Succeed Ch. 7

Question 1

direct approach

Answer 1

telling someone what their goal should be

Question 2

is the direct approach effective?

Answer 2

no, it’s problematic but sometimes there is no avoiding it

Question 3

how can we give people a sense of personal control?

Answer 3

giving people a choice between several options or determining how they will achieve their goal

Question 4

how can we use goals to motivate other people?

Answer 4

• Giving someone a sense of personal control, which helps increase autonomy,
• Creating contracts can help increase commitment to an assigned goal
• Supplying cues can help others become more motivated
• Frame a goal by presenting a task to people in a particular way
• Use goal contagion

Question 5

contract

Answer 5

explicit, often written commitments to engage in particular goal-directed behaviour

Question 6

efficacy of contracts

Answer 6

Their effacy has been demonstrated in studies of drug addiction, weight control, smoking cessation, ic marital discord

Question 7

Chartrand et al. cues study

Answer 7

triggered the goal of being frugal or enjoying luxury in participants by exposing them to words associated with either prestige or frugality in a word game

Question 8

Two caveats to using cues:

Answer 8

• The cue must have the same meaning to the other person that it does to you
• You can only trigger a goal that is already seen by the other person in a positive light

Question 9

how is framing a goal usually done?

Answer 9

subtly

Question 10

Higgins et al. framing study

Answer 10

created a prevention or promotion goal simply by giving subjects something to do and telling them what they could gain if they do well (promotion) or lose if they do poorly (prevention)

Question 11

how can you frame goals as get-better or be-good

Answer 11

You can frame get-better goals by telling people that whatever they’re working on is an opportunity to learn a valuable skill and be-good goals by telling them their performance will be compared to others

Question 12

judgment and goals

Answer 12

• How we are judged impacts the goals we adopt
• Being compared to others results in be-good goals
• Being evaluated relative to the task requirement results in get-better goals

Question 13

Halvorson Grant goal contagion study

Answer 13

found that providing college freshmen with stories of students motivated by get-better goals made them more likely to adopt these goals themselves. They also reported being more academically and socially adjusted. They were less likely to believe their performance was based on innate ability, were more confident and had higher GPAs