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.     

Goals need implementation intentions: The model of action phases tested in the applied setting of continuing education

In the present study, the model of action phases (Heckhausen & Gollwitzer, 1987) was applied to the area of continuing education. A subsample of 136 East German participants in the larger study "Active Actions in a Radical Change Situation" rated the expected value of further education, indicated whether they had taken a decision to continue their education (goal intention) and whether they were planning goal-directed actions (implementation intention). Two years later, it was ascertained whether participants had initiated vocational retraining. Findings support the core assumptions of the model. Postdecisional participants endorsed the positive aspects of further education more strongly (implemental mindset) than predecisional participants, who looked at its pros and cons impartially (deliberative mindset). Second, participants were more successful in initiating vocational retraining when they had a goal intention that was additionally furnished with an implementation intention. Findings are discussed with respect to theoretical and practical implications of the distinction between goal setting and goal implementation.     

Mindsets and pre-conscious open-mindedness to incidental information

Mindset theory (Gollwitzer, 1990) proposes that deliberative mindsets are marked by more open-minded processing of information, whereas implemental mindsets are characterized by more closed-minded processing. Accordingly, deliberative and implemental mindsets should differ in selective processing of incidental information when performing a central task. In three experiments, participants in deliberative and implemental mindsets performed a computer task while randomly presented incidental, unavoidable words. A subsequent recognition memory test assessed selective processing of these incidental words. Results revealed that deliberative mindsets led to superior recognition memory, suggesting increased open-mindedness to processing incidental information. Implications for mindset and goal theories are discussed.     

Priming interdependence affects processing of context information in causal inference—But not how you might think

Cultural mindset is related to performance on a variety of cognitive tasks. In particular, studies of both chronic and situationally-primed mindsets show that individuals with a relatively interdependent mindset (i.e., an emphasis on relationships and connections among individuals) are more sensitive to background contextual information than individuals with a more independent mindset. Two experiments tested whether priming cultural mindset would affect sensitivity to background causes in a contingency learning and causal inference task. Participants were primed (either independent or interdependent), and then saw complete contingency information on each of 12 trials for two cover stories in Experiment 1 (hiking causing skin rashes, severed brakes causing wrecked cars) and two additional cover stories in Experiment 2 (school deadlines causing stress, fertilizers causing plant growth). We expected that relative to independent-primed participants, those interdependent-primed would give more weight to the explicitly-presented data indicative of hidden alternative background causes, but they did not do so. In Experiment 1, interdependents gave less weight to the data indicative of hidden background causes for the car accident cover story and showed a decreased sensitivity to the contingencies for that story. In Experiment 2, interdependents placed less weight on the observable data for cover stories that supported more extra-experimental causes, while independents' sensitivity did not vary with these extra-experimental causes. Thus, interdependents were more sensitive to background causes not explicitly presented in the experiment, but this sensitivity hurt rather than improved their acquisition of the explicitly-presented contingency information.     

The effects of mindset on behavior: self-regulation in deliberative and implemental frames of mind

The effects of deliberative and implemental mindsets--cognitive and motivational states associated with predecisional and postdecisional frames of mind, respectively--were examined in the context of the self-regulation of behavior. Participants who had been induced to deliberate the merits of participating in a specified task formulated more pessimistic expectations about this task than did participants who had been induced to imagine implementing a plan to complete the task. Moreover, participants in the deliberation condition underperformed relative to the participants in the implemental condition, demonstrating that deliberative and implemental thinking can influence behavior as well as cognition.     

Mindset effects on information search in self‐evaluation

Research on mindset theory (Gollwitzer & Bayer, 1999 ) observed that people in an implemental mindset show an orientation towards positive illusionary self‐evaluations, whereas people in a deliberative mindset opt for accurate self‐evaluations. In the present study, we tested whether these self‐evaluative orientations and the associated search for certain types of self‐relevant information (feedback) are moderated by low versus high self‐views. With high self‐view participants we observed the hypothesized mindset effects on information search, but we obtained the reverse pattern for low self‐view participants. The latter finding points to self‐defensiveness in low self‐view individuals. Implications are discussed in terms of the consequences of accurate versus positive illusionary self‐evaluations for the successful control of goal pursuits, and individual differences in mindset effects. Copyright © 2005 John Wiley & Sons, Ltd.     

