Dynamics of Self-Regulation: How (Un)accomplished Goal Actions Affect Motivation

Journal of Personality and Social Psychology

Volumn 94, Issue 2, 2008, Pages 183-195

  Koo, Minjung ^a   Fishbach, Ayelet ^a  

^a UNIVERSITY OF CHICAGO   (United States)

Author keywords

commitment; goals; motivation; progress; self regulation

Indexed keywords

ADOLESCENT; ADULT; AGED; ARTICLE; ATTITUDE; ECONOMICS; ETHICS; FEMALE; FINANCIAL MANAGEMENT; HUMAN; MALE; MIDDLE AGED; MOTIVATION; SOCIAL CONTROL; SOCIAL WELFARE;

ADOLESCENT; ADULT; AGED; ATTITUDE; CHARITIES; FEMALE; FUND RAISING; GOALS; HUMANS; MALE; MIDDLE AGED; MOTIVATION; SOCIAL CONTROL, INFORMAL;

EID: 39049136014     PISSN: 00223514     EISSN: None     Source Type: Journal    
DOI: 10.1037/0022-3514.94.2.183     Document Type: Article

References (51)

1. Aarts H., and Dijksterhuis A. Habits as knowledge structures: Automaticity in goal-directed behavior. Journal of Personality and Social Psychology 78 (2000) 53-63
2. Ajzen I. From intentions to actions: A theory of planned behavior. In: Kuhl J., and Beckman J. (Eds). Action-control: From cognition to behavior (1985), Springer Publishing Company, Heidelberg, Germany 11-39
3. Andreoni J. Giving with impure altruism: Applications to charity and Ricardian equivalence. Journal of Political Economy 97 (1989) 1447-1458
4. Arkes H.R., and Ayton P. The sunk-cost and Concorde effects: Are humans less rational than lower animals?. Psychological Bulletin 125 (1999) 591-600
5. Arkes H.R., and Blumer C. The psychology of sunk cost. Organizational Behavior and Human Decision Processes 35 (1985) 124-140
6. Aronson E. The theory of cognitive dissonance: The evolution and vicissitudes of an idea. In: McGarty C., and Haslam S.A. (Eds). The message of social psychology: Perspectives on mind in society (1997), Blackwell Publishers, Malden, MA 20-35
7. Bandura A. Self-regulation of motivation through anticipatory and self-reactive mechanisms. In: Dienstbier R.A. (Ed). Nebraska Symposium on Motivation, 1990 (1991), University of Nebraska Press, Lincoln 69-164
8. Bandura A. Self-efficacy: The exercise of control (1997), Freeman, New York
9. Bem D.J. Self-perception theory. In: Berkowitz L. (Ed). Advances in experimental social psychology 6 (1972), Academic Press, New York 1-62
10. Brewer M. Optimal distinctiveness, social identity, and the self. In: Leary M.R., and Tangney J.P. (Eds). Handbook of self and identity (2003), Guilford Press, New York 480-491
11. Brunstein J.C., and Gollwitzer P.M. Effects of failure on subsequent performance: The importance of self-defining goals. Journal of Personality and Social Psychology 70 (1996) 395-407
12. Buehler R., Griffin D.W., and Ross M. The triumph of hope over experience: Exploring the planning fallacy. In: Gilovich T., Griffin D.W., and Kahneman D. (Eds). Heuristics and biases: The psychology of intuitive judgment (2002), Cambridge University Press, Cambridge, England
13. Carver C.S., and Scheier M.F. Control theory: A useful conceptual framework for personality, social, clinical, and health psychology. Psychological Bulletin 92 (1981) 111-135
14. Carver C.S., and Scheier M.F. Origins and functions of positive and negative affect: A control process view. Psychological Review 97 (1990) 19-35
15. Carver C.S., and Scheier M.F. On the self-regulation of behavior (1998), Cambridge University Press, New York
16. Cialdini R.B., Trost M.R., and Newsom J.T. Preference for consistency: The development of a valid measure and the discovery of surprising behavioral implications. Journal of Personality and Social Psychology 69 (1995) 318-328
17. Cooper J., and Fazio R.H. A new look at dissonance theory. Advances in Experimental Social Psychology 17 (1984) 229-266
18. Elliot A.J., and Church M.A. A hierarchical model of approach and avoidance achievement motivation. Journal of Personality and Social Psychology 72 (1997) 218-232
19. Feather N.T. Actions in relation to expected consequences: An overview of a research program. In: Feather N.T. (Ed). Expectations and actions: Expectancy-value models in psychology (1982), Erlbaum, Hillsdale, NJ 53-95
20. Ferguson M.J., and Bargh J.A. Liking is for doing: The effects of goal pursuit on automatic evaluation. Journal of Personality and Social Psychology 87 (2004) 557-572
21. Festinger L.A. A theory of cognitive dissonance (1957), Stanford University Press, Stanford, CA
