Terror management and stereotyping: why do people stereotype when mortality is salient?

Three studies examine two routes by which mortality threats may lead to stereotyping. Mortality salience may activate both a comprehension goal and an enhancement goal. Enhancement goals are likely to be more active in situations where intergroup competition or conflict is salient. If this is not the case, then a comprehension goal will predominate. In line with a why-determines-how logic, when mortality salience activates a comprehension goal, both positive and negative stereotyping occur. In contrast, the activation of an enhancement goal only increases negative stereotyping.     

The effects of individual differences and goal origin on goal setting and performance

The purpose of this study is to clarify the roles played by individual differences and goal origin in the goal setting process. In order to accomplish this objective this study (a) briefly reviews the existing empirical evidence on individual differences in the goal setting literature, (b) develops a model of the goal-setting process that specifies different roles for individual differences depending upon goal origin, and (c) tests hypotheses generated by this model in a laboratory setting. The results indicate that under self-set conditions variables associated with self-perceptions of task-specific ability, but not generalized self-esteem, are related to the difficulty of the goals selected, with more difficult goals being set by individuals high in task-specific ability perceptions. Furthermore, when goals are self-set, regardless of individual differences, the expectancy and valence of goal attainment tends to be high and invariant relative to assigned conditions (i.e., the motivation to pursue the goal is high), and a strong goal difficulty-performance relationship is in evidence for all subjects. Under assigned goal conditions, individual differences determine the reaction to the assigned goal. Individuals high in task-specific self-esteem have stronger expectancies for attaining the goal relative to those low in this trait; and, individuals high in generalized self-esteem exhibit higher valence for goal attainment than those low in generalized self-esteem. In assigned conditions, there was a positive goal difficulty-performance relationship only for individuals high in generalized self-esteem. Some evidence actually suggested that for subjects low in generalized self-esteem, it is better to assign low goals. Low goals seem to increase the self-perceived task-specific ability of these subjects which relates positively with performance.     

Goal shifts following reminders of mortality: reconciling posttraumatic growth and terror management theory

Research findings within posttraumatic growth (PTG) and terror management theory (TMT) currently appear contradictory. Following confrontations with mortality, PTG research demonstrates intrinsic goal shifts, whereas TMT suggests extrinsic shifts. The current studies examine factors contributing to these inconsistent results. Study 1 demonstrates that perceived death threat is associated with PTG effects. Study 2 illuminates the importance of duration of death processing. Study 3 demonstrates that existing goal values and duration and type of processing all interact in determining ultimate goal structure, with a match between level of goals and processing producing the most psychologically advantageous outcomes. Although previous research suggests that short-term confrontations with death may lead to defensiveness, the current studies suggest that encountering death over a longer period or in a manner consistent with goal structure may lead individuals to transcend defensiveness and maintain intrinsic goals or become more intrinsically oriented.     

UNDERSTANDING RESPONSES TO MULTI-SOURCE FEEDBACK: THE ROLE OF CORE SELF-EVALUATIONS

This longitudinal study examines the role of core self-evaluations in responses to multisource feedback. Consistent with past research, feedback recipients were most satisfied when others' ratings were high. Core self-evaluations was not related to satisfaction with feedback, but was positively linked to goal commitment 4 months after feedback. Polynomial regression results reveal a complex pattern of associations among core self-evaluations, ratings, satisfaction, and commitment to developmental goals. Specifically, individuals with high core self-evaluations were most committed to developmental goals when self and others' ratings were discrepant. In contrast, individuals with low core self-evaluations were most committed to developmental goals when self and others' ratings were in agreement. Our results question the notion that satisfaction with feedback affects motivation to improve and highlight the importance of personality in motivation to improve following feedback. We discuss practical and theoretical implications of our findings and provide a theoretical framework for future research.     

Ageism and death: effects of mortality salience and perceived similarity to elders on reactions to elderly people

The present research investigated the hypotheses that elderly people can be reminders of our mortality and that concerns about our own mortality can therefore instigate ageism. In Study 1, college-age participants who saw photos of two elderly people subsequently showed more death accessibility than participants who saw photos of only younger people. In Study 2, making mortality salient for participants increased distancing from the average elderly person and decreased perceptions that the average elderly person possesses favorable attitudes. Mortality salience did not affect ratings of teenagers. In Study 3, these mortality salience effects were moderated by prior reported similarity to elderly people. Distancing from, and derogation of, elderly people after mortality salience occurred only in participants who, weeks before the study, rated their personalities as relatively similar to the average elderly person's. Discussion addresses distinguishing ageism from other forms of prejudice, as well as possibilities for reducing ageism.     

