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.     

Confidently Biased: Comparisons with Anchors Bias Estimates and Increase Confidence

Across a wide variety of situations, exposure to anchors has been shown to bias people's estimates. What is not known, however, is whether externally provided anchors influence the confidence that people have in their estimates. Our studies had two goals. First, we tested whether exposure to anchors influenced people's subjective confidence levels (Studies 1 and 2). These studies revealed that people who made estimates after making comparisons with externally provided anchors tended to be more confident in their estimates than people who did not see anchors. The second goal was to test two explanations as to why anchors increase people's confidence. In Study 3, we tested the explanation that anchors increase confidence because participants thought the anchors provided useful information. In Study 4, we tested the explanation that exposure to anchors causes people to consider a narrower range of plausible values as compared to when not exposed to anchors. Support was found only for the explanation that comparisons with anchors increase confidence because people who are exposed to anchors consider a narrower range of plausible values. Taken together, these studies reveal the powerful influence anchors can have—they not only bias estimates, but also increase people's confidence in their biased estimates. Copyright © 2016 John Wiley & Sons, Ltd.     

Goal disruption during COVID-19: Reimagining goals during a global pandemic

The COVID-19 pandemic has been a major source of professional and personal disruption and has had both direct and downstream consequences on almost every aspect of peoples' lives, including their personal goal pursuits. In the face of unexpected hardships and obstacles, people have had to find new paths to goal achievement. In the present work, we examined whether difficulty adjusting goal pursuit during the global disruption of the COVID-19 pandemic is related to negative affective, cognitive, and behavioral goal-related outcomes. Across two studies, we found that people who had more difficulty adjusting their goal pursuit during the pandemic experienced more negative feelings toward their goals, were less satisfied with the status of their goals, and were less likely to actually achieve their goals. Moreover, individual differences in planning tendencies, need for predictability, general adaptability, and perceived pandemic disruption were related to more difficulty adjusting goal pursuit. This work demonstrates the importance of flexibility in the face of setbacks and obstacles, especially during times of disruption and uncertainty.     

Stuck in the middle: the psychophysics of goal pursuit

The classic goal-gradient hypothesis posits that motivation to reach a goal increases monotonically with proximity to the desired end state. However, we argue that this is not always the case. In this article, we show that motivation to engage in goal-consistent behavior can be higher when people are either far from or close to the end state and lower when they are about halfway to the end state. We propose a psychophysical explanation for this tendency to get "stuck in the middle." Building on the assumption that motivation is influenced by the perceived marginal value of progress toward the goal, we show that the shape of the goal gradient varies depending on whether an individual monitors progress in terms of distance from the initial state or from the desired end state. Our psychophysical model of goal pursuit predicts a previously undiscovered nonmonotonic gradient, as well as two monotonic gradients.     

外显与内隐选择的多效性原则

个体的选择可能是外显目标和内隐目标共同作用的结果,同时满足意识到的和未意识到的需要,这就是目标选择的多效性。通过两个行为学实验来验证内隐选择的多效性原则。实验一,被试随机分为积极和消极启动两个组,不同的启动后,要求判断两张不同颜色纸张的质量高低。结果发现在积极认同组,大多数的被试选择红色织物,在消极认同组（惭愧组）,少数的被试选择红色织物。实验二,被试同样被分为两组,其中一组施加积极启动,另一组为控制组,之后,所有被试被邀请参加一项研究涉及雇佣人员的决策。结果发现当被试没有分配任何目标时,被试选择四位应征者并无显著之差异;当被试分配了外显或内隐的目标时,大多数的被试选择了具有相应特征的应征者;当被试的外显目标和隐性目标都存在,被试的选择表现出多效性。实验结果表明,在追求明确的外显目标时,个人可能与此同时试图满足他们的已经激活的内隐背景目标,选择者可能并没有意识到这种影响。在二选一或者多选一选择背景下,对一个已知选项的选择,受到多效性影响,其多效性是基于个人选择的价值最大化,并同时满足几个目标的原则。     

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.     

In search of the organismic valuing process: the human tendency to move towards beneficial goal choices

Abstract We attempted to test Rogers' (1951) concept of the organismic valuing process (OVP) by assessing changes in peoples' goal choices over time. When changes occur, are they more or less random, or do people tend to move towards goals that are more likely to be beneficial, both for themselves and others? “Beneficial” goals were defined as goals typically associated with subjective well‐being (SWB) and with prosocial behavior—specifically, we focused on the distinction between intrinsic and extrinsic goal contents ( Kasser & Ryan, 1996 ). In three studies, participants tended to move towards intrinsic goals and/or away from extrinsic goals over periods ranging from 20 minutes to 6 weeks. These changes were not reducible to social desirability nor to the differing motives underlying differing goal contents, did not vary for persons of different value‐types, and had not changed when participants were retested a third time. We conclude that people may have a positive bias toward changing their minds in directions most likely to be SWB enhancing.     

