The Booth School of Business, University of Chicago, Chicago, IL, USA.
Psychol Sci. 2011 Jan;22(1):71-9. doi: 10.1177/0956797610391098. Epub 2010 Dec 9.
Where do people's reference points come from? We conjectured that round numbers in performance scales act as reference points and that individuals exert effort to perform just above rather than just below such numbers. In Study 1, we found that professional baseball players modify their behavior as the season is about to end, seeking to finish with a batting average just above rather than below .300. In Study 2, we found that high school students are more likely to retake the SAT after obtaining a score just below rather than above a round number. In Study 3, we conducted an experiment employing hypothetical scenarios and found that participants reported a greater desire to exert more effort when their performance was just short of rather than just above a round number.
人们的参照点来自哪里？我们推测，在绩效评估中，整数会充当参照点，而且人们会努力表现得略高于而不是略低于这些数字。在研究 1 中，我们发现职业棒球运动员在赛季即将结束时会调整自己的行为，力求将平均击球率提高到 300 以上而不是以下。在研究 2 中，我们发现高中生在获得略低于而不是高于整数的分数后，更有可能重新参加 SAT 考试。在研究 3 中，我们通过假设情景进行了一项实验，发现当参与者的表现略低于而不是略高于整数时，他们报告的努力意愿更大。
