 2017). It is plausible that these reminders promoted goal pursuit independent of the goal manipulation, which could have led to a suppression of the effect of the goal manipulation.…”

Section: Discussionmentioning

confidence: 75%

Making New Year’s Resolutions that Stick: Long-Term Goal Pursuit Motivated by a Combination of Superordinate and Subordinate Goals

Höchli¹,

Messner²,

Brügger³

2019

Preprint

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BackgroundNew Year’s Eve is a time when people make resolutions but more often than not they fail to achieve them. Previous research highlighted the positive effect of subordinate goals in the pursuit of a goal. Building on this, we argue that a combination of superordinate and subordinate objectives contribute to successful goal attainment, particularly in the long run. The purpose of this study is to test whether a combination of subordinate and superordinate goals is likely to help people keep their New Year’s resolutions.MethodsWe asked participants (N = 271) to make a resolution from which they derived: (a) a superordinate and subordinate goals, (b) only a superordinate goal, (c) only a subordinate goal, or (d) no additional goal. Then we compared participant motivation and intent to pursue their goal(s) over a period of 3 months. ResultsOur results showed that after 3 months, people were more motivated to continue to pursue their goals if they focused on both superordinate and subordinate goals than if they focused only on one goal. ConclusionsCombining superordinate and subordinate goals may be a helpful strategy to effectively pursue long-term goals.

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“…The unexpectedly successful goal pursuit of the group that focused on no additional goal may be linked to effects from the five goal reminders sent to the participants during the study. Evidence shows that simple reminders—analogous to those we sent—can increase performance over an extended period and even foster habit formation (Calzolari & Nardotto, ). It is plausible that these reminders promoted goal pursuit independent of the goal manipulation, which could have led to a suppression of the effect of the goal manipulation.…”

Section: Discussionmentioning

confidence: 98%

Making New Year's Resolutions that Stick: Exploring how Superordinate and Subordinate Goals Motivate Goal Pursuit

Höchli

Brügger

Messner

2019

Applied Psych Health & Well

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Background New Year's Eve is a time when people make resolutions, but, more often than not, fail to achieve them. Previous research highlighted the positive effect of subordinate goals in goal pursuit. We argue that combining superordinate and subordinate goals contributes to successful goal pursuit, especially in the long run. We test whether a simultaneous focus on both goal types helps people to keep their resolutions. Methods Using a 2 × 2 between‐subjects design, participants (N = 256) formulated a resolution from which they derived either a superordinate (yes/no) or a subordinate goal (yes/no). The control group focused exclusively on a self‐set resolution. Main outcome measures were effort in goal pursuit and intentions to further pursue the goal after 3 months. Results Focusing on superordinate and subordinate goals increased the amount of effort invested in goal pursuit. A group difference was found only between the group focusing on both goal types and the group focusing on a superordinate goal. No statement could be made about intentions for further goal pursuit and processes by which goal type affects goal pursuit. Conclusion The study provides preliminary insights into how combining superordinate and subordinate goals may be a helpful strategy to pursue long‐term goals.

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Effective Reminders

Cited by 83 publications

References 30 publications

Automatic‐renewal contracts with heterogeneous consumer inertia

Automatic‐renewal contracts with heterogeneous consumer inertia

Making New Year’s Resolutions that Stick: Long-Term Goal Pursuit Motivated by a Combination of Superordinate and Subordinate Goals

Making New Year's Resolutions that Stick: Exploring how Superordinate and Subordinate Goals Motivate Goal Pursuit

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