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Search Results for Author 'Pope, Devin G.':
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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
Authors:
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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