Social behavior is ordinarily treated as being under conscious (if not always thoughtful) control. Howmer, considerable evidence now supports the view that social behavior often operates in an implicit or unconscious fashion. The identifying feature of implicit cognition is that past experience influences judgment in a fashion not introspectively known by the actor. The present conclusion-that attitudes, self-esteem, and stereotypes have important implicit modes of operation-xtends both the construct validity and predictive usefulness of these major theoretical constructs of social psychology. Methodologically, this review calls for inmased use of indirect measures--which are imperative in studies of implicit cognition. The theorized ordinariness of implicit stereotyping is consistent with r ent findings of discrimination by people who explicitly disavow prejudice. The finding that implicit cognitive effects arc often reduced by focusing judges ' attention on their judg-ment task provides a basis for evaluating applications (such as affirmative action) aimed at reducing such unintended discrimination. Long before they became central to other areas of psycholog-ical theory, concepts of cognitive mediation dominated the anal-ysis of social behavior. The constructs on which this article fo-

People approach pleasure and avoid pain. To discover the true nature of approach-avoidance motivation, psychologists need to move beyond this hedonic principle to the principles that underlie the different ways that it operates. One such principle is regulatory focus, which distinguishes self-regulation with a promotion focus (accomplishments and aspirations)from self-regulation with a prevention focus (safety and responsibilities). This principle is used to reconsider the fundamental nature of approach-avoidance, expectancy-value relations, and emotional and evaluative sensitivities. Both types of regulatory focus are applied to phenonomena that have been treated in terms of either promotion (e.g., well-being) or prevention (e.g., cognitive dissonance). Then, regulatory focus is distinguished from regulatory anticipation and regulatory reference, 2 other principles underlying the different ways that people approach pleasure and avoid pain. It seems that our entire psychical activity is bent upon procuring pleasure and avoiding pain, that it is automatically regulated by the PLEASURE-PRINCIPLE. (Freud, 1920/1952, p. 365) People are motivated to approach pleasure and avoid pain. From the ancient Greeks, through 17th- and 18thcentury British philosophers, to 20th-century psychologists, this hedonic or pleasure principle has dominated scholars ' understanding of people's motivation. It is the basic motivational assumption of theories across all areas of psychology, including theories of emotion in psychobiology (e.g., Gray, 1982), conditioning in animal learning

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The O.J. Simpson “trial of the century ” in the mid-1990s captured the attention of the American populace more than any other public spectacle since the kidnaping of the Lindberg baby in the 1920s. A prominent football player and popular sportscaster was charged with a gruesome double homicide. The attorneys for the prosecution and defense were of various races and genders. The evidence presented on each side was at times amazingly simple, visual, and emotional, and at times was verbal, abstract, and probably incomprehensible to jurors. The witnesses included individuals of diverse styles, demeanors, and credibility. The jurors, the recipients of the messages from these various sources, were themselves a mixed group of people of diverse backgrounds, beliefs, and personal experiences who had to sift through the trial material and arrive at a decision as to whether the defendant had been proven guilty or not. The context in which all of this took place was at times tense and sad, and at times filled with humor and positive feelings. Not surprisingly, no experiment has ever captured the extraordinary complexity inherent in this situation, yet almost all of the variables present in this trial (and many not present) have been examined in the social psychological literature on attitude formation and change. This chapter provides an overview of research on these diverse variables and addresses the processes by which these variables are thought to result in influence. Although it has become a cliché to say that the attitude construct is the most indispensable concept in

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of planning for intention-behavior consistency. Göteborg

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Despite the fact that more and more people are selling things online, the community of sellers is under-investigated by information systems researchers. This research explores the role of sellers’ trust in the continued use of online marketplaces. This research differentiates between the sellers’ trust in intermediaries and their trust in the community of buyers. In addition, the concept of trust is examined with a balanced view of cognitive and affective trust. A research model is developed. Empirical data collected from sellers at uBid.com confirm the research model and hypotheses. The findings show that, for online sellers, (1) both cognitive and affective components of trust matter; (2) trust in the intermediary impacts trust in the community of buyers through the trust transference mechanism; (3) trust influences sellers ’ retention to online marketplaces indirectly via perceived usefulness and perceived enjoyment of using online marketplaces; and (4) perceived enjoyment is an important antecedent of sellers’ retention. This research has implications for information systems research and practice.

The USDA Forest Service completed its Strategic Plan (2000 Revision) in October 2000. The goals and objectives included in the Plan were developed with input from the public, some of which was obtained through a telephone survey. We report results of the survey. Members of the American public were asked about their values with respect to public lands, objectives for the management of public lands, beliefs about the role the agency should play in fulfilling those objectives, and attitudes about the job the agency has been doing. The public sees the promotion of ecosystem health as an important objective and role for the agency. There is strong support for protecting watersheds. The public supports multiple uses, but not all uses equally. Motorized recreation is not a high priority objective, while preserving the ability to have a "wilderness experience" is important. There is moderate support for providing resources to dependent communities. The provision of less consumptive services is more important than those that are more consumptive. There is a lack of support for subsidies for development and leasing of public lands. Preservation of traditional uses is a somewhat important objective. Development and use of the best scientific information enjoys wide support, as does information sharing and collaboration. A national direction for the management of National Forest lands is a slightly important objective. Increasing law enforcement on National Forests and Grasslands is an important objective and an appropriate role for the agency. The public has a strong environmental protection orientation, has a moderately strong conservation/preservation orientation, and supports some development. Cover photos by Lane Eskew, G. Donald Bain, Chistie Van Cleve, and USDA Forest Servic...

Findings from 3 experiments suggest that participants who were actively engaged in goal pursuit, compared with those who were not pursuing the goal, automatically evaluated goal-relevant objects as relatively more positive than goal-irrelevant objects. In Experiment 3, participants ’ automatic evaluations also predicted their behavioral intentions toward goal-relevant objects. These results suggest the functional nature of automatic evaluation and are in harmony with the classic conceptualization of thinking and feeling as being in the service of “doing ” (e.g., S. T. Fiske, 1992; W. James, 1890; K. Lewin, 1926) as well as with more recent work on the cognitive mechanics of goal pursuit (e.g., G. B. Moskowitz,