Distinguishing the desire to learn from the desire to perform: The social value of achievement goals.

We sought to distinguish mastery goals (i.e., desire to learn) from performance goals (i.e., desire to achieve more positive evaluations than others) in the light of social judgment research. In a pilot study, we made a conceptual distinction between three types of traits (agency, competence, and effort) that are often undifferentiated. We then tested the relevance of this distinction for understanding how people pursuing either mastery or performance goals are judged. On self-perception, results revealed that effort was predicted by the adoption of mastery goals and agency by performance goals (Study 1). On judgments, results showed that (a) the target pursuing mastery goals was perceived as oriented toward effort, and (b) the target pursuing performance goals was oriented toward agency (Study 2). Finally, these links were shown again by participants who inferred a target's goals from his traits (Study 3). Results are discussed in terms of the social value of achievement goals at school.

Is job performance independent from career success? A conceptual distinction between competence and agency.

Adopting a social approach to social judgment, we conducted five studies to validate a conceptual distinction between agency and competence traits. Studies 1-3 revealed that competence traits (e.g., skillful) are associated with job performance, whereas agentic traits (e.g., ambitious) are associated with career success. Study 4 showed that only agency predicted the amount of money people are likely to earn: the more a given trait was considered as agentic, the more it was associated with high monetary values. Study 5 highlighted the predominance of agency traits over competence traits in the evaluation of an employee applying for a promotion. Nevertheless, participants asserted that competence was the main criterion they used to judge the applicant. Implications of the conceptual distinction between agency and competence for social cognition are discussed.

Perceiving the target's state or state provoked by the target? An analysis of the descriptive and evaluative knowledge in person perception.

In line with the theory of traits as generalized affordances, the present article argues that target's states (TSs) and states provoked by a target (other's states (OSs) towards target) are two components of the meaning of traits referring, respectively, to a descriptive and to an evaluative knowledge of people. A preliminary study confirmed that TS and OS were equally representative of a trait. Two studies were designed to study the effects of practising the use of traits as either TS or OS categories (an induction procedure) on a subsequent person perception task, requiring participants to rate photographed targets on a series of traits. Results show that both the differentiation between targets and evaluative consistency of ratings were enhanced under the OS condition compared to TS and control (with no practice of traits) conditions. Importantly, Study 2 tends to show that the effects of the induction procedure are not limited to the practised traits but also generalize to unpractised traits. Implications of these findings for social perception research are discussed.

Assigning trait adjectives in an evaluative context: quicker, more consistent, and less equivocal.

The objective was to examine the social conditions under which subjects could attribute trait adjectives to an unknown person, the paradigm of impression-formation at zero acquaintance. The situation on which the subject had to base his judgement was a 90-sec. film clip with sound of an individual reading a weather forecast. Analysis showed traits were attributed more quickly and consistently when instructions stipulated subject should evaluate the social utility of an individual (evaluator-recruiter type instructions) rather than describe personality (psychologist-type instructions). Traits were attributed more rapidly, with more consistency and greater certainty. Interpretation of results, which generally corroborate other research, is that the judgement of another person based on a first impression is an evaluation of the social utility of that person.