Questionnaire for recording interpersonal value judgments in group psychotherapy

Interpersonal estimation is a factor that is of importance to both the patient-therapeut relationship and the climate prevailing within the psychotherapy group. This contribution describes a questionnaire which permits interpersonal estimations in group psychotherapy to be expressed numerically. It enables identification of differences between the estimations given by different patients and also the patient's reception of other patient's estimations of himself. The questionnaire is used for weekly measurements of changes in connection with the diagnostic work accompanying group psychotherapy for neurotic maldevelopments.     

Resistance,reactance, and consultation

A review of techniques for dealing with consultee resistance is presented, with the limitations of these techniques. The social psychological theory of reactance is offered as a useful conceptual framework for considering resistance in consultation. Examples of the application of reactance theory to both minimizing consultee resistance and to utilizing consultee resistance for beneficial change are provided. Variables that predict the likely effectiveness of a reactance utilization intervention are described. Finally, ethical issues involved in the application of reactance techniques are discussed.     

Argument,Inference, and Persuasion

This paper distinguishes between two types of persuasive force arguments can have in terms of two different connections between arguments and inferences. First, borrowing from Pinto (in Argument, inference, and dialectic, Kluwer Academic Pub, Dordrecht, 2001), an arguer's invitation to inference directly persuades an addressee if the addressee performs an inference that the arguer invites. This raises the question of how invited inferences are determined by an invitation to inference. Second, borrowing from Sorenson (J Philos 88:245–266, 1991), an arguer's invitation to inference indirectly persuades an addressee if the addressee performs an inference guided by the argument even though it is uninvited. This raises the question of how an invitation to inference can guide inferences that the arguer does not use the argument to invite. Focusing on belief-inducing inference, the primary aims here are (i) to clarify what is necessary for an addressee's belief-inducing inference to be invited by an argument used as an instrument of persuasion; and (ii) to highlight the capacity of arguments to guide such inferences. The paper moves beyond Pinto's (2001) discussion by using Boghossian's (Philos Stud 169:1–18, 2014) Taking Condition in service of (i) and (ii) in way that illustrates how epistemically bad arguments can rationally persuade addressees of their conclusions.

     

Negotiation, Persuasion and Argument

Argument is often taken to deal with conflicting opinion or belief, while negotiation deals with conflicting goals or interests. It is widely accepted that argument ought to comply with some principles or norms. On the other hand, negotiation and bargaining involve concession exchange and tactical use of power, which may be contrasted with attempts to convince others through argument. However, there are cases where it is difficult to draw a clear distinction between bargaining and argument: notably cases where negotiators persuade others through `framing' and cases where the aims of negotiation have to do with public assertion and acceptance. Those cases suggest that the distinction between negotiation and argument is not absolute, and this raises the question whether rules about what is acceptable in argument and rules about what is acceptable in negotiation can all be viewed as instances of more general common norms about human interaction.     

Self-consciousness and reactance

Two studies examined the effects of dispositional self-consciousness on reactance. In Experiment 1, men who were high in private self-consciousness displayed greater reactance responses to a coercive communication attempt (as reflected by attitude reversal) than did men lower in private self-consciousness. In contrast, the effect of public self-consciousness in this context was to inhibit the expression of reactance. In Experiment 2, women high in private self-consciousness exhibited greater reactance responses to a self-imposed threat to their freedom of choice (as reflected by equivocation over two choice alternatives) than did women lower in private self-consciousness. The effect of public self-consciousness in this context was negligible. These findings replicate and extend a previous self-awareness and reactance finding; they provide additional evidence that manipulated self-awareness and dispositional self-consciousness converge on the same psychological entity; and they provide additional evidence that there are important differences between the dimensions of private and public self-consciousness.     

Nonverbal Behaviors,Persuasion, and Credibility

This study examined the relationships among nonverbal behaviors, dimensions of source credibility, and speaker persuasiveness in a public speaking context. Relevant nonverbal literature was organized according to a Brunswikian lens model. Nonverbal behavioral composites, grouped according to their likely proximal percepts, were hypothesized to significantly affect both credibility and persuasiveness. A sample of 60 speakers gave videotaped speeches that were judged on credibility and persuasiveness by classmates. Pairs of trained raters coded 22 vocalic, kinesic, and proxemic nonverbal behaviors evidenced in the tapes. Results confirmed numerous associations between nonverbal behaviors and attributions of credibility and persuasiveness. Greater perceived competence and composure were associated with greater vocal and facial pleasantness, with greater facial expressiveness contributing to competence perceptions. Greater sociability was associated with more kinesic/proxemic immediacy, dominance, and relaxation and with vocal pleasantness. Most of these same cues also enhanced character judgments. No cues were related to dynamism judgments. Greater perceived persuasiveness correlated with greater vocal pleasantness (especially fluency and pitch variety), kinesic/proxemic immediacy, facial expressiveness, and kinesic relaxation (especially high random movement but little tension). All five dimensions of credibility related to persuasiveness. Advantages of analyzing nonverbal cues according to proximal percepts are discussed.     

