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Cited by 26Behavioral Health and InterventionsDecision-Making and Behavioral EconomicsSocial and Intergroup Psychology

Reflection and Impulse as Determinants of Conscious and Unconscious Motivation

Strack, Fritz, Deutsch, Roland·2004·Social Motivation
DOI 10.1017/cbo9780511735066.008
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Abstract

INTRODUCTION Social behavior may be determined by both conscious and unconscious forces. Indeed, a first look at the dominant theories of motivation (Higgins & Kruglanski, 2000) suggests that this distinction lends itself to a meaningful classification of motivational mechanisms. Conscious accounts are based on the assumption that humans (and to some degree other primates) are endowed with reason and insight. What they do can therefore be construed as deliberate action, the mental precursor of which is a decision or a choice. As Ajzen (1996, p. 298) has put it, acting “involves a choice even if the alternative is no action.” It is therefore useful to study people's reflective judgments as precursors to their choices. Specifically, decisions are based on the perceived value of the outcomes of an action and the subjective probability that they can be achieved. This expectancy-value perspective has influenced many theoretical approaches (for a review, see Feather, 1982). Most prominently, perhaps, Fishbein and Ajzen's theories of reasoned action (Ajzen & Fishbein, 1980) and of planned behavior (Ajzen, 1991) have invoked this model to specify the influence of attitudinal judgments on human behavior. Also, Bandura's (1977) theory of social learning has adopted central elements of the expectancy-value paradigm. Another variant of the conscious approach to motivation invokes people's intentions in the context of goal pursuit (see also Aarts & Hassin, this volume). Specifically, actors are assumed to intentionally control and regulate their behavior in order to reach a specific end state.

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  • Viewing emotion regulation and impulse control at least in part as outcomes of the interaction of multiple states of action readiness is an alternative to viewing them as outcomes of shifts from an 'impulsive' to a 'reflective' processing system in a dual processing fashion.

    “Fourth, viewing emotion regulation and impulse control at least in part as outcomes of the interaction of multiple states of action readiness is an alternative to viewing them as the outcomes of shifts of the operation of an “impulsive” processing system to a “reflective” processing system, in a dual processing fashion, as this was viewed by Strack and Deutsch (2004).”

    From Impulsive action: emotional impulses and their control (2014) · cites this paper as Strack and Deutsch (2004)

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Authors
Strack, F., & Deutsch, R.
Affiliations
University of Würzburg (DE)
ORCID
Venue
Social Motivation
Publisher
Cambridge University Press
Published
2004-10-04
Pages
91-112
DOI
10.1017/cbo9780511735066.008
OpenAlex
W601014948
Cited by
26
References
85
Citations by year
2026: 2 · 2025: 2 · 2023: 1 · 2022: 2 · 2019: 1 · 2018: 1 · 2017: 3 · 2014: 2 · 2013: 3 · 2012: 1
FWCI
3.95
Type
book chapter
Language
en
Open access
closed
Licence
www.cambridge.org/core/terms (unspecified, 2130 d)
Locations
Cambridge University Press eBooks (publishedVersion)
Topics
  • Social Sciences › Psychology › Applied Psychology › Behavioral Health and Interventions
  • Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
  • Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
Keywords
unconscious motivation, reflection, impulse, expectancy-value theory, theory of planned behavior, social learning theory, goal pursuit, intention, decision-making, social behavior

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