The effects of psychological gender orientations on the perceived salience of conversational constraints

This study investigated psychological gender differences in the salience of conversational constraints. It was hypothesized that feminine self-orientations would correlate positively with concern for the hearer’s feelings and concern for avoiding negative evaluation by the hearer, and that masculine self-orientations would correlate positively with concern for clarity. Furthermore, we hypothesized that of the various gender-orientation patterns, androgynous individuals (maintaining high masculine as well as high feminine self-identity simultaneously) will have the highest importance ratings of all the constraints added together; i.e., higher than either undifferentiated (low masculine as well as low feminine self-identity simultaneously) or gender-typed individuals (either low masculine-high feminine or high masculine-low feminine). Partkipants consisted of undergraduate students from diverse ethnic backgrounds. After being presented with four conversational situations, participants rated the perceived importance of each constraint in relation to each situation. They then completed the Bem’sSex- Role Inventory to measure their psychological gender orientation. The results were mostly consistent with the hypotheses. Furthermore, the study showed that one’s psychological gender-role orientation is superior to biological sex categories in accounting for the perceived importance of conversational constraints.     

Social achievement goals: the nature and consequences of different orientations toward social competence

The proposition that achievement goals are applicable to the social domain was examined in four studies. Study 1 established that different orientations toward developing or demonstrating social competence can be seen in individuals' responses to open-ended questions about their social goals and social competence. Studies 2 through 4 evaluated a new survey measure of social achievement goals. Exploratory and confirmatory factor analyses confirmed the hypothesized model of social achievement goals. Convergent and discriminant validity for the new measure of social achievement goals was established. In line with hypotheses, a social development goal was associated with adjustment and a social demonstration-avoid goal was associated with maladjustment both concurrently and longitudinally. A social development goal also was positively related to instructor ratings of students' social adjustment in small classroom settings. A social demonstration-approach goal was most often unrelated to adjustment. The importance of social achievement goals for a comprehensive understanding of social motivation and adjustment is discussed.     

死亡意识的恐惧管理和悲伤管理

基于悲伤情绪的功能及效应,提出死亡意识的“悲伤管理假设”。实验1采用电生理、微表情、主观报告等方法探索死亡意识伴随的情绪变化;实验2和实验3对比死亡意识的“悲伤管理”和“恐惧管理”,并探索情绪的中介作用。结果发现：死亡意识诱发悲伤和恐惧(尤其是悲伤),且死亡反思诱发更多的悲伤;恐惧在死亡意识与外在人生目标间起中介作用;悲伤(而非恐惧)背景音乐下,死亡意识使个体更重视内在人生目标。上述结果为死亡意识的“悲伤管理”提供了实证依据,表明在悲伤的情绪中加工死亡意识可能促进个体的内在成长,这对疫情等社会灾难时期的心理救援具有启示意义。     

Walking the talk: Value importance,value enactment,and well-being

Prior research on intrinsic versus extrinsic values has focused on the comparative importance subjects assign to the two types of values, showing that relative intrinsic versus extrinsic value orientation (RIEVO) predicts higher or increased well-being. In two studies, we show that rated action taken regarding the two types of values is just as essential to study. Support was found for four hypotheses: (1) there was a significant behavior/importance gap, such that participants “walked” (acted on values) less than they “talked” (endorsed those values); (2) this was especially true for intrinsic values, an interaction suggesting that the intrinsic ideals of personal growth, community, and connection often receive only lip service; (3) the “walk” (behavior ratings) measure of RIEVO subsumed the “talk” (importance ratings) RIEVO measure’s effects on well-being outcomes, suggesting that researchers interested in predicting well-being from values should perhaps focus on rated value enactment, not value importance; and (4) participants with higher meaning in life, lower search for meaning, more self-concordance at work, and greater chronological age evidenced more consistency between their talking and their walking.     

Greed, death, and values: from terror management to transcendence management theory

Research supporting terror management theory has shown that participants facing their death (via mortality salience) exhibit more greed than do control participants. The present research attempts to distinguish mortality salience from other forms of mortality awareness. Specifically, the authors look to reports of near-death experiences and posttraumatic growth which reveal that many people who nearly die come to view seeking wealth and possession as empty and meaningless. Guided by these reports, a manipulation called death reflection was generated. In Study 1, highly extrinsic participants who experienced death reflection exhibited intrinsic behavior. In Study 2, the manipulation was validated, and in Study 3, death reflection and mortality salience manipulations were compared. Results showed that mortality salience led highly extrinsic participants to manifest greed, whereas death reflection again generated intrinsic, unselfish behavior. The construct of value orientation is discussed along with the contrast between death reflection manipulation and mortality salience.     

