Multiple Mechanisms of Prime-to-Behavior Effects

Recent research has explored how the activation of social constructs via priming can affect behavior. Multiple mechanisms have received support, including direct activation of behavioral representations, goal activation, biases in person perception, biases in situation perception, and biases in self-perception. We review the evolving complexity of proposed prime-to-behavior mechanisms, discuss the predictions of each mechanism, and suggest some integrative principles that influence how and when primed constructs affect behavior.     

Actions Can Speak as Loud as Words: Measuring Behavior in Psychological Science

It has been argued that there is a growing trend in personality and social psychological science concerning the preference of self‐report measures over the use of direct observations of behavior for the outcome variables of interest. Augmenting the use of self‐reports with measures of behavior helps achieve methodological pluralism that allows researchers to triangulate on the phenomenon of interest and have increased confidence in understanding the phenomenon. To facilitate this process, we discuss a sample of social psychological and personality studies published during APA’s ‘Decade of Behavior’ that use straightforward and innovative ways of measuring behavioral outcome variables. Specifically, we identify three different strategies for incorporating behavior in a study: behavioral traces, behavioral observations, and behavioral choice. In each case, we show how measures of behavior complement self‐report measures. By making a conscientious effort to include more behavior measures in our research, we can broaden the appeal of psychological science by enhancing our understanding of the causes and antecedents of human behavior.     

Goal attainment as a resource: The cushion effect in risky choice above a goal

Goals are a ubiquitous part of life and have been shown to change behavior in many domains. This research studied the influence of goal attainment on risky choice behavior. Previous research has shown that goals tend to increase risk‐seeking behavior when potential outcomes fall below a goal. We examined a new problem: Choice behavior when all potential outcomes in a choice set achieve or exceed the goal. Two studies show a “cushion effect” of goal attainment on choice under risk. When all possible outcomes of all options are above a salient and specific goal, decision makers are more likely to choose a risky option over a certain outcome with equal expected value (EV). We hypothesized that the attainment of a goal serves as a cushion that softens the negative emotions associated with receiving a gamble's low outcome. This allows risk taking that would otherwise be unattractive. Copyright © 2009 John Wiley & Sons, Ltd.     

Inaccurate self-knowledge formation as a result of automatic behavior

Four studies tested a post-priming misattribution process whereby a primed goal automatically influences people's behavior, but because people are unaware of that influence, they misattribute their behavior to some other internal state. People who were primed with a goal were more likely to choose an activity that was relevant to that goal, but did not recognize that the prime had influenced their choices. Instead, people used more accessible and plausible reasons to explain their behavior. The goals were seeking romantic interaction (Studies 1 and 2), helping (Study 3) and earning money (Study 4). People made choices related to these goals but misattributed the choices to temporary preferences (Studies 1 and 3) and more permanent dispositions (Studies 2 and 4). The misattribution had downstream effects, leading to choice behavior consistent with the erroneous self-knowledge. We suggest that automatic behavior can lead to a confabulated self-knowledge with behavioral consequences.     

Should the behavioral sciences become more pragmatic? The case for functional contextualism in research on human behavior

Although societal need for behavioral science research is enormous, current research practices seem to be inefficient vehicles for producing knowledge that guides practical action. Many of our most popular theories provide little direct guidance for application. They focus on the development of models of the relationships among organismic events such as attitudes, self-efficacy expectations, and behavior, but pay little or no attention to the contextual influences on behavior. Such research is in keeping with a long-standing mechanistic tradition in psychology. We propose a version of contextualism as an alternative paradigm for the behavioral sciences. According to this paradigm, theories and research are evaluated in terms of their contribution to the prediction and influence of behavior. Basic research organized to pursue this goal has a direct bearing on how behavioral phenomena can be changed for practical purposes. Conversely, applied research contributes to basic understanding of the determinants of psychological phenomena.     

