Succeed Ch. 4

Question 1

prevention-focused goals

Answer 1

• Thought about in terms of safety and danger
• About fulfilling responsibilities and doing things you ought to do
• About minimizing losses and trying to hold on to what you’ve got

Question 2

promotion-focused goals

Answer 2

• Thought about in terms of achievement and accomplishment
• About something you would ideally like to do
• About avoiding gains and avoiding missed opportunities

Question 3

can prevention and promotion goals be the same?

Answer 3

yes, but they are thought of differently

Question 4

are promotion or prevention goals better?

Answer 4

both have their pros and cons ; one type isn’t better than the other

Question 5

two innate human goals

Answer 5

• The need for nurturance (love)
• The need for security

Question 6

how do we meet our innate human goals?

Answer 6

We pursue promotion-focused goals to meet our need for love and prevention-focused goals to meet our need for security

Question 7

are people prevention- or promotion-focused?

Answer 7

Most of us have a dominant focus (either prevention or promotion)

Question 8

what determines our dominant focus (prevention or promotion)

Answer 8

the ways we were rewarded and punished by our parents

Question 9

promotion parenting

Answer 9

involves rewarding children by showing them praise and affection when they do something right and withholding love when they do something wrong

Question 10

prevention parenting

Answer 10

involves punishing children for doing something wrong and rewarding them for doing something right by not punishing them

Question 11

culture and prevention/promotion goals

Answer 11

• Western cultures typically foster promotion goals because they value independence
• Eastern cultures typically foster prevention goals because they foster interdependence

Question 12

prevention vs. promotion goals across situations

Answer 12

• Our focus (either prevention or promotion) can change as a result of the situation we are in
• Some goals seem to inherently have a promotion or prevention focus

Question 13

what motivates you when you are pursuing a promotion goal?

Answer 13

you’re motivated by high value and a high likelihood of success

Question 14

what motivates you when you are pursuing a prevention goal?

Answer 14

• You care less about your chances of success
• It’s about being safe and avoiding danger
• People view the goal as a necessity

Question 15

what characterizes promotion goals?

Answer 15

eagerness

Question 16

impact of feedback on promotion goals

Answer 16

heightened by positive feedback

Question 17

what characterizes prevention goals?

Answer 17

vigilance

Question 18

impact of feedback on prevention goals

Answer 18

heightened by negative feedback

Question 19

Forster et al. anagrams study

Answer 19

participants were given difficult anagrams in either a promotion- or prevention-focused condition. Promotion-focused participants who were given positive feedback experienced greater expectations for success and increased motivation. Prevention-focused participants who were given positive feedback experienced no change in expectations and a decrease in motivation

Question 20

promotion pride

Answer 20

people with a history of promotion-focused goals

Question 21

prevention pride

Answer 21

people with a history of prevention-focused goals

Question 22

what is required for successful prevention goals?

Answer 22

suppressing our optimism in the service of our motivation

Question 23

what predicts optimism?

Answer 23

A history of reaching promotion goals

Question 24

promotion goals and well-being

Answer 24

People who are high in promotion goals reported being high in personal well-being and feelings of mastery and competence

Question 25

prevention goals and well-being

Answer 25

People who are high in prevention goals reported being high in feelings of mastery and competence, but not personal well-being

Question 26

defensive pessimism

Answer 26

setting low expectations and mentally playing through the possible outcomes

Question 27

defensive pessimism and obstacles

Answer 27

Defensive pessimists are better prepared to handle the obstacles that get thrown in their paths

Question 28

role models and promotion- vs. prevention-minded students

Answer 28

Promotion-minded students are more motivated by a traditional positive role model while prevention-minded students are more motivated by a negative role model

Question 29

when is optimism a good thing?

Answer 29

in pursuit of achievements and big gains

Question 30

when are realism and pessimism better?

Answer 30

in pursuit of security or avoiding disastrous losses

Question 31

what products do promotion- vs. prevention-minded people prefer?

Answer 31

promotion-minded people tend to prefer products advertised as luxurious or comfortable while prevention-minded people tend to prefer products advertised as safe and reliable

Question 32

how do you feel when you achieve a promotion goal?

Answer 32

happy

Question 33

how do you feel when you achieve a prevention goal?

Answer 33

relaxed

Question 34

how do you feel when you fail to achieve a promotion goal?

Answer 34

sad

Question 35

how do you feel when you fail to achieve a prevention goal?

Answer 35

anxious

Question 36

signal detection

Answer 36

situations where the goal is to successfully distinguish the signal from the noise

Question 37

what bias to promotion-focused people have?

Answer 37

risky bias

Question 38

what bias do prevention-focused people have?

Answer 38

conservative bias

Question 39

prevention-focused people and procrastination

Answer 39

Prevention-focused people are less likely to procrastinate and prefer “the devil they know” over the one they don’t

Question 40

prevention-focused thinking

Answer 40

is concrete

Question 41

promotion-focused thinking

Answer 41

is abstract

Question 42

prevention- vs. promotion-focused people in friendships

Answer 42

Prevention-focused people use vigilant strategies in friendships, while promotion-focused people use eager strategies

Question 43

how do people respond when they are outright rejected?

Answer 43

they feel a sense of loss that leads to a prevention-focused response and regret

Question 44

how do people respond when they are ignored?

Answer 44

they feel a failure to achieve a social goal, which leads to a promotion-focused response

Question 45

what is the best strategy in achieving your goals?

Answer 45

using prevention strategies for prevention goals and promotion strategies for promotion goals

Question 46

speed-accuracy tradeoff

Answer 46

The faster you go, the more mistakes you make

Question 47

how do we respond to the speed-accuracy tradeoff in pursuit of promotion goals?

Answer 47

we tend to favour speed over accuracy

Question 48

how do we respond to the speed-accuracy tradeoff in pursuit of prevention goals?

Answer 48

we tend to favour accuracy over speed

Question 49

long-term impacts of prevention vs. promotion goals

Answer 49

• Promotion goals can be less adaptive long-term
• Prevention-minded people were more likely to quit smoking, lose weight, and maintain this

Question 50

temptations and distractions and goal type

Answer 50

Prevention-minded people are better at resisting distractions and temptations

Question 51

Galinsky et al. prevention vs. promotion goals in negotiation study

Answer 51

found that promotion buyers purchased a plant for significantly less than prevention buyers. Promotion negotiators were more focused on their ideal price target, while prevention negotiators were more worried about a negotiation failure, leaving the buyer more susceptible to disadvantageous agreements