Motivational Manipulations Research Articles

Motivation to avoid loss improves implicit skill performance.

Implicit learning reflects learning from experience that occurs without intention or awareness of the information acquired and is hypothesized to contribute to skill acquisition by improving performance with practice. The role of motivation has not been examined because this kind of memory is represented outside awareness. We manipulated motivation (approach/avoidance) and type of feedback (positive/negative) to measure how these affected a well-studied task of implicit sequence learning. Across 2 experiments, we found a consistent effect that motivation to avoid loss led to much higher levels of sequence-specific task performance. When the motivation manipulation was removed, performance fell to typical levels, indicating that motivation enhanced knowledge expression through performance, not learning. Even though implicit skill knowledge is represented outside awareness, our ability to apply this knowledge is enhanced when motivated by fear of loss, potentially providing insight into the value of coaching/training practices that motivate performers in this manner. (PsycINFO Database Record

Increasing participant motivation reduces rates of intentional and unintentional mind wandering.

We explored the possibility that increasing participants' motivation to perform well on a focal task can reduce mind wandering. Participants completed a sustained-attention task either with standard instructions (normal motivation), or with instructions informing them that they could be excused from the experiment early if they achieved a certain level of performance (higher motivation). Throughout the task, we assessed rates of mind wandering (both intentional and unintentional types) via thought probes. Results showed that the motivation manipulation led to significant reductions in both intentional and unintentional mind wandering as well as improvements in task performance. Most critically, we found that our simple motivation manipulation led to a dramatic reduction in probe-caught mind-wandering rates (49%) compared to a control condition (67%), which suggests the utility of motivation-based methods to reduce people's propensity to mind-wander.

On the role of asymmetric frontal cortical activity in approach and withdrawal motivation: An updated review of the evidence.

We review conceptual arguments and research on the role of asymmetric frontal cortical activity in emotional and motivational processes. The current article organizes and reviews research on asymmetrical frontal cortical activity by focusing on research that has measured trait (baseline) frontal asymmetry and related it to other individual differences measures related to motivation (e.g., anger, bipolar disorder). The review also covers research that has measured state frontal asymmetry in response to situational manipulations of motivation and emotion and as an intervening variable in motivation-cognition interactions. This review concludes that much research supports the view that greater left than right frontal cortical activity is associated with greater positively or negatively valenced approach motivation. The view that greater right than left frontal cortical activity is associated with withdrawal motivation, although supported, has received less empirical attention. In addition to reviewing research on the emotive functions of asymmetric frontal cortical activity, the reviewed research illustrates the need to consider motivational direction as separate from affective valence in conceptual models of emotional space.

Listerine – for the bridesmaid who’s never a bride

PurposeWhile the potential benefits of integrating humour into advertisements are widely understood, the reasons why these effects emerge are not. Drawing on literature about the impact of psychological feelings of power, this research aims to examine how power motivation interacts with the presence of disparaging humour in ads to influence ad-related outcomes.Design/methodology/approachFollowing the measurement (Study 1) or manipulation (Study 2) of power motivation, participants viewed an ad featuring either disparaging humour or one of the following alternatives: no humour (Study 1) or non-disparaging humour (Study 2). Sense of superiority, brand attitude, ad claim recall and the perceived humorousness of the ad were then assessed.FindingsFeaturing disparaging humour in an ad increased participants’ sense of superiority, but only among those with high power motivation. Among such participants, this heightened sense of superiority increased the perceived humorousness of the disparaging humour (Studies 1 and 2), induced more favourable attitudes towards the brand featured in the ad (Studies 1 and 2) and enhanced ad claim recall (Study 2). These effects did not, however, extend to ads featuring non-disparaging humour (Study 2), indicating that it was the presence of disparaging humour, and not humourper se, that was responsible for these effects.Originality/valueThese findings break open the “black box” of humour by identifying why consumers perceive disparaging humorous content to be funny, when this effect will occur and what impact this will have on advertising-related outcomes.

