TITLE

Hierarchical Representation of Motives in Goal Setting

AUTHOR(S)
Bagozzi, Richard P.; Bergami, Massimo; Leone, Luigi
PUB. DATE
October 2003
SOURCE
Journal of Applied Psychology;Oct2003, Vol. 88 Issue 5, p915
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The authors developed a framework for thinking about motives in goal setting. The reasons for choosing a particular goal are represented in a hierarchical network of motives. To uncover context-specific motives and their interconnections, the authors propose a procedure based on the elicitation of justifications for one's goal. The authors applied the procedure to the motivation of volunteering to join the Italian Army by officers (N = 151) and 3 groups of enlisted soldiers (Garibaldi Brigade, N: 141; Folgore Brigade, N = 144; and volunteers in training, N = 150). The resulting idiographic motives and linkages between motives were validated by regressing attitudes, intentions to reenlist, and commitment toward the army on motives and linkages between motives. A heuristic nomothetic summary of goals, arranged in an interconnected hierarchy, was derived.
ACCESSION #
10986399

 

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