Succeed Ch. 4 Flashcards
prevention-focused goals
- 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
promotion-focused goals
- Thought about in terms of achievement and accomplishment
- About something you would ideally like to do
- About avoiding gains and avoiding missed opportunities
can prevention and promotion goals be the same?
yes, but they are thought of differently
are promotion or prevention goals better?
both have their pros and cons ; one type isn’t better than the other
two innate human goals
- The need for nurturance (love)
- The need for security
how do we meet our innate human goals?
We pursue promotion-focused goals to meet our need for love and prevention-focused goals to meet our need for security
are people prevention- or promotion-focused?
Most of us have a dominant focus (either prevention or promotion)
what determines our dominant focus (prevention or promotion)
the ways we were rewarded and punished by our parents
promotion parenting
involves rewarding children by showing them praise and affection when they do something right and withholding love when they do something wrong
prevention parenting
involves punishing children for doing something wrong and rewarding them for doing something right by not punishing them
culture and prevention/promotion goals
- Western cultures typically foster promotion goals because they value independence
- Eastern cultures typically foster prevention goals because they foster interdependence
prevention vs. promotion goals across situations
- 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
what motivates you when you are pursuing a promotion goal?
you’re motivated by high value and a high likelihood of success
what motivates you when you are pursuing a prevention goal?
- You care less about your chances of success
- It’s about being safe and avoiding danger
- People view the goal as a necessity
what characterizes promotion goals?
eagerness
impact of feedback on promotion goals
heightened by positive feedback
what characterizes prevention goals?
vigilance
impact of feedback on prevention goals
heightened by negative feedback
Forster et al. anagrams study
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
promotion pride
people with a history of promotion-focused goals
prevention pride
people with a history of prevention-focused goals
what is required for successful prevention goals?
suppressing our optimism in the service of our motivation
what predicts optimism?
A history of reaching promotion goals
promotion goals and well-being
People who are high in promotion goals reported being high in personal well-being and feelings of mastery and competence
prevention goals and well-being
People who are high in prevention goals reported being high in feelings of mastery and competence, but not personal well-being
defensive pessimism
setting low expectations and mentally playing through the possible outcomes
defensive pessimism and obstacles
Defensive pessimists are better prepared to handle the obstacles that get thrown in their paths
role models and promotion- vs. prevention-minded students
Promotion-minded students are more motivated by a traditional positive role model while prevention-minded students are more motivated by a negative role model
when is optimism a good thing?
in pursuit of achievements and big gains
when are realism and pessimism better?
in pursuit of security or avoiding disastrous losses
what products do promotion- vs. prevention-minded people prefer?
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
how do you feel when you achieve a promotion goal?
happy
how do you feel when you achieve a prevention goal?
relaxed
how do you feel when you fail to achieve a promotion goal?
sad
how do you feel when you fail to achieve a prevention goal?
anxious
signal detection
situations where the goal is to successfully distinguish the signal from the noise
what bias to promotion-focused people have?
risky bias
what bias do prevention-focused people have?
conservative bias
prevention-focused people and procrastination
Prevention-focused people are less likely to procrastinate and prefer “the devil they know” over the one they don’t
prevention-focused thinking
is concrete
promotion-focused thinking
is abstract
prevention- vs. promotion-focused people in friendships
Prevention-focused people use vigilant strategies in friendships, while promotion-focused people use eager strategies
how do people respond when they are outright rejected?
they feel a sense of loss that leads to a prevention-focused response and regret
how do people respond when they are ignored?
they feel a failure to achieve a social goal, which leads to a promotion-focused response
what is the best strategy in achieving your goals?
using prevention strategies for prevention goals and promotion strategies for promotion goals
speed-accuracy tradeoff
The faster you go, the more mistakes you make
how do we respond to the speed-accuracy tradeoff in pursuit of promotion goals?
we tend to favour speed over accuracy
how do we respond to the speed-accuracy tradeoff in pursuit of prevention goals?
we tend to favour accuracy over speed
long-term impacts of prevention vs. promotion goals
- Promotion goals can be less adaptive long-term
- Prevention-minded people were more likely to quit smoking, lose weight, and maintain this
temptations and distractions and goal type
Prevention-minded people are better at resisting distractions and temptations
Galinsky et al. prevention vs. promotion goals in negotiation study
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
