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2 Polish Psychological Bulletin

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From Readiness to Action: How Motivation Works

100%

Kruglanski A. W. , Chernikova M. , Schori-Eyal N.

tom 45

nr 3

259-267

We present a new theoretical construct labeled motivational readiness. It is defined as the inclination, whether or not ultimately implemented, to satisfy a desire. A general model of readiness is described which builds on the work of prior theories, including animal learning models and personality approaches, and which aims to integrate a variety of research findings across different domains of motivational research. Components of this model include the Want state (that is, an individual’s currently active desire), and the Expectancy of being able to satisfy that Want. We maintain that the Want concept is the critical ingredient in motivational readiness: without it, readiness cannot exist. In contrast, some motivational readiness can exist without Expectancy. We also discuss the role of incentive in motivational readiness. Incentive is presently conceived of in terms of a Match between a Want and a Perceived Situational Affordance. Whereas in classic models incentive was portrayed as a first order determinant of motivational readiness, here we describe it as a second order factor which affects readiness by influencing Want, Expectancy, or both. The new model’s relation to its theoretical predecessors, and its implications for future research, also are discussed.

A new perspective on the attitude-behavior relation: The essential function of goals

88%

Kruglanski A. W. , Baldner C. , Chernikova M. , Calogero Lo Destro C. L. , Pierro A.

tom 49

nr 1

31-39

In theory, knowing an individual’s attitude about a topic should allow us to predict his or her behavior. However, in a classic study, Wicker (1969) came to the surprising conclusion that attitudes and behaviors are only weakly related. We present a new theoretical perspective that describes the conditions necessary for an attitude to be translated into a behavior. More specifically, we propose that an attitude (i.e., liking of an end state) is not sufficient to cause behavior. Rather, that liking must first become a desire, which will only occur if an individual likes a potential future state more than the present state. The desire must subsequently be transformed into a goal, which will only occur if the desire is perceived as attainable. The goal must then become a focal goal (i.e., be momentarily dominant in an individual’s goal system). Lastly, in order for a particular behavior to be enacted, it must be selected as a means that serves the focal goal. We offer empirical evidence for our theory and describe how it goes beyond previous models of attitude-behavior relations, such as the Theory of Planned Behavior (Fishbein & Ajzen, 2010) and the MODE model (Fazio, 1990).