IMPROVING DIETARY PRACTICES OF ELDERLY INDIVIDUALS: THE POWER OF PROMPTING,FEEDBACK, AND SOCIAL REINFORCEMENT

Three intervention packages consisting of (a) enhanced prompts, feedback, and social reinforcement; (b) a lottery; and (c) serving as a confederate were added and removed in sequence as adjacent conditions in an extended withdrawal design to assess their effects on the dietary choices of elderly persons. Participants were 3 elderly residents of an independent living facility who were identified as making consistently poor dietary choices and who had medical conditions that necessitated changes in their eating habits. All 3 participants demonstrated a marked increase in healthy choices of food items in response to the package of enhanced prompts, feedback, and social reinforcement. No additional increase occurred with the introduction of the lottery and serving as a confederate. Food-choice data indicated that most of these improvements could be attributed to healthier entree and dessert choices. Group data for all residents suggested small improvements in dietary practices during the three intervention conditions, with the largest proportion of the group's healthy choices occurring when the lottery was added to enhanced prompts, feedback, and social reinforcement. Food-choice data indicated that most of these improvements could be attributed to healthier dessert choices alone.     

Giving up on unattainable goals: benefits for health?

Three studies examined associations between goal disengagement and goal reengagement tendencies and indicators of physical health (e.g., health problems, cortisol rhythms, sleep efficiency). Based on research showing that goal adjustment tendencies are associated with subjective well-being, the authors predicted that people who are better able to disengage from unattainable goals and reengage with alternative goals also may experience better physical health. Across the three studies, the findings demonstrate that the ability to disengage from unattainable goals is associated with better self-reported health and more normative patterns of diurnal cortisol secretion. Goal reengagement, by contrast, was unrelated to indicators of physical health but buffered some of the adverse effects of difficulty with goal disengagement. The results also indicate that subjective well-being can mediate the associations between goal disengagement tendencies and physical health.     

Understanding the glue of narrative structure: Children's on- and off-line inferences about characters’ goals

Because characters’ goals play a key role in the structure of narratives, the ability to make inferences about goals is essential to narrative comprehension. Despite their importance, no previous studies have examined the process by which children make these goal inferences. In the current study, we examined 6- and 8-year-old children's goal inference making processes through think-aloud protocols. We also examined the product of comprehension, the mental representation of text, through free recall and comprehension questions. The results revealed that children of both ages regularly made appropriate goal inferences while listening to narratives. In addition, the number of goal inferences predicted children's recall of the stories. Thus, children as young as 6 years old are sensitive to the vital role of characters’ goals in narrative structure, and they can engage in sophisticated cognitive processing while they listen to narratives to form coherent mental representations of them.     

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.     

Prompts to regulate emotions improve the impact of health messages on eating intentions and behavior

The current study examined the effect of emotion regulation prompts on obesity-related behavioral intentions and food choices in a sample of undergraduate students. Prior to reading a pamphlet regarding obesity-related health concerns and healthy food choices, participants were prompted to regulate their emotions or no prompt was given. Study 1 investigated differences in health behavior intentions and perception of risk of obesity-related health concerns. Study 2 examined differences in meal choices from a menu. Finally, Study 3 examined differences in food choices between participants prompted to attend, regulate emotions, or no prompt. Participants prompted to regulate their emotions were more likely to report intentions to follow a healthier diet and perceive a greater likelihood of health concerns, select health food options from a presented menu. and select a healthier food choice from presented options. These findings suggest emotion regulation strategies may be beneficial to increase awareness of perceived health risks as well as encourage healthier lifestyle choices among college students.     

The influence of mindset abstraction on preference for mixed versus extreme approaches to multigoal pursuits

Facing multiple conflicting goals, consumers may attempt to simultaneously pursue multiple goals by choosing mixed vice–virtue bundles in each consumption episode (mixed approach). Alternatively, they may maximize their pursuit of one goal at a time and sequentially manage multiple goals by alternating between pure-virtue and pure-vice bundles across consumption episodes (extreme approach). The current research proposes that consumer preferences between the two approaches depend on mindset abstraction. Across four experimental studies in the domains of food and financial decision-making, we demonstrate that, relative to an abstract mindset, a concrete mindset increases preference for the extreme approach over the mixed approach. Furthermore, by observing actual food choices over a seven-day period, this research provides a comprehensive picture of how a chronic mindset relates to multigoal management in long-term consumption patterns. The findings have both theoretical implications for the goal literature and managerial implications for marketers and policymakers.     

