Pub Date : 2016-07-02DOI: 10.1080/15534510.2016.1216890
Torsten Masson, P. Jugert, Immo Fritsche
Abstract Previous research has shown that ingroup norms influence intentions to engage in pro-environmental behavior, most notably for individuals highly identified with a group. However, intriguingly, identification may itself lead people to exaggerate descriptive pro-environmental ingroup norms to enhance positive distinctiveness of their ingroup. We investigated this possibility in two studies together with the assumption that perceived norms would mediate the effects of identification on intentions to engage in pro-environmental behavior. The results support our assumptions and show that high identifiers perceived their ingroup be more eco-friendly, which in turn increased respondents’ intentions to behave in a pro-environmental manner. We discuss the implications of this collective self-fulfilling prophecy for social identity theorizing and the prediction of pro-environmental behavior.
{"title":"Collective self-fulfilling prophecies: group identification biases perceptions of environmental group norms among high identifiers","authors":"Torsten Masson, P. Jugert, Immo Fritsche","doi":"10.1080/15534510.2016.1216890","DOIUrl":"https://doi.org/10.1080/15534510.2016.1216890","url":null,"abstract":"Abstract Previous research has shown that ingroup norms influence intentions to engage in pro-environmental behavior, most notably for individuals highly identified with a group. However, intriguingly, identification may itself lead people to exaggerate descriptive pro-environmental ingroup norms to enhance positive distinctiveness of their ingroup. We investigated this possibility in two studies together with the assumption that perceived norms would mediate the effects of identification on intentions to engage in pro-environmental behavior. The results support our assumptions and show that high identifiers perceived their ingroup be more eco-friendly, which in turn increased respondents’ intentions to behave in a pro-environmental manner. We discuss the implications of this collective self-fulfilling prophecy for social identity theorizing and the prediction of pro-environmental behavior.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2016-07-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"78947442","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-07-02DOI: 10.1080/15534510.2016.1206962
N. Cavazza
Abstract In the field of political communication, the effects of negative propaganda strategies have been long studied. In the current work, I investigated the perceived and actual persuasiveness of an unexplored positive propaganda strategy, i.e., addressing a flattery to the rival in a political speech. In a 2 × 2 full-factorial design experiment, a fictitious candidate (a man or a woman) flattered, or did not flatter, an opponent in a political speech. Results showed that when the candidate flattered a rival s/he influenced the likelihood of being voted through source trustworthiness evaluation, irrespective of the candidate’s gender. Theoretical and practical implications are discussed.
{"title":"When political candidates “go positive”: the effects of flattering the rival in political communication","authors":"N. Cavazza","doi":"10.1080/15534510.2016.1206962","DOIUrl":"https://doi.org/10.1080/15534510.2016.1206962","url":null,"abstract":"Abstract In the field of political communication, the effects of negative propaganda strategies have been long studied. In the current work, I investigated the perceived and actual persuasiveness of an unexplored positive propaganda strategy, i.e., addressing a flattery to the rival in a political speech. In a 2 × 2 full-factorial design experiment, a fictitious candidate (a man or a woman) flattered, or did not flatter, an opponent in a political speech. Results showed that when the candidate flattered a rival s/he influenced the likelihood of being voted through source trustworthiness evaluation, irrespective of the candidate’s gender. Theoretical and practical implications are discussed.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2016-07-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"88342495","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-06-06DOI: 10.1080/15534510.2016.1192061
Sidharth Muralidharan
Abstract Spoofs parody regular advertisements in an attempt to discourage consumers from using or buying certain products. Using regulatory focus theory, the overarching question in this paper was whether spoofs (promotion vs. prevention) act as anti-consumption messages to fight obesity among college students. In Study 1, a repeated measures design was employed where participants were shown the regular ad followed by either spoof, while in Study 2, a between-subjects design was used and participants were exposed to either one of the three ads. Findings from both studies confirmed that spoofing potentially impacts brands, specifically, purchase intentions. Effectiveness of either spoof varies with respect to the presentation order of the ads and levels of anti-commercial consumer rebellion. Theoretical and managerial implications are discussed.
