Pub Date : 2017-09-13DOI: 10.1080/15534510.2017.1377107
D. Paolini, S. Pagliaro, F. Alparone, Federica Marotta, I. van Beest
Abstract Ostracism is a painful experience, to the point that even observing ostracism hurts. We extend research on vicarious ostracism by investigating how observers subsequently behave and whether this is driven by intrapersonal feelings (need satisfaction) and/or interpersonal impressions. Sixty-six participants observed either ostracism or inclusion in Cyberball. They reported their global impression of sources and of targets, their own need satisfaction, and how they wanted to allocate money towards sources and targets. Observing ostracism increased money donations to targets (and decreased donation to sources), which was mediated by both lowered need satisfaction and negative impressions towards the sources, with stronger effect emerging for the latter mediator. These findings advance knowledge about the mechanisms underlying interpersonal behavior after vicarious ostracism.
{"title":"On vicarious ostracism. Examining the mediators of observers’ reactions towards the target and the sources of ostracism","authors":"D. Paolini, S. Pagliaro, F. Alparone, Federica Marotta, I. van Beest","doi":"10.1080/15534510.2017.1377107","DOIUrl":"https://doi.org/10.1080/15534510.2017.1377107","url":null,"abstract":"Abstract Ostracism is a painful experience, to the point that even observing ostracism hurts. We extend research on vicarious ostracism by investigating how observers subsequently behave and whether this is driven by intrapersonal feelings (need satisfaction) and/or interpersonal impressions. Sixty-six participants observed either ostracism or inclusion in Cyberball. They reported their global impression of sources and of targets, their own need satisfaction, and how they wanted to allocate money towards sources and targets. Observing ostracism increased money donations to targets (and decreased donation to sources), which was mediated by both lowered need satisfaction and negative impressions towards the sources, with stronger effect emerging for the latter mediator. These findings advance knowledge about the mechanisms underlying interpersonal behavior after vicarious ostracism.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"136 1","pages":"117 - 127"},"PeriodicalIF":1.7,"publicationDate":"2017-09-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"86197716","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 : 2017-09-13DOI: 10.1080/15534510.2017.1378125
Simon Schindler, Marc-André Reinhard, Felix Grünewald, M. Messner
Abstract In explicit persuasion, the communicator states explicitly a desire to persuade the consumer. By referring to an attributional approach, social engagement was simultaneously explored as a beneficial communicator attribute, while cause-related marketing (CRM) was addressed as a boundary condition. In an experiment, we varied the persuasion strategy (explicit vs. implicit), the communicator’s prior experience with social engagement (yes vs. no), and the specific marketing strategy (CRM vs. non-charity marketing). As expected, in the non-charity marketing condition, explicit (vs. implicit) persuasion was more effective when the communicator had prior experience in social engagement. In the CRM condition, explicit (vs. implicit) persuasion was less effective when the communicator had prior experience in social engagement; when no prior experience was reported, persuasiveness increased.
{"title":"‘I Want to Persuade You!’ – Investigating the effectiveness of explicit persuasion concerning attributes of the communicator and the marketing campaign","authors":"Simon Schindler, Marc-André Reinhard, Felix Grünewald, M. Messner","doi":"10.1080/15534510.2017.1378125","DOIUrl":"https://doi.org/10.1080/15534510.2017.1378125","url":null,"abstract":"Abstract In explicit persuasion, the communicator states explicitly a desire to persuade the consumer. By referring to an attributional approach, social engagement was simultaneously explored as a beneficial communicator attribute, while cause-related marketing (CRM) was addressed as a boundary condition. In an experiment, we varied the persuasion strategy (explicit vs. implicit), the communicator’s prior experience with social engagement (yes vs. no), and the specific marketing strategy (CRM vs. non-charity marketing). As expected, in the non-charity marketing condition, explicit (vs. implicit) persuasion was more effective when the communicator had prior experience in social engagement. In the CRM condition, explicit (vs. implicit) persuasion was less effective when the communicator had prior experience in social engagement; when no prior experience was reported, persuasiveness increased.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"4 1","pages":"128 - 140"},"PeriodicalIF":1.7,"publicationDate":"2017-09-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"88647474","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 : 2017-07-03DOI: 10.1080/15534510.2017.1371639
Spee Kosloff, S. Irish, L. Perreault, Gabrial T. Anderson, Alexandra Nottbohm
Abstract The present study investigated associations between personality and conformity. Early work on this subject employed impactful, experimentally realistic procedures to induce conformity, yet lacked valid personality assessment. Conversely, contemporary work used valid personality assessment but measured conformity in low-impact settings. The present study combined the strengths of these research eras by measuring conformity in an Asch-like paradigm and testing associations with two well-validated meta-traits (Stability and Plasticity). Participants evaluated the humorousness of unfunny cartoons, either while alone (n = 103) or while surrounded by confederates who gave high scripted humorousness ratings (n = 102). Meta-traits were measured with the NEO Five Factor Inventory-3. The influence of confederates greatly increased participants’ humorousness ratings, especially among individuals higher in the meta-trait Stability.
