Motivated Strategies for Judgment: How Preferences for Particular Judgment Processes can Affect Judgment Outcomes

Abstract

Beyond motivations to achieve particular outcomes, people also have motivations to use particular strategies while pursuing these outcomes. This article integrates research on the latter strategic preferences and discusses the place of such research in the broader investigation of motivated thinking. A review of studies examining the strategic preferences stemming from both motivations for promotion versus prevention (Higgins, 1997) and motivations for locomotion versus assessment (Higgins, Kruglanski, & Pierro, 2003) illustrates that these preferences have unique effects on basic processes of judgment, including the evaluation of alternative hypotheses or counterfactuals, the prioritization of fast versus accurate information processing, and the recall and activation of knowledge from memory. Moreover, this review also demonstrates important interactions between strategic preferences and outcome preferences. Strategic preferences thus appear to make distinct and important contributions to understanding how motivation influences judgment and should feature prominently in general analyses of motivated thinking.