{"title":"Spoofing: social commentary or effective marketing tool? Testing promotion vs. prevention message frames in college students’ fight against obesity","authors":"Sidharth Muralidharan","doi":"10.1080/15534510.2016.1192061","DOIUrl":"https://doi.org/10.1080/15534510.2016.1192061","url":null,"abstract":"Abstract Spoofs parody regular advertisements in an attempt to discourage consumers from using or buying certain products. Using regulatory focus theory, the overarching question in this paper was whether spoofs (promotion vs. prevention) act as anti-consumption messages to fight obesity among college students. In Study 1, a repeated measures design was employed where participants were shown the regular ad followed by either spoof, while in Study 2, a between-subjects design was used and participants were exposed to either one of the three ads. Findings from both studies confirmed that spoofing potentially impacts brands, specifically, purchase intentions. Effectiveness of either spoof varies with respect to the presentation order of the ads and levels of anti-commercial consumer rebellion. Theoretical and managerial implications are discussed.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2016-06-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/15534510.2016.1192061","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"72540266","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-04-13DOI: 10.1080/15534510.2016.1171796
Marco van Bommel, Jan‐Willem van Prooijen, H. Elffers, P. V. van Lange
Abstract People are less likely to help when they have been ostracized, or when they are in the presence of bystanders. In the current manuscript we test both these influences simultaneously. We postulated two opposing hypotheses: first, helping decreases after ostracism, even when intervention is already less likely due to bystander presence. Second, the bystander effect could be reversed, as helping may benefit one’s reputation, especially in the presence of others. After playing Cyberball to manipulate ostracism, participants could help others on either a crowded or empty internet forum. In support of the first hypothesis, we found two main effects: replicating the bystander effect, the presence of others diminished helping. Moreover, ostracism diminished helping, even in the presence of others.
{"title":"The lonely bystander: ostracism leads to less helping in virtual bystander situations","authors":"Marco van Bommel, Jan‐Willem van Prooijen, H. Elffers, P. V. van Lange","doi":"10.1080/15534510.2016.1171796","DOIUrl":"https://doi.org/10.1080/15534510.2016.1171796","url":null,"abstract":"Abstract People are less likely to help when they have been ostracized, or when they are in the presence of bystanders. In the current manuscript we test both these influences simultaneously. We postulated two opposing hypotheses: first, helping decreases after ostracism, even when intervention is already less likely due to bystander presence. Second, the bystander effect could be reversed, as helping may benefit one’s reputation, especially in the presence of others. After playing Cyberball to manipulate ostracism, participants could help others on either a crowded or empty internet forum. In support of the first hypothesis, we found two main effects: replicating the bystander effect, the presence of others diminished helping. Moreover, ostracism diminished helping, even in the presence of others.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2016-04-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"82027934","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-03-22DOI: 10.1080/15534510.2016.1160839
L. Lamy, N. Guéguen, Jacques Fischer-lokou, Jérôme Guegan
Abstract Three experiments were conducted in field settings. It was hypothesized that luxury stores may act as environmental reminders of materialism and that helpfulness would vary according to the presence or absence of such cues. Study 1 (N = 80) indicated that consumers coming out of famous brand stores displayed less helpfulness, as compared to mere passersby. Study 2 (N = 112) showed passersby were less helpful near a luxury brand store than in an ordinary street with no shops. In Study 3 (N = 360), passersby were less helpful when walking down a street lined with highly exclusive stores, as compared to streets with ordinary stores or no stores. Results, limitations, and directions for future research are discussed.
{"title":"“Wrong place to get help”: A field experiment on luxury stores and helping behavior","authors":"L. Lamy, N. Guéguen, Jacques Fischer-lokou, Jérôme Guegan","doi":"10.1080/15534510.2016.1160839","DOIUrl":"https://doi.org/10.1080/15534510.2016.1160839","url":null,"abstract":"Abstract Three experiments were conducted in field settings. It was hypothesized that luxury stores may act as environmental reminders of materialism and that helpfulness would vary according to the presence or absence of such cues. Study 1 (N = 80) indicated that consumers coming out of famous brand stores displayed less helpfulness, as compared to mere passersby. Study 2 (N = 112) showed passersby were less helpful near a luxury brand store than in an ordinary street with no shops. In Study 3 (N = 360), passersby were less helpful when walking down a street lined with highly exclusive stores, as compared to streets with ordinary stores or no stores. Results, limitations, and directions for future research are discussed.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2016-03-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"73166234","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-03-14DOI: 10.1080/15534510.2016.1157096
J. Blondé, F. Girandola
Abstract Despites decades of research, past studies focusing on the effects of vividness on persuasion found mixed and contradictory results. In order to solve this conflicting issue, a meta-analysis was conducted on empirical studies assessing the impact of vivid (vs. pallid) communications on attitude and/or behavioral intention. Overall, 27 articles (k = 43; N = 7575) were included. Our results showed that vividness yielded significant small-to-medium effect on both attitude (d+ = .31) and behavioral intention (d+ = .39). Furthermore, meta-regression analyses indicated that memory recall, cognitive elaboration, and topic valence moderated these effects, whereas vividness/argument congruency was not significantly related to the variations of effects sizes. Finally, theoretical implications of theses finding will be discussed.
