TY - JOUR
T1 - From Primed Construct to Motivated Behavior
T2 - Validation Processes in Goal Pursuit
AU - DeMarree, Kenneth G.
AU - Loersch, Chris
AU - Briñol, Pablo
AU - Petty, Richard E.
AU - Payne, B. Keith
AU - Rucker, Derek D.
PY - 2012/12
Y1 - 2012/12
N2 - Past research has found that primes can automatically initiate unconscious goal striving. Recent models of priming have suggested that this effect can be moderated by validation processes. According to a goal-validation perspective, primes should cause changes in one's motivational state to the extent people have confidence in the prime-related mental content. Across three experiments, we provided the first direct empirical evidence for this goal-validation account. Using a variety of goal priming manipulations (cooperation vs. competition, achievement, and self-improvement vs. saving money) and validity inductions (power, ease, and writing about confidence), we demonstrated that the impact of goal primes on behavior occurs to a greater extent when conditions foster confidence (vs. doubt) in mental contents. Indeed, when conditions foster doubt, goal priming effects are eliminated or counter to the implications of the prime. The implications of these findings for research on goal priming and validation processes are discussed.
AB - Past research has found that primes can automatically initiate unconscious goal striving. Recent models of priming have suggested that this effect can be moderated by validation processes. According to a goal-validation perspective, primes should cause changes in one's motivational state to the extent people have confidence in the prime-related mental content. Across three experiments, we provided the first direct empirical evidence for this goal-validation account. Using a variety of goal priming manipulations (cooperation vs. competition, achievement, and self-improvement vs. saving money) and validity inductions (power, ease, and writing about confidence), we demonstrated that the impact of goal primes on behavior occurs to a greater extent when conditions foster confidence (vs. doubt) in mental contents. Indeed, when conditions foster doubt, goal priming effects are eliminated or counter to the implications of the prime. The implications of these findings for research on goal priming and validation processes are discussed.
KW - automaticity
KW - goal pursuit
KW - metacognition
KW - validation
UR - http://www.scopus.com/inward/record.url?scp=84870175074&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=84870175074&partnerID=8YFLogxK
U2 - 10.1177/0146167212458328
DO - 10.1177/0146167212458328
M3 - Article
C2 - 22956294
AN - SCOPUS:84870175074
SN - 0146-1672
VL - 38
SP - 1659
EP - 1670
JO - Personality and Social Psychology Bulletin
JF - Personality and Social Psychology Bulletin
IS - 12
ER -