Sleep spindles during a nap correlate with post sleep memory performance for highly rewarded word-pairs

The consolidation of new associations is thought to depend in part on physiological processes engaged during non-REM (NREM) sleep, such as slow oscillations and sleep spindles. Moreover, NREM sleep is thought to selectively benefit associations that are adaptive for the future. In line with this, the current study investigated whether different reward cues at encoding are associated with changes in sleep physiology and memory retention. Participants’ associative memory was tested after learning a list of arbitrarily paired words both before and after taking a 90-min nap. During learning, word-pairs were preceded by a cue indicating either a high or a low reward for correct memory performance at test. The motivation manipulation successfully impacted retention such that memory declined to a greater extent from pre- to post sleep for low rewarded than for high rewarded word-pairs. In line with previous studies, positive correlations between spindle density during NREM sleep and general memory performance pre- and post-sleep were found. In addition to this, however, a selective positive relationship between memory performance for highly rewarded word-pairs at posttest and spindle density during NREM sleep was also observed. These results support the view that motivationally salient memories are preferentially consolidated and that sleep spindles may be an important underlying mechanism for selective consolidation.

The coherence effect: Blending cold and hot cognitions.

Previous research has shown that making complex judgments and decisions entails a mental reconstruction of the task in a way that increases the state of coherence between the emerging conclusion and its underlying attributes: The attributes that support the conclusion grow stronger, whereas the attributes that support the losing option weaken. This coherence effect is understood to occur bidirectionally, in that conclusions follow from the decision-maker's evaluation of the attributes, while the evaluations of the attributes shift to cohere with the emerging conclusion. The current studies were designed to extend the coherence effect to encompass cognitions that could be considered "hot," such as valence evaluations, motivation toward outcomes of events, liking and disliking of actors, and emotions toward actors. Study 1 found that evaluations of a complex social relationship were accompanied not only by supportive interpretations of the ambiguous facts, but also by concordant hot cognitions. Studies 2 through 4 included manipulations to demonstrate the spreading of coherence from cold to hot cognitions and in the opposite direction. We observed these effects following a manipulation of the facts (Study 2), a manipulation of participants' emotions toward the actor (Study 3), and a manipulation of participants' motivation toward the outcome of the case (Study 4). These results support the proposition that complex judgments and decisions are performed by coherence-based reasoning: a holistic, connectionist process that maximizes coherence among and between the myriad of factors involved in the tasks and the hot cognitive reactions to them.

Mo' money, mo' problems: Monetary motivation can exacerbate the attentional blink.

The attentional blink (AB) is a compelling psychological phenomenon wherein observers are less likely to identify a second target (T2) when it appears approximately 200 ms after a first target (T1) in a rapidly presented stream of items. The present investigation examined how monetary motivation could impact the AB when participants were differentially motivated to identify T1 versus T2. Participants completed one of three conditions where the only difference across conditions was a motivational manipulation: a standard AB task (control condition), a motivated condition with T1 worth double the points of T2, or a motivated condition with T1 worth half the points of T2 (points in the motivated conditions were linked to a possible monetary bonus). Motivation had an expected influence on overall performance as both motivated conditions had higher overall T1 accuracy relative to the control condition. More specific to the question at hand, the AB was exacerbated (ie T2 performance was worse shortly after T1) when T1 was worth more than T2. This finding suggests that participants overallocated attentional resources to T1 processing at the expense of T2 processing, and it supports current theories of the AB.

Creating for Others: An Experimental Study of the Effects of Intrinsic Motivation and Prosocial Motivation on Creativity

Scholars of creativity research usually believe that intrinsic motivation is conducive to creativity. However,more and more results have challenged and questioned this conclusion. According to the latest motivated information processing model,prosocial motivation can help people think about not only novel but also useful aspects of ideas to improve the whole creativity. This study used 2×2 between-subjects design. Through the manipulation of intrinsic motivation and prosocial motivation,participants were randomly assigned to one of four conditions and completed a creative task. ANOVA indicated that there was a significant interaction effect of intrinsic motivation and prosocial motivation on creativity,and only when people had high levels of intrinsic motivation coupled with high levels of prosocial motivation,they would be most creative. This study proved the importance of prosocial motivation in creative process,and opened a new perspective of creativity research.

Dissociable effects of game elements on motivation and cognition in a task-switching training in middle childhood.

