The influence of performance feedback on goal-setting and mental effort regulation

Goal-setting and mental effort investment may be influenced by the perception of success or failure. The aim of the current study was to investigate the dynamics of motivational intensity model using false performance feedback. Forty participants performed a demanding cognitive task over five successive (5 min) blocks. Participants received performance feedback of either progressive success or progressive failure. A number of psychophysiological variables were used to index mental effort investment and emotion, including: HRV components, blood pressure, skin conductance level, EEG, and facial EMG. Subjective estimates of mood, workload and motivation were also collected alongside performance measures. The success group experienced positive affect and a less pronounced decline in subjective motivation in response to a perception of successful achievement. In contrast, feedback of failure led to adverse changes in mood/motivation, but did not lead to the absolute withdrawal of effort, although trends in the psychophysiological data suggest that participants in the failure group were on the verge of abandoning the task. The implications of these findings are discussed within the context of goal-setting and effort regulation models.     

Study effort versus distinctiveness in the recollection of veridical and illusory memories

In past research, stimulus distinctiveness and study effort have been claimed to promote the development of distinctive memories, which in turn have been considered critical for enhancing veridical recollection and reducing illusory memory experiences. In the present investigation, stimulus distinctiveness, obtained by displaying text-redundant pictorial information at study, was pitted against study effort to determine whether either factor would be more beneficial to veridical recall and more detrimental to illusory recall than the other. Subjects first completed word fragments with or without the aid of an image of each word’s referent and then performed a recall test. It was found that when images were useful to the encoding task (fragment completion), their presence at study enhanced veridical recall and reduced illusory memories more than any additional encoding effort.     

The interactive effects of conscientiousness, work effort, and psychological climate on job performance

Historically, conscientiousness-performance relationships have been modest, suggesting the need to examine theoretically-relevant moderating variables. Based on theory and empirical research suggesting that performance variance is maximally predicted in the presence of person and situation variables, we examined the moderating potential of work effort and psychological climate on the conscientiousness-performance relationship. Data gathered from 139 predominately part-time restaurant employees revealed that conscientiousness predicted performance in the simultaneous presence of high levels of work effort and positive psychological climate. Conversely, conscientiousness had no empirical association with performance when coupled with other combinations (e.g., high-negative; low-positive; low-negative) of work effort and psychological climate. Implications for research, strengths, limitations, and directions for future research are discussed.     

Rats place greater value on rewards produced by high effort: An animal analogue of the “effort justification” effect

The effort justification phenomenon, in which greater value is given to rewards that require more effort to obtain, is frequently explained in terms of cognitive dissonance (Festinger & Carlsmith, 1959). Here, we employed a novel combination of operant and lick analysis techniques to show that rats place more value on a sucrose reward when it follows high effort than when the same reward follows low effort. This is the first demonstration of a direct analogue of the effort justification phenomenon in nonhuman animals. As the behavior of rats is normally considered in terms of relatively simple mechanisms, the current results question the need for complex cognitive accounts for the effort justification phenomenon (in rats or humans). As an alternative, we examine the possibility that high effort produces an aversive state that enhances reward value by a process of contrast.     

Exploring the hardship of ease: Subjective and objective effort in the ease-of-processing paradigm

Numerous studies examined the role of processing effort in judgments using the “ease-of-processing” paradigm in which participants generate or retrieve few or many issue-relevant thoughts. Because earlier studies only assessed the subjective effort, it is unclear if this paradigm also mobilizes objective effort, and how such effort relates to subjective effort. These questions were addressed in two experiments modeled on standard tasks from the processing effort literature: “ease of argument generation” (Study 1) and “ease of retrieval” (Study 2). In both experiments we simultaneously measured subjective effort (via self-report) and objective effort (via cardiovascular reactivity). The results showed that processing ease manipulations (generation or retrieval of few vs. many exemplars) influence not only subjective effort, but also objective effort, as reflected especially by increases of systolic blood pressure in the many exemplars condition. However, only subjective effort was related to judgment. In the discussion, we consider the role of various forms of effort and other relevant variables in “processing ease” effects.     

