How to make people do things with words

Abstract

Sometimes we do what other people tell us to. A natural thought is that the motivation to act on an instruction comes about rationally as the result of interpreting an imperative and deciding to act on it; that is, by updating on information that gets mediated through belief‐desire reasoning. We defend an alternative “Spinozan” view about how instructions—specifically those performed with imperative sentences—might give rise to a motivation to act, namely, that when someone is told to do something, this activates motivations directly, without the person updating on information that gets mediated through belief‐desire reasoning. We will discuss two general strategies for thinking about how imperatives might supply motivation that are consistent with this view—one based on models of dissonance reduction and the other involving a more direct link between imperative utterances and motivational mental states. We will conclude with a discussion of how ecological considerations might favor a Spinozan process of motivation from imperatives.