The use of multiple reference points in risky decision making

Among psychologists and economists, prospect theory continues to be one of the most popular models of decision making. The theory's key property is reference dependence; specifically, how an individual's perception of loss or gain is dependent upon their starting point (i.e., the status quo). Although prospect theory is widely accepted, other authors have sought the inclusion of reference points besides the status quo. Initially these extensions focused on the importance of single reference points such as goals. More recently, authors have explained choice data by including multiple reference points within the value function. Multiple‐reference‐point theories generally assume that many choice situations possess an implicit or explicit goal, or point an individual will strive to obtain, and/or a minimum requirement (i.e., a “lower bound”) above which an individual will strive to stay. In two experiments, we present evidence that individuals can utilize the minimum requirement, status quo, and goal within a single risky decision task. Participants most often chose to maximize their chance of reaching reference points even when that decision was riskier, resulted in lower expected value, resulted in lower expected utility, or ran contrary to the predictions of prospect theory. Furthermore, salience and uncertainty moderated the use of goals and minimum requirements as reference points. Copyright © 2010 John Wiley & Sons, Ltd.     

When being far away is good: Exploring how mortality salience,regulatory mode,and goal progress affect judgments of meaning in life

Research indicates that death‐relevant thoughts (mortality salience) have a nuanced effect on judgments of life's meaningfulness. Thoughts of death diminish meaning in life only among people who lack or do not readily engage psychological structures that confer meaning. Building on this past research, the current research examined how an important source of meaning, long‐term goal progress, affects the ways that death‐relevant cognitions impact judgments of life's meaning. In Study 1 (N = 118), mortality salience decreased perceptions of meaning in life only among participants who were induced to feel closer to (vs. farther from) completing a long‐term goal. Study 2 (N = 259) extended these findings by demonstrating the moderating influence of individual differences in locomotion. Mortality salience again decreased perceptions of meaning in life among participants who felt closer to accomplishing a long‐term goal, but it only did so among people who do not quickly adopt new goals to pursue (i.e., those low in locomotion). The implications of these findings for better understanding how people maintain meaning in the face of existential concerns and how aspects of goal pursuit affect these processes are discussed.     

A dynamic computational model of employees goal transformation: Using self-determination theory

Following self-determination theory, this paper investigates the relations of employees’ perceptions of supervisors’ autonomy-supportive or controlling environments to their intrinsic or extrinsic work goals using both a field study and a computational dynamics model (Vancouver and Weinhardt in Org Res Methods 15(4):602–623, 2012), which is a recent and innovative technique. In Study 1, we did an empirical study with 128 employees over a half-year period and found that employees’ perceptions of supervisors’ autonomy-supportive environments satisfied employees’ basic psychological needs and promoted their intrinsic goals; controlling environments frustrated their basic needs and promoted their extrinsic goals. In Study 2, we used a system dynamics model to simulate the change in employees’ extrinsic goals, and the results showed that perceptions of supervisors’ autonomy-supportive environments related to the transformation of employees’ extrinsic goals. The study contributes by demonstrating that employees’ perception of supervisors’ environments could be a reason for employees’ different goal orientations, and it contributes by simulating the use of the dynamic process of goal transformation in research.

     

The Selfish Side of Self‐Control

Self‐control is a powerful tool that promotes goal pursuit by helping individuals curb personal desires, follow norms, and adopt rational thinking. In interdependent social contexts, the socially acceptable (i.e. normative) and rational approach to secure long‐term goals is prosocial behaviour. Consistent with that, much research associates self‐control with prosociality. The present research demonstrates that when norm salience is reduced (i.e. social relations are no longer interdependent), high self‐control leads to more selfish behaviour when it is economically rational. In three studies, participants were asked to allocate an endowment between themselves and another person (one‐round, zero‐sum version of the dictator game), facing a conflict between a socially normative and an economically rational approach. Across the studies, norm salience was manipulated [through manipulation of social context (private/public; Studies 1 and 2), measurement of social desirability (Studies 1 and 3), and measurement (Study 2) and manipulation (Study 3) of social power] such that some participants experienced low normative pressure. Findings showed that among individuals in a low normative pressure context, self‐control led to economically rational, yet selfish, behaviour. The findings highlight the role of self‐control in regulating behaviour so as to maximize situational adaptation. Copyright © 2014 European Association of Personality Psychology     

