Ch. 7 Notes

1. unconscious need 2. habit; automatic

1. An implicit motive is an ________ _____. 2. An implicit goal is a previously formed ______ that is now ________.

1. long-term behavior patterns 2. short-term decisions in specific situations

1. Implicit motives predict... 2. Explicit motives predict...

1. growth-oriented; light 2. deficiency-oriented; dark

1. The need for intimacy is a ______-________ need, or the "______ side" of an affiliation need. 2. The need for approval is a _______-________ need, or the "______ side" of an affiliation need.

leadership motive pattern 1. high power 2. low affiliation 3. high inhibition

A special variant of the need for power is the ________ ______ _______, which consists of the threefold pattern of: 1. Need for _____ ______ 2. Low need for intimacy (_____ _______) 3. _____ ________

social

All of us need competence, autonomy, and relatedness, because these are universal human needs. In contrast, implicit needs have a _______, rather than innate, origin.

need-congenial emotions

Based on this personal experience, people gravitate toward the environments that are capable of activating ______-________ _______ that functionally satisfy their implicit motives.

1. Implcit motives; unconscious; cannot be measured with self-report 2. behavior & performance; attitudes & values

David McClelland studied implicit motives through self-reports, which he found were contradictory in what people said they were going to do versus what they actually ended up doing. His conclusion: 1. _______ _______ are _________ and... 2. Implicit motives predicted people's _______ & ________, whereas explicit motives predicted only people's ________ & _______.

unconscious; conscious

Desires and feelings represent the language of the _________, while thoughts and words represent the language of the ________.

implicit motives

Enduring (trait-like), unconscious needs that influence what a person thinks about, feels, and does; a psychological need that is implied or inferred from the person's characteristic thought, emotions, and behavior.

decrease; motivational energy; decreasing; necessary energy; tricking us into feeling like we've already achieved our goal

Even though positive fantasies give us direction, they _______ the ________ ______ by _______ the ________ ______, and...

tailored; specific situation; specify; clear course; action; habit

Good implementation intentions are _______ to a _______ ________, and ______ a ______ _______ of ______; because of this, they turn goal-striving into a ______.

respond; approach-oriented

High-need-for-achievement individuals generally _______ with _______-_______ emotions (e.g., hope) and behaviors.

1. leadership & recognition 2. drink alcohol; dominance 3. impulses of aggression 4. influential occupations 5. prestige possessions 6. get what they want

High-power-need individuals: 1. Strive for _______ & _______ in small groups 2. ______ _______ to enhance their sense of ________ 3. Experience frequent _______ ___ _______ 4. Prefer _______ ________ 5. Amass _______ _________ 6. Generally ____ _____ _____ _____ during goal pursuit

inferred

If implicit motives are non-conscious, they need to be _______, rather than reported.

if-then statements; specify; goal-striving; in advance

Implementation intentions are ______ _______ that ______ the _____-_______ process ___ _______.

reactive; need-satisfying incentive; emotionality

Implicit motives are mostly ______ in nature. They lie dormant within us until we encounter a potentially ______-________ _______ that activates a particular pattern of _________.

anticipate

Implicit motives are not always reactive, however, as people also learn to _______ the emergence of these same social incentives in their daily lives.

predicting behavior; affect / emotion

Implicit motives do a BETTER job of _______ _______ than explicit motives. What a person "needs" within an implicit motive is to experience a particular pattern of ______ / _______.

knowledge

Implicit needs might not direct goal setting, but rather the ________ that one likes to do a certain task.

specific social incentives

Implicit needs motivate the person toward the pursuit and attainment of _______ ______ ________.

1. moderately difficult 2. engage quickly & enthusiastically 3. more effort; perform better 4. persist 5. personal responsibility

Individuals high in the need for achievement typically: 1. Choose _______ _______ tasks 2. _______ ______ & _________ in achievement-related tasks 3. Put forth ______ _______ and _______ ______ on moderately difficult tasks 4. _______ in the face of difficulty and failure 5. Take _______ _________ for successes and failures

positive fantasies

Indulging in fantasies about the future

goal conflict

Occurs when the pursuit of one goal impairs the likelihood of success in reaching another goal.

goal facilitation

Occurs when the pursuit of one goal simultaneously increases the likelihood of success in reaching another goal.

emotional & behavioral potentials; situational incentives

Once acquired in childhood, people later in life experience implicit needs as _______ & ________ ________ that are activated by particular ________ ________.

laugh, smile, more eye contact

People with a high implicit intimacy motive ______, _____, and make ______ _____ _______ during face-to-face interaction.

explicit motives

People's conscious, readily accessible, and verbally-stated motivations; can be assessed with self-report questionnaires.

WOOP

Positive fantasies are okay if you remember ______.

necessary energy

Positive fantasies can be bad for motivation and performance because they give direction to the action but they do NOT give action the ________ ______.

positively correlated; process focus

Process focus and outcome focus are often _______ ________ (if you're doing one, you're probably doing the other), but most research suggests that _______ ______ leads to more successful goal-striving than outcome focus.

goal-striving; allows us to self-regulate; determine what steps

Receiving concrete feedback on goal progress in a timely manner can help during _____-_______ because it ______ ____ ___ _____-_______ and ________ _____ ______ we need to take to get closer to our goal.

acquired individual differences;

Social needs develop within us as _______ ________ ________—as an acquired or learned part of our personality. The way we think about these needs is to adopt an individual differences approach.

preferences; experience & socialization

Social needs originate from _______ gained through _________ & __________.

process focus

The degree to which a person attends to all the aspects of the goal that are related to the means of goal pursuit driving goal-striving.

outcome focus

The degree to which a person attends to the desired outcomes and consequences of goal pursuit during goal striving.

moderately difficult tasks, competition, entrepeneurship

The implicit achievement motive is involved in and satisfied by...

social acceptance, approval, reassurance

The implicit affiliation motive is satisfied by...

participating in warm relationships.

The implicit intimacy motive is satisfied by...

impact, control, influence

The implicit power motive is satisfied by having ______, ______, and _______ over others or the world at large.

intimacy; social motive

The need for ______ is the ______ ______ for engaging in warm, close relationships that produce positive emotions and hold little threat of rejection.

affiliation

The need for _______ involves establishing, maintaining, and restoring relationships with others, mostly to avoid negative emotions such as disapproval and loneliness.

do well relative to a standard of excellence

The need for achievement is the desire to...

physical & social; conform

The need for power is the desire to make the _______ & ______ world _______ to one's personal image for it.

depriving; social interaction

The principal condition that involves the need for affiliation is _______ people of the opportunity for ______ _______.

self-disclosure; positive affect

The principal conditions that involve the intimacy need are engaging in, developing, and maintaining warm, close relationships such as joining social groups, spending time and interacting with others, and forming stable, long-lasting relationships characterized by _____-_______ and _______ _______.

doing something well to show personal competence

The social incentive that activates the achievement need is...

please others; gain; approval; warm & secure relationship

The social incentive that activates the affiliation need is the opportunity to ______ _______ and _____ their _______; involvement in a ______ & _______ ________.

social influence, having an impact on others

The social incentive that activates the power need is...

automatically activate goal pursuit; habit

When a goal is repeatedly linked with a situation, the situation itself will _________ _______ _____ _______, like a _______.

desire for particular affective experiences

Whether social needs are reactive or anticipatory, the core of implicit motives is the...

describe themselves; inferred; picture cues

With explicit measures, people _______ _________, while implicit motives are _______ from what people write in response to the _______ ______ on the PSE.