The Motivation-Cognition Interface: From the Lab to the Real World: A Festschrift in Honor of Arie W. Kruglanski

219 Pages·2017·9.14 MB·English

by  Catalina E. Kopetz

THE MOTIVATION-COGNITION
INTERFACE
This volume honors the work of Arie W. Kruglanski. It represents a collection of chapters
written by Arie’s former students, friends, and collaborators. The chapters are rather diverse
andcoveravarietyoftopicsfrompolitics,includinginternationalterrorism,tohealthrelated
issues,suchasaddictionandself-control,tobasicpsychologicalprinciples,suchasmotivation
and self-regulation, the formation of attitudes, social influence, and interpersonal relation-
ships. What these chapters have in common is that they have all been inspired by Arie’s
revolutionary work on human motivation and represent the authors’ attempt to apply the
basicprinciplesofmotivationtotheunderstandingofdiversephenomena.
CatalinaE.Kopetz(PhD,UniversityofMaryland,2007)isAssistantProfessorofPsychology
at Wayne State University, USA. Her research focuses on the mechanisms that underlie
multiple goal pursuit and management ofgoalconflict and theirimplications for risk taking
(i.e. overeating, substance use, risky sexual behavior, drunk driving). She has published in
prestigious journals spanning social and clinical psychology, prevention sciences, psycho-
pharmacology,behavioralandbrainsciences,aswellasjournalsappealingtoabroaderaudi-
ence such as Perspectives in Psychological Science, Current Directions in Psychological Science and
Psychological Review. Her research has been funded by the National Institutes of Health
(includingNIDAandNIAAA).
Ayelet Fishbach (PhD, Tel Aviv University, 1999) is the Jeffrey Breakenridge Keller
Professor ofBehavioralScienceandMarketingattheUniversityofChicago,USA.Ayelet
studies social psychology, management and consumer behavior. She isan expert onmoti-
vation and decision making. She has presented her research all over the world. Fishbach
has been published in many psychology and marketing journals, including the Journal of
Consumer Research, the Journal of Marketing Research, Psychological Science and the Journal of
PersonalityandSocialPsychology.Sheisontheeditorialboardofseveraljournals,includingthe
Journal of Personality and Social Psychology and the Journal of Consumer Research. Her research is
regularly featured in the media, including WSJ, CNN, Chicago Tribune, NPR and was
selectedtobefeaturedintheNewYorkTimes’“AnnualYearsinIdeas.”Fishbachisfurthermore
the recipient of several international awards, including the Society of Experimental Social
Psychology’sBestDissertationAwardandtheFulbrightEducationalFoundationAward.
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THE MOTIVATION-
COGNITION INTERFACE
From the Lab to the Real World: A
Festschrift in Honor of Arie W.
Kruglanski
Edited by Catalina E. Kopetz and Ayelet
Fishbach
Firstpublished2018
byRoutledge
711ThirdAvenue,NewYork,NY10017
andbyRoutledge
2ParkSquare,MiltonPark,Abingdon,OxonOX144RN
RoutledgeisanimprintoftheTaylor&FrancisGroup,aninformabusiness
©2018Taylor&Francis
TherightofCatalinaE.KopetzandAyeletFishbachtobeidentifiedasthe
authorsoftheeditorialmaterial,andoftheauthorsfortheirindividualchapters,
hasbeenassertedinaccordancewithsections77and78oftheCopyright,
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Allrightsreserved.Nopartofthisbookmaybereprintedorreproducedor
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Trademarknotice:Productorcorporatenamesmaybetrademarksorregistered
trademarks,andareusedonlyforidentificationandexplanationwithoutintent
toinfringe.
Names:Kruglanski,ArieW.,honoree.|Kopetz,CatalinaE.,editor.|
Fishbach,Ayelet,editor.
Title:Themotivation-cognitioninterface:fromthelabtotherealworld:
afestschriftinhonorofArieW.Kruglanski/[editedby]CatalinaE.Kopetz
andAyeletFish.
Description:NewYork:Routledge,2017.|Includesbibliographical
referencesandindex.
Identifiers:LCCN2016057910|ISBN9781138651074(hb:alk.paper)|
ISBN9781138651081(pb:alk.paper)|ISBN9781315171388(ebook)
Subjects:LCSH:Motivation(Psychology)|Self-control.|Cognition.
Classification:LCCBF503.M686162017|DDC153.8–dc23
