The desire to win : The effects of competitive arousal on motivation and behavior

@inproceedings{Malhotra2009TheDT,
  title={The desire to win : The effects of competitive arousal on motivation and behavior},
  author={Deepak Malhotra},
  year={2009}
}
The paper theoretically elaborates and empirically investigates the ‘‘competitive arousal” model of decision making, which argues that elements of the strategic environment (e.g., head-to-head rivalry and time pressure) can fuel competitive motivations and behavior. Study 1 measures real-time motivations of online auction bidders and finds that the ‘‘desire to win” (even when winning is costly and will provide no strategic upside) is heightened when rivalry and time pressure coincide. Study 2… CONTINUE READING
Highly Cited
This paper has 52 citations. REVIEW CITATIONS

From This Paper

Topics from this paper.
35 Citations
73 References
Similar Papers

Citations

Publications citing this paper.
Showing 1-10 of 35 extracted citations

52 Citations

051015'11'13'15'17
Citations per Year
Semantic Scholar estimates that this publication has 52 citations based on the available data.

See our FAQ for additional information.

References

Publications referenced by this paper.
Showing 1-10 of 73 references

Towards a competitive arousal model of decision-making: A study of auction fever in live and internet auctions

  • G. Ku, D. Malhotra, J. K. Murnighan
  • Organizational Behavior and Human Decision…
  • 2005
Highly Influential
8 Excerpts

Motivational basis of choice in experimental games

  • D. M. Messick, C. G. McClintock
  • Journal Experimental Social Psychology,
  • 1968
Highly Influential
3 Excerpts

A theory of co-operation and competition

  • M. Deutsch
  • Human Relations, 2, 129–152.
  • 1949
Highly Influential
4 Excerpts

The value of victory: Social origins of the winner’s curse in common value auctions

  • W. van den Bos, J. Li, +4 authors R P.
  • Judgment and Decision Making,
  • 2008

Similar Papers

Loading similar papers…