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Introduction
Attitude and Behavior Change
Publications
Publications (68)
The Need for Cognitive Closure (NCC, Kruglanski & Webster, 1996) is a motivational force describing a general tendency to form clear judgments and to reach firm decisions. Since individuals high in NCC have an intolerance of uncertainty and ambiguity, as well as a preference for predictability, we hypothesized that they would show more risk aversio...
The present research investigates the counterfinality effect, whereby the more a means is perceived as detrimental to an alternative goal, the more it is perceived as instrumental to its focal goal. The results from five studies supported this hypothesis. Study 1 demonstrated the counterfinality effect in an applied context: The more pain people ex...
Adventure and excitement have often been invoked to explain why people engage in political violence, yet empirical evidence on the topic has thus far been anecdotal. The present research sought to fill this gap in knowledge by examining the role of sensation seeking in political violence and integrating this concept with Significance Quest Theory (...
We propose and demonstrate in 11 studies, including more than 4,700 observations, that the persuasiveness of a target message can be increased by the inclusion of a reactance decoy. A reactance decoy is a persuasive message presented before the target message and includes an attitude measurement toward the decoy object. The effect can be explained...
This article responds to calls for more theorizing on the motivational processes that underpin reactance phenomena. We introduce goal systems theory to psychological reactance theory and demonstrate why reactance can be considered goal-directed behavior. In particular, the counterfinality principle of goal systems theory offers a unique process exp...
The onset of the COVID-19 pandemic saw a shift toward a more traditional division of labor–one where women took greater responsibility for household tasks and childcare than men. We tested whether this regressive shift was more acutely perceived and experienced by women in countries with greater gender equality. Cross-cultural longitudinal survey d...
Virus mitigation behavior has been and still is a powerful means to fight the COVID-19 pandemic irrespective of the availability of pharmaceutical means (e.g., vaccines). We drew on health behavior theories to predict health-protective (coping-specific) responses and hope (coping non-specific response) from health-related cognitions (vulnerability,...
In 2002, a group of investigators joined forces to propose a new conceptual paradigm based on a cognitive approach to motivation. This approach, referred to as goal systems theory, offered a broad perspective on behavioral phenomena and inspired research programs in diverse domains of psychological science. The present volume collects the rich body...
Psychologicalresearchonthepredictorsofconspiracytheorizing—explainingimpor-tant social and political events or circumstances as secret plots by malevolentgroups—has flourished in recent years. However, research has typically examinedonly a small number of predictors in one, or a small number of, national con-texts. Such approaches make it difficult...
In 2002, a group of investigators joined forces to propose a new conceptual paradigm based on a cognitive approach to motivation. This approach, referred to as goal systems theory, offered a broad perspective on behavioral phenomena and inspired research programs in diverse domains of psychological science. The present volume collects the rich body...
Some public officials have expressed concern that policies mandating collective public health behaviors (e.g., national/regional “lockdown”) may result in behavioral fatigue that ultimately renders such policies ineffective. Boredom, specifically, has been singled out as one potential risk factor for noncompliance. We examined whether there was emp...
Consumers have access to information about workers' satisfaction through a variety of means (media, word-of mouth, specialized websites). How does this affect their consumer behavior? Seven preregistered studies (with British and U.S. American participants, total N = 3057) show that consumers expect companies with more satisfied workers to produce...
This initiative examined systematically the extent to which a large set of archival research findings generalizes across contexts. We repeated the key analyses for 29 original strategic management effects in the same context (direct reproduction) as well as in 52 novel time periods and geographies; 45% of the reproductions returned results matching...
Quality and price expectations are a central issue for marketers and consumer psychologists alike. Seven experiments (N = 3626, with U.S. American, British, and French participants) show that consumers expect and perceive products to be of higher quality and price when made by well-paid workers, compared to both low-wage workers and to companies of...
This research examines how the relationship between passion for an ideology and violent activism is magnified by the personal (vs. collective) loss of significance. In Study 1 (N = 238), the relationship between obsessive (but not harmonious) passion for the Republican Party and violent activism was moderated by personal (but not collective) loss o...
Anxiety associated with the COVID-19 pandemic and home confinement has been associated with adverse health behaviors, such as unhealthy eating, smoking, and drinking. However, most studies have been limited by regional sampling, which precludes the examination of behavioral consequences associated with the pandemic at a global level. Further, few s...
The present paper examines longitudinally how subjective perceptions about COVID-19, one’s community, and the government predict adherence to public health measures to reduce the spread of the virus. Using an international survey ( N = 3040), we test how infection risk perception, trust in the governmental response and communications about COVID-19...
Food waste at the consumer level poses a global challenge for natural resources management and contributes to climate change. However, there is limited evidence regarding the best messaging strategies to fight household food waste. Here we experimentally test several food waste messages, aiming to identify the most effective strategies to promote i...
