When Consumers Prefer Bundles with Noncomplementary Items to Bundles with Complementary Items: The Role of Mindset Abstraction

Past research shows that consumers evaluate bundles with complementary items more favorably than they evaluate bundles with noncomplementary items. In a series of four experiments that involve evaluation, willingness to pay, and real choice, we show that this well‐established effect is moderated by the level of mindset abstraction. Complementarity (vs. noncomplementarity) among bundle items prompts relatively concrete (vs. abstract) thinking (study 1). Consequently, consumers evaluate complementary (vs. noncomplementary) bundles more favorably when they think in more concrete (vs. abstract) terms (study 2) or when the consumption context involves lower (vs. higher) spatial (study 3) or temporal (study 4) distance. These effects are mediated by consumers’ heightened sense of “feeling right” during decision making under construal fit (study 4). Finally, the level of complementarity among bundle items differentially influences mental abstraction because of consumers’ tendency to perceive bundles as a single inseparable unit. Therefore, the effect attenuates when consumers adopt a separating—rather than a connecting—mindset (study 3). Overall, this work significantly extends past research on product bundles and offers several managerial implications.     

One for all: What representing a group may do to us

Collective bargaining, business alliances, diplomacy between nations — interactions between group representatives include topics that may have some of the greatest impact on our lives. Nevertheless, the nature of such interactions is poorly understood. How do representatives approach such interactions? What goals do they pursue, and what expectations do they have of their counterpart? In the present research, we advance a theoretical framework with which to understand the mindset that is activated by the role of representative. In two studies, we measure what goals (Study 1) and expectations (Study 2) become salient in this role, compared with the related roles of individual or group member. Our findings reveal that representatives may display a more competitive mindset, consisting of more competitive goals and expectations of others. As competition can be harmful, rather than beneficial to the group, care should be taken when relying on representatives, so that we may exploit their strengths while curtailing their weaknesses.     

Personal goals as predictors of intended classroom goals: Comparing elementary and secondary school pre‐service teachers

Background and Aims. The literature documents fewer classroom mastery goal structures in secondary school compared to elementary. However, little is known about how personal achievement goals may influence classroom goal structures. This is especially true at the level of pre‐service teachers. Our objective was to investigate if pre‐service teachers’ personal goals predicted their intended classroom goal structures. Sample. Participants were 125 elementary and 175 secondary school pre‐service teachers from two Western Canadian universities. Method. Structural equation modelling was used to examine if the structural relationships and latent means of personal and intended classroom goal structures differed for elementary and secondary school pre‐service teachers. Results. The results revealed that personal goals predicted the goal structures that pre‐service teachers intended to establish; however, the relationships and means differed between elementary and secondary school pre‐service teachers. Specifically, personal mastery‐approach goals positively predicted classroom mastery goals much more strongly at the elementary than the secondary level. Furthermore, elementary pre‐service teachers had significantly higher latent mean scores on personal mastery‐approach goals than their secondary counterparts. Conclusions. It seems possible that the currently documented differences between classroom goal structures noted for elementary compared to secondary school may be based on the personal goals endorsed as pre‐service teachers. The results are further discussed in terms of alignment with research on practising teachers’ personal and classroom goals and implications for teacher education.     

Harnessing growth mindsets to help individuals flourish

Psychologists are uniquely positioned to help with our collective obligation to advance scientific knowledge in ways that help individuals to flourish. Growth mindsets may offer one such tool for improving lives, yet some research questions the potential to replicate key findings. The aims in the current work are to help explain mixed results and outline ways to improve intervention impact. To reach these goals, we first offer a brief overview of the links between growth mindsets and psychological flourishing. Second, we outline key theories of causal mechanisms and summarize sources of meaningful heterogeneity in growth mindset interventions, with a focus on those designed to improve mental health. Third, we provide cautionary notes that highlight nuances of growth mindset messaging in contexts with stigmatized social identities. Fourth, to conclude, we suggest areas for future research aimed at understanding how to most powerfully harness growth mindsets to help individuals reach optimal psychological functioning.     

Perceived consequences underlying approach goals and avoidance goals in relation to anxiety

Numerous studies have examined anxiety from a cognitive and affective perspective but relatively little research has studied anxiety from a motivational perspective. There are theoretical grounds (e.g., Gray, 1982) for expecting anxiety to be characterised by heightened avoidance motivation, but this motivational bias is not thought to be accompanied by diminished approach motivation. A cross-sectional, mixed model design was used to investigate individuals’ response-variations on personal approach and avoidance goal systems. A convenience sample comprising an anxious group (n = 41) and non-anxious group (n = 33) completed tasks that measured number of self-generated approach goals and avoidance goals, and number of associated positive and negative consequence steps for goals. As predicted, anxious individuals, relative to non-anxious individuals, generated more avoidance goals and more negative consequence steps in response to goal non-attainment (irrespective of goal type) but did not differ on number of approach goals or positive consequence steps in response to goal attainment (irrespective of goal type). The present findings highlight the importance of personal goal systems in understanding the nature of anxiety.     

