Evolutionary Goal Scaffolding: Building Social Motives on a Physical Foundation

Julie Huang, Yale University, USA
Joshua Ackerman, MIT, USA
John Bargh, Yale University, USA
Did social goal processing evolve from the processing of physical goals? If so, can cues relevant to one goal substitute for cues to the other? Three studies show that goal-relevant reactions to social rejection, including desires for interpersonal reconnection and self-presentational restraint, are interrupted by feelings of physical invulnerability.
[ to cite ]:
Julie Huang, Joshua Ackerman, and John Bargh (2011) ,"Evolutionary Goal Scaffolding: Building Social Motives on a Physical Foundation", in NA - Advances in Consumer Research Volume 38, eds. Darren W. Dahl, Gita V. Johar, and Stijn M.J. van Osselaer, Duluth, MN : Association for Consumer Research.