Pub Date : 2019-01-02DOI: 10.1080/15534510.2019.1581083
Ildo Kim, Bo Feng, JooYoung Jang, Bingqing Wang
ABSTRACT The present study reassessed the effectiveness of the Integrated Model of Advice-giving with participants of varying levels of need for cognition (NFC) and different communication styles (high- and low-context communication styles). Participants (N = 828) were randomly assigned to read one of 33 versions of conversation in which they received advice from a friend. Results showed that NFC moderated the effect of presence of emotional support on recipients’ evaluations of facilitation of coping. Communication styles moderated the effect of presence of emotional support on recipients’ evaluation of facilitation of coping and their intention to implement advice.
{"title":"Reassessing the integrated model of advice-giving in supportive interactions: the moderating roles of need for cognition and communication styles","authors":"Ildo Kim, Bo Feng, JooYoung Jang, Bingqing Wang","doi":"10.1080/15534510.2019.1581083","DOIUrl":"https://doi.org/10.1080/15534510.2019.1581083","url":null,"abstract":"ABSTRACT The present study reassessed the effectiveness of the Integrated Model of Advice-giving with participants of varying levels of need for cognition (NFC) and different communication styles (high- and low-context communication styles). Participants (N = 828) were randomly assigned to read one of 33 versions of conversation in which they received advice from a friend. Results showed that NFC moderated the effect of presence of emotional support on recipients’ evaluations of facilitation of coping. Communication styles moderated the effect of presence of emotional support on recipients’ evaluation of facilitation of coping and their intention to implement advice.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"1 1","pages":"14 - 24"},"PeriodicalIF":1.7,"publicationDate":"2019-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"90367416","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 : 2018-10-02DOI: 10.1080/15534510.2018.1544589
N. J. Van Doesum, Johan C. Karremans, Rosanne C. Fikke, M. A. de Lange, P. V. van Lange
ABSTRACT Two studies show that being socially mindful only requires a minimal social context: The presence of a specific other is enough to bring out greater social mindfulness in a one-shot social decision-making task that focuses participants’ decisions on leaving or limiting other people’s choice. Study 1 contrasts a control condition (with no second chooser) with two conditions in which a confederate chooses after the participant. We find that participants are socially mindful by leaving choice to the confederate more often. Study 2 reveals that a specified, identifiable other is left choice more often than an unspecified next chooser. The physical presence of others may thus be enough to elicit greater social mindfulness as manifested in simple and low-cost social decision-making.
{"title":"Social mindfulness in the real world: the physical presence of others induces other-regarding motivation","authors":"N. J. Van Doesum, Johan C. Karremans, Rosanne C. Fikke, M. A. de Lange, P. V. van Lange","doi":"10.1080/15534510.2018.1544589","DOIUrl":"https://doi.org/10.1080/15534510.2018.1544589","url":null,"abstract":"ABSTRACT Two studies show that being socially mindful only requires a minimal social context: The presence of a specific other is enough to bring out greater social mindfulness in a one-shot social decision-making task that focuses participants’ decisions on leaving or limiting other people’s choice. Study 1 contrasts a control condition (with no second chooser) with two conditions in which a confederate chooses after the participant. We find that participants are socially mindful by leaving choice to the confederate more often. Study 2 reveals that a specified, identifiable other is left choice more often than an unspecified next chooser. The physical presence of others may thus be enough to elicit greater social mindfulness as manifested in simple and low-cost social decision-making.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"2 1","pages":"209 - 222"},"PeriodicalIF":1.7,"publicationDate":"2018-10-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"77567481","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 : 2018-10-02DOI: 10.1080/15534510.2018.1540358
Fredrik Jansson, Moa Bursell
ABSTRACT There is widespread segregation between workplaces along ethnic lines. We expand upon previous research on segregation and social influence by testing the effect of the latter on personal diversity preferences, specifically in employees’ selection into hypothetical workplaces. In a survey study with 364 European American respondents in three waves, participants complied with social consensus preferences for either more or less workplace diversity. The new preference was sufficiently internalized to be retained largely unaltered a week later. Simulations suggest a self-reinforcing effect, where accurate social consensus information may be sufficient to change preferences. Given that initial choices were polarized, perceived social consensus can vary highly between people in society, and influencing this perception may feed back into greater acceptance of minorities.