Persuasion,surveillance, and voting behavior

More than 4000 students received one of three letters urging them to vote in a campus primary election. Two letters suggesting that voting behavior would be monitored produced 37% turnout compared with 32% for a nonsurveillance letter and 26% for noletter controls. Differences among these three groups are significant at p < .01. The letters also increased turnout in a runoff election held one week after the primary; however there were no differences among the three letters. These results are discussed in terms of Thibaut and Kelley's three-step process for enforcing group norms.     

Achievement motivation,psychological reactance,and learned helplessness

Two experiments are reported in which the behavior of subjects classified as high or low on achievement motivation was studied following experience of uncontrollable, nonaversive outcomes, using a triadic design. In both experiments, subjects high on achievement motivation displayed facilitation, whereas subjects low on achievement motivation displayed slight interference or no effect. In the second experiment it was shown that the experimental treatment was successful in inducing the expectation of response-outcome independence without associated perceptions of failure. It differed in this respect from manipulations used in most reported studies of human helplessness. The results are discussed in relation to theories of achievement motivation, psychological reactance, and learned helplessness.The first experiment was conducted by the first author under the supervision of the second author in partial fulfillment of the requirements for the B.A. Honors degree in psychology at the University of Adelaide. The authors wish to thank J. M. Innes and E. E. Rump for their helpful comments.     

Effects of musically evoked affect on women's interpersonal attraction toward and perceptual judgments of physical attractiveness of men

In a between-subjects design, female subjects evaluated photographs of attractive and unattractive stimulus males while listening to positive affect-evoking rock music, negative affect-evoking avant-garde music, or no music at all. Consistent with previous research, subjects evaluated attractive stimulus males more positively than unattractive males on a variety of interpersonal judgment dimensions. Furthermore, subjects responded with more positive evaluations of personal character of, and attraction toward, stimulus persons in the rock music as compared to the avant-garde music condition. Finally, assessments of physical attractiveness were influenced by the music conditions, with stimulus persons judged of greater physical attractiveness in the rock as compared with the avant-garde music condition. The results are discussed in terms of extending the Byrne-Clore reinforcement-affect model of interpersonal attraction.     

Regulatory Fit,Processing Fluency,and Narrative Persuasion

For millennia, people have used narratives to inform and persuade. However, little social psychological research addresses how and when narrative persuasion occurs, perhaps because narratives are complex stimuli that are difficult to vary without significantly changing the plot or characters. Existing research suggests that regulatory fit and/or processing fluency can be varied easily and in ways completely exterior to narrative content but that nonetheless affect how much narratives engage, transport, and persuade. We review research on narrative transportation and persuasion and then discuss regulatory fit and its relationship to processing fluency. Afterward, we discuss how regulatory fit and processing fluency may affect psychological engagement, transportation, and persuasion via narratives.     

Psychological reactance: examination across age, ethnicity, and gender

Psychological reactance is a motivational state aroused when real or perceived personal freedoms are threatened, reduced, or eliminated. Although psychological reactance theory has existed for almost 40 years, there is still dissent over some of its most basic characteristics. Research on age and ethnicity is scant, and research on gender has not produced a clear pattern of results. We attempted to clarify the relationships of these variables to psychological reactance. A total of 3,499 undergraduates completed the Therapeutic Reactance Scale and a brief demographic questionnaire. We found a curvilinear relationship between age and reactance, with older and younger participants exhibiting higher reactance than the middle age group. African Americans, Asians, and Hispanics exhibited higher total, behavioral, and verbal reactance than Caucasians and Native Americans. Men produced higher total, behavioral, and verbal reactance scores than women. We discuss the implications of these findings and make suggestions for further research.     

Behavioral similarity,confederate strategy,and sex composition of dyad as determinants of interpersonal judgments and behavior in the prisoner's dilemma game

The study was designed to test three distinct theoretical models relating player's attitudes toward a confederate in the prisoner's dilemma game: a reinforcing outcome model, a cultural norm model, and a social comparison model. A secondary concern of the study was to determine if player's sex, confederate's sex, and the confederate's strategy interactively influence player's choice behavior. Forty-eight male and forty-eight female subjects played 100 trials of the prisoner's dilemma game with a confederate who played either a 74% cooperative or 74% competitive predetermined strategy and then filled out the Interpersonal Judgment Scale rating the confederate. Behaviorally similar confederates received more positive evaluations than dissimilar confederates supporting the social comparison hypothesis. Further, the strategy of the confederate did not influence choice behavior in mixed-sex dyads, suggesting that sex roles may inhibit behaviorally based male-female interaction. The generality of previous gaming research which has dealt almost exclusively with same-sex dyads is called into question.     

Prior exercise of freedom and reactance

A communication that contains a particularly strong intent to influence caneasily lose persuasive impact or even bring about a “boomerang” effect. Such “boomerang” phenomena have often been attributed to “psychological reactance”, a motivational state created when freedoms are threatened or usurped. The first experiment reported here examined two factors that inhibited reactance effects. (A) The more that subjects were in initial disagreement with the communicator, the less likely they were to respond with boomerang change to a high pressure communication. (B) Among subjects who initially agreed with the communicator, a successful blocking of reactance effects was produced by asking them to write a short precommunication essay taking a position contrary to the communication. This latter effect was replicated in Experiment II.