The time for doing is not the time for change: Effects of general action and inaction goals on attitude retrieval and attitude change.

Implicit in many informal and formal principles of psychological change is the understudied assumption that change requires either an active approach or an inactive approach. This issue was systematically investigated by comparing the effects of general action goals and general inaction goals on attitude change. As prior attitudes facilitate preparation for an upcoming persuasive message, general action goals were hypothesized to facilitate conscious retrieval of prior attitudes and therefore hinder attitude change to a greater extent than general inaction goals. Experiment 1 demonstrated that action primes (e.g., “go,” “energy”) yielded faster attitude report than inaction primes (e.g., “rest,” “still”) among participants who were forewarned of an upcoming persuasive message. Experiment 2 showed that the faster attitude report identified in Experiment 1 was localized on attitudes toward a message topic participants were prepared to receive. Experiments 3, 4, and 5 showed that, compared with inaction primes, action primes produced less attitude change and less argument scrutiny in response to a counterattitudinal message on a previously forewarned topic. Experiment 6 confirmed that the effects of the primes on attitude change were due to differential attitude retrieval. That is, when attitude expression was induced immediately after the primes, action and inaction goals produced similar amounts of attitude change. In contrast, when no attitude expression was induced after the prime, action goals produced less attitude change than inaction goals. Finally, Experiment 7 validated the assumption that these goal effects can be reduced or reversed when the goals have already been satisfied by an intervening task. (PsycINFO Database Record (c) 2011 APA, all rights reserved)     

Increasing and decreasing motor and cognitive output: A model of general action and inaction goals.

General action and inaction goals can influence the amount of motor or cognitive output irrespective of the type of behavior in question, with the same stimuli producing trivial and important motor and cognitive manifestations normally viewed as parts of different systems. A series of experiments examined the effects of instilling general action and inaction goals using word primes, such as "action" and "rest." The first 5 experiments showed that the same stimuli influenced motor output, such as doodling on a piece of paper and eating, as well as cognitive output, such as recall and problem solving. The last 2 experiments supported the prediction that these diverse effects can result from the instigation of general action and inaction goals. Specifically, these last 2 studies confirmed that participants were motivated to achieve active or inactive states and that attaining them decreased the effects of the primes on behavior. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Relatively fast! Efficiency advantages of comparative thinking.

Comparisons are a ubiquitous process in information processing. Seven studies examine whether, how, and when comparative thinking increases the efficiency of judgment and choice. Studies 1-4 demonstrate that procedurally priming participants to engage in more vs. less comparison influences how they process information about a target. Specifically, they retrieve less information about the target (Studies 1A, 1B), think more about an information-rich standard (Study 2) about which they activate judgment-relevant information (Study 3), and use this information to compensate for missing target information (Study 4). Studies 2-5 demonstrate the ensuing efficiency advantages. Participants who are primed on comparative thinking are faster in making a target judgment (Studies 2A, 2B, 4, 5) and have more residual processing capacities for a secondary task (Study 5). Studies 6 and 7 establish two boundary conditions by demonstrating that comparative thinking holds efficiency advantages only if target and standard are partly characterized by alignable features (Study 6) that are difficult to evaluate in isolation (Study 7). These findings indicate that comparative thinking may often constitute a useful mechanism to simplify information processing. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Positive mood + action = negative mood + inaction: Effects of general action and inaction concepts on decisions and performance as a function of affect.

General action and inaction concepts have been shown to produce broad, goal-mediated effects on cognitive and motor activity irrespective of the type of activity. The current research tested a model in which action and inaction goals interact with the valence of incidental moods to guide behavior. Over four experiments, participants' moods were manipulated to be positive (happy), neutral, or negative (angry or sad), and then general action, inaction, and neutral concepts were primed. In Experiment 1, action primes increased intellectual performance when participants experienced a positive (happy) or neutral mood, whereas inaction primes increased performance when participants experienced a negative (angry) mood. Including a control-prime condition, Experiments 2 and 3 replicated these results measuring the number of general interest articles participants were willing to read and participants' memory for pictures of celebrities. Experiment 4 replicated the results comparing happiness with sadness and suggested that the effect of the prime's adoption was automatic. Overall, the findings supported an interactive model by which action concepts and positive affect produce the same increases in active behavior as inaction concepts and negative affect. (PsycINFO Database Record (c) 2011 APA, all rights reserved)     

Goal Contagion: Perceiving Is for Pursuing.

