GOALS AND FRAMING - HOW OUTCOME FOCUS INFLUENCES MOTIVATION AND EMOTION

Two studies examined the impact on emotion and motivation of framing t he same goal in terms of either a positive outcome focus or a negative outcome focus. In Study I, contingencies associated with either reach ing the goal (positive outcome focus) or failing to reach the goal (ne gative outcome focus) were emphasized. In Study 2, performance feedbac k was given as subjects worked on a task such that the goal was framed in terms of either a positive or a negative outcome focus. Framing wi th a positive outcome focus changed dejection-related emotions (e.g., dissatisfaction) more than agitation-related emotions (e.g., nervousne ss), whereas the reverse was true for framing with a negative outcome focus. In addition, persistence was greater in the positive-outcome-fo cus condition (both studies), as was performance (Study 2). Implicatio ns for self-discrepancy theory and for goal theories of motivation are discussed.