{"title":"Assessing relationships between conformity and meta-traits in an Asch-like paradigm","authors":"Spee Kosloff, S. Irish, L. Perreault, Gabrial T. Anderson, Alexandra Nottbohm","doi":"10.1080/15534510.2017.1371639","DOIUrl":"https://doi.org/10.1080/15534510.2017.1371639","url":null,"abstract":"Abstract The present study investigated associations between personality and conformity. Early work on this subject employed impactful, experimentally realistic procedures to induce conformity, yet lacked valid personality assessment. Conversely, contemporary work used valid personality assessment but measured conformity in low-impact settings. The present study combined the strengths of these research eras by measuring conformity in an Asch-like paradigm and testing associations with two well-validated meta-traits (Stability and Plasticity). Participants evaluated the humorousness of unfunny cartoons, either while alone (n = 103) or while surrounded by confederates who gave high scripted humorousness ratings (n = 102). Meta-traits were measured with the NEO Five Factor Inventory-3. The influence of confederates greatly increased participants’ humorousness ratings, especially among individuals higher in the meta-trait Stability.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"69 1","pages":"100 - 90"},"PeriodicalIF":1.7,"publicationDate":"2017-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"83894436","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 : 2017-07-03DOI: 10.1080/15534510.2017.1365759
A. Shaw, Emily A. Dolan, Laura Yurgalite, Jess Walton, Katy Underwood
Abstract Compliance-gaining research focuses mainly on how message variations differentially affect compliance; however, few studies have examined how framing the compliance-gaining goal (i.e., promotion/prevention) and providing a means to achieve the goal function concurrently to influence compliance. The current study uses regulatory fit theory to examine how a fit between goals and means of compliance-gaining messages affects compliance. A field experiment was conducted in which subjects were presented with a compliance-gaining request in which goals and means were varied. Results indicated that compliance rates and donation amounts were higher under conditions of fit between the regulatory orientation of goals and means rather than non-fit. Findings are discussed in light of their implications for compliance-gaining research and regulatory fit theory.
{"title":"Using regulatory fit theory to examine how the communication context of compliance-gaining interactions influences compliance","authors":"A. Shaw, Emily A. Dolan, Laura Yurgalite, Jess Walton, Katy Underwood","doi":"10.1080/15534510.2017.1365759","DOIUrl":"https://doi.org/10.1080/15534510.2017.1365759","url":null,"abstract":"Abstract Compliance-gaining research focuses mainly on how message variations differentially affect compliance; however, few studies have examined how framing the compliance-gaining goal (i.e., promotion/prevention) and providing a means to achieve the goal function concurrently to influence compliance. The current study uses regulatory fit theory to examine how a fit between goals and means of compliance-gaining messages affects compliance. A field experiment was conducted in which subjects were presented with a compliance-gaining request in which goals and means were varied. Results indicated that compliance rates and donation amounts were higher under conditions of fit between the regulatory orientation of goals and means rather than non-fit. Findings are discussed in light of their implications for compliance-gaining research and regulatory fit theory.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"1 1","pages":"80 - 89"},"PeriodicalIF":1.7,"publicationDate":"2017-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"75468268","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 : 2017-07-03DOI: 10.1080/15534510.2017.1373697
J. Lemoine, C. Roland-Lévy
Abstract Being in a social context influences risk-taking behavior. This study aims to identify the effect of an audience’s presence on risk-taking while gambling. One hundred and thirty-two university students played a computer roulette game. They were randomly allocated to one of our three conditions: (i) either they played alone; or (ii) in the presence of the experimenter; or (iii) in the presence of the experimenter, while being videotaped. Results revealed a significant effect on risk-taking in the participants with the presence of an audience, with more risk-averse behaviors in the two types of audience conditions than in the alone condition. No differences were found between the two audience conditions. Thus, an audience may prevent risk-taking and provide a social shield.
