The generalization of deliberative and automatic behavior: The role of procedural knowledge and affective reactions

Journal of Experimental Social Psychology

Volumn 48, Issue 4, 2012, Pages 819-828

  Shen, Hao ^a   Wyer, Robert S ^a   Cai, Fengyan ^b  

^a CHINESE UNIVERSITY OF HONG KONG   (Hong Kong)

^b SHANGHAI JIAO TONG UNIVERSITY   (China)

Author keywords

Affect; Goal; Procedural knowledge

Indexed keywords

EID: 84862200213     PISSN: 00221031     EISSN: 10960465     Source Type: Journal    
DOI: 10.1016/j.jesp.2012.02.005     Document Type: Article

References (47)

1. Aarts H., Custers R., Holland R.W. The nonconscious cessation of goal pursuit: When goals and negative affect are coactivated. Journal of Personality and Social Psychology 2007, 92:165-178.
2. Aarts H., Gollwitzer P.M., Hassin R.R. Goal contagion: Perceiving is for pursuing. Journal of Personality and Social Psychology 2004, 87:23-37.
3. Adaval R. Sometimes it just feels right: The differential weighting of affect-consistent and affect-inconsistent product information. Journal of Consumer Research 2001, 28:1-17.
4. Anderson J.R. Acquisition of cognitive skill. Psychological Review 1982, 89:369-406.
5. Anderson J.R. The architecture of cognition 1983, Harvard University Press, Cambridge, MA.
6. Bargh J.A., Chen M., Burrows L. Automaticity of social behavior: Direct effects of trait construct and stereotype activation on action. Journal of Personality and Social Psychology 1996, 71:230-244.
7. Barsalou L. Grounded Cognition. Annual Review of Psychology 2008, 59:617-645.
8. Chaiken S., Trope Y. Dual-process theories in social psychology 1999, Guilford Press, New York.
9. Chartrand T.L., Bargh J.A. Automatic activation of impression formation and memorization goals: Nonconscious goal priming reproduces effects of explicit task instructions. Journal of Personality and Social Psychology 1996, 71:464-478.
10. Custers R., Aarts H. Positive affect as implicit motivator: On the nonconscious operation of behavioral goals. Journal of Personality and Social Psychology 2005, 2:129-142.
11. Custers R., Aarts H. In search of the nonconscious sources of goal pursuit: Accessibility and positive affective valence of the goal state. Journal of Experimental Social Psychology 2007, 43:312-318.
12. Custers R., Aarts H. The unconscious will: How the pursuit of goals operates outside of conscious awareness. Science 2010, 329:47-50.
13. Dijksterhuis A. Think different: The merits of unconscious thought in preference development and decision making. Journal of Personality and Social Psychology 2004, 87:586-598.
14. Dijksterhuis A., Chartrand T.L., Aarts H. Automatic behavior. Social psychology and the unconscious: The automaticity of higher mental processes 2007, Psychology Press, Philadelphia. J.A. Bargh (Ed.).
15. Drolet A., Luce M.F., Simonson I. When does choice reveal preference? Moderators of heuristic versus goal-based choice. Journal of Consumer Research 2009, 36:137-147.
16. Fitzsimons G.M., Chartrand T.L., Fitzsimons G.J. Automatic effects of brand exposure on motivated behavior: How apple makes you 'think different. Journal of Consumer Research 2008, 35:21-35.
17. Förster J., Liberman N. Knowledge activation. Social psychology: Handbook of basic principles 2007, 201-231. Guilford, New York. 2nd Edition. A.W. Kruglanski, E.T. Higgins (Eds.).
18. Förster J., Liberman N., Higgins E.T. Accessibility from active and fulfilled goals. Journal of Experimental Social Psychology 2005, 41:220-239.
19. Förster J., Liberman N., Friedman R.S. Seven principles of goal activation: A systematic approach to distinguishing goal priming from priming of non-goal constructs. Personality and Social Psychology Review 2007, 11:211-233.
20. Heckhausen H., Beckmann J. Intentional action and action slips. Psychological Review 1990, 97:36-48.
21. Kruglanski A.W. Goals as knowledge structures. The psychology of action: Linking cognition and motivation to behavior 1996, 599-619. Guilford Press, New York. P.M. Gollwitzer, J.A. Bargh (Eds.).
22. Kruglanski A.W., Shah J.Y., Fishbach A., Friedman R., Chun W.Y., Sleeth-Keppler D. A theory of goal systems. Advances in experimental social psychology 2002, Vol. 34:331-378. Academic Press, San Diego, CA.
