When motivation backfires: Optimal levels of motivation as a function of cognitive capacity in information relevance perception and social judgment

Motivation and cognitive capacity are central variables in major models of social judgment and persuasion. However, the exact nature of their interplay in judgment processes has remained ambiguous. The present paper reports on two experimental studies tackling this issue. In Study 1 we demonstrated a cross-over pattern of means for the interaction effect of motivation and cognitive capacity on judgment, with high motivation being beneficial under high cognitive capacity but detrimental under low cognitive capacity. This effect was explained by the participants’ subjective perception of information relevance. In Study 2, the role of information relevance was further investigated, showing that for highly motivated participants, judgment was differently affected by information with low versus high relevance when cognitive capacity was high but not when it was low. In the discussion, we elaborate on these effects, advocating a more dynamic perspective on (social) judgment, acknowledging the conditional (opposite) effects of motivation, in function of cognitive capacity.     

On the psychology of time in action: regulatory mode orientations and procrastination

Six studies explored the relations of the regulatory modes of locomotion and assessment to individuals' tendency toward procrastination. Across academic and organizational contexts, and a variety of ways of assessing procrastination, the authors found assessment to be positively related to procrastination and locomotion to be negatively related to procrastination. Discussion considered implications of these findings to task environments that may instill the tendencies toward locomotion or assessment and to task requirements where timeliness and punctuality are (or are not) prioritized.     

Informational length and order of presentation as determinants of persuasion

The present paper explores the notion that an important difference between prior operational definitions of “cue” or “heuristic” information versus “message argument” information has to do with differential processing difficulty, and relative ordinal position of these two information types. In previous work, “cue/heuristic” information typically differed from “message argument” information not only in its contents, but also in it being (1) briefer, and (2) presented prior to the message information. We find that it is relative brevity and ordinal position rather than contents that ultimately explain the differences in persuasive impact between “cue/heuristic” versus “message argument” information. In so far as both “cues” and “message arguments” can vary in brevity and order with which they are presented, these findings are consistent with the view that these two information types do not necessarily differ in their persuasive impact.     

Contents,logic and motivation in the process of knowledge acquisition: A reply to Effier

Effler's recent criticisms of the lay-epistemic model are considered. It is argued that various attributional models indeed address various attributional goals but this is because of (and not instead of) their concern with different attributional problems. Furthermore, while some attributional models deal with causal dimensions rather than with specific causes, and/or attend to the influences of important human needs this does not satisfactorily establish the non-arbitrary character of goals featured in those models. Finally, while noncommon deducibility constitutes a principle applicable only to a multi-propositional problem rather than universally, logic, motivation and cognitive contents enter conjunctively into the process of human inference. This view is juxtaposed to the suggestion that they represent disjunctive strategies of inference on which the knower may draw in various circumstances.     

Are associative and propositional processes qualitatively distinct? Comment on Gawronski and Bodenhausen (2006)

The authors comment on B. Gawronski and G. V. Bodenhausen's (2006) associative-propositional evaluation model of implicit and explicit attitudes by examining the claims that (a) truth value is attached to propositions but not to associations; (b) pattern activation is qualitatively different from syllogistic structure of arguments; and (c) Pavlovian conditioning may be propositional, whereas evaluative conditioning is not. They conclude that despite surface dissimilarities between implicit and explicit attitudes both may be mediated by the same underlying process.     

The energetics of motivated cognition: a force-field analysis

A force-field theory of motivated cognition is presented and applied to a broad variety of phenomena in social judgment and self-regulation. Purposeful cognitive activity is assumed to be propelled by a driving force and opposed by a restraining force. Potential driving force represents the maximal amount of energy an individual is prepared to invest in a cognitive activity. Effective driving force corresponds to the amount of energy he or she actually invests in attempt to match the restraining force. Magnitude of the potential driving force derives from a combination of goal importance and the pool of available mental resources, whereas magnitude of the restraining force derives from an individual's inclination to conserve resources, current task demands, and competing goals. The present analysis has implications for choice of means to achieve one's cognitive goals as well as for successful goal attainment under specific force-field constellations. Empirical evidence for these effects is considered, and the underlying theory's integrative potential is highlighted. (PsycINFO Database Record (c) 2012 APA, all rights reserved).     

Intelligence Failure and Need for Cognitive Closure: On the Psychology of the Yom Kippur Surprise

This paper uses newly available evidence to shed light on the circumstances and causes of the 6 October 1973 Yom Kippur surprise attack of Egyptian and Syrian forces on Israeli positions at the Suez Canal and the Golan Heights. The evidence suggests that an important circumstance that accounts for the surprise effect these actions managed to produce, despite ample warning signs, is traceable to a high need for cognitive closure among major figures in the Israeli intelligence establishment. Such a need may have prompted leading intelligence analysts to "freeze" on the conventional wisdom that an attack was unlikely and to become impervious to information suggesting that it was imminent. The discussion considers the psychological forces affecting intelligence operations in predicting the initiation of hostile enemy activities, and it describes possible avenues of dealing with the psychological impediments to open–mindedness that may pervasively characterize such circumstances.     

Social psychology circa 2016: A field on steroids

This paper considers the current state of the field in social psychology. On the one hand, we have made enormous progress in integrating our research with other disciplines, reaching out to general public and using our knowledge toward addressing major societal ills. On the other hand, social psychology has been recently mired in a crisis of confidence concerning the appropriateness of our methods and the robustness of our findings. We propose that shifting our attention to theory, method, and application, as well as away from a pervasive “outcome focus,” can extricate social psychology from its current doldrums and allow it to realize its potential as an indispensable social science.     

Progress Takes Work: Effects of the Locomotion Dimension on Job Involvement,Effort Investment,and Task Performance in Organizations1

This research examined the relation between individual differences in the tendency toward locomotion, which is defined as a proclivity toward psychological movement; and job involvement, effort commitment, and performance in organizational contexts. Four separate studies found support for the notion that locomotion is related positively to effort investment in work activities. Locomotion also was related positively to job involvement and successful performance, as assessed by a self‐report measure and by manager ratings. Finally, the positive relation between locomotion and effort was mediated partially by job involvement, and the positive relation between locomotion and performance was mediated by effort investment. These findings are discussed in reference to the varied implications of the locomotion dimension for human functioning in organizations.     

To "do the right thing" or to "just do it": locomotion and assessment as distinct self-regulatory imperatives

An integrated series of studies investigated 2 functional dimensions of self-regulation referred to as assessment and locomotion (E. T. Higgins and A. W. Kruglanski, 1995). Assessment constitutes the comparative aspect of self-regulation that critically evaluates alternative goals or means to decide which are best to pursue and appraises performance. Locomotion constitutes the aspect of self-regulation concerned with movement from state to state, including commitment of psychological resources to initiate and maintain such movement. Two separate scales were developed to measure individual differences in these tendencies. Psychometric work attested to the scales' unidimensionality, internal consistency, and temporal stability. The authors found that (a) locomotion and assessment are relatively independent of each other, (b) both are needed for self-regulatory success, and (c) each relates to distinct task orientations and motivational emphases.