Although motivational reinforcers are often used to enhance the attractiveness of trainings of cognitive control in children, little is known about how such motivational manipulations of the setting contribute to separate gains in motivation and cognitive-control performance. Here we provide a framework for systematically investigating the impact of a motivational video-game setting on the training motivation, the task performance, and the transfer success in a task-switching training in middle-aged children (8–11 years of age). We manipulated both the type of training (low-demanding/single-task training vs. high-demanding/task-switching training) as well as the motivational setting (low-motivational/without video-game elements vs. high-motivational/with video-game elements) separately from another. The results indicated that the addition of game elements to a training setting enhanced the intrinsic interest in task practice, independently of the cognitive demands placed by the training type. In the task-switching group, the high-motivational training setting led to an additional enhancement of task and switching performance during the training phase right from the outset. These motivation-induced benefits projected onto the switching performance in a switching situation different from the trained one (near-transfer measurement). However, in structurally dissimilar cognitive tasks (far-transfer measurement), the motivational gains only transferred to the response dynamics (speed of processing). Hence, the motivational setting clearly had a positive impact on the training motivation and on the paradigm-specific task-switching abilities; it did not, however, consistently generalize on broad cognitive processes. These findings shed new light on the conflation of motivation and cognition in childhood and may help to refine guidelines for designing adequate training interventions.

Motivated Happiness

Three studies support the contention that self-enhancement motivation distorts self-reports of subjective well-being (SWB). Both individual differences in self-enhancement (Studies 1 and 2) and experimental manipulations of self-enhancement motivation (Study 2) predicted an increased likelihood of reporting SWB at unrealistically favorable levels relative to others—a “happier-than-average effect.” Study 3a and 3b showed that both trait self-enhancement and experimentally manipulated differences in self-enhancement motivation also affected self-reports on established measures of SWB. Specifically, individuals prone to self-enhancement were more affected than low self-enhancers by the desirability of happiness when reporting SWB. The current studies suggest that reports of SWB are susceptible to the same self-enhancement biases that influence self-reports of other positively valued traits. Implications and recommendations for the measurement of SWB and the use of well-being data in policy decision-making are discussed.

Dissociable influences of reward motivation and positive emotion on cognitive control.

It is becoming increasingly appreciated that affective and/or motivational influences contribute strongly to goal-oriented cognition and behavior. An unresolved question is whether emotional manipulations (i.e., direct induction of affectively valenced subjective experience) and motivational manipulations (e.g., delivery of performance-contingent rewards and punishments) have similar or distinct effects on cognitive control. Prior work has suggested that reward motivation can reliably enhance a proactive mode of cognitive control, whereas other evidence is suggestive that positive emotion improves cognitive flexibility, but reduces proactive control. However, a limitation of the prior research is that reward motivation and positive emotion have largely been studied independently. Here, we directly compared the effects of positive emotion and reward motivation on cognitive control with a tightly matched, within-subjects design, using the AX-continuous performance task paradigm, which allows for relative measurement of proactive versus reactive cognitive control. High-resolution pupillometry was employed as a secondary measure of cognitive dynamics during task performance. Robust increases in behavioral and pupillometric indices of proactive control were observed with reward motivation. The effects of positive emotion were much weaker, but if anything, also reflected enhancement of proactive control, a pattern that diverges from some prior findings. These results indicate that reward motivation has robust influences on cognitive control, while also highlighting the complexity and heterogeneity of positive-emotion effects. The findings are discussed in terms of potential neurobiological mechanisms.Electronic supplementary materialThe online version of this article (doi:10.3758/s13415-014-0280-0) contains supplementary material, which is available to authorized users.

The differential influences of positive affect, random reward, and performance-contingent reward on cognitive control

Growing evidence suggests that positive affect and reward have differential effects on cognitive control. So far, however, these effects have never been studied together. Here, the authors present one behavioral study investigating the influences of positive affect and reward (contingent and noncontingent) on proactive control. A modified version of the AX-continuous performance task, which has repeatedly been shown to be sensitive to reward and affect manipulations, was used. In a first phase, two experimental groups received either neutral or positive affective pictures before every trial. In a second phase, the two halves of a given affect group additionally received, respectively, performance-contingent or random rewards. The results replicated the typical affect effect, in terms of reduced proactive control under positive as compared to neutral affect. Also, the typical reward effects associated with increased proactive control were replicated. Most interestingly, performance-contingent reward counteracted the positive affect effect, whereas random reward mirrored that effect. In sum, this study provides first evidence that performance-contingent reward, on the one hand, and positive affect and performance-noncontingent reward, on the other hand, have oppositional effects on cognitive control: Only performance-contingent reward showed a motivational effect in terms of a strategy shift toward increased proactive control, whereas positive affect alone and performance-noncontingent reward reduced proactive control. Moreover, the integrative design of this study revealed the vulnerability of positive affect effects to motivational manipulations. The results are discussed with respect to current neuroscientific theories of the effects of dopamine on affect, reward, and cognitive control.

Attentional flexibility during approach and avoidance motivational states: the role of context in shifts of attentional breadth.

