Implementation intentions and the willful pursuit of prosocial goals in negotiations

Three studies examined whether the self-regulation strategy of forming implementation intentions (i.e., if-then plans) facilitates the attainment of prosocial goals when a limited resource is to be distributed between two parties who hold adverse cognitive orientations. In three experiments, pairs of negotiators were assigned prosocial goals that either had to be supplemented with plans (if-then plans, Gollwitzer, 1999) on how to act on these goals or not. Experiment 1 used a mixed-frames negotiation paradigm in which one negotiation partner operated on a gain-frame, the other on a loss-frame. When participants had the prosocial goal to find fair agreements and furnished it with a respective if-then plan, unfair agreements in favor of the loss-frame negotiator no longer occurred. Experiment 2 used a same-frame negotiation paradigm, where both negotiation partners had either a loss or a gain-frame. When loss-frame pairs had furnished their prosocial goals to cooperate with the negotiation partner with a respective if-then plan, reduced profits as compared to gain-frame pairs of negotiators were no longer observed. In addition, negotiators who had formed implementation intentions were more likely to use the integrative negotiation strategy of logrolling (i.e., making greater concessions on low rather than high priority issues). Experiment 3 used a computer-mediated negotiation task in order to analyze the effects of prosocial goals and respective implementation intentions on the course of the negotiation. Again, implementation intentions facilitated the pursuit of prosocial goals in the face of adversity (i.e., loss frames) by use of the integrative negotiation strategy of logrolling. The present research adds a self-regulation perspective to the research on negotiation by pointing out that the effects of negotiation goals can be enhanced by furnishing them with respective plans (i.e., implementation intentions).     

When planning is needed: Implementation intentions and attainment of approach versus avoidance health goals

OBJECTIVE: This study tested whether forming implementation intentions is an effective strategy for attaining health goals focused on trying to avoid a negative state. DESIGN: Participants chose to either eat more healthy snacks (i.e., an approach goal) or eat fewer unhealthy snacks (i.e., an avoidance goal) over two weeks and were randomly assigned to create an implementation intention to do this or not. MAIN OUTCOME MEASURES: The authors measured fat and calorie intake after one week and after two weeks. RESULTS: After two weeks, the participants who ate most unhealthily were those who pursued an avoidance goal and did not form an implementation intention. CONCLUSION: These results suggest that forming implementation intentions for avoidance goal pursuit can help people attain important health goals.     

The influence of acceptance goals on self‐presentational efforts

The current work examined whether self‐presentational efforts are influenced differently when people hold a goal to establish, maintain or repair an interpersonal connection. Results supported the counterintuitive prediction that participants with a repair goal would convey a less favourably oriented persona (e.g. less friendly, less similar and less genuine) compared to those with an establish or maintain goal. The efforts of repair goal participants were also perceived as less effective. The analysis also showed that certain self‐presentation dimensions (i.e. friendliness, genuineness and similarity) mediated the relationship between acceptance goals and perceived effectiveness. The findings extend and contribute to the self‐presentation and belongingness literatures.     

Implementation intentions as goal primes: Boosting self‐control in tempting environments

People often forget their long‐term strivings because their environment confronts them with attractive temptations. Previous research suggests that self‐control failures can be prevented by reminding people of their higher‐order goal. Therefore, we hypothesized that using implementation intentions as a tool to directly re‐activate people's higher‐order goal in tempting situations would effectively enhance self‐control. We tested this in the domain of dieting behavior. Results demonstrated that this specific planning strategy activated the dieting goal for unsuccessful dieters when exposed to tempting food cues (Study 1) and reduced their consumption of calorically dense food across 2 weeks (Study 2) compared to those in control conditions. This suggests that preparing people to think of their higher‐order goal when tempted can be used to protect ongoing goal striving. Appealing to higher‐order goals potentially makes implementation intentions flexible instruments of self‐regulation as this should trigger motivated behavior to reach goals and initiate various goal‐instrumental actions. Copyright © 2011 John Wiley & Sons, Ltd.     

