How effortful decisions get enacted: the motivating role of decision processes, desires, and anticipated emotions
Article first published online: 21 JUL 2003
Copyright © 2003 John Wiley & Sons, Ltd.
Journal of Behavioral Decision Making
Volume 16, Issue 4, pages 273–295, October 2003
How to Cite
Bagozzi, R. P., Dholakia, U. M. and Basuroy, S. (2003), How effortful decisions get enacted: the motivating role of decision processes, desires, and anticipated emotions. J. Behav. Decis. Making, 16: 273–295. doi: 10.1002/bdm.446
- Issue published online: 22 SEP 2003
- Article first published online: 21 JUL 2003
- decision enactment;
- goal setting;
- goal striving
Building on recent research examining the influence of decision making on subsequent goal striving and decision enactment, we consider and elaborate on the mechanisms through which effortful decisions are made, maintained, and enacted. Our proposed framework builds on the Dholakia and Bagozzi (2002) model, distinguishes between two important types of intentions and desires, and shows that the motivation-mustering function of the decision process is mediated by goal and implementation desires. In addition to decision processes, the roles of goal feasibility, anticipated emotions, attitudes, subjective norms, and perceived behavioral control are also elaborated on. Through a two-wave field study tracking real decisions and their pursuit by participants, we find empirical support for our model of effortful decision making and enactment. Copyright © 2003 John Wiley & Sons, Ltd.