Before vaccines for COVID-19 became available, a set of infection prevention behaviors constituted the primary means to mitigate the virus spread. Our study aimed to identify important predictors of this set of behaviors. Whereas social and health psychological theories suggest a limited set of predictors, machine learning analyses can identify cor...
Anxiety associated with the COVID-19 pandemic and home confinement has been associated with adverse health behaviors, such as unhealthy eating, smoking, and drinking. However, most studies have been limited by regional sampling, which precludes the examination of behavioral consequences associated with the pandemic at a global level. Further, few s...
Understanding the determinants of COVID-19 vaccine uptake is important to inform policy decisions and plan vaccination campaigns. The aims of this research were to: (1) explore the individual- and country-level determinants of intentions to be vaccinated against SARS-CoV-2, and (2) examine worldwide variation in vaccination intentions. This cross-s...
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Tightening social norms is thought to be adaptive for dealing with collective threat yet it may have negative consequences for increasing prejudice. The present research investigated the role of desire for cultural tightness, triggered by the COVID-19 pandemic, in increasing negative attitudes towards immigrants. We used participant-level data from...
During the initial phase of the COVID-19 pandemic, U.S. conservative politicians and the media downplayed the risk of both contracting COVID-19 and the effectiveness of recommended health behaviors. Health behavior theories suggest perceived vulnerability to a health threat and perceived effectiveness of recommended health-protective behaviors dete...
During the initial phase of the COVID-19 pandemic, U.S. conservative politicians and the media downplayed the risk of both contracting COVID-19 and the effectiveness of recommended health behaviors. Health behavior theories suggest perceived vulnerability to a health threat and perceived effectiveness of recommended health-protective behaviors dete...
Significance
Attachment theory focuses on the primal form of emotional bonding between humans. Attachment is conceptualized as an innate behavioral system aimed at safeguarding against potential threats by assuring proximity to caring and supportive others. When individuals feel securely attached (thus feeling less threatened in most situations), t...
This paper makes a case for explaining diversity effects through cognitive factors as compared to demographic or other differences in backgrounds. We argue that studying perceived diversity in conjunction with diversity beliefs can explain positive and negative effects through a motivated opening or closing of the mind (Need for Cognitive Closure,...
This paper examines whether compliance with COVID-19 mitigation measures is motivated by
wanting to save lives or save the economy (or both), and which implications this carries to fight the
pandemic. National representative samples were collected from 24 countries (N = 25,435). The main
predictors were (1) perceived risk to contract coronavirus, (...
Objective:
This research examines the relationship between passion for a romantic partner and obsessive relational intrusion (ORI) which is defined as repeated and unwanted behaviors toward a partner that invade his/her personal privacy and cause fear for his/her safety.
Method:
Based on the dualistic model of passion (Vallerand, 2015), we predi...
Determinants of quality and value perceptions are a central issue for marketers and consumer psychologists alike. Seven experiments (six preregistered; N = 3453, with U.S. American, British, and French participants) show that consumers expect and perceive products made by well-paid workers to be of higher quality. This increases consumers’ choice l...
The psychological mechanisms that lead terrorists to make costly sacrifices for their ideological convictions are of great theoretical and practical importance. We investigate two key components of this process: (1) the feeling of admiration toward ingroup members making costly self-sacrifices for their ideological group, and (2) identity fusion wi...
This research examines how social networks contribute to the process of radicalization, building on work showing that obsessive (vs. harmonious) passion for a cause is linked to greater support for political violence. Study 1 (N = 331) shows that obsessive (vs. harmonious) passion is related to affiliating with radical (vs. moderate) social network...
The Coronavirus is highly infectious and potentially deadly. In the absence of a cure or a vaccine, the infection prevention behaviors recommended by the World Health Organization constitute the only measure that is presently available to combat the pandemic. The unprecedented impact of this pandemic calls for swift identification of factors most i...
In this work, we study how social contacts and feelings of solidarity shape experiences of loneliness during the COVID-19 lockdown in early 2020. We draw on cross-national data, collected across four time points between mid-March until early May 2020. We situate our work within the public debate on these issues and discuss to what extent the public...
According to health behavior theories, perceived vulnerability to a health threat and perceived effectiveness of recommended health-protective behaviors determine motivation to follow these recommendations. Because the U.S. President Trump and U.S. conservative politicians downplayed the risk and seriousness of contracting COVID-19 and the effectiv...
The PsyCorona collaboration is a research project to examine processes involved in the COVID-19 pandemic, such as behavior that curbs virus transmission, which may
implicate social norms, cooperation, and self-regulation. The study also examines psychosocial consequences of physical distancing strategies and societal lockdown, such
as frustration o...
Political countermessages are communication strategies intended to discourage people from supporting violent political activism; however, it is unclear whether they are indeed effective. The purpose of this research was to address this gap by testing the influence of political countermessages on individuals with a passion for a cause. Four studies...