{"title":"Social consensus influences ethnic diversity preferences","authors":"Fredrik Jansson, Moa Bursell","doi":"10.1080/15534510.2018.1540358","DOIUrl":"https://doi.org/10.1080/15534510.2018.1540358","url":null,"abstract":"ABSTRACT There is widespread segregation between workplaces along ethnic lines. We expand upon previous research on segregation and social influence by testing the effect of the latter on personal diversity preferences, specifically in employees’ selection into hypothetical workplaces. In a survey study with 364 European American respondents in three waves, participants complied with social consensus preferences for either more or less workplace diversity. The new preference was sufficiently internalized to be retained largely unaltered a week later. Simulations suggest a self-reinforcing effect, where accurate social consensus information may be sufficient to change preferences. Given that initial choices were polarized, perceived social consensus can vary highly between people in society, and influencing this perception may feed back into greater acceptance of minorities.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"2012 1","pages":"192 - 208"},"PeriodicalIF":1.7,"publicationDate":"2018-10-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"86431833","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 : 2018-10-02DOI: 10.1080/15534510.2018.1546616
Youjae Yi, Jacob C. Lee, Saetbyeol Kim
ABSTRACT We explored a novel phenomenon where people in certain social contexts voluntarily consume high-calorie foods with the altruistic motive of making other people feel comfortable and pleasant. We hypothesized that people are likely to choose a high-calorie food, especially around others with whom they have communal relationships (e.g., friends), because of the desire to induce in others feelings of pleasantness rather than guilt. A field study at a café shows that this phenomenon emerges in the real world, and a scenario-based experiment supports our altruistic account with mediation analyses. The alternative explanation of a social acceptance account is ruled out.
{"title":"Altruistic indulgence: people voluntarily consume high-calorie foods to make other people feel comfortable and pleasant","authors":"Youjae Yi, Jacob C. Lee, Saetbyeol Kim","doi":"10.1080/15534510.2018.1546616","DOIUrl":"https://doi.org/10.1080/15534510.2018.1546616","url":null,"abstract":"ABSTRACT We explored a novel phenomenon where people in certain social contexts voluntarily consume high-calorie foods with the altruistic motive of making other people feel comfortable and pleasant. We hypothesized that people are likely to choose a high-calorie food, especially around others with whom they have communal relationships (e.g., friends), because of the desire to induce in others feelings of pleasantness rather than guilt. A field study at a café shows that this phenomenon emerges in the real world, and a scenario-based experiment supports our altruistic account with mediation analyses. The alternative explanation of a social acceptance account is ruled out.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"16 1","pages":"223 - 239"},"PeriodicalIF":1.7,"publicationDate":"2018-10-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"86341533","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 : 2018-09-12DOI: 10.1080/15534510.2018.1518786
Claire Heeryung Kim, Dahee Han, A. Duhachek, Zakary L. Tormala
ABSTRACT The current research examines how political identity shapes preferences for objects and messages that highlight either equality or hierarchy. We find that liberals show a greater preference for an object associated with less as opposed to more hierarchy, whereas conservatives do not exhibit such a preference (Study 1). We also find that liberals are more persuaded by persuasive appeals that endorse equality rather than hierarchy, whereas conservatives are less sensitive to this distinction (Study 2). Finally, we identify the moderating role of political identity salience: When one’s political identity is made salient, liberals show an increased preference for messages highlighting equality, whereas conservatives become more persuaded by messages highlighting hierarchy (Study 3).
