The effects of goal progress cues: An implicit theory perspective

Consumers often encounter goods and services that provide cues to mark their progress. We define the term “goal progress cues” to reflect the diverse category of cues that highlight progress towards a goal. Across a series of three studies, we show that entity theorists, who rely on cues that highlight completion in order to signal their abilities to others, evaluate tasks that include these cues more favorably than those that lack these features. In contrast, incremental theorists, who focus on improving competence, are impacted only by progress cues that highlight learning. We demonstrate these findings across a variety of goal pursuit contexts that represent a mix of customer-centric (retail queues), service-oriented managerial (sales calls), and personal achievement consumer product (mazes) domains using both behavioral and self-reported measures. We conclude with a discussion about the theoretical and substantive implications of our findings.     

Effective pursuit of personal goals: The fostering effect of dispositional optimism on goal commitment and goal progress

Personal goals play a leading role in directing behavior and influencing well-being. Thus, it is important to assess goal dimensions promoting effective goal pursuit. The current research aimed at identifying the best predictors of goal pursuit, operationalized as perceived goal progress, among goal-related variables and individual differences in dispositional optimism. Two studies examined the influence of optimism on goal progress, commitment, expectancy, value, and conflict. Moreover, the mediation effect of expectancy in the relationships among optimism, commitment and progress was assessed.Participants in the first cross-sectional study were 283 young people (19–32 years old), whereas participants in the second longitudinal study were 409 people (19–71 years old). They reported their most important personal goals and rated each of them with respect to goal progress, conflict, expectancy, commitment, and value. Dispositional optimism was also assessed.In both studies, multilevel and mediational analyses demonstrated the fostering role of optimism on perceived goal progress and commitment through the mediation of goal expectancy. Thus, optimists are more likely than pessimists to report more perceived progress in their pursued personal goals. By clarifying the role of optimism in fostering goal progress and commitment, this research provides insight on how effective goal pursuit could be promoted.     

The effects of romantic partners’ goal congruence on affective well-being

Affective well-being in romantic couples was examined from the perspective of interdependence theory. The independent variables were (a) presence of partner, (b) whether an activity met the actor’s goals, and (c) goals of the actor’s partner. Dependent variables were feelings of closeness and affective well-being (happiness, sadness, anger, anxiety). We predicted a three-way interaction with the highest affective well-being when partners are together and activities meet both partners’ goals. In Study 1, data from 194 married individuals who participated in an experience sampling study supported our predictions. Feelings of closeness partially mediated the effect on affective well-being. Study 2 replicated the findings with 112 participants in dating relationships who recalled specific events and made ratings about goals and affective well-being.     

The role of implicit motivation in hot and cold goal pursuit: Effects on goal progress, goal rumination, and emotional well-being

Two cross-sectional studies examined the role of implicit motivational needs in the association between personal goal pursuits and depressive symptoms and affect. Replicating and extending on findings reported by Brunstein et al. [Brunstein, J. C., Schultheiss, O. C., & Grässmann, R. (1998). Personal goals and emotional well-being: The moderating role of motive dispositions. Journal of Personality and Social Psychology, 75(2), 494–508], both studies provided evidence that goal progress significantly accounted for variations in depressive symptoms and happiness only in individuals with high levels of implicit motivation, but not in individuals low in implicit motivation. Moreover, in the absence of a strong sense of goal commitment, high levels of implicit motivation were associated with high goal progress in both studies and low levels of goal rumination in Study 2. These findings are interpreted within a dual-systems framework of motivation that distinguishes an implicit, intuitive, and hedonically driven from an explicit, effortful-analytical, and non-hedonic mode of goal pursuit.     

The effect of Neuroticism in the process of goal pursuit

This study examines the link between Neuroticism and work motivation under work conditions that provide clear behavioral expectations. Within a two-phase correlational laboratory setup, participants (N = 158) worked on a simple task with specific, high goals that were linked to monetary rewards. Structural equation modeling analysis largely supported the postulated model. Focusing on antecedents and consequences of goal commitment, we found that Neuroticism was indirectly related to the attainment of assigned goals via motivational variables in the process of goal pursuit. Independent of cognitive ability, positive and negative effects of Neuroticism were evident in the motivational process, which forms an explanation for the close-to-zero relationships to performance outcomes. Two facets (Anxiety, Self-consciousness) seem to offer explanations for the contradicting effects of Neuroticism in the process of goal pursuit.     