23. Markman A.B., Brendl M.C. The influence of goals on value and choice. The psychology of learning and motivation 2000, Vol. 39:97-129. Academic Press, San Di-ego, CA. D.L. Medin (Ed.).
24. Morsella E., Bargh J.A. Unconscious action tendencies: Sources of 'un-integrated' action. Handbook of social neuroscience 2011, 335-347. Oxford University Press, New York. J.T. Cacioppo, J. Decety (Eds.).
25. Mussweiler T., Ruter K., Epstude K. The ups and downs of social comparison: Mechanisms of assimilation and contrast. Journal of Personality and Social Psychology 2004, 87:832-844.
26. Schank R.C., Abelson R.P. Scripts, plans, goals and understanding 1977, Erlbaum, Hillsdale, NJ.
27. Schneider W., Shiffrin R.M. Controlled and automatic human information processing: I. Detection, search, and attention. Psychological Review 1977, 84:1-66.
28. Schwarz N., Clore G.L. Mood, misattribution, and judgments of well-being: Informative and directive functions of affective states. Journal of Personality and Social Psychology 1983, 45:513-523.
29. Sela A., Shiv B. Unraveling priming: When does the same prime activate a goal versus a trait?. Journal of Consumer Research 2009, 36:418-433.
30. Shen H., Wyer R.S. Procedural priming and consumer judgments: Effects on the impact of positively and negatively valenced information. Journal of Consumer Research 2008, 34:727-737.
31. Shen H., Wyer R.S. The effect of past behavior on variety seeking: Automatic and deliberative influences. Journal of Consumer Psychology 2010, 20:33-42.
32. Shiv B., Fedorikhin A. Heart and mind in conflict: The interplay of affect and cognition in consumer decision making. Journal of Consumer Research 1999, 26:278-292.
33. Smith E.R. Content and process specificity in the effects of prior experiences. Advances in social cognition 1990, Vol. 3:1-59. Lawrence Erlbaum Associates, Hillsdale, NJ. T.K. Srull, R.S. Wyer (Eds.).
34. Smith E.R. Procedural knowledge and processing strategies in social cognition. Handbook of social cognition 1994, Vol. 1:101-151. Erlbaum, Hillsdale, NJ. 2nd edition. R.S. Wyer, T.K. Srull (Eds.).
35. Strack F., Deutsch R. Reflective and impulsive determinants of social behavior. Personality and Social Psychology Review 2004, 8:220-247.
36. Wadhwa M., Shiv B., Nowlis S.M. A bite to whet the reward appetite: The influence of sampling on reward-seeking behaviors. Journal of Marketing Research 2008, 45:403-413.
37. Ward A., Mann T. Don't mind if I do: Disinhibited eating under cognitive load. Journal of Personality and Social Psychology 2000, 78:753-763.
38. Wood W., Neal D.T. A new look at habits and the habit-goal interface. Psychological Review 2007, 114:843-863.
39. Wyer R.S. Social comprehension and judgment: The role of situation models, narratives, and implicit theories 2004, Lawrence Erlbaum Associates, Mahwah, NJ.
40. Wyer R.S. The role of knowledge accessibility in cognition and behavior: Implications for consumer information processing. Handbook of consumer research 2008, 31-75. Erlbaum, Mahwah, NJ. C. Haugtvedt, F. Kardes, P. Herr (Eds.).
41. Wyer R.S., Adaval R., Colcombe S.J. Narrative-based representations of social knowledge: Their construction and use in comprehension, memory and judgment. Advances in experimental social psychology 2002, Vol. 34:131-197. Academic Press, San Diego, CA.
42. Wyer, R. S., Shen, H., & Xu, A. J. (in press). The role of procedural knowledge in the generalizeability of social behavior. In D. E. Carlston (Ed), Handbook of social cognition, New York: Oxford University Press.
43. Wyer R.S., Srull T.K. Memory and cognition in its social context 1989, Erlbaum, Hillsdale, NJ.
44. Wyer R.S., Xu A.J. The role of behavioral mind-sets in goal-directed activity: Conceptual underpinnings and empirical evidence. Journal of Consumer Psychology 2010, 20:107-125.
45. Xu A.J., Wyer R.S. The effect of mindsets on consumer decision strategies. Journal of Consumer Research 2007, 34:556-566.
46. Xu A.J., Wyer R.S. The comparative mindset: From animal comparisons to increased purchase intentions. Psychological Science 2008, 19:859-864.
47. Wyer R.S., Xu A.J., Shen H. The effects of past behavior on future goal-directed activity. Advances in experimental social psychology 2012, 46. Academic Press, San Diego, CA.