Regulatory fit as input for stop rules

Three experiments show that the motivational effects of regulatory fit (consistency between regulatory state and strategic means) are context dependent. With no explicit decision rule about when to stop (Experiment 1) or an explicit enjoyment stop rule (Experiments 2 and 3), participants exerted more effort on tasks when experiencing regulatory fit than when experiencing regulatory nonfit. With an explicit sufficiency stop rule (Experiments 2 and 3), participants exerted less effort when experiencing regulatory fit than when experiencing regulatory nonfit. The interactive effect of regulatory fit and stop rules can be explained by misattribution of rightness feelings from regulatory fit; the effect was eliminated by drawing participants' attention to an earlier event as a source of rightness feelings (Experiments 1 and 3).     

Hierarchical encoding of behavior: translating perception into action

People encode goal-directed behaviors, such as assembling an object, by segmenting them into discrete actions, organized as goal-subgoal hierarchies. Does hierarchical encoding contribute to observational learning? Participants in 3 experiments segmented an object assembly task into coarse and fine units of action and later performed it themselves. Hierarchical encoding, measured by segmentation patterns, correlated with more accurate and more hierarchically structured performance of the later assembly task. Furthermore, hierarchical encoding increased when participants (a) segmented coarse units first, (b) explicitly looked for hierarchical structure, and (c) described actions while segmenting them. Improving hierarchical encoding always led to improvements in learning, as well as a surprising shift toward encoding and executing actions from the actor's spatial perspective instead of the participants' own. Hierarchical encoding facilitates observational learning by organizing perceived actions into a representation that can serve as an action plan.     

The motivational looking glass: how significant others implicitly affect goal appraisals

Three studies manipulate the accessibility of significant-other representations to explore how these representations may automatically influence how goals are construed and experienced. Study 1 finds that the perceived attainment expectations of a significant other automatically affect participants' own task-goal expectations and their subsequent task performance and persistence. Study 2 finds that the general perceived value that a significant other places in attaining a task goal automatically affects participants' own attainment value appraisals, their task persistence and performance, and the magnitude of their reaction to success and failure feedback. Finally, Study 3 demonstrates that the regulatory focus prescribed by a significant other may automatically affect participants' own regulatory focus with regards to a task goal, with consequences for their cheerfulness-dejection and relaxation-agitation responses to success and failure feedback. The implications for our understanding of social influence and self-regulation are discussed.     

Coordination success and interpersonal perceptions: matching versus mismatching

Coordination is an essential part of social functioning. The authors distinguish 2 types of coordination: matching and mismatching. In matching, coordination is successful if parties choose the same action. In mismatching, coordination is successful if people choose different actions. In 3 studies, the authors investigated the downstream social consequences of tacit coordination for interpersonal perceptions. In all studies, participants repeatedly choose between 2 bets with equivalent expected values, and payoffs increased either when they choose the same bet or when they choose different bets. In the 1st 2 studies, coordination success increased the perceptions of interpersonal similarity and liking when matching was required but not when mismatching was required. The authors' interpretation is that matching responses and coordination success had countervailing effects in the mismatching task. Also, percentage of matched responses did not affect perceptions when coordination was not required (Experiment 2). In 4 person teams, a frequently matching partner was viewed more favorably (smarter, more similar to self, and more liked) than were other teammates, even when mismatching increased payoffs (Experiment 3).     

Regulatory Fit and Resisting Temptation during Goal Pursuit

Because avoiding obstacles to goal attainment is a favored means of prevention-focused self-regulation, the authors proposed that resisting tempting diversions from task completion would better fit a prevention focus than a promotion focus, thus affecting task enjoyment and performance. Whether deciphering encrypted messages (Study 1) or solving math problems (Study 2), when exposed to attractive distracting video clips, participants in a prevention focus reported greater task enjoyment than did participants in a promotion focus, whereas the reverse was true when the distracting clips were not presented. Indeed, prevention-focused participants enjoyed the tasks more when they had to resist temptation than when they did not. In Study 2, prevention-focused participants outperformed promotion-focused participants under distracting (but not nondistracting) conditions, and regression analyses suggested that task enjoyment mediated this effect. Different regulatory states thus appear to differentially equip people to deal with tempting diversions from goal attainment.     