Advantages of difficult tasks1

If people work on a hard task before proceeding to one of intermediate difficulty, success will be relevant (predictive of future success) while failure will be irrelevant (not predictive of future failure). However, if they work first on an easy task, success will be irrelevant (not predictive of future success) while failure will be relevant (predictive of future failure). Previous research thus suggests that experience with hard tasks should always lead to more favorable evaluations of one's performance and better future performance than experience with easy tasks. The present study tested these predictions by manipulating initial expectancy (high or low), perceived difficulty of a set of practice problems (practice problems easier, harder, or equal in difficulty to those on a subsequent test), and practice problem feedback (success or failure). As predicted, experience with hard practice problems was most beneficial, regardless of the level of the feedback which students received. This was more true for males than females and for students with high ability than students with low ability.     

Choosing and using geospatial displays: effects of design on performance and metacognition

Interactive display systems give users flexibility to tailor their visual displays to different tasks and situations. However, in order for such flexibility to be beneficial, users need to understand how to tailor displays to different tasks (to possess "metarepresentational competence"). Recent research suggests that people may desire more complex and realistic displays than are most effective (Smallman & St. John, 2005). In Experiment 1, undergraduate students were tested on a comprehension task with geospatial displays (weather maps) that varied in the number of extraneous variables displayed. Their metacognitive judgments about the relative effectiveness of the displays were also solicited. Extraneous variables slowed response time and increased errors, but participants favored complex maps that looked more realistic about one third of the time. In Experiment 2, the eye fixations of undergraduate students were monitored as they performed the comprehension task. Complex maps that looked more realistic led to more eye fixations on both task-relevant and task-irrelevant regions of the displays. Experiment 3 compared performance of experienced meteorologists and undergraduate students on the comprehension and metacognitive tasks. Meteorologists were as likely as undergraduate students to prefer geographically complex (realistic) displays and more likely than undergraduates to opt for displays that added extraneous weather variables. However, meteorologists were also slower and less accurate with complex than with simple displays. This work highlights the importance of empirically testing principles of visual display design and suggests some limits to metarepresentational competence.     

Intelligence analysts’ strategies for solving analytic tasks

Analytic performance may be assessed by the nature of the process applied to intelligence tasks and analysts are expected to use a “critical” or deliberative mindset. However, there is little research on how analysts do their work. We report the findings of a quantitative survey of 113 intelligence analysts who were asked to report how often they would apply strategies involving more or less critical thinking when performing representative tasks along the analytic workflow. Analysts reported using “deliberative” strategies significantly more often than “intuitive” ones when capturing customer requirements, processing data, and communicating conclusions. Years of experience working in the intelligence community, skill level, analytic thinking training, and time spent working collaboratively (opposed to individually) were largely unrelated to reported strategy use. We discuss the implications of these findings for both improving intelligence analysis and developing an evidence-based approach to policy and practice in this domain.     

Assimilation and contrast in persuasion: the effects of source credibility in multiple message situations

The present research explores a contextual perspective on persuasion in multiple message situations. It is proposed that when people receive persuasive messages, the effects of those messages are influenced by other messages to which people recently have been exposed. In two experiments, participants received a target persuasive message from a moderately credible source. Immediately before this message, participants received another message, on a different topic, from a source with high or low credibility. In Experiment 1, participants' attitudes toward the target issue were more favorable after they had first been exposed to a different message from a low rather than high credibility source (contrast). In Experiment 2, this effect only emerged when a priming manipulation gave participants a dissimilarity mindset. When participants were primed with a similarity mindset, their attitudes toward the target issue were more favorable following a different message from a high rather than low credibility source (assimilation).     