LCrecordavailableathttps://lccn.loc.gov/2016057910
ISBN:978-1-138-65107-4(hbk)
ISBN:978-1-138-65108-1(pbk)
ISBN:978-1-315-17138-8(ebk)
TypesetinBembo
byTaylor&FrancisBooks
CONTENTS
List of Illustrations vii
List of Contributors ix
Foreword x
Introduction xii
1 When Intrinsic Motivation and Immediate Rewards Overlap 1
Kaitlin Woolley and Ayelet Fishbach
2 The Motivation-Cognition Interface in Conformity
and Deviance 20
Hans-Peter Erb
3 Three Decades of Need for Closure Research: About
Epistemic Goals and (Not) Means 39
Arne Roets
4 Getting Closure on Conservatism, or the Politics of Epistemic
and Existential Motivation 56
John T. Jost, Joanna Sterling and Chadly Stern
5 Going in the Right Direction: Locomotion Control and
Assessment Truth, Working Together 88
E. Tory Higgins
6 Risk and Self-defeating Behaviors as Goal Pursuit rather than
Regulatory Failure 106
Catalina E. Kopetz
vi Contents
7 Goal Pursuit and Close Relationships: A People as Means
Perspective 131
Edward Orehek
8 The Rise and Fall of Violent Extremism: The Science behind
Community-based Interventions 152
Jocelyn J. Bélanger
9 Extremist Rehabilitation – Opportunities and Challenges 178
Rohan Gunaratna
Index 192
ILLUSTRATIONS
Figures
1.1 Intrinsic incentives are rated as more important inside pursuit
of a present workout than outside pursuit of a future
workout, whereas extrinsic incentives do not differ in
importance for present and future pursuits 7
1.2 Predictors outside of a task reported their persistence
(minutes completed) would only be influenced by extrinsic
incentives (main effect for extrinsic), while pursuers’ actual
persistence was only influenced by intrinsic incentives (main
effect for intrinsic) 9
1.3 Expecting to receive an immediate bonus increased intrinsic
interest in reading a book excerpt (e.g., how enjoyable, how
interesting) compared with those expecting a delayed or no
bonus 11
1.4 Choosing based on immediate rewards increases consumption
of carrots more than choosing based on delayed rewards or
no rewards 14
2.1 Direct effects and effects mediated by valenced cognitive
responses of consensus (0 = low, 1 = high) on post-message
attitude index (Study 1 in Erb, Bohner, Schmälzle, & Rank,
1998) 26
viii ListofIllustrations
2.2 Attitudes toward Rhine tunnel (three items) as a function of
NfU (Control/High NfU/High NfU and Regain
Uniqueness) and Consensus (Minority/Majority) in Imhoff
and Erb (2009), Study 3 30
4.1 Summary of meta-analytic results: the distribution of average
effect sizes across variables of epistemic motivation 64
4.2 Funnel plots of actual (open circles) and imputed (filled
circles) effect sizes for studies examining the relationship
between epistemic motivation and political conservatism 65
4.3 Summary of meta-analytic results: the distribution of average
effect sizes across variables of existential motivation 71
4.4 The effect of threat exposure on political conservatism as
mediated by motivated closed-mindedness (a subscale of the
need for cognitive closure scale) 73
6.1 Engagement in risk taking as a function of motivation for
emotion regulation, saliency of consequences, and cognitive
resources 120
7.1 Depiction of mutual perceived instrumentality in a dyad 133
8.1 The process of radicalization 169
Tables
2.1 Thought Listing Measures and Attitude Index as a Function
of Consensus Information (Study 1 in Erb, Bohner,
Schmälzle, & Rank, 1998) 26
2.2 Perception of Risk as a Function of Consensus (Low, High;
Study 1 in Erb, Hilton, Bohner, & Roffey, 2015) 32
Box
3.1 A Sample of NFC Effects: Basic, Group-centered, and
Applied 42
CONTRIBUTORS
Jocelyn J. Bélanger, New York University Abu Dhabi
Hans-Peter Erb, Helmut-Schmidt University, Hamburg
Ayelet Fishbach, University of Chicago
Rohan Gunaratna, RSIS, Nanyang Technological University
E. Tory Higgins, Columbia University
John T. Jost, New York University
Arie W. Kruglanski, University of Maryland, College Park
Catalina E. Kopetz, Wayne State University
Edward Orehek, University of Pittsburgh
Arne Roets, Ghent University
Joanna Sterling, Princeton University
Chadly Stern, University of Illinois at Urbana-Champaign
Kaitlin Woolley, Cornell University