Nonconscious goal pursuit and the surmounting of physical and social obstacles

The ability to overcome obstacles is widely regarded as a sign of motivation. Building on recent research on nonconscious goal pursuit, two experiments are presented that test whether activating the goal of helping outside people's awareness by exposure to social stereotypes causes them to overcome physical and social obstacles. Experiment 1 established that although overall participants were less inclined to pick up a tissue that was accidentally dropped on the floor by the experimenter when this tissue was dirty instead of clean, they were able to overcome their aversion toward picking up the physical object when they were primed with the mental representation of a social group (e.g., nurse) containing the goal of helping. Results were replicated in Experiment 2, in which participants had to overcome a social obstacle by providing feedback to a student of a negatively evaluated ethnic minority group, and explanations in terms of demand characteristics and mood were excluded. Implications for the literature on nonconscious goal pursuit are briefly discussed. Copyright © 2007 John Wiley & Sons, Ltd.     

On Legitimacy and Authority: A Response to Krehoff

In this paper I respond to Bernd Krehoff’s article ‘Legitimate Political Authority and Sovereignty: Why States Cannot Be the Whole Story’. I criticize Krehoff’s use of Raz’s theory of authority to evaluate the legitimacy of our political institutions. Krehoff argues that states cannot (always) claim exclusive authority and therefore cannot possess exclusive legitimacy. Although I agree with his conclusion, I argue that the questions of legitimacy and (Razian) authority are distinct and that we need to focus more on the former in order to really support and defend Krehoff’s conclusions.

Planning is for doing: Implementation intentions go beyond the mere creation of goal-directed associations

Studies on implementation intentions so far have mainly pointed towards strengthened cue-behavior associations as the mechanism underlying the effectiveness of this self-regulatory tool. However, we propose that because it triggers people to look into the future and to mentally simulate their future behavior, planning by means of implementation intentions might go beyond the creation of goal-directed associations and thus lead to more enduring effects on behavior. We tested this hypothesis in an experiment using a longitudinal design, where participants formed an intention for a behavior that deviates from their routine, and furnished it either with associative learning of cue and behavior, forming implementation intentions, or nothing at all. Results showed that initially, learning cue-behavior associations led to the same rate of goal completion as forming implementation intentions. However, only the effect of implementation intentions was maintained at the second measurement one week later. These findings suggest that planning does more than merely create goal-directed associations, which might offer a new perspective on the workings and use of this important tool for behavior change.     

The effectiveness of narrative versus informational smoking education on smoking beliefs,attitudes and intentions of low-educated adolescents

Objective: This study tests the effectiveness of narrative versus informational smoking education on smoking beliefs, attitudes and intentions of low-educated adolescents.

Design: A field experiment with three waves of data collection was conducted. Participants (N = 256) were students who attend lower secondary education. At the first and third waves, they completed a questionnaire. At the second wave, 50.8% of the participants read a smoking education booklet in narrative form and 49.2% read a booklet in informational form. After reading, all participants also completed a questionnaire at wave 2.

Main outcome measures: Beliefs about negative consequences of smoking, attitudes towards smoking and intentions to smoke were measured.

Results: Repeated measures analyses with time as a within-subjects factor and condition as a between-subjects factor showed that beliefs about smoking were more negative at Wave 2 compared to Wave 1, irrespective of condition. However, attitudes towards smoking were more positive at Wave 3 compared to Wave 1 when participants had read the narrative version.

Conclusion: These results show that narrative smoking education is not more effective than informational smoking education for low-educated adolescents and can even have an unintended effect for this target group by making attitudes towards smoking more positive.     

In search of the nonconscious sources of goal pursuit: Accessibility and positive affective valence of the goal state

Two experiments tested the hypothesis that the mere priming of the representation of a goal state motivates people to pursue this state to the extent that it is associated with positive affect. In Experiment 1, all participants completed an affective priming task in which the goal concept of “socializing” was primed and tested for positive valence. Subsequently, they were given an instrumental task which provided the opportunity to pursue that state. It was established that participants put more effort in the task to attain the primed goal state when the implicitly assessed affective valence of the state was more positive. Experiment 2 replicated and extended these effects by showing that a stronger association of the goal state with positive affect—as assessed by the EAST—led to more effort to attain the state, but only when “socializing” was primed.     

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.     

The role of automaticity in determining the inclination to forgive close others

Hitherto, the literature on forgiveness has almost exclusively focused on the role of deliberative processes (e.g., attribution processes) in determining forgiveness. However, in the present article, we argue that in the context of close relationships, the inclination to forgive can be relatively automatically evoked in response to an offense. Four studies provide evidence relevant to this general hypothesis. Studies 1 and 2 demonstrate that the subliminal presentation of close others (versus non-close others or a control word) induces a relatively strong inclination to forgive various offenses. Study 3 provides insight into the cognitive processes that underlie the closeness-forgiveness link, demonstrating that thinking of (a transgression of) a close other (compared to a non-close other) leads to enhanced accessibility of the construct of forgiveness. Finally, Study 4 demonstrates that forgiving responses toward a close offender are less dependent on cognitive resources than are forgiving responses toward a non-close offender, suggesting that, in close relationships, the inclination to forgive arises in a relatively effortless, habitual manner. Implications for theorizing on how people forgive are being discussed.     

The implicit power motive predicts decisions in line with perceived instrumentality

Past research suggests that the implicit power motive (i.e., an unconsciously held motivational disposition to derive pleasure from having impact on others) predicts a preference to interact with individuals having submissive-looking faces. The present research extends this finding by testing whether the relation between the implicit power motive and approaching submissiveness depends on instrumentality. In two experiments, participants were assigned to a group that would ostensibly compete with another group. Within this intergroup context, they were asked to select persons as leaders or members for the in-group or the out-group. Potential leaders and members were displayed as submissive-looking or dominant-looking. Results showed that the implicit power motive predicted decisions favoring dominant-looking persons as in-group leaders, and submissive-looking persons as out-group leaders (Study 1) or in-group members (Study 2). These findings indicate that the tendency for people high in the implicit power motive to approach submissive-looking persons depends on the perceived instrumentality for gaining influence over others.