Change blindness blindness: beliefs about the roles of intention and scene complexity in change detection

Observers have difficulty detecting visual changes. However, they are unaware of this inability, suggesting that people do not have an accurate understanding of visual processes. We explored whether this error is related to participants' beliefs about the roles of intention and scene complexity in detecting changes. In Experiment 1 participants had a higher failure rate for detecting changes in an incidental change detection task than an intentional change detection task. This effect of intention was greatest for complex scenes. However, participants predicted equal levels of change detection for both types of changes across scene complexity. In Experiment 2, emphasizing the differences between intentional and incidental tasks allowed participants to make predictions that were less inaccurate. In Experiment 3, using more sensitive measures and accounting for individual differences did not further improve predictions. These findings suggest that adults do not fully understand the role of intention and scene complexity in change detection.     

The role of motivation and volition in economic decisions: Evidence from eye movements and pupillometry

Economic decisions usually involve high stakes, real consequences, and some degree of personal risk. This article explores the impact of motivational and volitional states on economic decision processes in an incentivized lottery choice task. We investigated the patterns of decision time, choice, information search, and pupil dilation dependent on an experimental manipulation of motivation and volition, that is, the deliberative and the implemental mindset. The results indicated that choice preferences in economic decisions were robust and remained unaffected by motivational and volitional states, but decision processes were notably impacted. Decision makers in a deliberative state of mind searched for information more extensively and made slower decisions than the baseline. The implemental mindset was associated with more attention paid to the probability attributes of the gambles relative to the deliberative mindset. Furthermore, we observed that gamble outcomes that entailed no win at all (i.e., zero outcomes) played an important role for information search. These outcomes were largely disregarded in terms of predecisional information search but elicited pupillary responses similar to very high outcome lotteries. These results inform the current debate about the zero effect in risky choice. We also discuss the potential of eye-tracking studies of risky choice to dissolve ambiguities concerning the contributions of effort and arousal to modulating pupillary response. Implications for theoretical advances in decision research are discussed.     

Improving metacognitive accuracy: How failing to retrieve practice items reduces overconfidence

People often exhibit inaccurate metacognitive monitoring. For example, overconfidence occurs when people judge that they will remember more information on a future test then they actually do. The present experiments examined whether a small number of retrieval practice opportunities would improve participants’ metacognitive accuracy by reducing overconfidence. Participants studied Lithuanian–English paired associates and predicted their performance on an upcoming memory test. Then they attempted to retrieve one or more practice items (or none in the control condition) and made a second prediction. Experiment 1 showed that failing to retrieve a single practice item lead to improved subsequent performance predictions – participants became less overconfident. Experiment 2 directly manipulated retrieval failure and showed that again failure to retrieve a single practice item significantly improved subsequent predictions, relative to when participants successfully retrieved the practice item. Finally, Experiment 3 showed that additional retrieval practice opportunities reduced overconfidence and improved prediction accuracy.     

Mind-set and close relationships: when bias leads to (In)accurate predictions

The authors investigated whether mind-set influences the accuracy of relationship predictions. Because people are more biased in their information processing when thinking about implementing an important goal, relationship predictions made in an implemental mind-set were expected to be less accurate than those made in a more impartial deliberative mind-set. In Study 1, open-ended thoughts of students about to leave for university were coded for mind-set. In Study 2, mind-set about a major life goal was assessed using a self-report measure. In Study 3, mind-set was experimentally manipulated. Overall, mind-set interacted with forecasts to predict relationship survival. Forecasts were more accurate in a deliberative mind-set than in an implemental mind-set. This effect was more pronounced for long-term than for short-term relationship survival. Finally, deliberatives were not pessimistic; implementals were unduly optimistic.     