Food waste at the consumer level poses a global challenge for natural resources management and contributes to climate change. However, there is limited evidence regarding the best messaging strategies to fight household food waste. Here we experimentally test several food waste messages, aiming to identify the most effective strategies to promote i...
Mapping the Moods of COVID-19: Global Study Uses Data Visualization to Track Psychological Responses, Identify Targets for Intervention
This paper examines whether compliance with COVID-19 mitigation measures is motivated by wanting to save lives or save the economy (or both), and which implications this carries to fight the pandemic. National representative samples were collected from 24 countries (N=25,435). The main predictors were (i) perceived risk to contract coronavirus, (ii...
The psychological determinants of place attachment have thus far been explored only to a limited extent. We propose that the bonds humans develop with other humans (attachment styles) are consequential to understand the bonds individuals develop with places and spaces (place attachment). We examined this hypothesis in four studies. Study 1 (N = 101...
Attachment is an ethological approach to the development of durable affective ties betweenhumans. We propose that secure attachment is crucial to understand climate change mitigationbecause the latter is inherently a communal phenomenon resulting from joint action, and requiring collective behavioral change. Here we show that secure (vs. insecure)...
The purpose of this research is to experimentally test whether counter-narratives are effective to reduce people’s support and willingness to join Islamic State of Iraq and Syria (ISIS). Integrating psychological reactance theory (Brehm, 1966) and need for closure (NFC; Kruglanski, 2004), we predicted that exposing people to counter-narratives when...
Study Objectives
The present research examines the relationship between people’s frequent involvement in an activity they like and find important (i.e., a passion) and the quality of their sleep. Research on the dualistic model of passion1-2 has widely documented the relationship between individual's type of passion—harmonious vs. obsessive—and the...
No consensus exists regarding which are the most effective mechanisms to promote household action on climate change. We present a meta-analysis of randomised controlled trials comprising 3,092,678 observations, which estimates the effects of behavioural interventions holding other factors constant. Here we show that behavioural interventions
promot...
Promoting healthy behavior is a challenge for public health officials, especially in the context of asking patients to participate in preventive cancer screenings. Small financial incentives are sometimes used, but there is a little scientific basis to support a compelling description of the best‐practice implementation of such incentives. We prese...
Objective
Four studies examined the relationship between motivational imbalance ― the degree to which a goal dominates other goals ― and political activism.
Method
Based on the dualistic model of passion (Vallerand, 2015) and recent theorizing on violent extremism (Kruglanski, Jasko, Chernikova, Dugas, & Webber, 2017), we predicted that obsessive...
Objective
People that pursue a passionate activity obsessively (vs. harmoniously) tend to neglect (vs. integrate) other important life domains, yet research has been silent on the psychological mechanism explaining these differences in self‐regulation. The purpose of this research was to address this gap by testing the role of alternative goal supp...
The present research tested whether increasing people’s ability to effectively manage multiple goal-pursuits would facilitate the satisfaction of their basic psychological needs and, in turn, promote harmonious (vs. obsessive) passion for an activity. Studies 1 and 2 provided cross-sectional and experimental evidence for the proposed model, respect...
The present research demonstrates how support for political violence can be reduced
by providing peaceful alternatives to produce social change. In Study 1, participants
watched a video documenting the activities of a violent activist group, and then
either watched a video of a peaceful activist group supporting the same cause or a
control video. P...
This article examines how expectancy of goal achievement influences the perceived instrumentality of means to a focal goal, above and beyond the influence of goal commitment. Based on goal-systems theory (Kruglanski et al., 2002, 2013), the present research found that expectancy of goal achievement positively predicts the perceived instrumentality...
Sadism was established as a moderator of the relationship between the severity of others' misfortunes and schadenfreude. In Study 1, we measured sadistic personality traits, and afterwards, participants were presented with a video clip of a cyclist's accident that was described as having resulted in minor (low misfortune condition) or severe (high...
The present research examined the motivational underpinnings of self-sacrifice. Based
on the quest for significance theory, we argue that individuals are propelled to
self-sacrifice for a cause to achieve a sense of self-worth, particularly after experiencing
a loss of significance. Results from 6 studies yielded support for this hypothesis. Using...
The Need for Uniqueness (NfU) represents the extent to which an individual is motivated to appear special and different from others. NfU has been studied in various areas of interest to social psychology and neighboring disciplines, e.g., consumer behavior, social influence, as well as in the realm of cultural and individual differences. We adopted...
In this chapter, we will describe several means-goal configurations within goal systems theory: multifinality, equifinality, and counterfinality. In the multifinality configuration, one means serves several goals; in the equifinality configuration, one goal is served by several substitutable means; and in the counterfinality configuration, one goal...
A defining force in the shaping of human identity is a person's need to feel special and different from others. Psychologists term this motivation Need for Uniqueness (NfU). There are manifold ways to establish feelings of uniqueness, e.g., by showing unusual consumption behaviour
or by not conforming to majority views. The NfU can be seen as a sta...