The effects of social desirability bias on applied measures of goal orientation

This research examined the extent to which social desirability responding influences two measures of goal orientation tailored to work (VandeWalle, 1997) and academic (Midgley et al., 1998) domains. Method bias analyses indicated a significant negative influence of social desirability on responses to learning goal items, and a significant positive influence of social desirability responding on performance-avoid goal items, with the VandeWalle scale showing larger effects than the Midgley et al. scale. Performance-approach goal items showed minimal effects of social desirability responding. Results are discussed with respect to the use of these measures in larger models of motivation and performance.     

The importance of understanding: Model space moderates goal specificity effects

The three-space theory of problem solving predicts that the quality of a learner's model and the goal specificity of a task interact on knowledge acquisition. In Experiment 1 participants used a computer simulation of a lever system to learn about torques. They either had to test hypotheses (nonspecific goal), or to produce given values for variables (specific goal). In the good- but not in the poor-model condition they saw torque depicted as an area. Results revealed the predicted interaction. A nonspecific goal only resulted in better learning when a good model of torques was provided. In Experiment 2 participants learned to manipulate the inputs of a system to control its outputs. A nonspecific goal to explore the system helped performance when compared to a specific goal to reach certain values when participants were given a good model, but not when given a poor model that suggested the wrong hypothesis space. Our findings support the three-space theory. They emphasize the importance of understanding for problem solving and stress the need to study underlying processes.     

Role ambiguity and self-efficacy: The moderating effects of goal orientation and procedural justice

The present study investigated variables that moderated the relationship between role ambiguity and self-efficacy. Results of a field study found support for the moderating role of learning goal orientation, such that the relationship between role ambiguity and self-efficacy was weaker when learning goal orientation was high. In addition, we found that procedural justice moderated the role ambiguity—self-efficacy relationship, such that the relationship was stronger when procedural justice was high. However, contrary to our prediction, avoiding goal orientation did not interact with role ambiguity to predict self-efficacy. Implications of these findings for theory and practice are discussed.     

Examining the unique and combined effects of grit,trait self-control,and conscientiousness in predicting motivation for academic goals: A commonality analysis

The purpose of the present research was to examine the predicative ability of both the unique and combined components of grit, trait self-control, and conscientiousness in the context of academic goal pursuit. Participants (n₁ = 163, n₂ = 551) were asked to complete assessments of each self-regulatory trait and reported their motivation for an academic goal. Together, grit, trait self-control, and conscientiousness explained 9.9% of the variance in academic goal motivation across both samples. Using commonality analysis, we found that the overlapping components of grit, trait self-control, and conscientiousness accounted for 49.6% of the explained variance (4.9% of the total variance), with the individual components each accounting for less than 20% (2% of the total variance). Implications for research on self-regulatory traits are discussed.     

Outsourcing inspiration: The performance effects of ideological messages from leaders and beneficiaries

Although ideological messages are thought to inspire employee performance, research has shown mixed results. Typically, ideological messages are delivered by leaders, but employees may be suspicious of ulterior motives—leaders may merely be seeking to inspire higher performance. As such, we propose that these messages are often more effective when outsourced to a more neutral third party—the beneficiaries of employees’ work. In Study 1, a field quasi-experiment with fundraisers, ideological messages from a beneficiary—but not from two leaders—increased performance. In Study 2, a laboratory experiment with an editing task, participants achieved higher task and citizenship performance when an ideological message was delivered by a speaker portrayed as a beneficiary vs. a leader, mediated by suspicion. In Study 3, a laboratory experiment with a marketing task, the beneficiary source advantage was contingent on message content: beneficiaries motivated higher task and citizenship performance than leaders with prosocial messages but not achievement messages.     

The impact of associative strength on performance in goal pursuit

The present research explored the hypothesis that strengthened attainment means–goal association leads to enhanced performance in goal pursuit. We hypothesize that because of the instrumental nature of means–goal association, strengthened associative strength leads to greater instrumentality expectancy of the means, which elicits greater motivation in the pursuit and hence better actual performance. We demonstrated in four studies that when the means is believed to facilitate goal attainment, a strong (vs. weak) means–goal association leads to greater performance in goal pursuit. Conversely, when the means is perceived to undermine goal attainment, a strong (vs. weak) association results in worse performance in goal pursuit.     

