Motivation and ability as predictors of play behavior in state-sponsored lotteries: An empirical assessment of psychological control

Psychology and Marketing

Volumn 18, Issue 9, 2001, Pages 973-983

  Sprott, David E ^a   Brumbaugh, Anne M ^b   Miyazaki, Anthony D ^c  

^a WASHINGTON STATE UNIVERSITY   (United States)

^b WAKE FOREST UNIVERSITY   (United States)

^c UNIVERSITY OF MIAMI   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0035599881     PISSN: 07426046     EISSN: None     Source Type: Journal    
DOI: 10.1002/mar.1038     Document Type: Article

References (48)

1. Aiken, L. S., & West, S. G. (1991). Multiple regression: Testing and interpreting interactions. Thousand Oaks, CA: Sage.
2. Ajzen, I. (1991). The theory of planned behavior. organizational Behavior and Human Decision Processes, 50, 179-211.
3. Barnett, T., & Lanier, P. A. (1995). Comparison of alternative response formats for an abbreviated version of Rotter's locus of control scale. Psychological Reports, 77, 259-264.
4. Batra, R., & Ray, M. L. (1986). Situational effects of advertising repetition: The moderating influence of motivation, ability and opportunity to respond. Journal of Consumer Research, 12(2), 432-445.
5. Blakey, G. R. (1979). State conducted lotteries: History, problems, and promises. Journal of Social Issues, 35(3), 62-86.
6. Borg, M. O., & Mason, P. M. (1988). The budgetary incidence of a lottery to support education. National Tax Journal, 41(1), 75-86.
7. Brinner, R. E., & Clotfelter, C. T. (1975). An economic appraisal of state lotteries. National Tax Journal, 28, 395-404.
8. Burger, J. M. (1984). Desire for control, locus of control, and proneness to depression. Journal of Personality, 52(1), 71-89.
9. Burger, J. M. (1985). Desire for control and achievement-related behaviors. Journal of Personality and Social Psychology, 48(6), 1520-1533.
10. Burger, J. M. (1986). Desire for control and the illusion of control: The effects of familiarity and sequence of outcomes. Journal of Research in Personality, 20, 66-76.
11. Burger, J. M. (1992). Desire for control: Personality, social, and clinical perspectives. New York: Plenum Press.
12. Burger, J. M., & Cooper, H. M. (1979). The desirability of control. Motivation and Emotion, 3, 381-393.
13. Burger, J. M., & Smith, N. G. (1985). Desire for control and gambling behavior among problem gamblers. Personality and Social Psychology Bulletin, 11, 145-152.
14. Burnett, J. J. (1981). Internal-external locus of control as a moderator of fear appeals. Journal of Applied Psychology, 66(3), 390-393.
15. Burns, A. C., Gillett, P. L., Rubinstein, M., & Gentry, J. W. (1990). An exploratory study of lottery playing, gambling addiction and links to compulsive consumption. In M. E. Goldberg, G. Gorn, & R. W. Pollay (Eds.), Advances in consumer research (Vol. 17, pp. 298-305). Provo, UT: Association for Consumer Research.
16. Chantai, Y., & Vallerand, R. J. (1996). Skill versus luck: A motivational analysis of gambling involvement. Journal of Gambling Studies, 12(4), 407-418.
17. Clotfelter, C. T., & Cook, P. J. (1989). Selling hope: State lotteries in America. Cambridge, MA: Harvard University Press.
18. Cole, W. R., & Hastie, R. (1978). The effects of lottery play game structure and format on subjective probability and attractiveness of gambles. Personality and Social Psychology Bulletin, 4(4), 608-611.
19. Finn, J. E., & Rock, D. A. (1997). Academic success among students at risk for school failure. Journal of Applied Psychology, 82(2), 221-234.
20. Friedland, N. (1992). On luck and chance: Need for control as mediator of the attribution of events to luck. Journal of Behavioral Decision Making, 5, 267-282.
21. Hansen, A., Miyazaki, A. D., & Sprott, D. E. (2000). The tax incidence of lotteries: Evidence from five states. Journal of Consumer Affairs, 34(2), 182-203.
22. Holtgraves, T., & Skeel, J. (1992). Cognitive biases in playing the lottery: Estimating the odds and choosing the numbers. Journal of Applied Social Psychology, 22, 934-952.
23. Jackson, R. (1994). Demand for lottery products in Massachusetts. Journal of Consumer Affairs, 28(2), 313-325.