A matter of perspective: why past moral behavior can sometimes encourage and other times discourage future moral striving

In this paper, we investigate the role of different perspectives people take on their past moral and nonmoral behavior. Across two experiments, we show that when people focus on progress toward personal goals, past moral behavior leads to less future moral striving compared to past nonmoral behavior. However, when people focus on commitment toward personal goals, past moral behavior tends to lead to more future moral striving compared to past nonmoral behavior. Our results integrate seemingly contradictive empirical evidence from past research, relying on the overarching theoretical framework of goal regulation theory.     

Seeking authenticity in diverse contexts: How identities and environments constrain “free” choice

Diversity and inclusion are a key goal in 21st century society, but people continue to self‐segregate in occupations, communities, and everyday interactions. Are people's choices to separate by groups into these different spaces truly “free?” In this paper, we review and extend a new framework for understanding how social identities contextually and automatically constrain the choices people make. We consider how situations subtly cue a sense of fit to one's identity, automatically eliciting state authenticity and a desire to return to those settings that afford authenticity and avoid those that do not. Actors and observers alike often explain these behaviors after the fact as freely chosen. We discuss how the SAFE model can clarify and expand what it means to feel a sense of belonging and explain why those who are advantaged in a setting are often less aware of the way in which their identity advantages them. We end by highlighting how environments can be shaped to foster fit and authenticity among members of underrepresented groups as a means to facilitate diversity.     

Assessing factors that influence young children's food preferences and choices

Researchers have identified an unbalanced diet as a key risk factor in the etiology of many chronic diseases (World Health Organization, 2003 ). Although researchers have found that numerous factors influence children's food choices, no assessment exists to identify these factors. In Experiment 1, we established preliminary empirical evidence of children's preferences for healthier and less‐healthy foods, and found that 16 of 21 children preferred less‐healthy foods to healthier foods. In Experiment 2, we established the utility of an analogue, competing parameters assessment designed to approximate children's food choices in the natural environment. We identified either quality or immediacy as the most influential parameters governing four of four childrens' food choices. We found that effort influenced the efficacy of these reinforcer parameters in a predictable manner for one of four children.     

How goal instrumentality shapes relationship evaluations

Findings from 6 experiments support the hypothesis that relationship evaluations and behavioral tendencies are goal dependent, reflecting the instrumentality of significant others for the self's progress toward currently active goals. Experiments 1 and 3 found that active goals can automatically bring to mind significant others who are instrumental for the activated goal, heightening their accessibility relative to noninstrumental others. Experiments 2-5 found that active goals cause individuals to evaluate instrumental others more positively, draw closer to them, and approach them more readily, compared with noninstrumental others. Experiment 6 found that people who engage in goal-dependent interpersonal evaluations are more successful, receiving higher grades. Implications for understanding the social nature of self-regulation and the impact of personal goals on interpersonal relationships are discussed.     

I need you closer to me: Effects of affiliation goals on perceptions of interpersonal distance

People's perceptions are often distorted in a way that aligns with their desires and goals. We argue that having a goal to affiliate changes the perception of interpersonal distance in a way that may help to fulfil this affiliation goal. As other people are goal‐relevant when having an affiliation goal, we expected that people with affiliation goals would estimate the distance between themselves and another person as smaller than people with no affiliation goals. In two studies, we manipulated affiliation goals by priming participants with affiliation or control words. Our main dependent variable was the estimated interpersonal distance between themselves and the experimenter. Results showed that participants primed with affiliation estimated the interpersonal distance as smaller compared with participants primed with control words. We did not obtain reliable differences between the affiliation and control conditions on other distance and height estimations. Our results suggest that having or not having affiliation goals influences people's perception of the distance between them and other people.     

Personal projects,life stories,and happiness: On being true to traits

In three studies (Ns between 125 and 176), happiness in life was the highest for undergraduates whose personal goals and life-story identities were supported by thematically consistent personality traits. In Study 1, happiness was highest among participants who were pursuing highly social goals that were supported by sociable traits. This relation between trait–goal consistency and happiness was partially mediated by perceptions of goal manageability. In Study 2, happiness was highest among participants who had highly social life-story identities that were supported by sociable traits. Study 3 replicated the main results of Studies 1 and 2 and also found a significant relation between the extent to which participants’ goals and life-story identities were social in theme.     

Reducing behavioural risk factors for cancer: An affect regulation perspective

Nearly half of all cancer deaths are attributable to preventable causes, primarily unhealthy behaviours such as tobacco use, alcohol use and overeating. In this review, we argue that people engage in these behaviours, at least in part, as a means of regulating their affective states. To better understand why people engage in these behaviours and how researchers might design interventions to promote the selection of healthier methods for regulating affect, we propose a conceptual model of affect regulation. We synthesise research from both the stress and coping tradition as well as the emotion and emotion regulation tradition, two literatures that are not typically integrated. In so doing, we indicate where researchers have made headway in understanding these behaviours as affect regulation and note how our model could be used to structure future work in a way that would be particularly advantageous to cancer control efforts.