Louro Maria J, Pieters Rik, Zeelenberg Marcel
Tilburg University, Department of Marketing, Tilburg, Netherlands.
J Pers Soc Psychol. 2007 Aug;93(2):174-93. doi: 10.1037/0022-3514.93.2.174.
The authors propose and test a model of multiple-goal pursuit that specifies how individuals allocate effort among multiple goals over time. The model predicts that whether individuals decide to step up effort, coast, abandon the current goal, or switch to pursue another goal is determined jointly by the emotions that flow from prior goal progress and the proximity to future goal attainment, and proximally determined by changes in expectancies about goal attainment. Results from a longitudinal diary study and 2 experiments show that positive and negative goal-related emotions can have diametrically opposing effects on goal-directed behavior, depending on the individual's proximity to goal attainment. The findings resolve contrasting predictions about the influence of positive and negative emotions in volitional behavior, critically amend the goal gradient hypothesis, and provide new insights into the dynamics and determinants of multiple-goal pursuit.
作者提出并测试了一个多目标追求模型，该模型明确了个体如何随着时间在多个目标之间分配努力。该模型预测，个体决定加大努力、维持现状、放弃当前目标还是转而追求另一个目标，是由先前目标进展所引发的情绪以及与未来目标达成的接近程度共同决定的，并且直接由对目标达成期望的变化所决定。一项纵向日记研究和两项实验的结果表明，与目标相关的积极和消极情绪对目标导向行为可能产生截然相反的影响，这取决于个体与目标达成的接近程度。这些发现解决了关于积极和消极情绪在意志行为中影响的相互矛盾的预测，对目标梯度假设进行了关键修正，并为多目标追求的动态过程和决定因素提供了新的见解。
