Differential Effects of Regulatory Fit on Category Learning.

Motivation affects the degree to which people engage in tasks as well as the processes that they bring to bear. We explore the proposal that a fit between a person's situationally-induced self-regulatory focus and the reward structure of the task that they are pursuing supports greater flexibility in processing than does a mismatch between regulatory focus and reward structure. In two experiments, we prime regulatory focus and manipulate task reward structure. Our participants perform a rule-based learning task whose solution requires flexible strategy testing as well as an information-integration task for which flexible strategy use hinders learning. Across two experiments, we predict and obtain a three-way interaction between regulatory focus, reward structure, and task. Relative to a mismatch, a match leads to better rule-based task performance, but worse performance on the information-integration task. We relate these findings to other work on motivation and choking under pressure.