Six studies examined the goal contagion hypothesis, which claims that individuals may automatically adopt and pursue a goal that is implied by another person's behavior. Participants were briefly exposed to behavioral information implying a specific goal and were then given the opportunity to act on the goal in a different way and context. Studies 1-3 established the goal contagion phenomenon by showing that the behavioral consequences of goal contagion possess features of goal directedness: (a) They are affected by goal strength, (b) they have the quality of goal appropriateness, and (c) they are characterized by persistence. Studies 4-6 show that people do not automatically adopt goals when the observed goal pursuit is conducted in an unacceptable manner, because the goal will then be perceived as unattractive. The results are discussed in the context of recent research on automatic goal pursuits. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

The “me” I claim to be: Cultural self-construal elicits self-presentational goal pursuit.

In 12 studies, respondents with an independent (vs. interdependent) self-construal showed an increased tendency and readiness to present themselves as skillful and capable and a decreased tendency and readiness to present themselves as socially sensitive and appropriate. This emerged in the form of differential scores on direct measures of self-presentation—self-deceptive enhancement and impression management (Study 1), differential social sensitivity in a gift-giving scenario (Study 2), differential performance on questions assessing general knowledge (Studies 5–6) and etiquette (Studies 7–8), and different choices between tests purportedly measuring one’s self-reliance versus social-appropriateness (Studies 9A and 9D). These relationships were observed when participants focused on their own self-presentational concerns but disappeared when participants focused on others’ outcomes (Study 3) or when they had a prior opportunity to satisfy their goals via self-affirmation (Studies 4, 5, 6, 7, 8, 9B, 9D). Finally, self-construal effects were eliminated or reversed when participants were led to doubt their ability to achieve their self-presentational goals (Study 9C). (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

To do or not to do: Desirability and consistency mediate judgments of regret.

In 4 studies, the authors demonstrated that when errors associated with action were inconsistent with decision makers' orientation, they were undesirable and produced more regret than did errors associated with inaction. Conversely, when errors associated with action were consistent with decision makers' orientation, they were desirable and produced less regret than did errors associated with inaction. Desirability and consistency mediated this relationship, independent of mutability. These results were obtained when judgments and decisions to act or not act were made in close temporal proximity to one another as well as when participants reflected on their past decisions. The authors provide an analysis of when counterfactuals would and would not be expected to mediate judgments of normality and regret. (PsycINFO Database Record (c) 2011 APA, all rights reserved)     

Malleability in communal goals and beliefs influences attraction to stem careers: Evidence for a goal congruity perspective.

The goal congruity perspective posits that 2 distinct social cognitions predict attraction to science, technology, engineering, or mathematics (STEM) fields. First, individuals may particularly value communal goals (e.g., working with or helping others), due to either chronic individual differences or the salience of these goals in particular contexts. Second, individuals hold beliefs about the activities that facilitate or impede these goals, or goal affordance stereotypes. Women's tendency to endorse communal goals more highly than do men, along with consensual stereotypes that STEM careers impede communal goals, intersect to produce disinterest in STEM careers. We provide evidence for the foundational predictions that gender differences emerge primarily on communal rather than agentic goals (Studies 1a and 3) and that goal affordance stereotypes reflect beliefs that STEM careers are relatively dissociated from communal goals (Studies 1b and 1c). Most critically, we provide causal evidence that activated communal goals decrease interest in STEM fields (Study 2) and that the potential for a STEM career to afford communal goals elicits greater positivity (Study 3). These studies thus provide a novel demonstration that understanding communal goals and goal affordance stereotypes can lend insight into attitudes toward STEM pursuits. (PsycINFO Database Record (c) 2011 APA, all rights reserved)     

Sexual overperception: Power, mating motives, and biases in social judgment.

Results from 4 experiments suggest that power motivates heightened perceptions and expectations of sexual interest from subordinates. Having power over a member of the opposite sex activated sexual concepts that persisted across a temporal delay, indicating the activation of a mating goal (Study 1). Having power increased participants' expectations of sexual interest from a subordinate (Study 2) but only when a mating goal was attainable (i.e., when the subordinate was romantically available; Study 3). In a face-to-face interaction between 2 participants, power heightened perceptions of sexual interest and sexualized behavior among participants with chronically active mating goals (i.e., sexually unrestricted individuals; Study 4). Tests of mediation demonstrated that sexual overperception mediated power's effect on sexually tinged behavior. Through its capacity to induce goal pursuit, power can activate mating goals that sexualize interactions between men and women. This research demonstrates one route through which power might lead to sexual harassment. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Personal goals and social support in close relationships: Effects on relationship mood and marital satisfaction.