{"title":"The effect of the presence of an audience on risk-taking while gambling: the social shield","authors":"J. Lemoine, C. Roland-Lévy","doi":"10.1080/15534510.2017.1373697","DOIUrl":"https://doi.org/10.1080/15534510.2017.1373697","url":null,"abstract":"Abstract Being in a social context influences risk-taking behavior. This study aims to identify the effect of an audience’s presence on risk-taking while gambling. One hundred and thirty-two university students played a computer roulette game. They were randomly allocated to one of our three conditions: (i) either they played alone; or (ii) in the presence of the experimenter; or (iii) in the presence of the experimenter, while being videotaped. Results revealed a significant effect on risk-taking in the participants with the presence of an audience, with more risk-averse behaviors in the two types of audience conditions than in the alone condition. No differences were found between the two audience conditions. Thus, an audience may prevent risk-taking and provide a social shield.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"88 1","pages":"101 - 114"},"PeriodicalIF":1.7,"publicationDate":"2017-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"76565828","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 : 2017-04-28DOI: 10.1080/15534510.2017.1323007
Meagan Kelly, Lawrence Ngo, Vladimir Chituc, S. Huettel, Walter Sinnott-Armstrong
Abstract Over the last decade, social media has increasingly been used as a platform for political and moral discourse. We investigate whether conformity, specifically concerning moral attitudes, occurs in these virtual environments apart from face-to-face interactions. Participants took an online survey and saw either statistical information about the frequency of certain responses, as one might see on social media (Study 1), or arguments that defend the responses in either a rational or emotional way (Study 2). Our results show that social information shaped moral judgments, even in an impersonal digital setting. Furthermore, rational arguments were more effective at eliciting conformity than emotional arguments. We discuss the implications of these results for theories of moral judgment that prioritize emotional responses.
{"title":"Moral conformity in online interactions: rational justifications increase influence of peer opinions on moral judgments","authors":"Meagan Kelly, Lawrence Ngo, Vladimir Chituc, S. Huettel, Walter Sinnott-Armstrong","doi":"10.1080/15534510.2017.1323007","DOIUrl":"https://doi.org/10.1080/15534510.2017.1323007","url":null,"abstract":"Abstract Over the last decade, social media has increasingly been used as a platform for political and moral discourse. We investigate whether conformity, specifically concerning moral attitudes, occurs in these virtual environments apart from face-to-face interactions. Participants took an online survey and saw either statistical information about the frequency of certain responses, as one might see on social media (Study 1), or arguments that defend the responses in either a rational or emotional way (Study 2). Our results show that social information shaped moral judgments, even in an impersonal digital setting. Furthermore, rational arguments were more effective at eliciting conformity than emotional arguments. We discuss the implications of these results for theories of moral judgment that prioritize emotional responses.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"51 4","pages":"57 - 68"},"PeriodicalIF":1.7,"publicationDate":"2017-04-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/15534510.2017.1323007","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"72393997","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 : 2017-01-02DOI: 10.1080/15534510.2017.1316771
Nicolas Barreto, M. Hogg
Abstract The key premise of the social identity theory of leadership, that group prototypical leaders are more favorably evaluated than less prototypical leaders, is supported by twenty years of research. To establish overall how much variance in leader evaluation is attributable to leader prototypicality we conducted a meta-analysis of 35 independent studies (N = 6678). Prototypicality accounted for 24% of variance in leader evaluation. There was a large overall effect (r = .49), which was moderated by research method and type of evaluation. The relationship was stronger in correlational studies (r = .60) than experiments (r = .35), and on measures of leader trust (r = .63) than effectiveness (r = .43). Theoretical implications and future directions are discussed.
{"title":"Evaluation of and support for group prototypical leaders: a meta-analysis of twenty years of empirical research","authors":"Nicolas Barreto, M. Hogg","doi":"10.1080/15534510.2017.1316771","DOIUrl":"https://doi.org/10.1080/15534510.2017.1316771","url":null,"abstract":"Abstract The key premise of the social identity theory of leadership, that group prototypical leaders are more favorably evaluated than less prototypical leaders, is supported by twenty years of research. To establish overall how much variance in leader evaluation is attributable to leader prototypicality we conducted a meta-analysis of 35 independent studies (N = 6678). Prototypicality accounted for 24% of variance in leader evaluation. There was a large overall effect (r = .49), which was moderated by research method and type of evaluation. The relationship was stronger in correlational studies (r = .60) than experiments (r = .35), and on measures of leader trust (r = .63) than effectiveness (r = .43). Theoretical implications and future directions are discussed.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"1 1","pages":"41 - 55"},"PeriodicalIF":1.7,"publicationDate":"2017-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"88394460","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 : 2017-01-02DOI: 10.1080/15534510.2017.1314980
L. Bègue, Aaron A. Duke, D. Courbet, Dominique Oberlé
Abstract In his obedience studies, Milgram noticed that some participants, while remaining fully obedient, attempted to help the victim of painful electric shocks by vocally signaling the correct answer. However, there is still no systematic description of these more subtle forms of noncompliance. We analyzed this phenomenon by the systematic coding of the indirect noncompliant behaviors recorded in the videos of a previous Milgram-like study and explored the correlations between values and indirect noncompliance. Results revealed that indirect noncompliance was observed when the ostensible shocks were unambiguously damaging (labeled "strong shocks" and associated with a vocal expression of great pain). It was also shown that the more participants valued hard work, the less they tried to help subtly the victim.