In the present studies, we aimed to understand how approach and avoidance states affect attentional flexibility by examining attentional shifts on a trial-by-trial basis. We also examined how a novel construct in this area, task context, might interact with motivation to influence attentional flexibility. Participants completed a modified composite letter task in which the ratio of global to local targets was varied by block, making different levels of attentional focus beneficial to performance on different blocks. Study 1 demonstrated that, in the absence of a motivation manipulation, switch costs were lowest on blocks with an even ratio of global and local trials and were higher on blocks with an uneven ratio. Other participants completed the task while viewing pictures (Studies 2 and 3) and assuming arm positions (Studies 2 and 4) to induce approach, avoidance, and neutral motivational states. Avoidance motivation reduced switch costs in evenly proportioned contexts, whereas approach motivation reduced switch costs in mostly global contexts. Additionally, approach motivation imparted a similar switch cost magnitude across different contexts, whereas avoidance and neutral states led to variable switch costs depending on the context. Subsequent analyses revealed that these effects were driven largely by faster switching to local targets on mostly global blocks in the approach condition. These findings suggest that avoidance facilitates attentional shifts when switches are frequent, whereas approach facilitates responding to rare or unexpected local stimuli. The main implication of these results is that motivation has different effects on attentional shifts depending on the context.

Interval Timing, Dopamine, and Motivation

The dopamine clock hypothesis suggests that the dopamine level determines the speed of the hypothetical internal clock. However, dopaminergic function has also been implicated for motivation and thus the effect of dopaminergic manipulations on timing behavior might also be independently mediated by altered motivational state. Studies that investigated the effect of motivational manipulations on peak responding are reviewed in this paper. The majority of these studies show that a higher reward magnitude leads to a leftward shift, whereas reward devaluation leads to a rightward shift in the initiation of timed anticipatory behavior, typically in the absence of an effect on the timing of response termination. Similar behavioral effects are also present in a number of studies that investigated the effect of dopamine agonists and dopamine-related genetic factors on peak responding. These results can be readily accounted for by independent modulation of decision-thresholds for the initiation and termination of timed responding.

Effect of sucrose availability and pre-running on the intrinsic value of wheel running as an operant and a reinforcing consequence

The current study investigated the effect of motivational manipulations on operant wheel running for sucrose reinforcement and on wheel running as a behavioral consequence for lever pressing, within the same experimental context. Specifically, rats responded on a two-component multiple schedule of reinforcement in which lever pressing produced the opportunity to run in a wheel in one component of the schedule (reinforcer component) and wheel running produced the opportunity to consume sucrose solution in the other component (operant component). Motivational manipulations involved removal of sucrose contingent on wheel running and providing 1h of pre-session wheel running. Results showed that, in opposition to a response strengthening view, sucrose did not maintain operant wheel running. The motivational operations of withdrawing sucrose or providing pre-session wheel running, however, resulted in different wheel-running rates in the operant and reinforcer components of the multiple schedule; this rate discrepancy revealed the extrinsic reinforcing effects of sucrose on operant wheel running, but also indicated the intrinsic reinforcement value of wheel running across components. Differences in wheel-running rates between components were discussed in terms of arousal, undermining of intrinsic motivation, and behavioral contrast.

Strategic Reactions to Infants: Female Self-Presentation in a Romantic Context

Research has demonstrated that humans engage in various self-presentational behaviours in the context of mate attraction. We build and expand on these efforts by showing that female facial behaviour also responds to the manipulation of romantic motivation in ways congruent with the logic of evolutionary theory. Given that childbearing is an important goal of human courtship, we hypothesized that during the initial stages of romantic encounters one way that women can advertize their quality is through their emotional reactions to children. Two studies were conducted to determine whether women would self-present in the context of romance by augmenting positive reactions (e.g., smiling more) or by attenuating negative reactions (e.g., frowning less). In both studies participants were undergraduate psychology students. Study 1 was an online study; it examined reported facial expressions towards and cognitive evaluations of infants. Study 2 was a laboratory study in which participants' spontaneous facial behavior was videotaped while they watched a video of infants (vs. a neutral film). In both studies we found support only for the hypothesis that, when in a romantic context, women attenuate negative reactions. Such attenuation was found for facial expressions, but not for cognitive or affective evaluations of infants.