Compensatory cognition associated with egalitarian goals

Two experiments examine nonconscious processes that facilitate pursuing egalitarian goals. It was hypothesized that when working on a task not known to be relevant to egalitarian goals there is heightened ability to detect opportunities to goal pursuit (goal-relevant people) embedded in the task, even when they are best ignored for optimal performance. Further, this selective attention should cease when the goal is sated, despite increased semantic accessibility of these opportunities that results from satiation. Experiment one introduced egalitarian goals via writing an essay about failing to be egalitarian to Black men. Next, an ostensibly unrelated task presented Black and White men in an array of faces as distracters to a focal task. Task performance was disrupted only by arrays containing Black men, and only among participants primed with egalitarian goals. This was not due to increased semantic accessibility of the concept “Black men.” Experiment two had all participants write failure essays and then write second essays. Half wrote affirming essays about egalitarianism and Black men. Despite this increased semantic accessibility of the group “Black men,” distracted attention was not evidenced. Instead, the goal had been satisfied and goal pursuit shut down. In contrast, the remaining participants wrote affirming essays in an irrelevant domain. Despite the decreased semantic accessibility, goal accessibility remained and was evidenced by selective attention to Black men. These findings reveal Black men are associated not with stereotypes, but egalitarian goals. They also point to the role goal completion versus self affirmation play in goal pursuit.     

Initial goals,goal trajectories,and serial argument resolvability: A growth curve analysis

This study examines dyadic patterns of goal pursuit during a serial argument interaction and their associations with perceived argument resolvability. The authors utilize a growth curve framework to highlight how both initial importance and trajectories (i.e., over‐time increases/decreases) of goal importance predicted perceived resolvability. Seventy‐six heterosexual couples discussed a current serial argument and reported their goals at 1‐min increments, using a video‐assisted recall method. Both initial importance and increases in actors' partner‐focused goals were positively associated with perceived resolvability, and increases in a partners' self‐focused goal importance across the course of the interaction were negatively associated with actors' postinteraction resolvability perceptions. Results suggest that partners should attend to both initial goals and trajectories of goal pursuit during argumentative interactions.     

Sadness and ruminative thinking independently depress people's moods

Depression and rumination often co‐occur in clinical populations, but it is not clear which causes which, or if both are manifestations of an underlying pathology. Does rumination simply exacerbate whatever affect a person is experiencing, or is it a negative experience in and of itself? In two experiments we answer this question by independently manipulating emotion and rumination. Participants were allocated to sad or neutral (in Experiment 1), or sad, neutral or happy (Experiment 2) mood conditions, via a combination of emotionally evocative music and autobiographical recall. Afterwards, in both studies, participants either ruminated by thinking about self‐relevant statements or, in a control group, thought about self‐irrelevant statements. Taken together, our data show that, independent of participants' mood, ruminators reported more negative affect relative to controls. The findings are consistent with theories suggesting that self‐focus is itself unpleasant, and illustrate that depressive rumination comprises both affective and ruminative components, which could be targeted independently in clinical samples.     

Aligning inside and outside perspectives of the self: A cross‐cultural difference in self‐perception

Past research shows that European Americans tend to take a first‐person perspective to understand the self and are unlikely to align the inside look with the outside gaze, whereas Asians tend to take a third‐person perspective and are likely to shift their inside look in the direction of the outsize gaze. In three experiments, we compared Asians and European Americans' self‐perceptions when the presence of their parents in the background of self‐perception was primed or otherwise. Without the priming, both European Americans and Asians viewed themselves more positively from their own perspective than from their parents' perspective. With the priming, only Asians lowered the positivity of their self‐perceptions to match the perceived positivity of the self in the parents' perspective. These results suggest that Asians do not have a static, passive tendency to assimilate their self‐views into the perceived external assessments of the self. Rather, their self‐views are fluid and flexible.     