无意识工作激励:定义、模型及展望

无意识工作激励是指由外部环境自动诱导出个体努力行为的过程,并且这种自动诱导的过程无法被个体所内省。目前已经被发现的无意识工作激励过程包括自动化评价,无意识行为模仿,态度、特质和刻板印象的激活,以及无意识目标激活等。从内在机制来看,镜像神经元理论可解释无意识行为模仿,无意识行为选择模型可用来解释无意识目标激励。未来应侧重研究无意识工作激励与有意识工作激励的关系,发展新的研究方法,并更深入地探索无意识工作激励的内在机制。     

Shifting preferences for choice‐making opportunities through histories of differential reinforcer quality

Children of both typical and atypical cognitive development tend to prefer contexts in which their behavior results in a choice of reinforcers rather than a single reinforcer, even when the reinforcer accessed is identical across conditions. The origin of this preference has been attributed speculatively to behavioral histories in which choice making tends to be associated with differentially beneficial outcomes. Few studies have evaluated this claim, and those that have, have yielded mixed results. We provided five preschool‐aged children experiences in which choice‐making and no‐choice contexts were differentially associated with higher preference and larger magnitude reinforcers, and we assessed changes in their preference for choice and no‐choice contexts in which outcomes were equated. These conditioning experiences resulted in consistent and replicable shifts in child preference, indicating that preference for choice is malleable through experience.     

How Well Do We Know Our Inner Daredevil? Probing the Relationship Between Self‐Report and Behavioral Measures of Risk Taking

To measure a person's risk‐taking tendency, research has relied interchangeably on self‐report scales (e.g., “Indicate your likelihood of engaging in the risky behavior”) and more direct measures, such as behavioral tasks (e.g., “Do you accept or reject the risky option?”). It is currently unclear, however, how the two approaches map upon each other. We examined the relationship between self‐report likelihood ratings for risky choice in a monetary gamble task and actual choice, and tested how the relationship is affected by task ambiguity (i.e., when part of the information about risks and benefits is missing) and age. Five hundred participants (aged 19–85 years) were presented with 27 gambles, either in an unambiguous or an ambiguous condition. In a likelihood rating task, participants rated for each gamble the likelihood that they would accept it. In a separate choice task, they were asked to either accept or reject each gamble. Analyses using a signal‐detection approach showed that people's likelihood ratings discriminated between accept and reject cases in their choices rather well. However, task ambiguity weakened the association between likelihood ratings and choice. Further, older adults' likelihood ratings anticipated their choices more poorly than younger adults'. We discuss implications of these findings for existing approaches to the study of risk‐taking propensity, which have often relied on self‐reported risk tendency for ambiguous activities. Copyright © 2016 John Wiley & Sons, Ltd.     

Neuroeconomics,health psychology,and the interdisciplinary study of preventative health behavior

The goal of this article is to introduce readers to theories, tools, and evidence from the field of neuroeconomics and to describe how health psychology and neuroeconomics can be mutually informative in the study of preventative health behaviors. Preventative health behavior here refers to both individual actions that impact one's health (e.g., exercise) and broader behavioral patterns, such as those captured in personality constructs. Although neuroeconomic researchers have begun to incorporate health‐relevant behaviors into their studies, the full potential of this research to inform preventative health models is as yet unrealized. What is needed to “translate up” is the unification of rich theoretical content from health psychology with investigations by neuroeconomic researchers of the decision‐making process during health‐relevant choices. We identify choice as a central, shared feature across models of preventative health behavior that can serve as an inroad for neuroeconomics to contribute to existing models and highlight commonalities that might not otherwise be apparent. A central premise of our argument is that, because health decisions are nearly always multiply determined, a more precise and mechanistic understanding of how choices are made is an important but understudied topic in health psychology. A partnership between health psychologists and neuroeconomic researchers can yield valuable insights into how preventative health choice is made and to identify targets and methods for intervention.     