Vicarious moral licensing: the influence of others' past moral actions on moral behavior

This article investigates the effect of others' prior nonprejudiced behavior on an individual's subsequent behavior. Five studies supported the hypothesis that people are more willing to express prejudiced attitudes when their group members' past behavior has established nonprejudiced credentials. Study 1a showed that participants who were told that their group was more moral than similar other groups were more willing to describe a job as better suited for Whites than for African Americans. In Study 1b, when given information on group members' prior nondiscriminatory behavior (selecting a Hispanic applicant in a prior task), participants subsequently gave more discriminatory ratings to the Hispanic applicant for a position stereotypically suited for majority members (Whites). In Study 2, moral self-concept mediated the effect of others' prior nonprejudiced actions on a participant's subsequent prejudiced behavior such that others' past nonprejudiced actions enhanced the participant's moral self-concept, and this inflated moral self-concept subsequently drove the participant's prejudiced ratings of a Hispanic applicant. In Study 3, the moderating role of identification with the credentialing group was tested. Results showed that participants expressed more prejudiced attitudes toward a Hispanic applicant when they highly identified with the group members behaving in nonprejudiced manner. In Study 4, the credentialing task was dissociated from the participants' own judgmental task, and, in addition, identification with the credentialing group was manipulated rather than measured. Consistent with prior studies, the results showed that participants who first had the opportunity to view an in-group member's nonprejudiced hiring decision were more likely to reject an African American man for a job stereotypically suited for majority members. These studies suggest a vicarious moral licensing effect.     

Chronic motivational state interacts with task reward structure in dynamic decision-making

Research distinguishes between a habitual, model-free system motivated toward immediately rewarding actions, and a goal-directed, model-based system motivated toward actions that improve future state. We examined the balance of processing in these two systems during state-based decision-making. We tested a regulatory fit hypothesis (Maddox & Markman, 2010) that predicts that global trait motivation affects the balance of habitual- vs. goal-directed processing but only through its interaction with the task framing as gain-maximization or loss-minimization. We found support for the hypothesis that a match between an individual’s chronic motivational state and the task framing enhances goal-directed processing, and thus state-based decision-making. Specifically, chronic promotion-focused individuals under gain-maximization and chronic prevention-focused individuals under loss-minimization both showed enhanced state-based decision-making. Computational modeling indicates that individuals in a match between global chronic motivational state and local task reward structure engaged more goal-directed processing, whereas those in a mismatch engaged more habitual processing.     

How "fun/importance" fit affects performance: relating implicit theories to instructions

People experience a regulatory fit when they employ means of goal pursuit that fit their regulatory orientation, and this fit increases motivation that can enhance performance. The present studies extend previous research on regulatory fit to the classic motivational variables of fun and importance. They also examine for the first time the effect on performance of the fit between individuals' implicit theories about a task's fun or importance and their strategic engagement of the task as fun or important as induced by task instructions. In all three studies, task performance was better when the external task instructions "fit" rather than did not fit participants' implicit theory for the task. The implications of these findings for understanding the motivational effects of fun and importance are discussed.     

A test of the regulatory fit hypothesis in perceptual classification learning

This article builds a bridge between research on regulatory focus in motivation and classification learning. It tests the hypothesis that a fit between the situational regulatory focus and the reward structure of the task leads to greater cognitive flexibility than does a mismatch between situational focus and the reward structure and that the fit between the regulatory-focus-induced processing characteristics and the nature of the environment influences performance. In Experiment 1, we used a classification task for which cognitive flexibility should be advantageous and examined both gains (Experiment 1A) and losses (Experiment 1B) reward structures. In Experiments 2 and 3, we used a classification task for which cognitive flexibility should be disadvantageous. In Experiment 2, we used a gains reward structure, and in Experiment 3, we used a losses reward structure. As was predicted, when cognitive flexibility was advantageous, the participants in a regulatory fit showed faster learning and more quickly shifted toward the optimal response strategy. Also as was predicted, when cognitive flexibility was disadvantageous, the participants in a regulatory mismatch showed faster learning and more quickly shifted toward the optimal response strategy. Implications for current theories of motivation and classification learning are discussed.     