24. Keren, G. (1994). The rationality of gambling: Gamblers' conceptions of probability, chance and luck. In G. Wright & P. Ayton (Eds.), Subjective probability (pp. 485-499). New York: Wiley.
25. Keren, G., & Wagenaar, W. A. (1985). On the psychology of playing blackjack: Normative and descriptive considerations with implications for decision theory. Journal of Experimental Psychology: General, 114, 133-158.
26. Landman, J., & Petty, R. (2000). "It could have been you": How states exploit counterfactual thought to market lotteries. Psychology & Marketing, 17(4), 299-321.
27. Langenderfer, J. (1996). Lotteries and education: The mediating effect of illusion of control. In R. P. Hill & C. R. Taylor (Eds.), Marketing and Public Policy Conference Proceedings (Vol. 6, pp. 190-198). Chicago: American Marketing Association.
28. Langer, E. J. (1975). The illusion of control. Journal of Personality and Social Psychology, 32(2), 311-328.
29. Langer, E. J. (1983). The psychology of control. Beverly Hills: Sage.
30. Lefcourt, H. M. (1976). Locus of control: Current trends in theory and research. Hillsdale, NJ: Erlbaum.
31. McCaffery, E. J. (1994). Why people play lotteries and why it matters. Wisconsin Law Review, 1, 71-122.
32. McConkey, C. W., & Warren, W. E. (1987). Psychographic and demographic profiles of state lottery ticket purchasers. Journal of Consumer Affairs 21 314-327.
33. Miyazaki, A. D., Hansen, A., & Sprott, D. E. (1998). A longitudinal analysis of income-based tax regressivity of state-sponsored lotteries. Journal of Public Policy & Marketing, 17(2), 161-172.
34. Miyazaki, A. D., Langenderfer, J., & Sprott, D. E. (1999). Government-sponsored lotteries: Exploring purchase and nonpurchase motivations. Psychology & Marketing, 16, 1-20.
35. Miyazaki, A. D., Sprott, D. E., & Langenderfer, J. (1996). Methodological issues in public policy research: The case of education and lottery purchase behavior. In R. P. Hill & C. R. Taylor (Eds.), Marketing and Public Policy Conference Proceedings (Vol. 6, pp. 181-189). Chicago: American Marketing Association.
36. Moorman, C., & Matulich, E. (1993). A model of consumers' preventive health behaviors: The role of health motivation and health ability. Journal of Consumer Research, 20, 208-228.
37. Nataraajan, R., & Goff, B. G. (1992). Manifestations of compulsiveness in the consumer-marketplace domain. Psychology & Marketing, 9(1), 31-44.
38. National Gambling Impact Study Commission. (1999). Final report. Available: http://www.ngisc.gov.
39. Parker, L. E. (1993). When to fix it and when to leave: Relationships among perceived control, self-efficacy, dissent, and exit. Journal of Applied Psychology, 78(6), 949-959.
40. Phares, E. J. (1976). Locus of control in personality. Morristown, NJ: General Learning Press.
41. Phillips, J. M., & Gully, S. M. (1997). Role of goal orientation, ability, need for achievement, and locus of control in the self-efficacy and goal-setting process. Journal of Applied Psychology, 82(5), 792-802.
42. Rogers, P. (1998). The cognitive psychology of lottery gambling: A theoretical review. Journal of Gambling Studies, 14(2), 111-134.
43. Rotter, J. B. (1966). Generalized expectancies for internal versus external control of reinforcement. Psychological Monographs, 80 (1, Whole No. 609).
44. Sprott, D. E., Hardesty, D. M., & Miyazaki, A. D. (1998). Disclosure of odds information: An experimental investigation of odds format and numeric complexity. Journal of Public Policy & Marketing, 17(1), 11-23.
45. Stearns, J. M., & Borna, S. (1995). The ethics of lottery advertising: Issues and evidence. Journal of Business Ethics, 14(1), 43-51.
46. Weiss, H., & Sherman, J. (1973). Internal-external control as a predictor of task effort and satisfaction subsequent to failure. Journal of Applied Psychology, 57(2), 132-136.
47. Williams, J., Mizerski, R., & Straughn, K. (1994). Ethnic differences in state lottery play. Presented at the 1994 Association for Consumer Research Conference, Boston, MA.
48. Wolfgang, A. K., Zenker, S. I., & Viscusi, T. (1984). Control motivation and the illusion of control in betting on dice. Journal of Psychology, 116, 67-72.