22. Fishbach A., and Dhar R. Goals as excuses or guides: The liberating effect of perceived goal progress on choice. Journal of Consumer Research 32 (2005) 370-377
23. Fishbach A., Dhar R., and Zhang Y. Subgoals as substitutes or complements: The role of goal accessibility. Journal of Personality and Social Psychology 91 (2006) 232-242
24. Förster J., Grant H., Idson L.C., and Higgins E.T. Success/failure feedback, expectancies, and approach/avoidance motivation: How regulatory focus moderates classic relations. Journal of Experimental Social Psychology 37 (2001) 253-260
25. Förster J., Liberman N., and Higgins E. Accessibility from active and fulfilled goals. Journal of Experimental Social Psychology 41 (2005) 220-239
26. Freedman J.L., and Fraser S.C. Compliance without pressure: The foot-in-the door technique. Journal of Personality and Social Psychology 4 (1966) 195-202
27. Fundraising School. Principles and techniques of fundraising (1999), Indiana University-Purdue University, Indianapolis
28. Gollwitzer P.M. Implementation intentions: Strong effects of simple plans. American Psychologist 54 (1999) 493-503
29. Gollwitzer P.M., and Moskowitz G.B. Goal effect on thought and behavior. In: Higgins E.T., and Kruglanski A.W. (Eds). Social psychology: Handbook of basic principles (1996), Guilford Press, New York 361-399
30. Higgins E.T. Self-discrepancy: A theory relating self and affect. Psychological Review 94 (1987) 319-340
31. Higgins E.T. Beyond pleasure and pain. American Psychologist 52 (1997) 1280-1300
32. Idson L.C., Liberman N., and Higgins E. Distinguishing gains from nonlosses and losses from nongains: A regulatory focus perspective on hedonic intensity. Journal of Experimental Social Psychology 36 (2000) 252-274
33. Kruglanski A.W., Shah J.Y., Fishbach A., Friedman R., Chun W.Y., and Sleeth-Keppler D. A theory of goal systems. In: Zanna M.P. (Ed). Advances in experimental social psychology 34 (2002), Academic Press, San Diego, CA 331-378
34. Kuhl J., and Beckmann J. Action control from cognition to behavior (1985), Springer-Verlag, New York
35. Lewin K., Dembo T., Festinger L., and Sears P.S. Level of aspiration. In: Hunt J.M. (Ed). Personality and the behavioral disorders (1944), Roland Press, New York 333-371
36. List J.A., and Lucking-Reiley D. The effects of seed money and refunds on charitable giving: Experimental evidence from a university capital campaign. Journal of Political Economy 110 (2002) 215-233
37. Locke E.A., and Latham G.P. A theory of goal setting & task performance (1990), Prentice Hall, Upper Saddle River, NJ
38. Locke E.A., and Latham G.P. Building a practically useful theory of goal setting and task motivation: A 35-year odyssey. American Psychologist 57 (2002) 705-717
39. Miller G.A., Galanter E., and Pribram K.H. Plans and the structure of behavior (1960), Holt, New York
40. Monin B., and Miller D.T. Moral credentials and the expression of prejudice. Journal of Personality and Social Psychology 81 (2001) 33-43
41. Oettingen G., and Mayer D. The motivating function of thinking about the future: Expectations versus fantasies. Journal of Personality and Social Psychology 83 (2002) 1198-1212
42. Pervin L.A. Goal concepts in personality and social psychology 8 (1989), Erlbaum, Mahwah, NJ
43. Prelec D., and Loewenstein G. The red and the black: Mental accounting of savings and debt. Marketing Science 17 (1998) 4-28
44. Thaler R. Toward a positive theory of consumer choice. Journal of Economic Behavior and Organization 1 (1980) 39-60
45. Tolman E.C. Principles of performance. Psychological Review 62 (1955) 315-326
46. Trope Y., and Liberman A. Social hypothesis testing: Cognitive and motivational mechanisms. In: Higgins E.T., and Kruglanski A.W. (Eds). Social psychology: Handbook of basic principles (1996), Guilford Press, New York 239-270
47. Vroom V.H. Work and motivation (1964), Wiley, New York
48. Weinstein N.D. Effects of personal experience on self-protective behavior. Psychological Bulletin 105 (1989) 31-50
49. Wicklund R.A., and Gollwitzer P.M. Symbolic self-completion (1982), Erlbaum, Hillsdale, NJ
50. Zauberman G., and Lynch J.G. Resource slack and propensity to discount delayed investments of time versus money. Journal of Experimental Psychology 134 (2005) 23-37
51. Zhang, Y., Fishbach, A., & Dhar, R. (in press). When thinking beats doing: The role of optimistic expectations in goal-based choice. Journal of Consumer Research