Furnishing hypnotic instructions with implementation intentions enhances hypnotic responsiveness

Forming implementation intentions has been consistently shown to be a powerful self-regulatory strategy. As the self-regulation of thoughts is important for the experience of involuntariness in the hypnotic context, investigating the effectiveness of implementation intentions on the suppression of thoughts was the focus of the present study. Participants were randomly assigned to one of four conditions (hypnotic instruction plus implementation intention, hypnotic instruction, implementation intention, and control condition). Results showed that participants who received information included in the "Carleton Skill Training Program" and in addition formed implementation intentions improved their hypnotic responsiveness as compared to all of the other three groups on measures of objective responding and involuntary responding. Thus, in line with the nonstate or cognitive social-psychological view of hypnosis stating that an individual's hypnotic suggestibility is not dispositional but modifiable, our results suggest that hypnotic responsiveness can be heightened by furnishing hypnotic instructions with ad hoc implementation intentions.     

Structural equation modeling of multitrait-multimethod data: different models for different types of methods

The question as to which structural equation model should be selected when multitrait-multimethod (MTMM) data are analyzed is of interest to many researchers. In the past, attempts to find a well-fitting model have often been data-driven and highly arbitrary. In the present article, the authors argue that the measurement design (type of methods used) should guide the choice of the statistical model to analyze the data. In this respect, the authors distinguish between (a) interchangeable methods, (b) structurally different methods, and (c) the combination of both kinds of methods. The authors present an appropriate model for each type of method. All models allow separating measurement error from trait influences and trait-specific method effects. With respect to interchangeable methods, a multilevel confirmatory factor model is presented. For structurally different methods, the correlated trait-correlated (method-1) model is recommended. Finally, the authors demonstrate how to appropriately analyze data from MTMM designs that simultaneously use interchangeable and structurally different methods. All models are applied to empirical data to illustrate their proper use. Some implications and guidelines for modeling MTMM data are discussed.     

Self‐regulation of consumer decision making and behavior: The role of implementation intentions

People may use the self-regulatory strategy of forming implementation intentions (i.e., if-then plans) to make better consumer decisions and facilitate the translation of those decisions into action. First, research on the mechanisms and effects of implementation intentions is reviewed. Second, we discuss how implementation intentions can be used to improve consumer decision making by promoting attention control and information elaboration, and overcoming disruptive influences. Third, we consider the various problems that militate against the enactment of one's decisions, and evidence is presented to show that implementation intentions are still effective even when goal attainment does not seem to be amenable to self-regulation. Finally, potential moderators of implementation intention effects are discussed.     

Social Value Orientation Moderates the Effects of Intuition versus Reflection on Responses to Unfair Ultimatum Offers

We investigated whether social value orientation (SVO) moderates the effects of intuitive versus reflective information processing on responses to unfair offers. We measured SVO one week prior to an ultimatum game experiment in which participants had to accept or reject a series of 10 ultimatum offers including very low (unfair) ones. Before making these decisions, participants mentally contrasted their individual goals with the obstacle of pondering at length or acting in a hasty way; then they made the plan to adopt an intuitive or a reflective mode of processing (intuitive and reflective condition, respectively), or made no such plans (control condition). Participants with rather high (prosocial) SVO scores were more likely to accept unfair offers in the reflective than the intuitive condition. This effect also evinced for a subset of selfish individuals; however, the majority with rather low (selfish) scores made similar decisions in both conditions. This pattern of results suggests that SVO moderates the effects of intuitive versus reflective modes of processing on responses to low ultimatum offers. Copyright © 2016 John Wiley & Sons, Ltd.     

Weakness of the will: Is a quick fix possible?

Weakness of the will may lead to ineffective goal striving in the sense that people lacking willpower fail to get started, to stay on track, to select instrumental means, and to act efficiently. However, using a simple self-regulation strategy (i.e., forming implementation intentions or making if–then plans) can get around this problem by drastically improving goal striving on the spot. After an overview of research investigating how implementation intentions work, I will discuss how people can use implementation intentions to overcome potential hindrances to successful goal attainment. Extensive empirical research shows that implementation intentions help people to meet their goals no matter whether these hindrances originate from within (e.g., lack of cognitive capabilities) or outside the person (i.e., difficult social situations). Moreover, I will report recent research demonstrating that implementation intentions can even be used to control impulsive cognitive, affective, and behavioral responses that interfere with one’s focal goal striving. In ending, I will present various new lines of implementation intention research, and raise a host of open questions that still deserve further empirical and theoretical analysis.     

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).