Department of Psychology and Neuroscience Date:

108 Pages·2009·1.49 MB·English

Losing the Will: Automatic Reactions to the Indifference Perceived in Others
by
Nils Pontus Leander
Department of Psychology and Neuroscience
Duke University

Date:_______________________
Approved:

___________________________
James Y. Shah, Supervisor

___________________________
Tanya L. Chartrand

___________________________
Mark R. Leary

___________________________
Gavan J. Fitzsimons

___________________________
Timothy J. Strauman

Dissertation submitted in partial fulfillment of
the requirements for the degree of Doctor
of Philosophy in the Department of
Psychology and Neuroscience in the Graduate School
of Duke University

2009
ABSTRACT
Losing the Will: Automatic Reactions to the Indifference Perceived in Others
by
Nils Pontus Leander
Department of Psychology and Neuroscience
Duke University

Date:_______________________
Approved:

___________________________
James Y. Shah, Supervisor

___________________________
Tanya L. Chartrand

___________________________
Mark R. Leary

___________________________
Gavan J. Fitzsimons

___________________________
Timothy J. Strauman

An abstract of a dissertation submitted in partial
fulfillment of the requirements for the degree
of Doctor of Philosophy in the Department of
Psychology and Neuroscience in the Graduate School
of Duke University

2009
Copyright by
Nils Pontus Leander
2009
Abstract
Three studies examine individuals’ implicit sensitivity to the absence of
motivation perceived in others and how the nature of this sensitivity is moderated by
individuals’ own motivational states. Using a subliminal priming paradigm, Study 1
tested a direct perception-behavior link between perceiving indifference in others and
applying such indifference towards one’s own pursuits. Study 2 then examined how
individuals who are primed in advance with a nonconscious achievement goal show
counteraction to the indifference perceived in others. Using a video-based priming
paradigm, Study 3 then found that such goal-driven counteraction to indifference
occurred only among individuals with higher action control—those who had the ability
to sustain goal pursuit after the intention to pursue it had been formed. In contrast,
individuals with lower action control in Study 3 were more susceptible to indifference
than all other participants, particularly when an achievement goal was made highly
active in memory. These influences were found in all three studies to occur largely
without participants’ conscious intent or awareness.

iv
Dedication
In memory of Dr. Georg A. Leander.

v
Contents

Abstract ......................................................................................................................................... iv

List of Figures ............................................................................................................................... ix

Acknowledgements ...................................................................................................................... x

1. Introduction ............................................................................................................................... 1

1.1 Ambitions Lost to the Indifference of Others ............................................................... 1

1.2 Indifference: A perceived or experienced lack of motivation .................................... 5

1.2.1 Evidence of Situationally Cued Indifference ........................................................... 9

1.2.2 Distinguishing Indifference from Other Motivational States ............................. 12

1.3 When Not Doing is Seen: Social Sensitivity to Indifference ..................................... 15

1.3.1 An Indifference of Opinion ...................................................................................... 17
1.3.1 Undermined and Unaware: Priming Indifference Through Direct Trait

Activation ............................................................................................................................ 19

1.3.1 Infectious Indifference: A Model of Spreading Apathy ....................................... 22

1.3.1 Step 1: Perceiving an Absence of Motivation .................................................... 24

1.3.2 Step 2: “Catching” an Absence of Motivation................................................... 26

1.4 Reaffirming the Will: On Counteracting the Indifference Perceived in Others .... 27

1.5 The Present Research ..................................................................................................... 30

2. Study 1: Perceiving is for Procrastinating ........................................................................... 32

2.1 Overview ......................................................................................................................... 32

2.2 Method ............................................................................................................................. 35

2.2.1 Participants ................................................................................................................. 35

vi
2.2.2 Procedure .................................................................................................................... 36

2.2.2.1 Indifference Prime.............................................................................................. 36

2.2.2.2 Goal Performance Task ..................................................................................... 37

2.3 Results and Discussion .................................................................................................. 38

3. Study 2: Counteracting Indifference .................................................................................... 41

3.1 Overview ......................................................................................................................... 41

3.2 Method ............................................................................................................................. 43

3.2.1 Participants ................................................................................................................. 43

3.2.2 Procedure .................................................................................................................... 43

3.2.2.1 Achievement Goal Prime .................................................................................. 43

3.2.2.2 Indifference Prime.............................................................................................. 44

3.2.2.3 Goal Performance Task ..................................................................................... 44

3.3 Results and Discussion .................................................................................................. 45

4. Study 3: The Moderating Influence of Volitional Action Control .................................... 49

4.1 Overview ......................................................................................................................... 49

4.2 Method ............................................................................................................................. 53

4.2.1 Participants ................................................................................................................. 53

4.2.2 Procedure .................................................................................................................... 53

4.2.2.1 Achievement Goal Prime .................................................................................. 54

4.2.2.2 Action Control .................................................................................................... 55

4.2.2.3 Video Task .......................................................................................................... 56

4.2.2.4 Indifference Prime.............................................................................................. 57

vii
4.2.2.5 Goal Performance Task ..................................................................................... 57

4.3 Results and Discussion .................................................................................................. 58

5. General Discussion ................................................................................................................. 64

5.1 Implications for Self-Regulation ................................................................................... 67

5.2 Implications for Social Relationships ........................................................................... 69

5.3 Exiting Gracefully: On the Potential Desirability of Indifference ............................ 71

Appendices .................................................................................................................................. 75

Appendix 1 Image Primes used in Studies 1 and 2 ......................................................... 75

Appendix 2 Achievement Goal Prime Used in Study 2 .................................................. 77

Appendix 3 Achievement Goal Prime Used in Study 3 .................................................. 79

Appendix 4 Anagram Task ................................................................................................. 80

Appendix 5 Chair Counting Task Used in Study 3 ......................................................... 81

Appendix 6 Action Control Subscale Used in Study 3 ................................................... 82

Appendix 7 Funneled Debriefing ....................................................................................... 84

References .................................................................................................................................... 85

Biography ..................................................................................................................................... 98

viii
List of Figures
Figure 1: Number of anagram solutions generated as a function of image type and image
context conditions. Higher scores indicate greater goal performance. Adjusted means are

reported. ....................................................................................................................................... 40
Figure 3: Study 2: Number of anagram solutions generated as a function of goal priming
condition and image priming condition. Higher scores indicate greater goal

performance. Adjusted means are reported. ........................................................................... 47
Figure 4: Study 3: Number of chair movements detected as a function of goal priming
condition and video type. Higher scores indicate greater goal performance. Adjusted

means are reported. .................................................................................................................... 60
Figure 5: Study 3: Number of chair movements detected as a function of goal priming
condition, video type, and volitional action control. Higher scores indicate greater goal
performance. The black line indicates the minimum number of actual chair movements

(23). Predicted values are reported. .......................................................................................... 61

ix
Acknowledgements
This research was supported by the Duke Interdisciplinary Initiative in Social
Psychology, directed by David Neal; Rick Hoyle of Psychology and Neuroscience; the
Fuqua School of Business Behavior Lab, directed by Gavan Fitzsimons; the Social
Psychology Program, directed by Mark Leary; and the members of the Shah Lab.
I thank Jim Shah, Tanya Chartrand, and Wendy Wood for their invaluable advice
and encouragement over the course of my graduate career. I also thank my loving wife,
Rain, and devoted parents, Ulrika and Arthur.

x