{"title":"Political identity, preference, and persuasion","authors":"Claire Heeryung Kim, Dahee Han, A. Duhachek, Zakary L. Tormala","doi":"10.1080/15534510.2018.1518786","DOIUrl":"https://doi.org/10.1080/15534510.2018.1518786","url":null,"abstract":"ABSTRACT The current research examines how political identity shapes preferences for objects and messages that highlight either equality or hierarchy. We find that liberals show a greater preference for an object associated with less as opposed to more hierarchy, whereas conservatives do not exhibit such a preference (Study 1). We also find that liberals are more persuaded by persuasive appeals that endorse equality rather than hierarchy, whereas conservatives are less sensitive to this distinction (Study 2). Finally, we identify the moderating role of political identity salience: When one’s political identity is made salient, liberals show an increased preference for messages highlighting equality, whereas conservatives become more persuaded by messages highlighting hierarchy (Study 3).","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"2019 1","pages":"177 - 191"},"PeriodicalIF":1.7,"publicationDate":"2018-09-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"73628489","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 : 2018-07-03DOI: 10.1080/15534510.2018.1500944
Shlomo Hareli, Michael Smoly, U. Hess
ABSTRACT We all occasionally need the help of others whom we do not know well. In four studies, we studied the influence of the facial appearance of both the potential helper and the help seeker on such a decision. In three studies (1a-1c), across different help domains, participants rated a person with submissive facial appearance as more likely to help. This was mediated via the perception of the submissive person as caring and helpful. The notion that submissive individuals will be perceived as more likely to help when a dominant person asks was only supported in the context of financial help. The preference for a submissive potential helper was also found when participant had to choose a helper for themselves (Study 2). (120 words)
{"title":"Help me Obi-Wan: the influence of facial dominance on perceptions of helpfulness","authors":"Shlomo Hareli, Michael Smoly, U. Hess","doi":"10.1080/15534510.2018.1500944","DOIUrl":"https://doi.org/10.1080/15534510.2018.1500944","url":null,"abstract":"ABSTRACT We all occasionally need the help of others whom we do not know well. In four studies, we studied the influence of the facial appearance of both the potential helper and the help seeker on such a decision. In three studies (1a-1c), across different help domains, participants rated a person with submissive facial appearance as more likely to help. This was mediated via the perception of the submissive person as caring and helpful. The notion that submissive individuals will be perceived as more likely to help when a dominant person asks was only supported in the context of financial help. The preference for a submissive potential helper was also found when participant had to choose a helper for themselves (Study 2). (120 words)","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"50 1","pages":"163 - 176"},"PeriodicalIF":1.7,"publicationDate":"2018-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"88345515","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 : 2018-07-03DOI: 10.1080/15534510.2018.1491888
Elizabeth M. Niedbala, Zachary P. Hohman, Jada S. Elleby
ABSTRACT Attitude correctness and attitude clarity define the broader concept, attitude certainty. Repeating one’s attitude to oneself causes attitude clarity, while learning that the majority of others agree with you causes attitude correctness. The current research tests how attitude correctness influences emotions and behavioral intentions toward individuals with opposing attitudes. We predicted that compared to clarity, those high in attitude correctness would feel more anger toward an opposing individual and a stronger desire to confront, oppose, and argue with them. Results across two studies supported predictions; believing that you hold the same attitude as the majority sparks feelings of anger toward individuals with differing viewpoints. The current work contributes to our understanding of heated debates and ugly confrontations.
{"title":"When i’m right you’re wrong: attitude correctness facilitates anger and approach motivation toward opposing individuals","authors":"Elizabeth M. Niedbala, Zachary P. Hohman, Jada S. Elleby","doi":"10.1080/15534510.2018.1491888","DOIUrl":"https://doi.org/10.1080/15534510.2018.1491888","url":null,"abstract":"ABSTRACT Attitude correctness and attitude clarity define the broader concept, attitude certainty. Repeating one’s attitude to oneself causes attitude clarity, while learning that the majority of others agree with you causes attitude correctness. The current research tests how attitude correctness influences emotions and behavioral intentions toward individuals with opposing attitudes. We predicted that compared to clarity, those high in attitude correctness would feel more anger toward an opposing individual and a stronger desire to confront, oppose, and argue with them. Results across two studies supported predictions; believing that you hold the same attitude as the majority sparks feelings of anger toward individuals with differing viewpoints. The current work contributes to our understanding of heated debates and ugly confrontations.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"119 3 1","pages":"150 - 162"},"PeriodicalIF":1.7,"publicationDate":"2018-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"91037914","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 : 2018-05-16DOI: 10.1080/15534510.2018.1473290
M. Stel, Eric van Dijk
Abstract Nonverbally-expressed emotions are not always linked to people’s true emotions. We investigated whether observers’ ability to distinguish trues from lies differs for positive and negative emotional expressions. Participants judged targets either simulating or truly experiencing positive or negative emotions. Deception detection was measured by participants’ inference of the targets’ emotions and their direct judgments of deception. Results of the direct measure showed that participants could not accurately distinguish between truth tellers and liars, regardless which emotion was expressed. As anticipated, the effects emerged on the indirect emotion measure: participants distinguished liars from truth tellers when inferring experienced emotions from negative emotional expressions, but not positive emotional expressions.
