Self‐Regulation in Goal Striving: Individual Differences and Situational Moderators of the Goal‐Framing/Performance Link1

Abstract

We propose that negative goal framing (i.e., defining a goal as a negative state to be avoided) can adversely affect performance. Study 1 (N = 133) revealed that negative goal framing predicted poorer future performance independent of goal level, expectancy, and earlier performance. Study 2 (N = 188) examined the relation between goal framing and performance at 2 times in the academic year, and with respect to individual differences in defensive pessimism. As predicted, the negative goal‐framing/poorer‐performance link was greater on a later exam (after receiving feedback) than an earlier one, and was greater for nondefensive pessimists than for defensive pessimists. The findings implicate self‐regulatory processes in understanding how goal framing affects performance.