The Selfish Goal: Unintended Consequences of Intended Goal Pursuits.
Three experiments tested the hypothesis that consciously intended goal pursuits have unintended consequences for social judgment and behavior. From evolutionary theory (Dawkins 1976/2006) and empirical evidence of a nonconscious mode of goal pursuit (Bargh, 2005) we derive the hypothesis that most human goal pursuits are open-ended in nature: Once active, goals will operate on goal-relevant content in the environment, even if that content is not the intended focus of the conscious goal. Experiments 1 and 2 demonstrate that goals to evaluate a job applicant for either a waiter or crime reporter position also shape impressions of incidental bystanders in the situation, such that the bystander is later liked or disliked not on his own merits, but on how well his behavior matches the criteria consciously applied in evaluating the job applicant. Experiment 3 finds that a goal to help a specific target person spills over to influence actions toward incidental bystanders, but only while active. Implications of these findings for goal pursuit in everyday life are discussed.
Bargh
John A
JA
Yale University.
Green
Michelle
M
Fitzsimons
Gráinne
G