Predicting and understanding behavioral volitions: the interplay between goals and behaviors

In traditional attitude research behavioral volitions have been usually considered in isolation from the broader context that justify their formation. Most behaviors are functional to goal achievement and can be better understood and predicted by considering relevant constructs at the goal level. The interplay between behaviors and goals is the focus of this study. Constructs specified by the Theory of Planned Behavior (TPB) are examined together with constructs proposed by the Model of Goal‐directed Behavior (MGB) and two further goal constructs (goal desires and goal perceived feasibility). These theoretical ideas are tested on a sample of 104 students having a goal for body weight regulation or for studying effort. The results indicate that the inclusion of distal goal‐related constructs significantly improve the prediction of behavioral volitions, over and above the prediction based on behavior‐related constructs. The MGB and an extended model outperform the TPB and show substantial predictive power. The implications of the findings for research on behaviors and goals are discussed. Copyright © 2000 John Wiley & Sons, Ltd.     

The adoption of approach versus avoidance goals: The role of goal-relevant resources

The present research investigated whether the adoption of approach versus avoidance goals is affected by goal-relevant resources. When individuals have few goal-relevant resources, they should prefer avoidance goals, whereas when individuals have many goal-relevant resources, they should adopt approach goals. The individual’s outcome expectancy is assumed to mediate this relationship. This hypothesis is supported by the findings of four multi-method studies with student samples. A cross-sectional field study showed a positive relationship between the extent of goal-relevant resources and approach goal adoption. In a longitudinal field study, a high number of resources predicted the increase in personal approach goal adoption over a period of 4 months, controlling for neuroticism. Two experiments showed that the manipulation of resources affected approach versus avoidance task goal adoption, with outcome expectancy mediating the relationship. These findings complement existing findings on dispositional determinants of approach versus avoidance goal adoption.     

Effects of shifts in goal origin on goal acceptance and attainment

Current models of goal setting often fail to consider the potential negative effects of goal programs. Control over goal difficulty levels may be an important source of personal control in the workplace and psychological reactance may result from a shift in control over the setting of goals. The present experiment examined the effects of initial goal origin (assigned or self-set) and shifted goal origin (shifted or not shifted) on goal acceptance and attainment over two trial blocks of a verbal task. Several hypotheses based on psychological reactance theory were tested in a laboratory experiment with 160 college undergraduates. Overall analyses revealed significant interactions for goal acceptance and goal attainment over trial blocks. Simple effect analyses isolated this interaction for both dependent variables in a disordinal crossover pattern for the shifted origin groups over trial blocks, as expected. The discussion focuses on fitting these results into the current program guiding goal-setting research and on suggesting future avenues of research. Some implications for the application of goal setting are also discussed.     

Action Phases and Goal Setting: Being Optimistic After Decision Making Without Getting into Trouble

According to Gollwitzer's mindset theory, people in postdecisional action phases, who are about to implement a chosen action or goal, are supposed to be more optimistic than people in predecisional action phases, who are deliberating on different actions or goals (P. M. Gollwitzer, 1990). The present experiments were designed to test the hypothesis that postdecisional people are optimistic in a way that does not set them up for failure and disappointment. In three experiments it is shown that people who are in an implemental mindset neither set more demanding goals than do deliberative people nor do they inflate their performance predictions. Instead, they are more confident in reaching their goals and more cautious when predicting future performance. This behavior is interpreted in terms of a strategy that allows people to hold optimistic beliefs without facing the danger of exaggerated goal setting or a disconfirmation of their beliefs.     

Multifinality in implicit choice

This research examines the possibility that people's choices in the service of an explicit focal goal may also reflect their tendency to fulfill implicit background goals and in that sense are multifinal. We carried out 5 experimental studies to investigate this notion. In Experiment 1, a primed implicit goal affected individuals' choices even when those avowedly served an explicit "focal" goal. Experiment 2 replicated this finding with a different type of implicit goals. Experiment 3 found that primed implicit goals had no effect on choices where the options that served them undermined the explicit goal. Experiment 4 found that a primed implicit goal served by a multifinal option does not privilege it over a unifinal option if that goal had been already attained by a different means. Finally, Experiment 5, via 3 types of control groups, showed that choices were affected by both the explicit and implicit goals in isolation, and they shifted toward multifinality when these goals were conjointly present. The discussion considers the integrative potential of the multifinality framework and its implications for a variety of phenomena in the domain of motivated cognition.     

