Chapter 8: Motivation

Question 1

Describe the study done by Kim and Markus on uniqueness vs. conformity in magazines.

Answer 1

Popular magazines from America and Korea were coded based on conformity and uniqueness.

Question 2

What were the results of the study done by Kim and Markus on uniqueness vs. conformity in magazines?

Answer 2

U.S. magazines express more uniqueness than conformity. Korean ads mostly express conformity.

Question 3

Describe the second study done by Kim and Markus on uniqueness vs. conformity in magazines.

Answer 3

Ps. European Americans and East Asians at an airport were asked to fill out a questionnaire and get a gift in return. They could choose one out of 5 pens. 3 were one color and two were another.

Question 4

Describe the results of the second study done by Kim and Markus on uniqueness vs. conformity in magazines.

Answer 4

Euro-Americans tend to choose uncommon color; East Asians tend to choose common color.

Question 5

What does failure mean to someone with an entity view of self?

Answer 5

Lack of ability.

Question 6

What does failure meant to someone with an incremental view of self?

Answer 6

Need more effort.

Question 7

What theory of self is associated with an independent view of self?

Answer 7

Entity theory of self.

Question 8

In Western cultures, people may be motivated to? (2)

Answer 8

Have a “Self-enhancement motivation” where they: 1. Seek and identify positive internal attributes of the self. 2. Further enhance such strength.

Question 9

In Eastern cultures, people may be motivated to? (2)

Answer 9

Have a “Self-improvement motivation” where they: 1. Identify where they fall short of the standards. 2. Try to improve such weakness.

Question 10

Describe the study done by Heine and his colleagues on cultural differences in motivation.

Answer 10

Ps: Euro-Canadian and Japanese undergrads were asked to complete a task that assessed their creativity, then were given failure or success feedback. They measured the time the ps worked on a task during free time.

Question 11

Describe the results of the study done by Heine and his colleagues on cultural differences in motivation.

Answer 11

Canadians worked more after success feedback. Japanese worked more when given failure feedback.

Question 12

How is one’s worth determined for people with an inside-out perspective (independent view of self)? What is important?

Answer 12

It is determined by the self. Self-esteem is important.

Question 13

How is one’s worth determined for people with an outside-in perspective (interdependent view of self)? What is important?

Answer 13

It is socially conferred. “Face” is important.

Question 14

What is “face?”

Answer 14

The amount of social value that others give you, if you live up to the standards associated with your position/role.

Question 15

What is the source of self-valuation in self-esteem culture?

Answer 15

Internal (self).

Question 16

What is the source of self-valuation in face culture?

Answer 16

External (others).

Question 17

Can self-esteem be lost? Can face be lost?

Answer 17

No. Yes.

Question 18

What is the orientation of self-esteem culture?

Answer 18

Promotion-focused.

Question 19

What is the orientation of face culture?

Answer 19

Prevention focused.

Question 20

Describe the study done by Kim, Cohen, and Au on self esteem and face cultures.

Answer 20

Ps: American and Chinese undergrads evaluated their creativity and were given two scores: high and low. The confederate wither saw the high or low score of the participant who he handed the sheet back to. They assessed how they scored their own creativity depending on which score the confederate saw.

Question 21

Describe the results of the study done by Kim, Cohen, and Au on self esteem and face cultures.

Answer 21

Americans did not differ based on the score the confederate saw. Chinese rated themselves higher when the confederate saw the higher grade.

Question 22

Can the self-view be inflated in self-esteem culture?

Answer 22

Yes. They can have a self-serving perception.

Question 23

Can the self-view be inflated in face-culture?

Answer 23

No (it needs to match others’ view of the self). They have an accurate self-perception.

Question 24

What are two self-serving cognitions?

Answer 24

1. BIRGing (Basking in Reflected Glory). 2. Discounting.

Question 25

Describe the study conducted by Oishi, Ishii, and Lun on BIRGing.

Answer 25

Ps: Americans and Japanese undergrads read a story about an unsuccessful and successful alumni and asked how much they identify with Mr.B.

Question 26

What were the results of the study conducted by Oishi, Ishii, and Lun on BIRGing?

Answer 26

Both cultures identified with successful alumni than with unsuccessful alumni. Japanese identified more with unsuccessful alumni while Americans identified more with successful alumni than Japanese.

Question 27

What is downward social comparison?

Answer 27

Comparing your performance with the performance of someone who is doing even worse than you.

Question 28

What is compensatory self-enhancement?

Answer 28

Acknowledged the negative trait, but thinking of an unrelated positive trait.

Question 29

What is discounting?

Answer 29

Reducing the perceived importance of the domain in which you performed poorly.

Question 30

What is the endowment effect?

Answer 30

The tendency for people to value objects more once they own them, and have endowed them with their own positive qualities.

Question 31

What is perceived control?

Answer 31

The belief that we can influence our environment (in ways that determine whether we experience positive or negative outcomes).

Question 32

Describe the nursing home study.

Answer 32

Patients were given a plant and either induced to feel in control or not to feel in control.

Question 33

What was the result of the nursing home study?

Answer 33

Patients who felt in control had a lower mortality rate than the comparison group.

Question 34

What is a primary control strategy?

Answer 34

Influencing the environment to fit one’s goals.

Question 35

What is a secondary control strategy?

Answer 35

Adjusting oneself to the environment.

Question 36

Describe stage one of the study done by Morling and colleagues on control strategies.

Answer 36

European and Japanese undergrads were asked to recount either influence or adjustment memories.

Question 37

Describe the results of stage one of the study done by Morling and colleagues on control strategies.

Answer 37

Europeans reported more influence situations while Japanese came up with more adjustment situations.

Question 38

Describe stage two of the study done by Morling and colleagues on control strategies.

Answer 38

Different Japanese and American undergrads were asked how powerful or how powerless they felt in reply to the situations created in step one.

Question 39

Describe the results of stage two of the study done by Morling and colleagues on control strategies (3).

Answer 39

1. Americans felt more powerful in influence situations than Japanese. 2. Japanese felt more powerful in adjustment situations than Americans. 3. Both felt more control in influence situations than adjustment situations.

Question 40

Describe the study done by Iyengar and Lepper on choice making in fifth graders.

Answer 40

American and Asian American fifth graders were given a personal choice, in-group choice, and an out-group choice and were tested to see how many games they would play.

Question 41

Describe the results of the study done by Iyengar and Lepper on choice making in fifth graders (3).

Answer 41

1. Euro-Americans attempted more games when personal choice than Asians. 2. Equal during out-group choice. 3. Asians more motivated to attempt games than Americans during in-group choice.

Question 42

What is the task in a middle class context?

Answer 42

Express one’s unique, internal attributes.

Question 43

What is the task in a working class context?

Answer 43

Maintain one’s personal integrity against situational pressures.

Question 44

Describe the study done by Snibbe and Markus on socio-economic status.

Answer 44

Working and middle class Americans were in either a free choice or usurped choice group regarding a pen.

Question 45

Describe the results of the study done by Snibbe and Markus? (2)

Answer 45

1. Middle class liked personal choice more than usurped choice. 2. No difference in the conditions among working class.