The Effects of Social Power on Goal Content and Goal Striving: A Situated Perspective

In this article, we integrate recent findings on the ways power affects goal pursuit. We review literature suggesting that power has two unique effects on goal pursuit: it affects the goals individuals choose to pursue, and the ways they pursue them. In short, we maintain that power‐holders prefer goals that suit their privileged positions – reward oriented and hierarchy‐maintenance goals – as well as goals that come easily to mind because they are chronically accessible or afforded in the situation. We go on to show that powerful individuals exhibit better self‐regulation during goal striving than powerless individuals, independently of goal content. Finally, we review conditions that reverse the effects of power on goal pursuit.     

Illegitimacy improves goal pursuit in powerless individuals

The effects of power legitimacy on self-regulation during goal pursuit were examined. Study 1 focused on goal-setting and goal-striving. Specifically, it examined how much time legitimate and illegitimate powerless individuals needed to set goals, and how many means they generated to pursue these goals. Study 2 examined persistence in the face of difficulties. Consistently across these studies illegitimacy improved self-regulation in powerless individuals. Illegitimate powerless individuals behaved similarly as control participants. They took less time to decide on a course of action, used more flexible means to strive for goals, and persisted longer in the face of difficulties, compared to their legitimate counterparts. The implications of these findings are discussed.     

Goal hierarchies and plan revision

This paper examined the effects of goal failure on plan revision. We argued that plans can be conceptualized as hierarchies of interrelated goals, such that broad superordinate goals are progressively subdivided into chains of more concrete subgoals. It was further expected that following negative feedback individuals would be biased to revise their goals by resetting those subgoals which were most closely linked to the point where failure occurred. In Study 1, methodological problems prevented an adequate test of the research hypotheses. Unexpectedly, individuals formulated their plans with revision in mind. In particular, planners tended to overset lower-level subgoals such that minor failures would allow them to still achieve their higher-level goals without revision. These findings were replicated in Study 2. Study 3 again examined goal revision. We utilized an experimental design to achieve more control over the task and plan content. As expected, it was found that goal revision was biased by the structure of the goal hierarchy. In particular, individuals tended to focus on the specific subgoal where failure feedback existed. In doing so, they tended to ignore the overall plan and made changes only to a small section of the goal hierarchy.The authors would like to acknowledge the assistance of Carol Bormann, Keith James, Richard Hollenbeck, and Howard Weiss.     

When subordinates think of their ideals: power, legitimacy and regulatory focus

Power influences the way people set and pursue their goals. Recent Studies have shown that powerful people, when compared with powerless individuals, have greater accessibility of their promotion goals (for instance, their ideals, their aspirations, etc.). In the current research we aim to explore the moderating role of power's legitimacy in such effect. In Study 1, after manipulating power and legitimacy, the accessibility of ideals was measured. Results showed that in the legitimate condition, the powerful, compared to the powerless people, showed greater accessibility of their ideals. However, in the illegitimate condition the opposite was true. In Study 2, the accessibility of a different type of goal: oughts, was explored. Results showed that the illegitimate powerholders, when compared with legitimate ones, had their oughts more accessible. The importance of these results is discussed in line with recent theorizing within social psychology of power.     

无意识目标：激活与追求

目标自动激活模型认为,目标是行为满意状态或结果在个体头脑中的表征,它能够通过相关情境自动激活。无意识目标的激活方式有语义激活、工具激活和人际激活。无意识目标追求与有意识目标追求在目标实现、目标投射和动机特征方面相似,但其行为产生机制有所不同。未来研究应该对无意识目标的机制及其具体应用进行深入的探讨     

Goal Setting by Groups Performing an Additive Task: A Comparison With Individual Goal Setting1

This article compares goal levels and task performance of groups and individuals that are assigned or self-set goals. Groups performed an additive task that allowed for direct comparison with individuals' i]ndependent performance of the task. Consistent with predictions, groups and individuals selected goals that were less difficult than assigned goals which required only a modest increase in performance. Group members and individuals who were assigned goals attained higher levels of performance than self-set or no goal condition subjects. The prediction that group members and individuals who self-set their goals would have more positive affective reactions to the goal-setting situation than participants in assigned condition was supported. The results of this study are consistent with the existing literature on groups and individuals regarding effects of goals, performance, and affective reactions. Analyses also indicate that the group goal decision process involves a compensatory strategy in which an average of group member preferences for the goal was used to reach a group goal decision. Discussion focuses on the similarities and differences between the findings of self-set and assigned goal-setting situations for groups and individuals, with particular reference to goal choice strategies, goal expectancies, and efficacy.     