Applying the Cognitive‐Affective Processing Systems Approach to Conceptualizing Rejection Sensitivity

The Cognitive‐Affective Processing Systems or CAPS theory ( Mischel & Shoda, 1995 ) was proposed to account for the processes that explain why and how people's behavior varies stably across situations. Research on Rejection Sensitivity is reviewed as a programmatic attempt to illustrate how personality dispositions can be studied within the CAPS framework. This research reveals an if ... then ... (e.g., if situation X, he does A, but if situation Y, he does B) pattern of rejection sensitivity such that high rejection sensitive people's goal to prevent rejection can lead to accommodating behavior; yet, the failure to achieve this goal can lead to aggression, reactivity, and lack of self‐concept clarity. These situation–behavior relations or personality signatures reflect a stable activation network of distinctive personality processing dynamics. These dynamics link fears and expectations of rejection, perceptions/attributions of rejection, and affective/behavioral overreactions to perceived rejection. Self‐regulatory and attentional mechanisms may interact with these dynamics as buffers against high rejection sensitivity, illustrating how multiple processes within a CAPS network play out in behavior.     

Future‐oriented emotions: conceptualization and behavioral effects

We distinguish between two kinds of future‐oriented emotions (anticipatory and anticipated) and investigate their behavioral effects. Anticipatory emotions are currently experienced due to the prospect of a future event (e.g., hope or fear). Anticipated emotions, on the other hand, are expected to be experienced in the future if certain events do or do not occur (e.g., anticipated joy or regret). We discuss the theoretical differences between the two types of future‐oriented emotions and examine their role in motivating goal‐directed behavior. The results of a longitudinal study (n = 472) and a separate control group analysis (n = 340) provide consistent support for the convergent and discriminant validity of positive/negative anticipatory and anticipated emotions and their independent influence on goal‐directed behavior. Copyright © 2007 John Wiley & Sons, Ltd.     

Common mechanisms of executive attention underlie executive function and effortful control in children

Executive Function (EF) and Effortful Control (EC) have traditionally been viewed as distinct constructs related to cognition and temperament during development. More recently, EF and EC have been implicated in top‐down self‐regulation ‐ the goal‐directed control of cognition, emotion, and behavior. We propose that executive attention, a limited‐capacity attentional resource subserving goal‐directed cognition and behavior, is the common cognitive mechanism underlying the self‐regulatory capacities captured by EF and EC. We addressed three related questions: (a) Do behavioral ratings of EF and EC represent the same self‐regulation construct? (b) Is this self‐regulation construct explained by a common executive attention factor as measured by performance on cognitive tasks? and (c) Does the executive attention factor explain additional variance in attention deficit hyperactivity disorder (ADHD) problems to behavioral ratings of self‐regulation? Measures of performance on complex span, general intelligence, and response inhibition tasks were obtained from 136 preadolescent children (M = 11 years, 10 months, SD = 8 months), along with self‐ and parent‐reported EC, and parent‐reported EF, and ADHD problems. Results from structural equation modeling demonstrated that behavioral ratings of EF and EC measured the same self‐regulation construct. Cognitive tasks measured a common executive attention factor that significantly explained 30% of the variance in behavioral ratings of self‐regulation. Executive attention failed to significantly explain additional variance in ADHD problems beyond that explained by behavioral ratings of self‐regulation. These findings raise questions about the utility of task‐based cognitive measures in research and clinical assessment of self‐regulation and psychopathology in developmental samples.     

Control by reinforcers across time and space: A review of recent choice research

Reinforcers affect behavior. A fundamental assumption has been that reinforcers strengthen the behavior they follow, and that this strengthening may be context‐specific (stimulus control). Less frequently discussed, but just as evident, is the observation that reinforcers have discriminative properties that also guide behavior. We review findings from recent research that approaches choice using nontraditional procedures, with a particular focus on how choice is affected by reinforcers, by time since reinforcers, and by recent sequences of reinforcers. We also discuss how conclusions about these results are impacted by the choice of measurement level and display. Clearly, reinforcers as traditionally considered are conditionally phylogenetically important to animals. However, their effects on behavior may be solely discriminative, and contingent reinforcers may not strengthen behavior. Rather, phylogenetically important stimuli constitute a part of a correlated compound stimulus context consisting of stimuli arising from the organism, from behavior, and from physiologically detected environmental stimuli. Thus, the three‐term contingency may be seen, along with organismic state, as a correlation of stimuli. We suggest that organisms may be seen as natural stimulus‐correlation detectors so that behavioral change affects the overall correlation and directs the organism toward currently appetitive goals and away from potential aversive goals. As a general conclusion, both historical and recent choice research supports the idea that stimulus control, not reinforcer control, may be fundamental.     

