People approach pleasure and avoid pain. To discover the true nature of approach-avoidance motivation, psychologists need to move beyond this hedonic principle to the principles that underlie the different ways that it operates. One such principle is regulatory focus, which distinguishes self-regulation with a promotion focus (accomplishments and aspirations) from self-regulation with a prevention focus (safety and responsibilities). This principle is used to reconsider the fundamental nature of approach-avoidance, expectancy-value relations, and emotional and evaluative sensitivities. Both types of regulatory focus are applied to phenomena that have been treated in terms of either promotion (e.g., well-being) or prevention (e.g., cognitive dissonance). Then, regulatory focus is distinguished from regulatory anticipation and regulatory reference, 2 other principles underlying the different ways that people approach pleasure and avoid pain.

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Beyond pleasure and pain.

People are capable of thinking about the future, the past, remote locations, another person's perspective, and counterfactual alternatives. Without denying the uniqueness of each process, it is proposed that they constitute different forms of traversing psychological distance. Psychological distance is egocentric: Its reference point is the self in the here and now, and the different ways in which an object might be removed from that point-in time, in space, in social distance, and in hypotheticality-constitute different distance dimensions. Transcending the self in the here and now entails mental construal, and the farther removed an object is from direct experience, the higher (more abstract) the level of construal of that object. Supporting this analysis, research shows (a) that the various distances are cognitively related to each other, (b) that they similarly influence and are influenced by level of mental construal, and (c) that they similarly affect prediction, preference, and action.

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Construal-Level Theory of Psychological Distance

A review is presented of the book “Heuristics and Biases: The Psychology of Intuitive Judgment,” edited by Thomas Gilovich, Dale Griffin, and Daniel Kahneman.

Heuristics and Biases: The Psychology of Intuitive Judgment

This article describes a 2-systems model that explains social behavior as a joint function of reflective and impulsive processes. In particular, it is assumed that social behavior is controlled by 2 interacting systems that follow different operating principles. The reflective system generates behavioral decisions that are based on knowledge about facts and values, whereas the impulsive system elicits behavior through associative links and motivational orientations. The proposed model describes how the 2 systems interact at various stages of processing, and how their outputs may determine behavior in a synergistic or antagonistic fashion. It extends previous models by integrating motivational components that allow more precise predictions of behavior. The implications of this reflective–impulsive model are applied to various phenomena from social psychology and beyond. Extending previous dual-process accounts, this model is not limited to specific domains of mental functioning and attempts to integrate cognitive, motivational, and behavioral mechanisms.

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Reflective and Impulsive Determinants of Social Behavior

Perceived discrimination has been studied with regard to its impact on several types of health effects. This meta-analysis provides a comprehensive account of the relationships between multiple forms of perceived discrimination and both mental and physical health outcomes. In addition, this meta-analysis examines potential mechanisms by which perceiving discrimination may affect health, including through psychological and physiological stress responses and health behaviors. Analysis of 134 samples suggests that when weighting each study's contribution by sample size, perceived discrimination has a significant negative effect on both mental and physical health. Perceived discrimination also produces significantly heightened stress responses and is related to participation in unhealthy and nonparticipation in healthy behaviors. These findings suggest potential pathways linking perceived discrimination to negative health outcomes.

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Perceived discrimination and health: a meta-analytic review.

In this chapter, the authors describe a research program premised on the notion that the cognitive treatment affords conceptual and methodological advantages enabling new insights into problems of motivated action, self-regulation and self-control. They introduce placing their work in the broader historical context of social psychological theorizing about motivation and cognition. The authors present theoretical notions and trace their implications for a variety of psychological issues including activity experience, goal commitment, choice, and substitution. They also describe empirical research concerning a broad range of phenomena informed by the goal-systemic analysis. Two categories of cognitive properties play a major role in the behavior of goal systems: these are their structural and their allocational properties. The number of goals linked to a given means defines the multifinality set encapsulated in the notion of "many birds with one stone". Understanding the dynamics of commitment may improve our ability to foster commitment to realistic goals, and to reduce commitment to unattainable or unrealistic pursuits.

