The effect of approach and avoidance referents on academic outcomes: A test of competing predictions

In an academic setting, we tested competing predictions derived from two conceptual models about the effects of approach and avoidance referents (e.g., goals and role models) on student performance. One model suggests a main effect such that focusing on approach referents leads to better outcomes than focusing on avoidance referents, regardless of personality (e.g., A. J. Elliot & K. M. Sheldon, 1997). Another model suggests an interaction such that focusing on either approach or avoidance referents can lead to positive outcomes, but only when people are promotion focused or prevention focused, respectively (e.g., P. Lockwood, C. H. Jordan, & Z. Kunda, 2002). Findings supported the main effect model. The more prevention focused participants were, the more avoidance goals they generated, which led to poorer grades.