Limitations of semantic priming procedures for automatic goal activation

According to the auto-motive model, behavioral goals can be automatically activated by situational cues and may subsequently guide behavior without individual awarness. Semantic priming has become a popular paradigm for investigating effects of automatic goal activation. Nevertheless, a critical assumption of the model, i.e., that goals can be activated by semantic primes related to situational features associated with the goal, is often assumed rather than tested in experiments using semantic priming procedures. Results of four studies testing the potential of such a prime for goal activation by assessing emotional responses, subjective goal importance, behavioral intentions, and enhanced perception of goal-related stimuli do not support this assumption. The implications of these findings and a critical evaluation of results of other studies are discussed in terms of possible limitations of semantic priming procedures for testing hypotheses derived from the auto-motive model.     

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.     

Positive affect as implicit motivator: on the nonconscious operation of behavioral goals

Recent research has revealed that nonconscious activation of desired behavioral states--or behavioral goals--promotes motivational activity to accomplish these states. Six studies demonstrate that this nonconscious operation of behavioral goals emerges if mental representations of specific behavioral states are associated with positive affect. In an evaluative-conditioning paradigm, unobtrusive linking of behavioral states to positive, as compared with neutral or negative, affect increased participants' wanting to accomplish these states. Furthermore, participants worked harder on tasks that were instrumental in attaining behavioral states when these states were implicitly linked to positive affect, thereby mimicking the effects on motivational behavior of preexisting individual wanting and explicit goal instructions to attain the states. Together, these results suggest that positive affect plays a key role in nonconscious goal pursuit. Implications for behavior-priming research are discussed.     

Using nonconscious behavioral mimicry to create affiliation and rapport

Nonconscious behavioral mimicry occurs when a person unwittingly imitates the behaviors of another person. This mimicry has been attributed to a direct link between perceiving a behavior and performing that same behavior. The current experiments explored whether having a goal to affiliate augments the tendency to mimic the behaviors of interaction partners. Experiment 1 demonstrated that having an affiliation goal increases nonconscious mimicry, and Experiment 2 further supported this proposition by demonstrating that people who have unsuccessfully attempted to affiliate in an interaction subsequently exhibit more mimicry than those who have not experienced such a failure. Results suggest that behavioral mimicry may be part of a person's repertoire of behaviors, used nonconsciously, when there is a desire to create rapport.     

Goals or semantic constructs? Different choice setting and choice goal activation

The researcher of this paper contributes to the literature by identifying nuances among three types of choice settings that are likely to activate choice‐related goals and their implications for product evaluation. First, the research verifies that choice settings can activate choice‐related goals, for example, simplifying a choice. Second, it is proposed and shown that choice settings activate goals, not semantic constructs. Third, this research attempts to shed light on some nuances among different choice settings, which vary in the degree of cognitive effort used to compare alternatives. The results aid in understanding how three different choice settings can activate choice‐related goals. Fourth, the research proposes that goal activation has an implication for product evaluation, offering a new perspective to preference and choice reversal literature. Five experiments were conducted to test the hypotheses.     

Maximizing Scales Do Not Reliably Predict Maximizing Behavior in Decisions from Experience

In this paper, we explore the relationships between psychometric and behavioral measures of maximization in decisions from experience (DfE). In two experiments, we measured choice behavior in two experimental paradigms of DfE and self‐reported maximizing tendencies using three prominent scales of maximization. In the repeated consequentialist choice paradigm, participants made repeated choices between two unlabeled options and received consequential feedback on each trial. In the sampling paradigm, participants freely sampled from two options and received feedback on their sampling before making a single consequential choice. Individuals exhibited different degrees of maximizing behavior in both paradigms and across different payoff distributions, but none of the maximizing scales predicted this behavior. These results indicate that maximization scales address constructs that are different from the maximization behavior observed in DfE, and that these measures will need to be improved to reflect behavioral aspects of choice and search from experience. Copyright © 2017 John Wiley & Sons, Ltd.