A theory of goal systems.

A new task goal elicits a feeling of pride in individuals with a subjective history of success, and this achievment pride produces anticipatory goal reactions that energize and direct behavior to approach the task goal. By distinguishing between promotion pride and prevention pride, the present paper extends this classic model of achievement motivation. Regulatory focus theory (Higgins, 1997) distinguishes between a promotion focus on hopes and accomplishments (gains) and a prevention focus on safety and responsibilities (non-losses). We propose that a subjective history of success with promotion-related eagerness (promotion pride) orients individuals toward using eagerness means to approach a new task goal, whereas a subjective history of success with prevention-related vigilance (prevention pride) orients individuals toward using vigilance means to approach a new task goal. Studies 1–3 tested this proposal by examining the relations between a new measure of participants' subjective histories of promotion success and prevention success (the Regulatory Focus Questionnaire (RFQ)) and their achievement strategies in different tasks. Study 4 examined the relation between participants' RFQ responses and their reported frequency of feeling eager or vigilant in past task engagements. Study 5 used an experimental priming technique to make participants temporarily experience either a subjective history of promotion success or a subjective history of prevention success. For both chronic and situationally induced achievement pride, these studies found that when approaching task goals individuals with promotion pride use eagerness means whereas individuals with prevention pride use vigilance means. Copyright © 2001 John Wiley & Sons, Ltd.

Achievement orientations from subjective histories of success: Promotion pride versus prevention pride

Goals with a promotion focus versus a prevention focus are distinguished. Chronic ideal goals (hopes and aspirations) have a promotion focus, whereas ought goals (duties and responsibilities) have a prevention focus. The hypothesis that emotional responses to goal attainment vary as a function of promotion versus prevention goal strength (conceptualized as goal accessibility) was tested in correlational studies relating chronic goal attainment (self-congruencies or self-discrepancies) to emotional frequency and intensity (Studies 1-3) and in an experimental study relating immediate goal attainment (i.e., success or failure) to emotional intensity (Study 4). All studies found that goal attainment yielded greater cheerfulness-dejection responses when promotion focus was stronger and greater quiescence-agitation responses when prevention focus was stronger.

Emotional responses to goal attainment : Strength of regulatory focus as moderator

This study tested whether cues associated with promotion and prevention regulatory foci influence creativity. The authors predicted that the "risky," explorative processing style elicited by promotion cues, relative to the risk-averse, perseverant processing style elicited by prevention cues, would facilitate creative thought. These predictions were supported by two experiments in which promotion cues bolstered both creative insight (Experiment 1) and creative generation (Experiment 2) relative to prevention cues. Experiments 3 and 4 provided evidence for the process account of these findings. suggesting that promotion cues, relative to prevention cues, produce a riskier response bias (Experiment 3) and bolster memory search for novel responses (Experiment 4). A final experiment provided evidence that individual differences in regulatory focus influence creative problem solving in a manner analogous to that of incidental promotion and prevention cues.

The effects of promotion and prevention cues on creativity.

The present research explored the nature of automatic associations formed between short-term motives (temptations) and the overriding goals with which they interfere. Five experimental studies, encompassing several self-regulatory domains, found that temptations tend to activate such higher priority goals, whereas the latter tend to inhibit the temptations. These activation patterns occurred outside of participants' conscious awareness and did not appear to tax their mental resources. Moreover, they varied as a function of subjective goal importance and were more pronounced for successful versus unsuccessful self-regulators in a given domain. Finally, priming by temptation stimuli was found not only to influence the activation of overriding goals but also to affect goal-congruent behavioral choices.

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Ronald S. Friedman

Papers

A theory of goal systems.

Achievement orientations from subjective histories of success: Promotion pride versus prevention pride

Emotional responses to goal attainment : Strength of regulatory focus as moderator

The effects of promotion and prevention cues on creativity.

Leading us not unto temptation: momentary allurements elicit overriding goal activation.