Age-related changes in children's understanding of effort and ability: implications for attribution theory and motivation

Building on Nicholls's earlier work, we examined developmental changes in children's understanding of effort and ability when faced with a negative outcome. In a sample of 166 children and adolescents (ages 5-15 years), younger children conflated the meaning of effort and ability, explaining that smart students work hard, whereas older children understood effort and ability to be reciprocally related constructs, explaining that smart students do not need to work as hard. Understanding the reciprocal relation between effort and ability was correlated with age. Age-related changes in the meaning and correlates of effort and ability were also examined. Developmental implications for attribution theory and achievement motivation are discussed.     

Behavioral cues to others’ motivation and goal pursuits: The perception of effort facilitates goal inference and contagion

Recent research demonstrates that people spontaneously, i.e., without conscious intent, infer and pursue the goals perceived in others’ behavior, a phenomenon termed goal contagion [Aarts, H., Gollwitzer, P., & Hassin, R. R. (2004). Goal contagion: perceiving is for pursuing. Journal of Personality and Social Psychology, 87, 23-27]. Three experiments extend this work by studying the basic role of perceived behavioral effort in goal inference and pursuit. In an adaptation of the Animated Film Technique, participants were exposed to a movie featuring movements of a ball that implied the goal of helping. The amount of effort in pursuing the implied goal was experimentally varied. Results showed that an increase in perceived effort led to stronger inferences of the implied goal, as was established by enhanced accessibility of the goal representation in a word completion and lexical decision task. Furthermore, as a result of these inferences, participants more strongly pursued the inferred goal of helping. Implications for research on goal inferences and pursuit are briefly discussed.     

I'm worth more than you! Effects of reward interdependence on performance,cohesion, emotion and effort during team competition

ObjectivesTo examine the effects of reward structures on the performance of a motor task. To evaluate the effects of reward interdependence on performance, cohesion, emotion, and effort during intergroup (team) competition.DesignAn experimental design was used to compare the effects of reward interdependence (no, low, high) on performance of a strength and endurance task.MethodParticipants (N = 111) performed a 3-min handgrip task as a member of a team of four under three reward interdependence conditions (no; low, with an even split of prize money; high, with an uneven split of prize money) in head-to-head competitions against another team. Task performance was assessed using the cumulative force production total. Task-related cohesion, enjoyment, anxiety and effort were measured using self-report scales.ResultsPerformance was better with rewards than no reward, and better with high than low reward interdependence. Team cohesion was highest with low reward interdependence. Effort was greater with rewards than no reward. Anxiety and enjoyment did not vary among the reward conditions. Mediation analyses indicated that increased cohesion mediated improvements in performance from no reward to low reward interdependence conditions, and increased effort mediated improvements in performance from no reward to both low and high reward interdependence conditions.ConclusionPerformance of a simple physical task in team competition was facilitated by rewards, with optimal performance associated with unequal rewards (i.e., performance-related pay). The benefits of performing with rewards compared to no rewards were explained by increased cohesion and effort. Social interdependence theory can help explain performance of simple motor tasks during team-based competitions. The findings have implications for the pay structures adopted by sports teams.     

Mental fatigue,anticipated effort,and subjective valuations of exercising predict choice to exercise or not: A mixed-methods study

ObjectivesThis study examined the effects of mental fatigue on people's decisions to engage in an acute bout of exercise quantitatively, through a sequentially mediated pathway consisting of perceived effort and benefit vs. cost valuations and qualitatively, using exit interviews to survey the conscious reasoning behind participants' choices.DesignMixed methods, randomized, experimenter blind to group.MethodParticipants (N = 84, M_age = 19.07 ± 1.86 years) completed either a high cognitive demand (incongruent Stroop) task or low cognitive demand (documentary viewing) task for 12 min. Before and after the cognitive task, participants rated their anticipated effort and subjective evaluations (benefits and costs) of engaging in a 20-min moderate-to-vigorous intensity exercise task. After completing the latter ratings, participants chose between the exercise task or a non-exercise task (seated “free time” and use of smartphone or computer). Participants were led to believe they would actually engage in the task; however, once their choice was made, they were not required to complete the task but were invited to complete a semi-structured interview to probe the reasoning behind their choice.ResultsSerial mediation analyses revealed a significant indirect effect from mental fatigue to choice through perceived effort and benefit vs. cost valuations (95% C.I. = −0.01 to −0.0004). Qualitative data, organized by categories based on group/choice pairings, yielded twelve unique codes explaining how the cognitive tasks affected choice.ConclusionsResults demonstrate mental fatigue alters decision-making through a sequentially mediated process including subjective perceptions of effort, benefits, and costs. Interview responses also highlight the individual-level consequences of completing cognitively demanding and non-demanding tasks on effort-based decision-making. Future research should explore additional feeling states as they relate to people's choices to engage in exercise or sedentary behaviors.     