A Conceptualization and Test of the Influences of Individual Differences in Goal-Setting Situations1

This research tests a hypothesized model of the relationships among several individual differences and variables associated with the setting of goals. Participants were randomly assigned to a self-set goal condition, or to moderately or very-difficult assigned-goal conditions. By aggregating scores of performance, personal goals, ratings of self-efficacy, and goal commitment over multiple goal-setting and task-performance occasions, the overall relationships among these variables and need for achievement, self-esteem, and locus of control were determined. Results provide strong support for Locke and Latham's (1990a, 1990b) model of the goal-performance relation, but fail to support the hypothesized role of individual differences. The implications of these findings and individual differences in goal-setting situations are discussed.     

The Effect of Self-awareness on the Identification of Goal-related Obstacles

When individuals strive towards personal goals, they may encounter obstacles that could compromise their goal progress and pose a challenge to self-regulation. Coping with obstacles first requires those obstacles to be identified. The purpose of the present studies was to apply an inter-individual approach to this important, but insufficiently studied self-regulatory aspect of goal striving. We therefore examined the role of self-awareness, that is, paying attention to one's own feelings, thoughts, and behaviours, for the identification of goal-related obstacles. We measured and manipulated self-awareness in two correlational and two experimental studies (one of them preregistered) and asked participants to identify obstacles to their goals. All studies confirmed the hypothesis that individuals with higher levels of dispositional and situational self-awareness identify more obstacles, both with regard to their idiosyncratic personal goals (Studies 1 and 2) and with regard to a goal in an assigned task during an experiment (Studies 3 and 4). The results indicate that self-awareness plays a crucial role for identifying obstacles. We discuss the implications of our findings for personality and self-regulation research.     

A Path to More Enduring Happiness: Take a Detour from Specific Emotional Goals

Although much of consumption behavior is prompted by the pursuit of happiness, enduring happiness remains elusive, since happiness is destined to adaptation. Our research identifies a novel yet simple method of slowing hedonic adaptation from consumption activities: reducing specificity of the happiness goal. We propose that in the realm of happiness, contrary to findings from other domains, having a general (e.g., feeling good) versus a specific (e.g., excitement) emotional goal might hold the key to more enduring happiness. One lab experiment and a longitudinal study demonstrate general (vs. specific) goals expand the breadth of emotions experienced from consumption activities, which in turn impact the top‐of‐mind awareness of the consumption target over time; higher top‐of‐mind awareness of the target allows one to continue to derive happiness from it. Importantly, the happiness advantage of general emotional goals strengthens over time. Given a significant tendency by consumers to pursue specific happiness goals (as three pilot studies reveal), a simple change in the way they formulate their happiness goals could be consequential for consumer wellbeing.     

Theoretical and methodological directions in mindset intervention research

Growth mindset interventions directed at students aim to change students' beliefs about the malleability of ability. These interventions have had mixed results, with some showing impressive findings (e.g., improving grades and persistence in science and closing performance gaps), while other implementations have shown null findings. This heterogeneity suggests that growth mindset interventions should not be viewed as a sole solution for improving educational outcomes for students and that further research is needed to identify the contextual factors that influence their effectiveness. We propose new theoretical directions in mindset research that adopts an anti-deficit model and moves away from focusing exclusively on students and their belief systems. Instead, we encourage a new wave of mindset research that considers the institutional, cultural, and contextual environment that either corroborates or negates students' mindset beliefs. We propose a new approach to mindset research that emphasizes innovative approaches to better understand the conditions under which mindset interventions are effective.     

Implementation intentions as goal primes: Boosting self‐control in tempting environments

People often forget their long‐term strivings because their environment confronts them with attractive temptations. Previous research suggests that self‐control failures can be prevented by reminding people of their higher‐order goal. Therefore, we hypothesized that using implementation intentions as a tool to directly re‐activate people's higher‐order goal in tempting situations would effectively enhance self‐control. We tested this in the domain of dieting behavior. Results demonstrated that this specific planning strategy activated the dieting goal for unsuccessful dieters when exposed to tempting food cues (Study 1) and reduced their consumption of calorically dense food across 2 weeks (Study 2) compared to those in control conditions. This suggests that preparing people to think of their higher‐order goal when tempted can be used to protect ongoing goal striving. Appealing to higher‐order goals potentially makes implementation intentions flexible instruments of self‐regulation as this should trigger motivated behavior to reach goals and initiate various goal‐instrumental actions. Copyright © 2011 John Wiley & Sons, Ltd.     