Scared stiff: The influence of anxiety on the perception of action capabilities

Influences on the perception of affordances (i.e., opportunities for actions) have been primarily studied by manipulating the functional morphology of the body. However, affordances are not just determined by the functional morphology of the perceiver, but also by the physiological state of the perceiver. States of anxiety have been shown to lead to marked changes in individuals' physiological state and their behaviour. To assess the influence of emotional state on affordance perception, the perception of action capabilities in near space was examined after participants completed an anxiety-provoking task. Anxiety was induced immediately prior to tasks that assessed participants' perceived reaching ability in Experiment 1, grasping ability in Experiment 2, and the ability to pass their hands through apertures in Experiment 3. Results indicated that those participants who experienced changes in anxiety underestimated their reaching, grasping, and passing ability compared to non-anxious participants. In other words, anxious participants were more conservative in their estimations of their action capabilities. These results suggest that anxiety influences the perception for affordances in near space and are consistent with the notion that anxiety induces withdrawal behaviours.     

How expected evaluation influences creativity: Regulatory focus as moderator

Two studies investigated the effect of expected evaluation and regulatory focus on individuals’ creative performance. In both studies, first, the type of evaluation (informational versus controlling) was manipulated, and then regulatory focus was measured as an individual difference (in Study 1) or induced as a state using a pencil-and-paper maze task (in Study 2). Results provided evidence that participants who expect an informational evaluation were more likely to adopt an eager strategy; whereas participants who expected a controlling evaluation were more likely to adopt a vigilant strategy. Furthermore, participants in promotion-informational and prevention-controlling groups (regulatory fit conditions) performed more creatively than those in promotion-controlling and prevention-informational groups (regulatory non-fit conditions). In sum, the present findings contribute to a better understanding of how external evaluations and basic motivational orientations influence creative performance.     

Regulatory fit effects on stimulus identification

This article examines the effects of a fit between a person's global regulatory focus and the local task reward structure on perceptual processing and judgment. On each trial, participants were presented with one of two briefly presented stimuli and were asked to identify it. Participants were placed in a promotion focus (a situationally induced sensitivity to gains) or a prevention focus (a situationally induced sensitivity to losses) and were asked to maximize gains or minimize losses. An asymmetric payoff ratio biased the overall reward toward one identification response over the other. Two experiments tested the role of regulatory fit when internal familiarity and perceptual sensitivity were low or high. When familiarity and sensitivity were low, participants in a regulatory fit (promotion focus with gains or a prevention focus with losses) showed greater perceptual sensitivity but no response bias differences, relative to participants in a regulatory mismatch. When familiarity and sensitivity were high, participants in a regulatory fit showed a response bias toward the high-payoff stimulus but no differences in perceptual sensitivity. Speculations are offered on the neurobiological basis of this effect, as well as implications of this work for clinical disorders such as depression.     

The influence of neuroticism on spatial presence and enjoyment in films

The purpose of the present study was to clarify the influence of neuroticism on the sensation of spatial presence and enjoyment in films. We presented participants (N = 64) a fearful, sad, and funny movie sequence. Across all media, individuals scoring high on neuroticism experienced more presence than those scoring low. In contrast, no main effect was found on enjoyment. In terms of enjoyment, however, neuroticism interacted with the valence of the sequences: in the two conditions with negative valence (fearful and sad sequence), participants scoring high on neuroticism reported less enjoyment than those scoring low on neuroticism. Opposite results were observed in the funny sequence: participants scoring high on neuroticism enjoyed the funny sequence more than those scoring low on neuroticism. Thus, neuroticism increased presence within all conditions, whereas individuals scoring high on neuroticism only experienced increased enjoyment in positive media contents.     