When a product takes on characteristics of the person who created it: Sometimes it sounds sweeter

We investigated when consumers' judgments about a product reflect information about its product source (the person who creates the product). Three experiments manipulated congruence between the source's gender and the gender-typing of the source's product. When congruent with expectations (a male conductor played male-typed music), pre-trial source information had the same effect on post-trial product judgments as when source information was absent. Incongruence (a female conductor played male-typed music) distorted product attribute judgments when the source's competence was questioned. Her music was judged to be more delicate, less powerful and worse quality than his. This process of product experience being assimilated into incompetence stereotypes required minimal cognitive resources. When the incongruent source was undoubtedly competent, the amount of experiential evidence about an attribute influenced distortion. Consumers judged powerful music as powerful regardless of conductor gender, but, lacking much evidence about its delicacy, judged hers as more delicate than his. The selective effect of source gender information reflects consumers' cognitively effortful hypothesis testing of beliefs that gender expresses itself in a person's output against experiential evidence.     

Effect of motivation on academic fluency performance in survivors of pediatric medulloblastoma

It has been proposed previously that extrinsic motivation may enable survivors of childhood medulloblastoma to significantly improve aspects of neurocognitive performance. In healthy populations, enhanced motivation has been shown to promote academic fluency, a domain likely more relevant to the educational outcomes of pediatric medulloblastoma survivors than academic skill development. The present study investigates the effect of enhanced extrinsic motivation on fluent (i.e., accurate and efficient) academic performance in pediatric medulloblastoma survivors. Participants were 36 children, ages 7–18, who had completed treatment for medulloblastoma. Participants completed a neuropsychological battery that included administration of equivalent tasks on Forms A and B of the Woodcock-Johnson III Tests of Achievement. Half were randomly assigned to an incentive condition prior to the administration of Form B. Provision of a performance-based incentive resulted in statistically significant improvement, but not normalization of function, in performance on measures of academic fluency. No demographic, treatment-related, academic, neuropsychological, or self-perception variables predicted response to incentive. Findings suggest that academic performance of survivors may significantly improve under highly motivating conditions. In addition to implications for educational services, this finding raises the novel possibility that decreased motivation represents an inherent neuropsychological deficit in this population and provides a rationale for further investigation of factors affecting individual differences in motivational processes. Further, by examining effort in a context where effort is not inherently suspect, present findings also significantly contribute to the debate regarding the effects of effort and motivation on neuropsychological performance.     

形状-性别内隐联结及其对消费者形状偏好的影响

本文探讨了形状与性别之间的内隐联结及其对消费者形状偏好的影响。通过4个实验, 作者发现形状与性别之间存在内隐联结, 即圆润的形状与女性更相关, 而有棱角的形状与男性更相关。这一内隐联结被拓展到品牌感知上, 导致品牌的性别形象影响消费者对圆形或棱角形产品的偏好, 而感知匹配度在其中起中介作用。这些研究发现进一步丰富了现有关于形状偏好以及形状象征意义的文献, 并对视觉营销中的形状设计提供了重要的实践指导。     

Effects of subcultural differences on country and product evaluations

Most cross‐cultural studies on country of origin or product‐country image (PCI) effects have implicitly assumed that national markets are composed of homogeneous consumers. Although many investigations in this field are described as cross‐cultural, most are in fact cross‐national. The overarching hypothesis of the present research is that PCI effects may vary across subcultures within a country. The results indicate that subcultural differences exist in the evaluation of culturally affiliated countries and their products. Cognitive responses converged to show that consumers' perceived linkages significantly influence the weight given to the country of origin in product evaluations. Several implications for managers and academic researchers are discussed. Copyright © 2003 Henry Stewart Publications.     

