Social Stereotypes and Automatic Goal Pursuit

Aarts, Henk; Chartrand, Tanya L.; Custers, Ruud; Danner, Unna N.; Dik, Giel; Jefferis, Valerie E.; Cheng, Clara Michelle

doi:10.1521/soco.2005.23.6.465

Cited by 85 publications

(76 citation statements)

References 32 publications

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“…We focused on goal strength as a moderator for several reasons. First, it is an established moderator of other social effects on goal pursuit (Aarts et al, 2005). Second, it is an important self-regulatory variable, and one that individuals seem likely to infer from observing others’ actions in everyday life.…”

Section: Methodsmentioning

confidence: 99%

Vicarious goal satiation

McCulloch

Fitzsimons

Chua

et al. 2011

Journal of Experimental Social Psychology

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A signature feature of self-regulation is that once a goal is satiated, it becomes deactivated, thereby allowing people to engage in new pursuits. The present experiments provide evidence for vicarious goal satiation, a novel phenomenon in which individuals experience “post-completion goal satiation” as a result of unwittingly taking on another person's goal pursuit and witnessing its completion. In Experiments 1 and 2, the observation of a goal being completed (vs. not completed) led to less striving by the observer on the same task. Given that an actor's strength of commitment affects goal contagion, we hypothesized that such commitment would be an important boundary condition for vicarious goal satiation. The results of Experiment 2 showed that observing stronger (vs. weaker) goal commitment lowered accessibility of goal-related words, but only when the goal being observed was completed. Implications of vicarious goal satiation for goal pursuit in everyday environments are discussed.

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Section: Methodsmentioning

confidence: 99%

Vicarious goal satiation

McCulloch

Fitzsimons

Chua

et al. 2011

Journal of Experimental Social Psychology

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“…This task was identical to the probe task in Study 1, except that the fixation cross used in Study 1 was replaced by random letter strings in which a prime was inserted. Each trial started with a letter string that served as a fixation for 250 ms. Then, a prime was presented for 30 ms (see for a similar priming method, Aarts et al, 2005;Shah, Friedman, & Kruglanski, 2002). In the non-food pre-exposure and food preexposure condition, these primes were non-word letter strings, and in the food pre-exposure plus diet prime condition, the primes were five words related to dieting.…”

Section: Accepted Manuscriptmentioning

confidence: 99%

The allure of forbidden food: On the role of attention in self-regulation

Papies

Stroebe

Aarts

2008

Journal of Experimental Social Psychology

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135

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“…This brings us to the question whether our results can also be generalized to 'advertised values' that are less central to the individual. Indeed, previous research on goal-priming show that priming individuals with goals they do not already possess will not result in goal-directed behavior (Bargh 2002;Strahan, Spencer, and Zanna 2002;Karremans, Stroebe, and Claus 2006;Aarts and Chartrand 2005). Similarly, Verplanken and Holland (2002) found that value priming only works if the values are already part of the individual's self-identity.…”

Section: Discussionmentioning

confidence: 96%

Inducing Value-Congruent Behavior Through Advertising and the Moderating Role of Attitudes Toward Advertising

Defever

Pandelaere

Roe

2011

Journal of Advertising

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Advertisements frequently link values to advertised products or services, but little is known about the effect of this practice on value-driven behavior that is unrelated the advertising context. Evidence from two studies show that exposure to value-laden advertisements instigates behavior that is congruent with the 'advertised' value (i.e., self-direction, security, achievement or benevolence). Moreover, attitudes toward advertising moderate this effect. To the extent that people value positive aspects or dislike negative aspects of advertising, valuecongruent behavior becomes respectively more or less likely following exposure to valueladen ads. The results highlight new aspects of unintended influences of exposure to advertising. 2Marketers know that personal values play an important role in buying decisions. For example, an individual who defines himself as someone who is concerned about the environment will probably buy a different car than someone whose primary goal in life is to have fun and to enjoy him/her. In fact, according to the means-end theory (Gutman 1982), consumers contemplate how certain products may help them to attain their higher goals and values when facing a buying decision. Associative advertising, a strategy whereby advertisers incorporate values in their campaigns to create a product image (Reynolds and Gutman 1984), may therefore be an effective tool for marketers. The relative importance individuals attach to different personal values, however, is not confined to consumer decisions, but affects many everyday decisions and judgments. For instance, someone who thinks that being loyal to friends is more important than enjoying life will prefer staying at home to help his friend with his homework instead of going to a party that night.Different situational variables can temporarily change the priority of values within an individual, thereby changing their behavior. The present paper focuses on exactly associative advertising as one such possible situational variable. In particular, the present research investigates whether exposure to value-laden advertising temporarily alters the importance of different values, thereby affecting value-driven behavior that does not involve the advertised product or service. In addition, we investigate whether the effect of ad exposure on shifts in value importance is moderated by one's attitude toward advertising. In particular, we examine whether individuals with a predominantly negative view of advertising are equally affected by value-laden advertising than individuals with a predominantly positive view of advertising. The Dynamic Hierarchical Structure of ValuesWhen asked to describe themselves, people often refer to the values they hold as guiding principles in their lives -such as being concerned about the environment, being loyal to friends, or attaching great importance to academic achievements. Values are conceptions of 3 desirable end states, represent a core characteristic of a person's self concept, and are experienced as what one fin...

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Social Stereotypes and Automatic Goal Pursuit

Cited by 85 publications

References 32 publications

Vicarious goal satiation

Vicarious goal satiation

The allure of forbidden food: On the role of attention in self-regulation

Inducing Value-Congruent Behavior Through Advertising and the Moderating Role of Attitudes Toward Advertising

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