Pub Date : 2018-01-02DOI: 10.1080/15534510.2017.1421571
Aharon Levy, Y. Maaravi
Abstract Research has found that teaching people about psychological biases can help counteract biased behavior. On the other hand, due to the innate need for preservation of a positive self-image, it is likely that teaching people about biases they hold, may cause a boomerang effect in cases where being associated with a specific bias implies negative social connotations. In the three studies below we examine situations in which psychological bias implies negatively associated behavior, and show that teaching people about bias in those contexts can be counterproductive.
{"title":"The boomerang effect of psychological interventions","authors":"Aharon Levy, Y. Maaravi","doi":"10.1080/15534510.2017.1421571","DOIUrl":"https://doi.org/10.1080/15534510.2017.1421571","url":null,"abstract":"Abstract Research has found that teaching people about psychological biases can help counteract biased behavior. On the other hand, due to the innate need for preservation of a positive self-image, it is likely that teaching people about biases they hold, may cause a boomerang effect in cases where being associated with a specific bias implies negative social connotations. In the three studies below we examine situations in which psychological bias implies negatively associated behavior, and show that teaching people about bias in those contexts can be counterproductive.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2018-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"86189468","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 : 2017-10-02DOI: 10.1080/15534510.2017.1387173
Martin Aranguren
Abstract A field experiment on the discrimination of Roma migrants from Eastern Europe was conducted in two stations of the Paris metro to explore the behaviors that may communicate misrecognition in everyday encounters. An actress asked for help to randomly chosen passengers on a metro platform, wearing a glaringly Romani skirt in the treatment condition but an unconspicuous middle-class style in the control condition. In interaction with the actress wearing the Romani skirt, passengers were found to enact the so-called “visual dominance pattern”, and male passengers in particular were found to keep greater distances. Reverse discrimination also occurred as women kept shorter distances from the actress bearing the ethnic stigma. Last, passengers helped less the stigmatized actress, but only in one of the two metro stations where trials were conducted.
{"title":"Exploring the nonverbal facet of ethnic discrimination: a field experiment on anti-Roma racism in the Paris métro","authors":"Martin Aranguren","doi":"10.1080/15534510.2017.1387173","DOIUrl":"https://doi.org/10.1080/15534510.2017.1387173","url":null,"abstract":"Abstract A field experiment on the discrimination of Roma migrants from Eastern Europe was conducted in two stations of the Paris metro to explore the behaviors that may communicate misrecognition in everyday encounters. An actress asked for help to randomly chosen passengers on a metro platform, wearing a glaringly Romani skirt in the treatment condition but an unconspicuous middle-class style in the control condition. In interaction with the actress wearing the Romani skirt, passengers were found to enact the so-called “visual dominance pattern”, and male passengers in particular were found to keep greater distances. Reverse discrimination also occurred as women kept shorter distances from the actress bearing the ethnic stigma. Last, passengers helped less the stigmatized actress, but only in one of the two metro stations where trials were conducted.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2017-10-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"85796215","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 : 2017-09-17DOI: 10.1080/15534510.2017.1378126
F. Teng, Xue Wang, Ye Yang
Abstract The current investigation examined our prediction that sexual objectification decreases women’s experiential consumption but not material consumption. Three experiments provided converging support for this prediction. In particular, female participants reported lower tendency to engage in experiential consumption after recalling a past experience of objectification (Studies 1 and 3) and chose a material product over an experiential one after receiving objectifying comments (Study 2). Furthermore, Study 3 found that sexual objectification reduced purchase inclination of experiential products, and this effect did not emerge for material products. These findings contribute to the literature on sexual objectification by showing the impact of sexual objectification on women’s economic decisions and behaviors.
{"title":"Sexual objectification decreases women’s experiential consumption (but not material consumption)","authors":"F. Teng, Xue Wang, Ye Yang","doi":"10.1080/15534510.2017.1378126","DOIUrl":"https://doi.org/10.1080/15534510.2017.1378126","url":null,"abstract":"Abstract The current investigation examined our prediction that sexual objectification decreases women’s experiential consumption but not material consumption. Three experiments provided converging support for this prediction. In particular, female participants reported lower tendency to engage in experiential consumption after recalling a past experience of objectification (Studies 1 and 3) and chose a material product over an experiential one after receiving objectifying comments (Study 2). Furthermore, Study 3 found that sexual objectification reduced purchase inclination of experiential products, and this effect did not emerge for material products. These findings contribute to the literature on sexual objectification by showing the impact of sexual objectification on women’s economic decisions and behaviors.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2017-09-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"76565033","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: 10.1080/15534510.2017.1377107
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":null,"pages":null},"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":null,"pages":null},"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":null,"pages":null},"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":null,"pages":null},"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":null,"pages":null},"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":null,"pages":null},"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":null,"pages":null},"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}
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