The impact of perspective in visualizing health‐related behaviors: first‐person perspective increases motivation to adopt health‐related behaviors

Two experiments investigated the effects of perspective and visualization on motivation to engage in health‐related behaviors. Participants visualized themselves donating blood (Experiment 1) or quitting smoking (Experiment 2) from either the first‐person (own) or third‐person (observer's) perspective. Subsequently, motivation to engage in the visualized behavior was assessed. Contrary to previous findings showing the benefits of taking a third‐person perspective on behaviors not related to health, visualizing using the first‐person perspective had greater effects on motivation than visualizing using the third‐person perspective. Indeed, visualizing using the third‐person perspective was no more effective than not visualizing anything (Experiment 2). The theoretical implications and potential applications of these findings are discussed.     

Getting going and letting go: Religiosity fosters opportunity‐congruent coping with work‐related uncertainties

This study investigated how religiosity relates to goal engagement (i.e., investing time and effort; overcoming obstacles) and goal disengagement (i.e., protecting self‐esteem and motivational resources against failure experiences; distancing from unattainable goals) in coping with perceived work‐related uncertainties (e.g., growing risk of job loss) that arise from current social change. We hypothesised that religiosity not only expands individuals' capacities for both engagement and disengagement but also fosters an opportunity‐congruent pattern of engagement and disengagement, promoting engagement especially under favourable opportunities for goal‐striving in the social ecology and facilitating disengagement especially under unfavourable opportunities. Multilevel analyses in a sample of N = 2089 Polish adults aged 20–46 years partly supported these predictions. Religiosity was associated with higher goal engagement, especially under favourable economic opportunities for goal‐striving in the social ecology (as measured by the regional net migration rate). For disengagement, the results were more mixed; religiosity was related to higher self‐protection independently of the economic opportunity structure and predicted higher goal‐distancing only under the most unfavourable opportunities. These results suggest that religiosity can promote different coping strategies under different conditions, fostering a pattern of opportunity‐congruent engagement and, to some extent, disengagement that is likely to be adaptive.     

The impact of attitudinal ambivalence on weight loss decisions: Consequences and mitigating factors

This research takes a new look at individuals' attitudes and intentions towards losing weight. Study 1 examines the relationship among those interested in losing weight and individual self‐evaluative ambivalence on attitude towards trying to achieve a weight loss goal and the intentions to achieve the weight loss goal. For Study 2, a between‐subjects experimental design, where attitudinal ambivalence and prior outcome feedback were manipulated and self‐efficacy was measured, is conducted to examine attitude towards eating healthier and intention to change eating behaviours. Findings across the two studies show that attitudinal ambivalence about the self and the individual's abilities and motivation to change the health behaviour produces a negative relationship between health‐related attitudes and intentions. We provide implications of how self‐efficacy and the provision of outcome feedback can alleviate the negative effect and improve the individuals' intentions to try to achieve a weight loss goal. Copyright © 2014 John Wiley & Sons, Ltd.     

Prejudice in person memory: Self‐threat biases memories of stigmatized group members

The present research investigated whether self‐threat biases memory via retrieval‐induced forgetting. Results show that people under self‐threat whose goal is to restore their self‐worth by making prejudicial judgments that deprecate others are more likely to exhibit an enhanced RIF effect for positive items and a reduced RIF for negative items ascribed to a stereotyped target (i.e., homosexual). Overall, the present findings are consistent with the view that motivation can affect the magnitude of RIF effects in person memory and that, in turn, they can serve as mechanisms for justifying desired conclusions.     

Employing autobiographical memory perspective to influence self‐congruence and brand preference