{"title":"Values and indirect noncompliance in a Milgram-like paradigm","authors":"L. Bègue, Aaron A. Duke, D. Courbet, Dominique Oberlé","doi":"10.1080/15534510.2017.1314980","DOIUrl":"https://doi.org/10.1080/15534510.2017.1314980","url":null,"abstract":"Abstract In his obedience studies, Milgram noticed that some participants, while remaining fully obedient, attempted to help the victim of painful electric shocks by vocally signaling the correct answer. However, there is still no systematic description of these more subtle forms of noncompliance. We analyzed this phenomenon by the systematic coding of the indirect noncompliant behaviors recorded in the videos of a previous Milgram-like study and explored the correlations between values and indirect noncompliance. Results revealed that indirect noncompliance was observed when the ostensible shocks were unambiguously damaging (labeled \"strong shocks\" and associated with a vocal expression of great pain). It was also shown that the more participants valued hard work, the less they tried to help subtly the victim.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"20 1","pages":"29 - 40"},"PeriodicalIF":1.7,"publicationDate":"2017-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"86282093","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 : 2017-01-02DOI: 10.1080/15534510.2017.1305986
Seyoung Lee, T. Feeley
Abstract A random-effects meta-analysis was undertaken to examine the effectiveness of the pique technique of compliance-gaining. Results indicated an overall significant effect of the pique technique on increased compliance rate across 17 comparisons (r = .27). Moderator analyses showed the technique worked significantly better than controls in gaining compliance when a smaller amount was requested, when the reason for the request was included, and when the technique was used in France. In addition, the pique technique was more successful than control requests in terms of the total amount of money or time given by participants and the percentage of participants inquiring about the requests. Theoretical and practical implications for the success of pique technique are discussed for future research.
{"title":"A meta-analysis of the pique technique of compliance","authors":"Seyoung Lee, T. Feeley","doi":"10.1080/15534510.2017.1305986","DOIUrl":"https://doi.org/10.1080/15534510.2017.1305986","url":null,"abstract":"Abstract A random-effects meta-analysis was undertaken to examine the effectiveness of the pique technique of compliance-gaining. Results indicated an overall significant effect of the pique technique on increased compliance rate across 17 comparisons (r = .27). Moderator analyses showed the technique worked significantly better than controls in gaining compliance when a smaller amount was requested, when the reason for the request was included, and when the technique was used in France. In addition, the pique technique was more successful than control requests in terms of the total amount of money or time given by participants and the percentage of participants inquiring about the requests. Theoretical and practical implications for the success of pique technique are discussed for future research.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"118 4 1","pages":"15 - 28"},"PeriodicalIF":1.7,"publicationDate":"2017-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"84301074","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 : 2017-01-02DOI: 10.1080/15534510.2017.1301990
C. Zygar, Michaela Pfundmair
Abstract Excluded people vary in their coping with social pain. The menstrual cycle has shown to moderate experiences related to pain. We therefore investigated the influence of the menstrual cycle on aggressive intentions in response to social exclusion. Results revealed no effect of the menstrual cycle alone. However when exploratory taking dispositional social anxiety into account, we found women low in social phobia to report more aggression in response to social exclusion in the luteal than in the non-luteal phase. In this phase, they indicated a similarly high aggression level than women high in social phobia who did not differ between the luteal and non-luteal phase. These findings are discussed within the framework of evolutionary adaption.
{"title":"Does the female cycle matter? Looking at aggressive intentions after social exclusion*","authors":"C. Zygar, Michaela Pfundmair","doi":"10.1080/15534510.2017.1301990","DOIUrl":"https://doi.org/10.1080/15534510.2017.1301990","url":null,"abstract":"Abstract Excluded people vary in their coping with social pain. The menstrual cycle has shown to moderate experiences related to pain. We therefore investigated the influence of the menstrual cycle on aggressive intentions in response to social exclusion. Results revealed no effect of the menstrual cycle alone. However when exploratory taking dispositional social anxiety into account, we found women low in social phobia to report more aggression in response to social exclusion in the luteal than in the non-luteal phase. In this phase, they indicated a similarly high aggression level than women high in social phobia who did not differ between the luteal and non-luteal phase. These findings are discussed within the framework of evolutionary adaption.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":"36 1","pages":"1 - 14"},"PeriodicalIF":1.7,"publicationDate":"2017-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"80753358","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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