Two studies examined the importance of social support as related to the pursuit of personal goals in accounting for individuals' satisfaction with close relationships. In Study 1, students' estimations of how much support they received from partners for goals within and outside their relationships predicted individual differences in both enactment of personal goals and relationship mood 4 weeks later. Study 2 found that differences in receiving and giving goal support within marriage accounted for concurrent differences in the marital satisfaction of spouses. Wives' and husbands' satisfaction was differentially related to spousal support of relationship goals and individual goals outside marriage. Results are discussed in terms of a need for further analysis of the role personal goals play in the development of close relationships. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Intergroup Contact and Pluralistic Ignorance.

The present work examined the relationship between people's own interpretations of why they avoid intergroup contact and their interpretations of why out-groups avoid intergroup contact. Studies 1 and 2 demonstrate that Whites and Blacks would like to have more contact with the out-group but believe the out-group does not want to have contact with them. Studies 3-5 show that Whites and Blacks make divergent explanations about their own and their potential out-group partner's failure to initiate contact. Specifically, individuals explained their own inaction in terms of their fear of being rejected because of their race but attributed the out-group members' inaction to their lack of interest. Study 6 examined the behavioral consequences of this self-other bias. Finally, Study 7 applied theoretical work on the extended contact hypothesis to explore a means to reduce this self- other bias. The implications of these studies for improving intergroup interactions are discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

People's intuitions about intuitive insight and intuitive choice.

How do people balance intuition and reason when making decisions? We report 6 studies that indicate that people are cued by the features of the decision problem to follow intuition or reason when making their choice. That is, when features of the choice resemble features commonly associated with rational processing, people tend to decide on the basis of reason; when features of the choice match those associated with intuitive processing, people tend to decide on the basis of intuition. Choices that are seen as objectively evaluable (Study 1A), sequential (Studies 1B and 3), complex (Study 2), or precise (Study 4) elicit a preference for choosing rationally. This framework accurately predicts people's choices in variants of both the ratio-bias (Study 3) and ambiguity-aversion paradigms (Study 4). Discussion focuses on the relationship between the task cuing account, other decision-making models, and dual-process accounts of cognition. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Core Self-Evaluations and Job and Life Satisfaction: The Role of Self-Concordance and Goal Attainment.

The present study tested a model explaining how the core self-evaluations (i.e., positive self-regard) concept is linked to job and life satisfaction. The self-concordance model, which focuses on motives underlying goal pursuit, was used as an explanatory framework. Data were collected from 2 samples: (a) 183 university students (longitudinal measures of goal attainment and life satisfaction were used) and (b) 251 employees (longitudinal measures of goal attainment and job satisfaction were utilized). In both studies, the core self-evaluations concept was positively related to goal self-concordance, meaning that individuals with positive self-regard were more likely to pursue goals for intrinsic and identified (value-congruent) reasons. Furthermore, in both studies, goal self-concordance was related to satisfaction (job satisfaction in Study 1 and life satisfaction in Study 2). (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Emotional responses to goal attainment: Strength of regulatory focus as moderator.

Goals with a promotion focus versus a prevention focus are distinguished. Chronic ideal goals (hopes and aspirations) have a promotion focus, whereas ought goals (duties and responsibilities) have a prevention focus. The hypothesis that emotional responses to goal attainment vary as a function of promotion versus prevention goal strength (conceptualized as goal accessibility) was tested in correlational studies relating chronic goal attainment (self-congruencies or self-discrepancies) to emotional frequency and intensity (Studies 1–3) and in an experimental study relating immediate goal attainment (i.e., success or failure) to emotional intensity (Study 4). All studies found that goal attainment yielded greater cheerfulness–dejection responses when promotion focus was stronger and greater quiescence–agitation responses when prevention focus was stronger. (PsycINFO Database Record (c) 2011 APA, all rights reserved)     

Construing action abstractly and blurring social distinctions: Implications for perceiving homogeneity among, but also empathizing with and helping, others.

Most people's actions serve goals that, defined abstractly enough, are quite similar to one another. The authors thus proposed, and found, that construing action in abstract (vs concrete) terms relates to perceiving greater similarity among persons both within and across different social groups (Studies 1-3). By fostering perspective taking, viewing action abstractly also related to empathizing with and expressing willingness to help nonstigmatized and stigmatized others (e.g., AIDS patients; Studies 3-5) and to donating money to help those in need (Study 6). These findings held when controlling for ideological, motivational, and broad personality variables. Abstract action construals, then, appear to blur social distinctions, fostering perspective taking and empathy on the one hand but also perceptions of group homogeneity on the other. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

The relative relativity of material and experiential purchases.