This paper advances our understanding of consumer behavior by examining the influence of autobiographical memory perspective on consumer's self‐congruence. While extant research has primarily restricted itself to the consequences of self‐congruence, this work focuses on an antecedent, by examining the psychological processes associated with the consumer's autobiographical memory perspective and the resulting impact on self‐congruence. Through three experiments, we demonstrate that visualizing autobiographical memories from a first‐person versus a third‐person perspective impacts consumers' self‐brand congruence differently under varied circumstances. Specifically, differing degrees of self‐brand congruence are experienced when consumers focus on differences (vs. similarities) between their present and recalled selves, combined with distinct autobiographical memory perspectives. The autobiographical memory perspective is identified as a key determinant of consumers' perceived change in self‐image, which, in turn, has a cascading effect on their self‐brand congruence. Thus, consumers' perceived change in self‐image is identified as the mechanism underlying the main effect. Furthermore, as an important component of self‐image, this research determines and examines a moderating influence of self‐esteem in the relationship between autobiographical memory perspective and self‐congruence. Collectively, these results facilitate our understanding of the autobiographical memory perspective as an antecedent of consumer's self‐congruence, with implications for nostalgia advertising and retro branding.     

Visualizing actions from a third‐person perspective: effects on health behavior and the moderating role of behavior difficulty

Visualizing behavior from a third‐person (vs. first‐person) perspective can produce stronger motivation to enact the behavior. However, the effects of perspective on health behaviors have been mixed. Hypothesizing that the difficulty of the visualized behavior might moderate the effect of perspective, two experiments manipulated the difficulty of the visualized behaviors (fruit/vegetable consumption; exercise) plus perspective and subsequently measured motivation (Experiments 1 and 2) and behavior (Experiment 2). In both experiments, the third‐person perspective produced stronger motivation to perform the easier, but not the more difficult, behavior. This effect extended to behavior in Experiment 2. Under certain conditions, encouraging people to visualize behavior from a third‐person perspective could represent a useful and cost‐effective means of promoting health behavior change.     

Self-regulation of priming effects on behavior

In three experiments, we tested whether people can protect their ongoing goal pursuits from antagonistic priming effects by using if-then plans (i.e., implementation intentions). In Experiment 1, concept priming did not influence lexical decision time for a critical stimulus when participants had formed if-then plans to make fast responses to that stimulus. In Experiment 2, participants who were primed with a prosocial goal allowed a confederate who asked for help to interrupt their work on a focal task for a longer time if they had merely formed goal intentions to perform well than if they had also formed implementation intentions for concentrating on the task. In Experiment 3, priming the goal of being fast increased driving speed and errors for participants who had formed mere goal intentions to drive only as fast as safety allowed or who had formed no goal intentions, whereas the driving of participants who had formed such goal intentions as well as implementation intentions showed no such priming effects. Our findings indicate that implementation intentions are an effective self-regulatory tool for shielding actions from disruptive concept- or goal-priming effects.     

Nostalgia motivates pursuit of important goals by increasing meaning in life

This research focused on existential and motivational implications of the emotion of nostalgia. Nostalgia (relative to control) increased meaning in life, which, in turn, galvanised intentions to pursue one's most important goal (Experiment 1) and to pursue one's most important, but not least important, goal (Experiment 2). The basic pattern held in two cultures (British and Danish) independently of positive affect. This is the first evidence that nostalgia has specific motivational consequences (i.e., pursuit of more, but not less, important goals) and transmits these consequences via meaning in life. Also, this is the first evidence that meaning is associated with specific motivational consequences. Discussion considers the relevance of the findings for the emotion and motivation literatures.     

A Self‐regulation Perspective on Hidden‐profile Problems: If–Then Planning to Review Information Improves Group Decisions

In hidden‐profile (HP) problems, groups squander their potential to make superior decisions because members fail to capitalize on each other's unique knowledge (unshared information). A new self‐regulation perspective suggests that hindrances in goal striving (e.g., failing to seize action opportunities) contribute to this problem. Implementation intentions (if–then plans) are known to help deal with hindrances in goal striving; therefore, supporting decision goals with if–then plans should improve the impact of unshared information on group decisions. Indeed, in line with past research, control participants in two experiments rarely identified the best alternative despite monetary incentives and setting decision goals. In contrast, simply adding if–then plans to review advantages of the non‐preferred alternatives before making the final decision significantly increased solution rates. Process manipulations (Experiment 1) and measures (Experiment 2) indicate that conceptualizing HP problems as a self‐regulation challenge provides explanatory power beyond existing accounts. Copyright © 2014 John Wiley & Sons, Ltd.     

