For once, the whys are turning out to be more important than the hows. A study shows that consumers who become fixated on how to achieve a goal probably face more difficulty in achieving their aims than people who think abstractly about why they want to do something. The authors of the study conducted four experiments to examine consumer behavior when it came to the goal of saving money. In one such experiment, some people were asked to make a specific plan to save money, whereas others were not asked to plan. Then some people were asked to focus on why they wanted to save money. Later on all participants were given the opportunity to buy candy. Subjects who were thinking concretely and formed a specific plan were less able to avoid the candy purchase than those who had not formed a plan at all.
To elucidate the results, the authors cite the instance of person who wants to save money and hence makes a plan for achieving this goal. This person plans to save money by purchasing fewer clothing items at the mall. On investigating how this plan influences the person's response to other money-saving opportunities, for example, would the person be more likely to order a cheaper meal at a restaurant, avoid making an impulse purchase, or combine errands to save money on gas etc., the authors found that when people focus on concrete aspects of how they want to achieve goals, they become more closed-minded and consequently less likely to take advantage of opportunities that fall outside their plans. In contrast, people who focus on the why aspect are more likely to consider out-of-plan opportunities to achieve their goals.
Furthermore, in the same experiment, the group that performed the best was the one that was asked to focus on the “why” and had formed a plan implicitly. Accordingly, the authors conclude that planning is more effective when people plan with the complete understanding of “why”. They suggest that this strategy is particularly effective when the original plan turns out to be unrealistic in terms of feasibility or when other goal-directed activities become available.
The first paragraph presents a study to indicate that “why” is more important than “how”. The second paragraph presents an example to explain the observed results of the study. The final paragraph presents the final conclusion of the study. Hence, the main point of the passage is to present a study, explain its findings, and present its final conclusion.
A. addressing a key issue in consumer psychology and behavior
Incorrect: Out of Scope
The author makes no effort to point out, leave alone address, any issue in consumer psychology. The passage is not written from the point of view of offering a solution of any sort. It is very descriptive in nature and the author doesn’t get involved with the contents of the mentioned theory.
B
making the readers understand how they can save money
Incorrect: Out of Context
The money example is given to present the analysis proposed by the study’s authors or to describe the experiment undertaken by them. The focus of the passage is by no means saving money.
C
describing a theory that deals with goal determination
Incorrect: Out of Scope
The author describes a study but it is not related with determining a goal but instead with a strategy on pursuing the same.
D
advocating consumers to follow a particular strategy while making and executing plans
Incorrect: Out of Scope
Once again, this passage is very descriptive in nature and the author of the passage does not give any opinion on the issue for us to infer what his/her take on the matter is.
E. presenting a study, explaining its findings, and outlining its final conclusion.
Correct
This choice matches the main point we came up with in the summary and main point section.
1. The author is primarily concerned with
A. addressing a key issue in consumer psychology and behavior
B. making the readers understand how they can save money
C. describing a theory that deals with goal determination
D. advocating consumers to follow a particular strategy while making and executing plans
E. presenting a study, explaining its findings, and outlining its final conclusion.
Fixating on how to achieve a goal makes the plan less feasible
Incorrect: Out of Context
The author does mention feasibility of a plan and fixation on the how aspect but does not draw a cause and effect relationship between the two in terms of how
Planning can be more effective in certain circumstances
Correct
This can be inferred from last paragraph - Accordingly the authors conclude that planning is more effective when people plan with the complete understanding of “why”.
A good strategy is one that always accounts for every possible opportunity available to achieve a particular goal
Incorrect: Inconsistent
The study’s authors suggest that a strategy that takes advantage of out-of-plan opportunities can be more effective than the one that fixates itself on the original plan. However, by no means do the authors suggest that one has to take in to account EVERY possible opportunity available.
D
People who want to save money get fixated on little details and lose sight of the big picture
Incorrect: Out of Context
This is a generalized statement, not supported by the passage. The whole money scenario has been used as an example and does not reflect on all people wanting to save money.
E
Out of all the aspects of a plan, the why aspect is the most important to achieve the desired goal.
Incorrect: Inconsistent
The authors certainly suggest that the why of a goal is more important than the how in terms of achieving a goal; however, they do not say that it is the MOST important aspect.
2. Which of the following statement can be derived on the basis of the analysis done by the study authors?
A. Fixating on how to achieve a goal makes the plan less feasible
B. Planning can be more effective in certain circumstances
C. A good strategy is one that always accounts for every possible opportunity available to achieve a particular goal
D. People who want to save money get fixated on little details and lose sight of the big picture
E. Out of all the aspects of a plan, the why aspect is the most important to achieve the desired goal.
A.to describe a new aspect of the study.
Incorrect: Inconsistent
The author of the passage does not propose a new aspect of the study. Notice that the author begins second paragraph with "To elucidate their point,...". This clearly indicates that the author will continue to talk about the aspects covered in first paragraph.
B.to present an explanation.
Correct
This choice matches the pre-thinking analysis.
C. to evaluate the merits of one strategy while discussing the demerits of another.
Incorrect: Out of Scope
The author does not get involved in any kind of discussion or evaluation of the strategies. There is no opinion given from the author’s side. It’s the study’s authors’ take on different strategies that is presented in this paragraph.