Self-compassion at work: A self-regulation perspective on its beneficial effects for work performance and wellbeing

The work environment is fraught with complex demands, hardships, and challenges, highlighting the need to approach work with self-compassion each day. We propose that work self-compassion—a mindset of kindness, gentleness, and care toward oneself as an employee—may generate the resources and motivation needed for self-regulation at work. Drawing from integrated self-control theory (ISCT) and theory on self-compassion, we suggest that on days when employees hold a work self-compassionate mindset, they will exhibit greater work performance and wellbeing via enhanced resource capacity and motivation. In an experimental experience sampling study, we found that a work self-compassionate mindset reduced depletion and increased work self-esteem and thereby heightened daily work engagement and daily resilience. Consequently, employees made greater goal progress at work and experienced higher meaning in life. In a supplemental study, we show that state self-compassion at work is associated with unique variance in work outcomes beyond compassion received from coworkers. We discuss theoretical and practical implications for self-compassion in organizational contexts.     

Effects of Lag Schedules and Response Blocking on Variant Food Consumption by a Girl with Autism

Food selectivity by individuals with autism spectrum disorder (ASD) is often viewed in the behavioral literature as a problem with compliance and treated accordingly. However, when viewed as a problem with invariance, it may be appropriate to treat the problem by using procedures that increase variant food consumption. Lag schedules of reinforcement have been shown to increase variability in verbal and play behavior of children with ASD. Therefore, we attempted to evaluate the effects of a lag schedule of positive reinforcement on variant food consumption by a girl with ASD and food selectivity. Ultimately, a lack of baseline variability in consumption precluded an evaluation of the programmed lag schedule but suggested that a discovery research approach may be informative. Thus, additional treatment components were added and evaluated in a component analysis. Response blocking of invariant consumption appeared to establish a lag schedule of reinforcement that increased variability and variety in food consumption, which was maintained across changes in the value of the lag schedule. Some potential behavioral processes responsible for the effects and implications for future research are discussed. Copyright © 2016 John Wiley & Sons, Ltd.     

The effects of different types of goal pursuit on experience and performance during a stressful social task

Researchers have recently suggested that anxiety research may benefit from the examination of motivational factors, such as the difference between approach and avoidance goals. This suggestion is consistent with the literature on self-regulation, which indicates that affect serves as feedback for goal pursuit, with anxiety primarily providing feedback regarding avoidance. However, no data are available on participant goals for a task that generates social anxiety. Data from 120 speech anxious participants who engaged in a public speaking task were used to test the following hypotheses: (1) avoidance goals would be more specific than approach goals; (2) goals regarding social anxiety would have a negative impact on public speaking experience and performance; and (3) participants would tend to organize approach and avoidance goals not as separate goals, but as opposite poles of the same overarching goal. Hypotheses (1) and (3) were fully supported and hypothesis (2) was partially supported. The results highlight the possibility that approach goals may be particularly important to anxiety reduction.     

When pursuing bad goals for good reasons makes it even worse: a social value approach to performance-avoidance goal pursuit

Consistently in achievement goal research, pursuing performance-avoidance goals has been associated with a decrease in achievement. Less is known to what extent this effect depends on the reasons underlying these goals’ endorsement. The present research uses a social value approach to assess how do performance-avoidance goals’ effects on achievement depend on the reasons anchored in social utility (goal endorsed in order to succeed) and in social desirability (goal endorsed in order to please one’s teachers). Based on five correlational samples meta-analyzed in Study 1, results showed that perceiving performance-avoidance goals as socially useful increased the negative effect of these goals on achievement. This moderating effect was replicated experimentally in Study 2. These findings support the relevance of studying achievement goal complexes and illustrate that performance-avoidance goals may lead to deleterious consequences even when endorsed for seemingly good reasons.

     

The interactive effects of achievement goals and task complexity on enjoyment,mental focus,and effort

Several empirical studies have suggested that achievement goal researchers should put a greater emphasis on identifying factors that may moderate the effects of achievement goals on motivation and related outcomes. In line with this recommendation, the current study sought to examine how one task characteristics (task complexity) may moderate the impact of achievement goals on the motivational outcomes of task enjoyment, mental focus, and exerted effort. Consistent with both the theoretical foundations of achievement goals and the existing research literature, we hypothesized that achievement goals would interact with task complexity in their effects on motivation such that the positive effects of mastery goals would be stronger for complex tasks, the positive effects of performance‐approach goals would be stronger for simple tasks, and the negative effects of performance‐avoidance goals would be weaker for simple tasks. Data collected from 347 undergraduate students assigned to simple or complex task conditions when performing a puzzle‐based task supported these hypotheses. Under complex task conditions, the positive effects of mastery goals were amplified, whereas simple task conditions enhanced the positive effects of performance‐approach goals and minimized the negative impact of performance‐avoidance goals. Future directions for research on achievement goals are discussed, along with potential practical implications of the results of this study.