When it comes to spending disposable income, experiential purchases tend to make people happier than material purchases (Van Boven & Gilovich, 2003). But why are experiences more satisfying? We propose that the evaluation of experiences tends to be less comparative than that of material possessions, such that potentially invidious comparisons have less impact on satisfaction with experiences than with material possessions. Support for this contention was obtained in 8 studies. We found that participants were less satisfied with their material purchases because they were more likely to ruminate about unchosen options (Study 1); that participants tended to maximize when selecting material goods and satisfice when selecting experiences (Study 2); that participants examined unchosen material purchases more than unchosen experiential purchases (Study 3); and that, relative to experiences, participants’ satisfaction with their material possessions was undermined more by comparisons to other available options (Studies 4 and 5A), to the same option at a different price (Studies 5B and 6), and to the purchases of other individuals (Study 5C). Our results suggest that experiential purchase decisions are easier to make and more conducive to well-being. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Moral hypocrisy: Appearing moral to oneself without being so.

How can people appear moral to themselves when they fail to act morally? Two self-deception strategies were considered: (a) misperceive one's behavior as moral and (b) avoid comparing one's behavior with moral standards. In Studies 1 and 2 the authors documented the importance of the 2nd strategy but not the 1st. Among participants who flipped a coin to assign themselves and another participant "fairly" to tasks, even a clearly labeled coin that prevented misperception did not produce a fair result (Study 1). Inducing behavior–standard comparison through self-awareness did (Study 2). Study 3 qualified the self-awareness effect: When moral standards were not salient before acting, self-awareness no longer increased alignment of behavior with standards. Instead, it increased alignment of standards with behavior and produced less moral action. Overall, results showed 3 different faces of moral hypocrisy. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Consider it done! Plan making can eliminate the cognitive effects of unfulfilled goals.

Unfulfilled goals persist in the mind, as asserted by ample theory and evidence (e.g., the Zeigarnik effect). The standard assumption has been that such cognitive activation persists until the goal is fulfilled. However, we predicted that contributing to goal pursuit through plan making could satisfy the various cognitive processes that usually promote goal pursuit. In several studies, we activated unfulfilled goals and demonstrated persistent goal activation over time. Unfinished goals caused intrusive thoughts during an unrelated reading task (Studies 1 and 5B), high mental accessibility of goal-related words (Studies 2 and 3), and poor performance on an unrelated anagram task (Study 4). Allowing participants to formulate specific plans for their unfulfilled goals eliminated the various activation and interference effects. Reduction of the effects was mediated by the earnestness of participants' plans: Those who ultimately executed their plans were those who also exhibited no more intrusions (Study 4). Moreover, changes in goal-related emotions did not appear to be a necessary component of the observed cognitive effects (Studies 5A and 5B). Committing to a specific plan for a goal may therefore not only facilitate attainment of the goal but may also free cognitive resources for other pursuits. Once a plan is made, the drive to attain a goal is suspended—allowing goal-related cognitive activity to cease—and is resumed at the specified later time. (PsycINFO Database Record (c) 2011 APA, all rights reserved)     

Biased Language Use in Stereotype Maintenance: The Role of Encoding and Goals.

In 4 studies, the authors investigated the relative impact of biased encoding of information and communication goals on biased language use. A category label (linguistic expectancy bias, Study 1) or a group label (linguistic intergroup bias, Study 2) was presented either before or after a story that participants were asked to communicate. Biased language use only emerged when participants learned about the group membership of the actor or the category label before hearing the story. However, communication goals had an effect on language use at the retrieval stage, independent of encoding (Studies 3 and 4). Although communication goal effects seemed to overwhelm encoding effects, encoding still influenced language use under externally imposed time pressure (Study 3) and self-imposed time constraints (Study 4). This research reaffirms the importance of both cognitive and communicative processes in stereotype maintenance and highlights the conditions under which they each operate. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Positive Reactions to Working in Groups in a Study of Group and Individual Goal Decision Making.

The authors explored group members' positive reactions to working in groups that performed a card-sorting task for which they set goals. They also tested predictions regarding observed differences between the goal decisions of groups and individuals for their own and others' performance. Consistent with predictions, group members had more goal commitment, more positive attitudes toward goal attainment, and greater satisfaction with their performance than individuals. Moreover, groups chose goals that were less difficult than the goals of individuals both for their own and for others' performance. The ways in which group decision processes and other factors may account for differences in group and individual goal decisions are considered. In addition, the social-emotional and task-related benefits members perceive of working in their groups are discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)