{"title":"When do we see that others misrepresent how they feel? detecting deception from emotional faces with direct and indirect measures","authors":"M. Stel, Eric van Dijk","doi":"10.1080/15534510.2018.1473290","DOIUrl":"https://doi.org/10.1080/15534510.2018.1473290","url":null,"abstract":"Abstract Nonverbally-expressed emotions are not always linked to people’s true emotions. We investigated whether observers’ ability to distinguish trues from lies differs for positive and negative emotional expressions. Participants judged targets either simulating or truly experiencing positive or negative emotions. Deception detection was measured by participants’ inference of the targets’ emotions and their direct judgments of deception. Results of the direct measure showed that participants could not accurately distinguish between truth tellers and liars, regardless which emotion was expressed. As anticipated, the effects emerged on the indirect emotion measure: participants distinguished liars from truth tellers when inferring experienced emotions from negative emotional expressions, but not positive emotional expressions.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"5 1","pages":"137 - 149"},"PeriodicalIF":1.7,"publicationDate":"2018-05-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"81327481","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 : 2018-05-09DOI: 10.1080/15534510.2018.1471415
E. Bonetto, Jaïs Troïan, Florent Varet, Grégory Lo Monaco, F. Girandola
Abstract Research in the field of Resistance to Persuasion (RP) has demonstrated that inoculating individuals with counter arguments is effective for lowering their levels of adherence to conspiracist beliefs (CB). Yet, this strategy is limited because it requires specific arguments tailored against targeted conspiracist narratives. Therefore, we investigated whether priming Resistance to Persuasion would reduce individual adherence to CB among undergraduate student samples. A first study (N = 81) demonstrated that participants primed by filling a RP scale had lower CB scores than control participants. This effect was directly replicated twice (N = 205 and N = 265) and confirmed by a mini meta-analysis (N = 519; d = .20). Practical and theoretical implications are then discussed.
{"title":"Priming Resistance to Persuasion decreases adherence to Conspiracy Theories*","authors":"E. Bonetto, Jaïs Troïan, Florent Varet, Grégory Lo Monaco, F. Girandola","doi":"10.1080/15534510.2018.1471415","DOIUrl":"https://doi.org/10.1080/15534510.2018.1471415","url":null,"abstract":"Abstract Research in the field of Resistance to Persuasion (RP) has demonstrated that inoculating individuals with counter arguments is effective for lowering their levels of adherence to conspiracist beliefs (CB). Yet, this strategy is limited because it requires specific arguments tailored against targeted conspiracist narratives. Therefore, we investigated whether priming Resistance to Persuasion would reduce individual adherence to CB among undergraduate student samples. A first study (N = 81) demonstrated that participants primed by filling a RP scale had lower CB scores than control participants. This effect was directly replicated twice (N = 205 and N = 265) and confirmed by a mini meta-analysis (N = 519; d = .20). Practical and theoretical implications are then discussed.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"219 1","pages":"125 - 136"},"PeriodicalIF":1.7,"publicationDate":"2018-05-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"79794689","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 : 2018-03-29DOI: 10.1080/15534510.2018.1453866
Ashley V. Whillans, Elizabeth W. Dunn, M. Norton
Abstract Spending money on time saving purchases improves happiness. Yet, people often fail to spend their money in this way. Because most people believe that the future will be less busy than the present, they may underweight the value of these purchases. We examine the impact of debiasing this previously unexplored barrier of consumer decisions to ‘buy time’ in a field experiment with a US-based sharing economy (N = 78,726). Prompting people to think that they will be as busy in the future as they are today increased the likelihood that customers would both open the email and click a link to purchase various services. In sum, making the future feel as busy as the present encourages individuals to buy future time.
{"title":"Overcoming barriers to time-saving: reminders of future busyness encourage consumers to buy time","authors":"Ashley V. Whillans, Elizabeth W. Dunn, M. Norton","doi":"10.1080/15534510.2018.1453866","DOIUrl":"https://doi.org/10.1080/15534510.2018.1453866","url":null,"abstract":"Abstract Spending money on time saving purchases improves happiness. Yet, people often fail to spend their money in this way. Because most people believe that the future will be less busy than the present, they may underweight the value of these purchases. We examine the impact of debiasing this previously unexplored barrier of consumer decisions to ‘buy time’ in a field experiment with a US-based sharing economy (N = 78,726). Prompting people to think that they will be as busy in the future as they are today increased the likelihood that customers would both open the email and click a link to purchase various services. In sum, making the future feel as busy as the present encourages individuals to buy future time.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"24 1","pages":"117 - 124"},"PeriodicalIF":1.7,"publicationDate":"2018-03-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"84508349","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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