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Search Results for Author 'Dechow, Patricia M.':

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How Reference Points Motivate Us

Idea posted: June 2014

Institutions: University of Southern California Marshall School of Business    University of California Berkeley Haas School of Business    University of Chicago Booth School of Business   

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The use of reference points — for example, a monthly sales quota of 20 sales — is at the heart of reference-dependent behavioural economic theories, the most influential being “prospect…

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