Mark R. Lepper

When Choice is Demotivating: Can One Desire Too Much of a Good Thing?

Current psychological theory and research affirm the positive affective and motivational consequences of having personal choice. These findings have led to the popular notion that the more choice, the better-that the human ability to manage, and the human desire for, choice is unlimited. Findings from 3 experimental studies starkly challenge this implicit assumption that having more choices is necessarily more intrinsically motivating than having fewer. These experiments, which were conducted in both field and laboratory settings, show that people are more likely to purchase gourmet jams or chocolates or to undertake optional class essay assignments when offered a limited array of 6 choices rather than a more extensive array of 24 or 30 choices. Moreover, participants actually reported greater subsequent satisfaction with their selections and wrote better essays when their original set of options had been limited. Implications for future research are discussed.

Rethinking the Value of Choice: A Cultural Perspective on Intrinsic Motivation

Conventional wisdom and decades of psychological research have linked the provision of choice to increased levels of intrinsic motivation, greater persistence, better performance, and higher satisfaction. This investigation examined the relevance and limitations of these findings for cultures in which individuals possess more interdependent models of the self. In 2 studies, personal choice generally enhanced motivation more for American independent selves than for Asian interdependent selves. In addition, Anglo American children showed less intrinsic motivation when choices were made for them by others than when they made their own choices, whether the others were authority figures or peers. In contrast, Asian American children proved most intrinsically motivated when choices were made for them by trusted authority figures or peers. Theoretical and practical implications of these findings are discussed.

Intrinsic and Extrinsic Motivational Orientations in the Classroom: Age Differences and Academic Correlates

Age differences in intrinsic and extrinsic motivation and the relationships of each to academic outcomes were examined in an ethnically diverse sample of 797 3rd-grade through 8th-grade children. Using independent measures, the authors found intrinsic and extrinsic motivation to be only moderately correlated, suggesting that they may be largely orthogonal dimensions of motivation in school. Consistent with previous research, intrinsic motivation showed a significant linear decrease from 3rd grade through 8th grade and proved positively correlated with children’s grades and standardized test scores at all grade levels. Extrinsic motivation showed few differences across grade levels and proved negatively correlated with academic outcomes. Surprisingly few differences based on children’s sex or ethnicity were found. Causes and consequences of the disturbingly low levels of motivation for older, relative to younger, children are discussed.

The hostile media phenomenon: Biased perception and perceptions of media bias in coverage of the Beirut massacre.

After viewing identical samples of major network television coverage of the Beirut massacre, both pro-Israeli and pro-Arab partisans rated these programs, and those responsible for them, as being biased against their side. This hostile media phenomenon appears to involve the operation of two separate mechanisms. First, partisans evaluated the fairness of the medias sample of facts and arguments differently: in light of their own divergent views about the objective merits of each sides case and their corresponding views about the nature of unbiased coverage. Second, partisans reported different perceptions and recollections about the program content itself; that is, each group reported more negative references to their side than positive ones, and each predicted that the coverage would sway nonpartisans in a hostile direction. Within both partisan groups, furthermore, greater knowledge of the crisis was associated with stronger perceptions of media bias. Charges of media bias, we concluded, may reflect more than self-serving attempts to secure preferential treatment. They may result from the operation of basic cognitive and perceptual mechanisms, mechanisms that should prove relevant to perceptions of fairness or objectivity in a wide range of mediation and negotiation contexts.

Considering the Opposite: A Corrective Strategy for Social Judgment

It is proposed that several biases in social judgment result from a failure--first noted by Francis Bacon--to consider possibilities at odds with beliefs and perceptions of the moment. Individuals who are induced to consider the opposite, therefore, should display less bias in social judgment. In two separate but conceptually parallel experiments, this reasoning was applied to two domains--biased assimilation of new evidence on social issues and biased hypothesis testing of personality impressions. Subjects were induced to consider the opposite in two ways: through explicit instructions to do so and through stimulus materials that made opposite possibilities more salient. In both experiments the induction of a consider-the-opposite strategy had greater corrective effect than more demand-laden alternative instructions to be as fair and unbiased as possible. The results are viewed as consistent with previous research on perseverance, hindsight, and logical problem solving, and are thought to suggest an effective method of retraining social judgment.