{"title":"Revealing the elusive effects of vividness: a meta-analysis of empirical evidences assessing the effect of vividness on persuasion","authors":"J. Blondé, F. Girandola","doi":"10.1080/15534510.2016.1157096","DOIUrl":"https://doi.org/10.1080/15534510.2016.1157096","url":null,"abstract":"Abstract Despites decades of research, past studies focusing on the effects of vividness on persuasion found mixed and contradictory results. In order to solve this conflicting issue, a meta-analysis was conducted on empirical studies assessing the impact of vivid (vs. pallid) communications on attitude and/or behavioral intention. Overall, 27 articles (k = 43; N = 7575) were included. Our results showed that vividness yielded significant small-to-medium effect on both attitude (d+ = .31) and behavioral intention (d+ = .39). Furthermore, meta-regression analyses indicated that memory recall, cognitive elaboration, and topic valence moderated these effects, whereas vividness/argument congruency was not significantly related to the variations of effects sizes. Finally, theoretical implications of theses finding will be discussed.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2016-03-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"83077746","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-03-14DOI: 10.1080/15534510.2016.1156569
Christopher J. Carpenter, A. Pascual
Abstract Two studies were conducted to assess whether reactance or politeness offers a better explanation of the effectiveness of the “but you are free” (BYAF) technique of gaining compliance. The first was conducted with an online survey in the US (N = 131) and found that the BYAF was associated with lower perceived freedom threat than a control or polite request. The second was a field study and collected data in France (N = 372), Norway (N = 360), and the US (N = 108) to test a 3 (direct request, polite request, or BYAF) × 2 (requester benefits or 3rd party group benefits) design. The BYAF was associated with higher compliance than the other two messages.
{"title":"Testing the reactance vs. the reciprocity of politeness explanations for the effectiveness of the “but you are free” compliance-gaining technique","authors":"Christopher J. Carpenter, A. Pascual","doi":"10.1080/15534510.2016.1156569","DOIUrl":"https://doi.org/10.1080/15534510.2016.1156569","url":null,"abstract":"Abstract Two studies were conducted to assess whether reactance or politeness offers a better explanation of the effectiveness of the “but you are free” (BYAF) technique of gaining compliance. The first was conducted with an online survey in the US (N = 131) and found that the BYAF was associated with lower perceived freedom threat than a control or polite request. The second was a field study and collected data in France (N = 372), Norway (N = 360), and the US (N = 108) to test a 3 (direct request, polite request, or BYAF) × 2 (requester benefits or 3rd party group benefits) design. The BYAF was associated with higher compliance than the other two messages.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2016-03-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"82382184","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-03-07DOI: 10.1080/15534510.2016.1154104
Ellie Shockley, R. K. Rosen, Kimberly Rios
Abstract Evidence has been found for existence and longevity biases—inferences of goodness from prevalence or longevity. We argue these biases actually emerge among change-resisting individuals. Our evidence suggests change-accepting individuals can even demonstrate a reversal of these biases. In two studies, change-resisting individuals’ attitudes were suggestive of existence and longevity biases while change-accepting individuals significantly reversed this pattern by evaluating long-standing or prevalent objects less favorably. Finally, we reanalyzed data from the existence and longevity biases literature previously reported in Social Influence. We found Americans identifying as more Republican—thus theorized as more change-resisting—were those who favored a long-standing practice. Altogether, we argue that existence and longevity biases emerge depending on individuals’ change resistance, indicating an important theoretical expansion.