目标内容效应及其心理机制

以自我决定论为基础的目标内容理论认为,内部目标是指反映个体的内在成长趋向的目标,如自我接受、亲密关系、健康等;外部目标是指如何获得外部奖赏或社会赞许,通过获得外部的价值给别人留下深刻的印象等目标,如财富、权力、地位等。大量的研究表明内、外部目标有着不同的效应,而基本心理需要（关系、胜任、自主）是被证实的能解释内、外部目标内容效应的心理机制。在未来的研究中除了更深入地去探讨其心理机制之外,还要积极进行本土化的实证研究     

Big Picture,Bad Outcomes: When Visual Perspectives Harm Health Goal Pursuit

People often fail to achieve health goals, which compromises their well‐being. Prior research suggests that seeing events through an observer's eyes (i.e., adopting a third‐person perspective) should facilitate goal pursuit. However, we find that third‐person perspectives discourage goal‐consistent intentions and behavior for health goals when goal centrality is low (i.e., the goal is peripheral to one's self‐concept). In Experiment 1, people who adopted a third‐person perspective chose more sugary foods if they considered a healthy eating goal to be more peripheral to the self. Experiment 2 examines why a third‐person perspective can hinder goal pursuit; it encourages a breakdown in implemental thinking which, in turn, increases negative self‐conscious emotions. While high goal centrality buffers people from negative effects on goal intentions, low centrality does not. Experiment 3 demonstrates that this effect is robust when goal centrality is manipulated. We recommend that consumers pursuing health goals (and individuals who support them) exercise caution when employing perspective‐based strategies, as they may backfire for people at greatest risk of goal abandonment.     

Behaviour variability and the Situated Focus Theory of Power

Power often affects judgement and behaviour differently in different contexts. The present chapter proposes the Situated Focus Theory of Power in an attempt to explain the greater variability in the behaviour and judgements of powerful compared to powerless individuals. It is proposed that power increases attunement to the situation by means of selective attention and processing flexibility. Factors that drive cognition such as motivation (e.g., needs, goals, expectancies), inner experiences (e.g., feelings, ease of retrieval), as well as properties of the environment (e.g., affordances), guide more unequivocally the responses of powerful compared to powerless individuals. Powerful individuals process more extensively information that is relevant compared to information that is irrelevant to these factors, whereas powerless individuals attend more equally to different types of information. These differences in processing focus affect content-free aspects of behaviour. Specifically, power promotes readiness to act, prioritisation, and behaviour variability across situations.     

Goal contagion: perceiving is for pursuing

Six studies examined the goal contagion hypothesis, which claims that individuals may automatically adopt and pursue a goal that is implied by another person's behavior. Participants were briefly exposed to behavioral information implying a specific goal and were then given the opportunity to act on the goal in a different way and context. Studies 1-3 established the goal contagion phenomenon by showing that the behavioral consequences of goal contagion possess features of goal directedness: (a) They are affected by goal strength, (b) they have the quality of goal appropriateness, and (c) they are characterized by persistence. Studies 4-6 show that people do not automatically adopt goals when the observed goal pursuit is conducted in an unacceptable manner, because the goal will then be perceived as unattractive. The results are discussed in the context of recent research on automatic goal pursuits.     

How Positive and Negative Feedback Motivate Goal Pursuit

This article explores the feedback individuals give, seek, and respond to in the course of pursuing their goals. We propose that positive feedback motivates goal pursuit when it signals an increase in goal commitment, whereas negative feedback motivates goal pursuit when it signals insufficient goal progress. We review research suggesting that whether individuals are drawn to evaluate their level of commitment versus rate of progress determines the type of feedback (positive or negative) that best motivates them to pursue their goals. We then review research suggesting that these effects of feedback operate by inducing positive and negative general moods as well as specific emotions.     

Asymmetric goal contagion: Social power attenuates goal contagion among strangers

Goal contagion is an important interpersonal process. As people spontaneously infer and adopt others' goals, goals can be said to “flow” among individuals. We find that possessing power attenuates goal contagion, especially for high perspective takers. In a pilot study (N = 157), we first affirmed the interpersonal nature of goal contagion by establishing that high (vs. low) perspective takers were more likely to engage in goal contagion. We then tested the moderating role of power in two studies. In both neutral (Study 1, N = 179) and low power (Study 2, N = 304) conditions, we replicated the pattern in the pilot study. In the high power conditions, however, neither low nor high perspective takers engaged in goal contagion. Our findings suggest that goals flow asymmetrically from the powerful to the powerless, which may constitute an important means through which power hierarchy and group cohesion are maintained.     

权力感对个体的影响:调节定向的视角

采用4个研究探究了权力感对调节定向的影响。研究1通过测量被试的特质性权力感和特质性调节定向初步探索权力感水平与调节定向的关系。研究2和研究3分别通过外显角色扮演和故事回忆法来探究状态性权力感对调节定向目标表征和策略选择的影响。研究4采用身体姿势法启动权力感,进一步探究在内隐层面权力感对调节定向的影响。结果发现,高权力感个体更倾向于促进定向;而低权力感个体更倾向于预防定向,并且排除了其中可能的无关变量(情绪)的影响。本研究有助于更好地理解和整合现有的权力感研究结果,并能预测更多未知的权力感效应。     