Depressed people are not less motivated by personal goals but are more pessimistic about attaining them

Despite its theoretical importance, personal goal motivation has rarely been examined in clinical depression. Here we investigate whether clinically depressed persons (n = 23) differ from never-depressed persons (n = 26) on number of freely generated approach and avoidance goals, appraisals of these goals, and reasons why these goals would and would not be achieved. Participants listed approach and avoidance goals separately and generated explanations for why they would (pro) and would not (con) achieve their most important approach and avoidance goals, before rating the importance, likelihood, and perceived control of goal outcomes. Counter to hypothesis, depressed persons did not differ from never-depressed controls on number of approach or avoidance goals, or on the perceived importance of these goals. However, compared to never-depressed controls, depressed individuals gave lower likelihood judgments for desirable approach goal outcomes, tended to give higher likelihood judgments for undesirable to-be-avoided goal outcomes, and gave lower ratings of their control over goal outcomes. Furthermore, although controls generated significantly more pro than con reasons for goal achievement, depressed participants did not. These results suggest that depressed persons do not lack valued goals but are more pessimistic about their likelihood, controllability, and reasons for successful goal attainment.     

Mortality salience and morality: thinking about death makes people less utilitarian

According to the dual-process model of moral judgment, utilitarian responses to moral conflict draw on limited cognitive resources. Terror Management Theory, in parallel, postulates that mortality salience mobilizes these resources to suppress thoughts of death out of focal attention. Consequently, we predicted that individuals under mortality salience would be less likely to give utilitarian responses to moral conflicts. Two experiments corroborated this hypothesis. Experiment 1 showed that utilitarian responses to non-lethal harm conflicts were less frequent when participants were reminded of their mortality. Experiment 2 showed that the detrimental effect of mortality salience on utilitarian conflict judgments was comparable to that of an extreme concurrent cognitive load. These findings raise the question of whether private judgment and public debate about controversial moral issues might be shaped by mortality salience effects, since these issues (e.g., assisted suicide) often involve matters of life and death.     

Self-directedness and the susceptibility to distraction by saliency

People with low Self-directedness (SD) tend to explain their behaviour as being significantly influenced by events in the external environment. One important dimension of external cues is their level of salience: highly salient external stimuli are more likely to capture attention, even when such stimuli are not relevant to goals. We examined whether adults reporting low SD would exhibit greater susceptibility to distraction by highly salient external stimuli. Fifty-four (42 males) subjects completed the Attention Modulation by Salience Task (AMST) measuring reaction times to early- or late-onset auditory stimuli in the presence of high- or low-salience visual distractors. SD was assessed via self-report, and analyses tested the relationship between SD and performance on the AMST. Results showed a slowed early response to auditory cues during high salience compared to low salience. Indeed, individuals reporting low SD showed stronger salience interference, suggesting that external causality attribution is accompanied by a subconscious perceptual deficit.     

Office or kitchen? Wellbeing consequences of role participation depend on role salience

In light of the emerging trend of men and women sharing work and family roles, the goal of this study is to investigate which individuals will experience a role as depleting or enriching their energy levels. We apply self-discrepancy theory and propose that role salience explains when a role will lead to exhaustion versus engagement. Exhaustion is likely when participating in a role for which salience is low, while engagement is likely when spending time on a role for which salience is high. We test this idea using a diary study whereby participants logged time spent on work and family tasks on seven consecutive days, while reporting feelings of exhaustion and engagement in the morning. For individuals with high work salience, time spent on work increased exhaustion less, and increased engagement more, as compared to individuals with low work salience. Spending time on family tasks increased exhaustion less, and increased engagement more, when work role salience was low as compared to high. Our findings suggest that wellbeing consequences of role participation depend on work role salience. We discuss how these findings advance theoretical thinking in the work–family literature and give leads for managerial practice.     

Intrinsic religiosity reduces intergroup hostility under mortality salience

Results of three studies indicate that intrinsic religiosity and mortality salience interact to predict intergroup hostility. Study 1, conducted among 200 American Christians and Jews, reveals that under mortality salience, intrinsic (but not extrinsic or quest) religiosity is related to decreased support for aggressive counterterrorism. Study 2, conducted among 148 Muslims in Iran, demonstrates that intrinsic religiosity predicts decreased out‐group derogation under mortality salience. Study 3, conducted among 131 Polish Christians, shows that under mortality salience, priming of intrinsic religious concepts decreases support for aggressive counterterrorism. Copyright © 2012 John Wiley & Sons, Ltd.     

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.