Effect of effort and latent extinction on resistance to extinction

Sixty-four male Wistar rats were given acquisition training in an enclosed straight-alley runway which could be adjusted for angles of inclination. The 2×2×2 design involved two angles of inclination in acquisition (0° and 40°) and two angles of inclination in extinction (0° and 40°). Between acquisition and extinction, half the subjects were exposed to a latent extinction procedure and half served as controls. Number of responses in a 30-min extinction session was an inverse function of effort required in extinction. Additionally, latent extinction procedures resulted in reduced resistance to extinction, but only when the effort conditions of acquisition and extinction were constant. When the effort conditions of acquisition and extinction were dissimilar, latent extinction procedures resulted in increased resistance to extinction. The results raise questions about the nature of the learning which occurs during latent extinction training.     

Performance in a computerized self-control task by rhesus macaques (Macaca mulatta): The combined influence of effort and delay

The variables of delay and effort have been found to influence self-control predictably and in similar fashion when tested independently, but it is unclear how they influence self-control interactively. In the present study, I tested these two variables simultaneously to gain better understanding of their combined influence on self-control. A computerized task was employed in which monkey participants could sequence 1 or more digital images before “cashing-out,” after which they would receive their accumulated rewards. Delay was manipulated by adjusting the speed of the cursor used to select images. Cognitive effort was manipulated by presenting image sets that appeared in either a constant or a randomized configuration. For most monkeys, an interaction was found between the effects of delay and effort on the number of images selected before cashing-out. The results suggest that, when combined, these two variables have a complex influence on self-control.     

The moderating effects of financial broad‐scope trust on consumer knowledge,cognitive effort,and financial healthiness

Substantial research results suggest the global financial crisis has negatively affected consumers' trust in financial service providers. Notably, trust not only relates to consumer trust in individual companies but also relates to the broader business context in which consumers may plan and carry out their financial behavior. This latter form of trust can be referred to as “broad‐scope” trust (BST). BST is especially important in a society context because lack of BST may reduce financial market dynamism, competition, and productivity. Consequently, financial service providers assume an important social responsibility in order to develop BST. Unfortunately, not much is known about the interplay between BST and consumer financial behavior. Based on two surveys comprising 1155 bank consumers and 756 mutual fund investors, respectively, this study investigates the moderating influence of BST on relations between knowledge, cognitive effort, and financial healthiness and also examines the direct influence of BST on cognitive effort and financial healthiness. The results indicate that BST negatively moderates relations between knowledge and financial healthiness and between cognitive effort and financial healthiness. In addition, it is demonstrated that BST negatively influences cognitive effort and positively influences financial healthiness. Our results demonstrate the importance of developing BST as it may ease the burdens put on consumers' financial knowledge and processing capabilities, which in turn may facilitate their financial well‐being. Copyright © 2016 John Wiley & Sons, Ltd.     

联想学习对消费行为的影响：基于产品搜索经验的视角

消费者能够基于长期形成的联结产生预期并引导产品搜索。然而,在实际搜索过程中,消费者可能会遭遇符合预期的经验或违反预期的经验。本研究主要探讨基于不同产品搜索经验的联想学习影响消费行为的机制,主要涉及(1)消费者是否会基于产品搜索经验的联想学习产生“违反预期”的预期,并且影响随后搜索中的注意加工;(2)违反预期和符合预期的产品搜索经验对任务无关信息的联想学习所产生的影响,同时关注先前短期的联想学习能否建立预期从而引导随后的产品注意搜索过程;(3)基于产品搜索经验的联想学习对产品偏好的影响,并将行为偏好和大脑奖赏进行联系。本研究有助于阐明消费情境中产品搜索对消费者行为和大脑的影响机制,为营销应用中通过改变消费体验、促进产品购买提供实证依据。