Goal conflict, goal striving, and psychological well-being

Although goal conflict is an important part of classic and contemporary theories of motivation, the correlates of goal conflict are not well understood. We identify and distinguish conflicting and facilitating goals, and assess relations with goal attainment and psychological well-being in a short-term, prospective study design. Results from multilevel models demonstrated that individuals with greater conflict were less successful in attaining their goals, but the goals they failed attain were not necessarily the ones in conflict. People who experienced goal conflict tended to be ruminative and hesitant, and reported greater levels of negative affect and increases in depression, anxiety, and psychosomatization. People who experienced goal facilitation reported greater levels of positive affect, life satisfaction, and successful goal attainment. This study identifies several implications of holding conflicting and facilitating goals, but also points to a theoretical inconsistency pertaining to goal conflict. Namely, conflicting goals may not be inherently less attainable than nonconflicting goals. We argue that distinguishing between goal- and person-level factors is essential for understanding goal striving.     

Power and affordances: when the situation has more power over powerful than powerless individuals

Six studies examined how power affects responses to situational affordances. Participants were assigned to a powerful or a powerless condition and were exposed to various situations that afford different classes of behavior. Study 1 examined behavior intentions for weekdays and weekends. Studies 2 and 3 focused on responses to imaginary social and work situations. Study 4 examined planned behavior for winter and summer days. Finally, Studies 5 and 6 examined behavior and attention in the presence of situation-relevant and irrelevant information. Consistently across these studies, powerful individuals acted more in situation-consistent ways, and less in situation-inconsistent ways, compared with powerless individuals. These findings are interpreted as a result of the greater tendency for powerful individuals to process information selectively in line with the primary factors that drive cognition, such as affordances. One consequence of these findings is that powerful individuals change behavior across situations more than powerless individuals.     

Goal Specificity as a Determinant of Goal Commitment and Goal Change

Two hundred twenty-three subjects worked on an anagram solving task under one of two assigned goal conditions and then self-set goals on a brainstorming task. Both tasks were performed while under one of four specificity conditions. Results revealed that goal specificity raised goal commitment under assigned goal conditions and was related to goal change under self-set goal conditions. In addition, goal specificity was related to individuals′ variability in performance across trials under assigned goal conditions. The implications of these results for understanding the goal setting process are discussed.     

Getting what you want: Power increases the accessibility of active goals

Power facilitates goal-directed behavior. Two studies, using different types of goals, examined the cognitive mechanisms that underlie this tendency. Participants, primed with power or powerlessness, performed lexical decision tasks that assessed the relative facilitation of goal-relevant constructs during goal striving and after goal attainment. Results showed that during goal striving powerful participants manifested an increased facilitation of goal-relevant constructs compared to other constructs, and this facilitation decreased immediately after goal completion. In contrast, their powerless counterparts showed less facilitation of goal constructs during goal striving and maintained goal accessibility after completion. These results are consistent with the effects of power on goal-directed behavior found in past research.     

Goal Adjustment Capacities,Subjective Well‐being,and Physical Health

This article addresses how individuals can adjust to the experience of unattainable goals and protect their subjective well‐being and physical health. We discuss theoretical aspects involved in the self‐regulation of unattainable goals and point to the importance of general individual differences in goal disengagement and goal reengagement capacities. In addition, we review the extant literature, suggesting that goal disengagement capacities can reduce psychological distress and ameliorate patterns of biological dysregulation and physical health problems if individuals experience unattainable goals. Goal reengagement capacities, by contrast, are shown to be associated with positive indicators of subjective well‐being (e.g., positive affect or purpose in life) but rarely predict psychological distress or physical health outcomes. We finally address several remaining issues that have become apparent in the extant literature and may deserve more attention in future research.     

Goal regulation across time: the effects of feedback and affect

This research focused on the processes individuals use to regulate their goals across time. Two studies examined goal regulation following task performance with 6 samples of participants in a series of 8-trial task performance experiments. The experiments involved: (a) 3 task types, (b) 2 goal types, and (c) actual or manipulated performance feedback referring to the focal participant's own performance or to the participant's performance compared with others' performance. Applying multilevel methods, the authors examined (a) how performance feedback influences subsequent goals within individuals across both negative and positive performance feedback ranges, and (b) the mediating role of affect in explaining the relationship between feedback and subsequent goal setting. Results showed that participants adjusted their goals downwardly following negative feedback and created positive goal-performance discrepancies by raising their goals following positive feedback. In each sample, affect mediated substantial proportions of the feedback-goals relationship within individuals.     

执行意向对目标达成的促进及其作用过程

执行意向,也被称为“如果—那么”计划,是指将一个预期的情境与一个确定的目标定向行为联系起来,明确说明了个体在什么时间、地点以及如何追求一个特定目标的计划.大量的实验室和现场实验研究发现,执行意向能有效促进目标的达成.执行意向中“如果”成分使得预期情境线索的心理表征高度激活;而“那么”成分使得计划中的反应得以自动实施.这两个假设的认知过程已被证实,并且在执行意向影响目标达成过程中起到中介作用.在未来的研究中除了将其与动机理论进行整合以及更深入地去探讨其心理机制之外,还要积极进行本土化的实证研究.