Benefitting from a different perspective: The effect of a complementary matching of psychological distance and habitual perspective on emotion regulation

Psychological distance in terms of its purpose as a psychological adjustment is currently not well understood. Some researchers claim that psychological distance serves as an emotion regulator, while others argue that psychological distance has the reverse effect, leading to cognitive avoidance and rumination. To elucidate upon this discrepancy, we propose that a complementary matching of psychological distance to one's habitual psychological distance perspective may lead to better emotion regulation when compared to the original perspective (i.e. fixing on either psychological immersion or distance). This study hypothesizes that a complementary matching of psychological distance to one's habitual perspective generally leads to better emotion regulation; specifically, individuals with high avoidant attachment, who habitually distance themselves from their experiences, may benefit from psychological immersion, while individuals with high anxious attachment, who habitually immerse themselves in their experiences, may benefit from psychological distancing. A total of 83 participants completed measures of adult attachment orientations; read a conflict scenario, triggering their attachment systems; and then rewrote that scenario using designated pronouns, thereby employing psychological immersion or psychological distance. Participants in the self‐immersed condition were asked to write from the first‐person perspective, whereas those in the self‐distancing condition were asked to write from the third‐person perspective. The results support our hypothesis of a complementary matching of psychological distance and habitual perspective.     

Influence of achievement goals and self‐efficacy on students' self‐regulation and performance

It is widely admitted that low self‐efficacy has a detrimental impact on the functioning and performance of a person mainly concerned with performance goals but has no impact when a person is mainly concerned with learning goals (Dweck, 1986 ). However, results from both correlational and experimental studies are divergent. Since these studies examined very few indicators of participants' cognitive functioning, they may have failed to detect those aspects that could be more vulnerable to a negative impact of the combination of performance goals and low self‐efficacy. Another concern is the lack of most studies to clearly distinguish the type of performance goal examined, particularly the performance‐avoidance versus the performance‐approach goal. In the current study, we decided to focus on performance‐approach and learning goals in order to examine how self‐efficacy intervenes in their effects on participants' self‐regulation and performance on a cognitive task. One hundred and forty participants (85 females and 55 males) were examined. They were randomly assigned either to the learning or the performance‐approach goals condition. In each condition, half of the participants received feedback aimed at inducing either high or low self‐efficacy beliefs with regard to the task prior to executing it aloud. Examination of participants' verbal reports, direct observation of some of their behaviours while solving the task, and responses to a retrospective questionnaire allowed the assessment of several indicators of their self‐regulation and performance. As already reported by many studies, self‐efficacy influenced various aspects of participants' self‐regulation and performance. However, contrary to Dweck's hypothesis ( 1986 ), when interaction effects between self‐efficacy and goals were observed, they always involved learning instead of performance‐approach goals. Findings of this study suggest that the nature of the goal might not matter as much as its personal significance or value.     

The inner speech of behavioral regulation: Intentions and task performance strengthen when you talk to yourself as a You

People often talk to themselves using the first‐person pronoun (I), but they also talk to themselves as if they are speaking to someone else, using the second‐person pronoun (You). Yet, the relative behavioral control achieved by I and You self‐talk remains unknown. The current research was designed to examine the potential behavioral advantage of using You in self‐talk and the role of attitudes in this process. Three experiments compared the effects of I and You self‐talk on problem solving performance and behavioral intentions. Experiment 1 revealed that giving self‐advice about a hypothetical social situation using You yielded better anagram task performance than using I. Experiment 2 showed that using You self‐talk in preparation for an anagram task enhanced anagram performance and intentions to work on anagrams more than I self‐talk, and that these effects were mediated by participants' attitudes toward the task. Experiment 3 extended these findings to exercise intentions and highlighted the role of attitudes in this effect. Altogether, the current research showed that second‐person self‐talk strengthens both actual behavior performance and prospective behavioral intentions more than first‐person self‐talk. Copyright © 2014 John Wiley & Sons, Ltd.