From personal goals disclosed to personality judgments composed: Trait perceptions made on the basis of idiographic goals

Traits and goals represent discrete units of personality. Here, we examined the consensus, validity, and cues of trait judgments made on the basis of targets’ goals. Targets (N = 409) generated lists of personal goals and rated their traits. Observers were provided with targets’ (a) lists of goals, (b) first goals, or (c) fifth goals, and then reported trait judgments of targets. Perceptions of targets, which were formed on the basis of the emotional content of goals, were largely consistent among observers. Furthermore, observer reports made on the basis of participants’ lists of goals converged with self-reports of all traits whereas reports made on the basis of single goals converged with self-reports of certain (e.g., extraversion), but not all, traits.     

The influence of social groups on goal contagion

Goal contagion is the automatic adoption of a goal upon perceiving another’s goal-directed behavior (Aarts, H., Gollwitzer, P. M., & Hassin, R. R. (2004). Goal contagion: Perceiving is for pursuing. Journal of Personality and Social Psychology, 87(1), 23-37). This paper tests the hypothesis that goal contagion is more likely between people who belong to the same groups. Because past work on goal contagion has required participants to read about the behavior of others, we also test whether goals are caught when one sees rather than reads about another’s motivated behavior. Across three studies, this ecologically valid methodology reliably produced goal contagion, and this effect was more likely to emerge when participants shared a group membership with those they observed. In Study 1, participants were more likely to take on the goal of individuals who belonged to their same university. Study 2 demonstrated that this effect occurred even when participants were not explicitly focused on the group membership of others. A final study verified that our effects were motivational by demonstrating that failing at a goal relevant task increased negative affect, but only for those who viewed the motivated behavior of someone from their own group.     

Self-regulation of unattainable goals in suicide attempters: The relationship between goal disengagement, goal reengagement and suicidal ideation

There is growing interest in models of adaptive self-regulation. Recent research suggests that goal disengagement and goal reengagement (i.e., goal adjustment) are implicated in the self-regulation of emotion. This study extends the self-regulation research to investigate the utility of goal adjustment in understanding suicidal risk. To this end, two hundred adults hospitalised following a suicidal episode completed a range of clinical and psychological measures in hospital and were followed up approximately 2.5 months after discharge (Time 2). Hierarchical regression analyses showed that goal reengagement predicted suicidal ideation at Time 2. In addition, the lack of goal reengagement was especially pernicious when reported concomitantly with high disengagement. These predictive effects were independent of baseline mood, attempt status and suicidal intent. The theoretical and clinical implications are discussed.     

Young managers’ drive to thrive: A personal work goal approach to burnout and work engagement

This study approaches young managers’ occupational well-being through their work-related goal pursuit. The main aim was to identify content categories of personal work goals and investigate their associations with background factors, goal appraisals, burnout, and work engagement. The questionnaire data consisted of 747 young Finnish managers (23-35 years; M = 31 years) who were mostly men (85.5%). Seven work-related content categories were found on the basis of qualitative data analysis: (1) competence goals (30.5%), (2) progression goals (23.7%), (3) well-being goals (15.2%), (4) job change goals (13.7%), (5) job security goals (7.4%), (6) organizational goals (5.6%), and (7) financial goals (3.9%). ANCOVA analyses, where goal appraisals and significant background factors were controlled for, indicated that organizational goals were related to low burnout and the highest level of work engagement, whereas well-being and job change goals were related to higher burnout and lower work engagement. The study shows that the contents of young managers’ work-related goals can contribute to the understanding of individual differences in occupational well-being.     

Challenging tasks: The role of employees' and supervisors' goal orientations

Research shows that challenging jobs stimulate employee learning and retention. Nevertheless, empirical knowledge on what influences the amount of challenging tasks employees perform in their job is lacking. In this study, we examined the extent to which the performance of challenging tasks is related to employees' and supervisors' goal orientations. We found a positive relationship between employees' mastery-approach orientation and the performance of challenging tasks. Furthermore, if supervisors had authority over the tasks of their employees, supervisors' goal orientations were related to employees' task challenge. Performing challenging tasks was negatively related to supervisors' performance-approach orientation and positively related to supervisors' performance-avoidance orientation.