{"title":"Change resistance moderates existence and longevity biases","authors":"Ellie Shockley, R. K. Rosen, Kimberly Rios","doi":"10.1080/15534510.2016.1154104","DOIUrl":"https://doi.org/10.1080/15534510.2016.1154104","url":null,"abstract":"Abstract Evidence has been found for existence and longevity biases—inferences of goodness from prevalence or longevity. We argue these biases actually emerge among change-resisting individuals. Our evidence suggests change-accepting individuals can even demonstrate a reversal of these biases. In two studies, change-resisting individuals’ attitudes were suggestive of existence and longevity biases while change-accepting individuals significantly reversed this pattern by evaluating long-standing or prevalent objects less favorably. Finally, we reanalyzed data from the existence and longevity biases literature previously reported in Social Influence. We found Americans identifying as more Republican—thus theorized as more change-resisting—were those who favored a long-standing practice. Altogether, we argue that existence and longevity biases emerge depending on individuals’ change resistance, indicating an important theoretical expansion.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2016-03-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"85153227","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-01-02DOI: 10.1080/15534510.2016.1142892
F. Boster, S. Cruz, Brian Manata, B. DeAngelis, Zhuang Jie
Abstract Meta-analytic procedures were used to estimate the effect of experienced guilt on compliance. Examination of 47 effect sizes indicated that inducing guilt is an effective means by which to increase compliance, ρ = .26. Moreover, despite coding for numerous substantive and methodological moderators, there was no evidence of moderation in these data. Instead, correcting for measurement error in the independent variable and restriction in range in the dependent explained all variance in effect sizes, yielding a corrected effect size of ρ′ = .35.
{"title":"A meta-analytic review of the effect of guilt on compliance","authors":"F. Boster, S. Cruz, Brian Manata, B. DeAngelis, Zhuang Jie","doi":"10.1080/15534510.2016.1142892","DOIUrl":"https://doi.org/10.1080/15534510.2016.1142892","url":null,"abstract":"Abstract Meta-analytic procedures were used to estimate the effect of experienced guilt on compliance. Examination of 47 effect sizes indicated that inducing guilt is an effective means by which to increase compliance, ρ = .26. Moreover, despite coding for numerous substantive and methodological moderators, there was no evidence of moderation in these data. Instead, correcting for measurement error in the independent variable and restriction in range in the dependent explained all variance in effect sizes, yielding a corrected effect size of ρ′ = .35.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2016-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"85369165","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-01-02DOI: 10.1080/15534510.2016.1148072
Wojciech Kulesza, D. Doliński, Paula Wicher
Abstract Mimicry pays off for a mimicker, and that mimickees are not aware of being influenced by mimicry. In this study, we investigated the link between mimicry, awareness and liking using a 2 (mimicry: yes/no) × 4 (awareness manipulation) experimental design. We found a main effect of mimicry (the confederate was liked more in the mimicry condition) and an interaction between mimicry and awareness. Awareness manipulation had a limited effect on the association between mimicry and liking. Providing participants with little or no information about mimicry (information not including any remarks about its consequences) had an effect on the association between mimicry and liking. However, when participants were informed about the interpersonal consequences of mimicry, mimicry did not influence liking.
{"title":"Knowing that you mimic me: the link between mimicry, awareness and liking","authors":"Wojciech Kulesza, D. Doliński, Paula Wicher","doi":"10.1080/15534510.2016.1148072","DOIUrl":"https://doi.org/10.1080/15534510.2016.1148072","url":null,"abstract":"Abstract Mimicry pays off for a mimicker, and that mimickees are not aware of being influenced by mimicry. In this study, we investigated the link between mimicry, awareness and liking using a 2 (mimicry: yes/no) × 4 (awareness manipulation) experimental design. We found a main effect of mimicry (the confederate was liked more in the mimicry condition) and an interaction between mimicry and awareness. Awareness manipulation had a limited effect on the association between mimicry and liking. Providing participants with little or no information about mimicry (information not including any remarks about its consequences) had an effect on the association between mimicry and liking. However, when participants were informed about the interpersonal consequences of mimicry, mimicry did not influence liking.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2016-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"90563673","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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