The effects of praise on children's intrinsic motivation: a review and synthesis.

The authors argue against a purely behavioral definition of praise as verbal reinforcement in favor of the view that praise may serve to undermine, enhance, or have no effect on childrens intrinsic motivation, depending on a set of conceptual variables. Provided that praise is perceived as sincere, it is particularly beneficial to motivation when it encourages performance attributions to controllable causes, promotes autonomy, enhances competence without an overreliance on social comparisons, and conveys attainable standards and expectations. The motivational consequences of praise also can be moderated by characteristics of the recipient, such as age, gender, and culture. Methodological considerations, such as including appropriate control groups and measuring postfailure outcomes, are stressed, and directions for future research are highlighted.

Turning “play” into “work” and “work” into “play”: 25 Years of research on intrinsic versus extrinsic motivation

Publisher Summary This chapter reviews some of the major themes that characterize the quarter century of research on intrinsic versus extrinsic motivation. The three major issues examined involve three potential relationships between intrinsic and extrinsic motivation. First, the chapter examines the experimental literature that shows that the intrinsic and extrinsic may be opposed to one another—in which the imposition of unnecessarily powerful extrinsic contingencies may undermine prior intrinsic interest. The effects of rewards on subsequent motivation are neither all positive nor all negative; detrimental effects are neither “ubiquitous” nor “mythical.” Instead, the effects depend on the particulars of the situation—the nature of the activity and its initial value to the individual; the timing, informativeness, controllingness, and salience of the reward; the precise contingency between the activity and the reward; and often the larger context in which the reward is provided. Thereafter, the chapter describes the study of “intrinsic versus extrinsic motivation.” It turns to the discussion of some more recent literature that has examined real-world situations in which intrinsic and extrinsic motivation may coexist—in which one may assess independently an individuals levels of “intrinsic and extrinsic motivation.” Finally, it sheds light on the logical possibility—that intrinsic and extrinsic motivation may enhance or complement one another—the case of “intrinsic plus extrinsic motivation.”

Effects of structured cooperative contact on changing negative attitudes toward stigmatized social groups.

The contact hypothesis predicts that cooperative interaction with members of a disliked group results in increased liking for those members and generalizes to more positive attitudes toward the group. The authors sought to provide evidence consistent with the hypothesis that contact affects attitude in part by eliciting a more positive portrait of the typical group member. Undergraduates participated in a 1-hr dyadic learning session (scripted cooperative learning, jigsaw cooperative learning, or individual study) with a confederate portrayed as a former mental patient. Students initially expected the confederate to display traits similar to those of a typical former mental patient. After the sessions, initially prejudiced students in the 2 cooperative conditions described the typical mental patient more positively and adopted more positive attitudes and wider latitudes of acceptance toward the group. Connections between intergroup attitudes and impression formation are discussed.

A desire to be taught: Instructional consequences of intrinsic motivation

This paper summarizes the results from a series of studies designed to test the hypothesis that making learning more fun will produce corresponding increases both in learning and retention and in subsequent interest in the subject matter itself. Each study examined the effects of two or more versions of an educational activity, each designed to involve identical instructional content, but to differ in motivational appeal. The data from the studies presented provide good general support for the hypothesized cognitive and motivational benefits of appropriately designed motivational embellishments of educational activities. Exceptions to this rule, however, and a more general theoretical analysis of the conditions under which such positive effects are (and are not) expected to occur, are also discussed.

Effects of fantasy contexts on children's learning and motivation : making learning more fun

Two studies examined the effects of embedding instructional materials in relevant fantasy contexts on childrens motivation and learning. In Study 1, Ss showed marked preferences for computer-based educational programs that involved fantasy elements. In Study 2, Ss worked with these programs for 5 hr. One program presented purely abstract problems. Others presented identical problems within fantasy contexts. Some Ss chose among 3 fantasies; others were assigned identical fantasies. Tests on the material occurred before, immediately after, and 2 weeks after the experimental sessions. Ss showed significantly greater learning and transfer in the fantasy than in the no-fantasy conditions. Having a choice of fantasies made no difference. Motivational and individualization strategies for enhancing interest and promoting learning are discussed.