High-maintenance interaction: inefficient social coordination impairs self-regulation

Tasks requiring interpersonal coordination permeate all spheres of life. Although social coordination is sometimes efficient and effortless (low maintenance), at other times it is inefficient and effortful (high maintenance). Across 5 studies, participants experienced either a high- or a low-maintenance interaction with a confederate before engaging in an individual-level task requiring self-regulation. Self-regulation was operationalized with measures of (a) preferences for a challenging task with high reward potential over an easy task with low reward potential (Study 1) and (b) task performance (anagram performance in Study 1, Graduate Record Exam performance in Studies 2 and 3, physical stamina in Study 4, and fine motor control in Study 5). Results uniformly supported the hypothesis that experiencing high-maintenance interaction impairs one's self-regulatory success on subsequent, unrelated tasks. These effects were not mediated through participants' conscious processes and emerged even with a nonconscious manipulation of high-maintenance interaction.     

On the regulation of cognitive control: action orientation moderates the impact of high demands in Stroop interference tasks

Previous research has established that people vary in action orientation, a tendency toward decisiveness and initiative, versus state orientation, a tendency toward indecisiveness and hesitation (J. Kuhl & J. Beckmann, 1994b). In the present 3 studies, the authors examined whether action orientation versus state orientation regulates cognitive control under demanding conditions. Under high demands, action-oriented participants displayed better cognitive control than did state-oriented participants in a Stroop color naming task (Studies 1-3). No similar effects were found under low demands (Studies 2-3). Functional differences between action- and state-oriented participants emerged especially when the task included a high proportion of congruent Stroop trials (Study 3). These findings suggest that action-oriented individuals are better protected against goal neglect than are state-oriented individuals.     

Collective fit increases team performances: extending regulatory fit from individuals to dyadic teams

People experience “regulatory fit” when they pursue a goal in a manner that suits their chronic regulatory orientation. This regulatory fit impacts performance positively. The present research extends performance gains due to fit from individuals to dyadic team performance. Study 1 manipulated team fit of 32 table football participants (i.e., promotion vs. prevention orientation and offense vs. defense positions). Team fit significantly predicted team success in an experimental tournament beyond team skill level. Study 2 replicated this result with data from a real‐life tournament including 66 highly experienced competitors. These findings broaden the concept of regulatory fit from individual to dyadic teams, and suggest collective fit as a possible important predictor for team success.     

When focusing on a goal interferes with action control: action versus state orientation and over-maintenance of intentions

People vary in action versus state orientation, or the ease versus difficulty by which they can form and enact goals under demanding conditions (Kuhl and Beckmann in Volition and personality: action versus state orientation, Hogrefe, Göttingen, 1994). According to the over-maintenance hypothesis, state-oriented people are prone to think about their intentions in a narrow linguistic format that prevents flexible action control. Two studies tested this hypothesis by manipulating intention focus among action- versus state-oriented participants and examining how well they performed difficult actions. Focusing strongly (rather than weakly) on the task goal led state-oriented participants to make more errors during incongruent trials of a Stroop task (Study 1) and led to greater task-switch costs in response latencies (Study 2). Action-oriented participants showed the reverse pattern, and performed difficult actions more effectively when focusing on the task goal. These findings suggest that focusing on intentions may paradoxically impair action control among state-oriented people.     

I fear your envy, I rejoice in your coveting: on the ambivalent experience of being envied by others

We present 2 studies on being envied. Study 1 used an emotional narrative methodology. We asked 44 Spanish (23 women, 21 men) and 48 European American (36 women, 12 men) participants to tell us about a recent experience in which others envied them. We classified the antecedents, relationship context, markers of envy, coping strategies, and positive and negative implications of being envied. In Study 2, 174 Spanish (88 women, 86 men) and 205 European American (106 women, 99 men) participants responded to a situation in which they had something someone else wanted. We manipulated the object of desire (academic achievement or having "a better life"). We measured individual differences in orientation to achievement (i.e., vertical individualism), cooperation and interpersonal harmony (i.e., horizontal collectivism), a zero-sum view of success, beliefs that success begets hostile coveting, fear of success, and dispositional envy. We also measured participants' appraisals, positive and negative emotions, and coping strategies. The findings from both studies indicate that being envied has both positive (e.g., increased self-confidence) and negative consequences (e.g., fear of ill will from others). Being envied had more positive and more negative psychological and relational consequences among those participants who were achievement oriented (European Americans) than among participants who were oriented to cooperation and interpersonal harmony (Spanish).