D.to generate awareness about a particular aspect of consumer psychology.
Incorrect: Out of Scope
Once again, the author is merely presenting information and does not make any effort to consciously use this information for any cause.
E.to discuss a feature of the study
Incorrect: Out of Scope
The author does not go into any kind of discussion in this paragraph. Also, the contents of the second paragraph do not enlist a feature of the study but an explanation for the observed results.
3. Through the second paragraph, the author of the passage intends to
A. to describe a new aspect of the study.
B. to present an explanation.
C. to evaluate the merits of one strategy while discussing the demerits of another.
D. to generate awareness about a particular aspect of consumer psychology.
E. to discuss a feature of the study
The feasibility of a plan is dependent on whether a person has an understanding of why the plan is devised.
Correct: Out of Context
This is a misinterpretation of the detail given at the end of the passage.
Per the passage, the study’s authors indicate that if the original plan turns out to be not feasible, then those who understand the why aspect can leverage other opportunities to achieve the goal. This does not imply that those who understand this aspect are more likely to devise plans that are more feasible.
B
In the experiment to save money, those who planned explicitly did not perform better than those who understood why but planned implicitly.
Incorrect: Stated in the passage
This detail is given in the first sentence of the final paragraph. Please refer to relevant section below:
Furthermore, in the same experiment, the group that performed the “best” was the one that was asked to focus on the “why” and had formed a plan implicitly.
Since this group performed best, it did perform better than the group that made explicit plans.
C
The strategy to keep an open mind and focus on the reason behind achieving the goal can help when alternate means of achieving the goal exist.
Incorrect: Stated in the passage
This detail is stated in the last sentence of the passage where the study’s authors suggest two situations in which their recommended strategy is particularly or especially successful.
D
People focusing on the reason behind achieving a particular goal are likely to consider other goal-directed activities that may not have been a part of the original plan.
Incorrect: Stated in the passage
This information is given to us in the last sentence of the second paragraph. Please refer to the relevant section below:
In contrast, people who focus on the why aspect are more likely to consider out-of-plan opportunities to achieve their goals.
E
People fixated on the how aspect of a plan tend to ignore such opportunities that are not a part of their original plan.
Incorrect: Stated in the passage
This information is given to us in the second last sentence of the second paragraph:
…they (how aspect people) become more closed-minded and consequently less likely to take advantage of opportunities that fall outside their plans.
4. Each of the following is a statement that is mentioned with respect to the study described in the passage EXCEPT
A. The feasibility of a plan is dependent on whether a person has an understanding of why the plan is devised.
B. In the experiment to save money, those who planned explicitly did not perform better than those who understood why but planned implicitly.
C. The strategy to keep an open mind and focus on the reason behind achieving the goal can help when alternate means of achieving the goal exist.
D. People focusing on the reason behind achieving a particular goal are likely to consider other goal-directed activities that may not have been a part of the original plan.
E. People fixated on the how aspect of a plan tend to ignore such opportunities that are not a part of their original plan.
This is an Inference question. More specifically, it can be categorized as an “Application” question. You are required to take your understanding of the circumstances described by the study authors as ideal for the prescribed strategy to be effective and apply it to each of the situations mentioned below to evaluate which one fits the bill. The two situations described as especially conducive to the effectiveness of the strategy are:
(1) when the original plan turns out to be unrealistic in terms of feasibility or
(2) when other goal-directed activities become available
A. The consumer is not able to determine the reason behind the pursuit of the goal.
Incorrect: Out of Scope
Not knowing why one wants to achieve a goal does not fall in either of the two situations described in the passage.
B
The consumer is not able to pursue the desired goal because of reasons not unrelated to the lack of out of plan goal-directed activities.
Incorrect: Out of Context
The out of plan goal-directed activities only come in to the picture as effective alternatives to achieving the desired goal and therefore, their lack, by no means, indicates that the original plan is not feasible.
The consumer realizes that the plan is not clear as the definition of the goal is not clear.
Incorrect: Out of Scope
Realizing that the definition of the goal is not clear will work neither for the original plan and nor for the strategy prescribed by the study’s authors. Hence, this too doesn’t fall in the two situations described in the passage.
The consumer is able to perceive issues related to practicality of the plan.
Correct
This choice describes a circumstance in which the consumer is able to perceive a problem with the practicality or feasibility of the plan. Hence, it matches the first circumstance described in the passage and in our pre-thinking.
E
The original plan becomes less attractive to the consumer as he/she moves closer to the desired goal.
Incorrect: Out of Scope
This choice too fails to describe a circumstance that falls in either of the two situations described in the passage. Finding the original plan less attractive for reasons other than feasibility issues or availability of other goal-directed activities is beyond the scope of the circumstances described.
5. Which of the following is an example of a scenario in which the strategy suggested by the authors of the study in the last sentence of the passage would be most effective?
A. The consumer is not able to determine the reason behind the pursuit of the goal.
B. The consumer is not able to pursue the desired goal because of reasons not unrelated to the lack of out of plan goal-directed activities.
C. The consumer realizes that the plan is not clear as the definition of the goal is not clear.
D. The consumer is able to perceive issues related to practicality of the plan.
E. The original plan becomes less attractive to the consumer as he/she moves closer to the desired goal.
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Updated on: 22 Mar 2021, 23:21
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