Motivational salience and genetic variability of dopamine D2 receptor expression interact in the modulation of interference processing

Dopamine has been implicated in the fine-tuning of complex cognitive and motor function and also in the anticipation of future rewards. This dual function of dopamine suggests that dopamine might be involved in the generation of active motivated behavior. The DRD2 TaqIA polymorphism of the dopamine D2 receptor gene (rs1800497) has previously been suggested to affect striatal function with carriers of the less common A1 allele exhibiting reduced striatal D2 receptor density and increased risk for addiction. Here we aimed to investigate the influences of DRD2 TaqIA genotype on the modulation of interference processing by reward and punishment. Forty-six young, healthy volunteers participated in a behavioral experiment, and 32 underwent functional magnetic resonance imaging (fMRI). Participants performed a flanker task with a motivation manipulation (monetary reward, monetary loss, neither, or both). Reaction times (RTs) were shorter in motivated flanker trials, irrespective of congruency. In the fMRI experiment motivation was associated with reduced prefrontal activation during incongruent vs. congruent flanker trials, possibly reflecting increased processing efficiency. DRD2 TaqIA genotype did not affect overall RTs, but interacted with motivation on the congruency-related RT differences, with A1 carriers showing smaller interference effects to reward alone and A2 homozygotes exhibiting a specific interference reduction during combined reward (REW) and punishment trials (PUN). In fMRI, anterior cingulate activity showed a similar pattern of genotype-related modulation. Additionally, A1 carriers showed increased anterior insula activation relative to A2 homozygotes. Our results point to a role for genetic variations of the dopaminergic system in individual differences of cognition-motivation interaction.

Temporal Dynamics of Motivation-Cognitive Control Interactions Revealed by High-Resolution Pupillometry

Motivational manipulations, such as the presence of performance-contingent reward incentives, can have substantial influences on cognitive control. Previous evidence suggests that reward incentives may enhance cognitive performance specifically through increased preparatory, or proactive, control processes. The present study examined reward influences on cognitive control dynamics in the AX-Continuous Performance Task (AX-CPT), using high-resolution pupillometry. In the AX-CPT, contextual cues must be actively maintained over a delay in order to appropriately respond to ambiguous target probes. A key feature of the task is that it permits dissociable characterization of preparatory, proactive control processes (i.e., utilization of context) and reactive control processes (i.e., target-evoked interference resolution). Task performance profiles suggested that reward incentives enhanced proactive control (context utilization). Critically, pupil dilation was also increased on reward incentive trials during context maintenance periods, suggesting trial-specific shifts in proactive control, particularly when context cues indicated the need to overcome the dominant target response bias. Reward incentives had both transient (i.e., trial-by-trial) and sustained (i.e., block-based) effects on pupil dilation, which may reflect distinct underlying processes. The transient pupillary effects were present even when comparing against trials matched in task performance, suggesting a unique motivational influence of reward incentives. These results suggest that pupillometry may be a useful technique for investigating reward motivational signals and their dynamic influence on cognitive control.

When are support and opposition not opposites? Depth of processing as a moderator of the valence‐framing effect

Prior research has demonstrated the valence-framing effect, in which leading people to frame a preference negatively (e.g., 'I oppose Romney') yields stronger attitudes than does leading people to frame that same preference positively (e.g., 'I support Obama'). Three studies tested whether or not depth of processing (as operationalized by manipulations of motivation and ability to cognitively process) moderate the effect. The valence-framing effect was replicated, such that opposers manifested stronger attitudes than did supporters, but only when attitudes were relevant to the participants (Experiments 1 and 3), and when participants were not under cognitive load (Experiment 2). Our results thus identify depth of processing as an important moderator of the valence-framing effect and provide potential insight into the effect's mechanism.

Psychological Contributors to the Failure to Anticipate Unintended Consequences

AbstractHistory is replete with well‐intentioned actions and policies that have resulted in dramatic unintended consequences. We review evidence that several psychological biases result in an overly narrow focus on the intended consequences of acts and, consequently, tendencies to ignore or give too little weight to potential unintended consequences. First, a motivated desire for the intended consequences of acts can blind people to the likelihood of alternative possibilities. We review evidence that people process information and evidence in biased ways, leaving them overconfident that the desired consequences will come to pass. Second, even in the absence of motives regarding potential consequences, biases in cognition lead people to focus their attention narrowly on intended consequences in a way that limits their consideration of important alternative, unintended consequences. We review how biases toward focalism and anchoring contribute to a failure to foresee unintended consequences. Finally, we review evidence that subtle manipulations of both motivation and attention can be used to increase the focus and weight given to potential unintended consequences and, consequently, improve anticipation.