The nature of gestures' beneficial role in spatial problem solving

Co-thought gestures are hand movements produced in silent, noncommunicative, problem-solving situations. In the study, we investigated whether and how such gestures enhance performance in spatial visualization tasks such as a mental rotation task and a paper folding task. We found that participants gestured more often when they had difficulties solving mental rotation problems (Experiment 1). The gesture-encouraged group solved more mental rotation problems correctly than did the gesture-allowed and gesture-prohibited groups (Experiment 2). Gestures produced by the gesture-encouraged group enhanced performance in the very trials in which they were produced (Experiments 2 & 3). Furthermore, gesture frequency decreased as the participants in the gesture-encouraged group solved more problems (Experiments 2 & 3). In addition, the advantage of the gesture-encouraged group persisted into subsequent spatial visualization problems in which gesturing was prohibited: another mental rotation block (Experiment 2) and a newly introduced paper folding task (Experiment 3). The results indicate that when people have difficulty in solving spatial visualization problems, they spontaneously produce gestures to help them, and gestures can indeed improve performance. As they solve more problems, the spatial computation supported by gestures becomes internalized, and the gesture frequency decreases. The benefit of gestures persists even in subsequent spatial visualization problems in which gesture is prohibited. Moreover, the beneficial effect of gesturing can be generalized to a different spatial visualization task when two tasks require similar spatial transformation processes. We concluded that gestures enhance performance on spatial visualization tasks by improving the internal computation of spatial transformations. (PsycINFO Database Record (c) 2010 APA, all rights reserved).     

The development of children's achievement-related expectancies and subjective uncertainty

Children between the ages of 3 and 6 years were asked to predict their success or failure in two different tasks: a box-lifting task and a task in which marbles had to be rolled through gates of different widths. Both tasks had five difficulty levels which were presented either simultaneously or successively. Along with the verbal or nonverbal responses to questions about their chances of success, the time children needed to make the prediction (decision time), the number of eye movement during the decision time, and, in the box-lifting task, the time taken to approach the box were assessed. The results indicated that children from 3 years on make realistic assessments of their chances for success at the five different difficulty levels. The simultaneous presentation mode enables the children to make more realistic success predictions only in the marble-rolling task. For the box-lifting task, children seem to have a stabilized difficulty scale which allows sure predictions without the whole range of difficulty levels being physically presented.     

To deliberate or not to deliberate: Interactions between age,task characteristics,and cognitive activity on decision making

The effects of aging and deliberative activities on decision making were examined. In two separate tasks, young, middle‐aged, and older adults were presented with four alternatives and given instructions to choose the best one. Following study, participants were either given additional time to think about their decision or were prevented from doing so. Decision quality did not benefit from additional deliberative activity when the structure of the stimuli facilitated fluent online processing. In contrast, deliberation promoted performance when such processing was more difficult. In addition, those individuals who focused on attribute information relevant to the decision context performed better than those who did not. Age differences in performance were minimal, but older adults with lower levels of education or cognitive ability tended to perform worse than the rest of the sample under conditions where deliberative skills were required to promote performance. The results are inconsistent with recent proposals regarding the benefits of passive deliberation. In addition, the results support the general assertion that the age effects in decision making will be most evident in situations dependent upon deliberative skills. Copyright © 2010 John Wiley & Sons, Ltd.     

The Illusion-of-Transparency and Episodic Memory: Are People Egocentric or Do People Think that Lies are Easy to Detect?

The illusion-of-transparency seems like an egocentric bias, in which people believe that their inner feelings, thoughts and perspectives are more apparent to others than they actually are. In Experiment 1, participants read out true and false episodic memories to an audience. Participants over-estimated the number of people who would think that they were the liar, and they overestimated how many would correctly identify the liar. Experiment 2 found that with lessened task demands, and by using a scale of doubt, participants distinguished lies from truthful statements (albeit with a degree of error). Over the two experiments, results indicated that people have some ability to distinguish lies from truth (in illusion-of-transparency tasks), although people often overestimate this ability, and participants sometimes think their own lies are easier to detect than is really the case.     

Escaping the impulse to immediate gratification: the prospect concept promotes a future-oriented mindset, prompting an inclination towards delayed gratification

People's willingness to postpone receiving an immediate reward in order to gain additional benefits in the future, that is, a tendency to shallow delay discounting, is closely related to one's health, wealth, and happiness. We conducted two experiments investigating how the prospect concept can induce a future-oriented mindset and induce people to behave accordingly. We found that engaging in prospective imagery led the participants to focus on delayed utility over immediate utility in financial decisions (Experiment 1). Participants who received the prospect prime via a scrambled-sentence task decreased their desire to pursue hedonic activities for instant gratification (Experiment 2). Moreover, a state of future orientation mediated the effect of the prospect prime on measures of delayed gratification (Experiments 1 and 2). Thus, reminders of prospect may activate a mindset for future orientation by which delayed gratification is strengthened.