When sad is better than happy: Negative affect can improve the quality and effectiveness of persuasive messages and social influence strategies

Based on recent affect-cognition theories and research on social influence strategies, four experiments predicted and found that people in negative mood produced higher quality and more effective interpersonal persuasive messages than did people in positive mood. This effect was obtained for messages advocating both popular and unpopular positions (Experiments 1 and 2), and arguments produced in negative mood actually induced greater attitude change in naïve recipients (Experiment 3). Experiment 4 replicated these effects in an interactive situation, and mediational analyses showed that mood influenced processing style, resulting in the production of more concrete and thus more effective messages when in a negative mood. The role of negative affect in information processing and the production of interpersonal influence strategies in particular is discussed, and the implications of these findings for everyday interaction strategies, and for contemporary affect—cognition theorizing are considered.     

Affective influences on self-disclosure: mood effects on the intimacy and reciprocity of disclosing personal information

How does mood influence people's willingness to disclose intimate information about themselves? Based on recent affect-cognition theories and research on interpersonal behavior, 3 experiments predicted and found that people in a positive mood disclosed more intimate, more varied, and more abstract information about themselves. In contrast, people in a negative mood were more attentive to the behavior of others and reciprocated self-disclosure from their partners more accurately. This effect was obtained in hypothetical situations (Experiments 1 and 2) and in realistic computer-mediated interactions as well (Experiment 3). Experiments 2 and 3 confirmed that mood effects on self-disclosure were mediated by information processing style. The role of affect in information processing and relationship behaviors in particular is discussed, and the implications of these findings for everyday interaction strategies and for contemporary affect-cognition theorizing are considered.     

Understanding the influence of outcome valence in bargaining: A study on fairness accessibility, norms, and behavior

In this study we investigate how outcome valence affects the importance of self-interest and fairness in ultimatum bargaining. In three experiments we systematically study the effect of outcome valence on fairness accessibility, norms, and behavior. Results on all three aspects show strong evidence for the hypothesis that fairness becomes more important and self-interest becomes less important in negative valence bargaining. Fairness accessibility was higher when bargaining involved negative payoffs than when it involved positive payoffs (Experiment 1), the fairness norm was stronger in negatively versus positively valenced bargaining when an identical unequal offer benefiting the allocators was evaluated (Experiment 2), and allocators allocated more to recipients in negative valence bargaining than in positive valence bargaining (Experiment 3). We relate our findings to insights derived from the do-no-harm principle.     

Affective influences on partner choice: role of mood in social decisions.

Does mood influence our information search and decision strategies when choosing a partner? In Experiment 1 (N = 60), sad Ss preferred rewarding to competent partners and remembered information supporting that choice better. In Experiment 2 (N = 96), mood effects on information selectivity, decision speed, and processing strategy in partner choices were found. In Experiment 3 (N = 42), a computerized stimulus presentation revealed mood-induced differences in the latency, self-exposure, and eventual recall of interpersonal information. These results are interpreted as evidence for mood-induced selectivity in information search and decision strategies when making realistic partner choices. The implications of the findings for research on interpersonal relations and for contemporary affect-cognition theories are considered.     

How communication increases interpersonal cooperation in mixed-motive situations

Evidence from two experiments indicates that task-related communication promotes cooperation in mixed-motive situations by activating interpersonal norms related to fairness and trust. In Experiment 1, task-related communication increased cooperation between individuals in a three-choice prisoner’s dilemma game (PDG-Alt) but task-unrelated communication did not. In Experiment 2, cooperation was increased both by sending a task-related message to one’s counterpart and receiving a cooperative task-related message from one’s counterpart. Mediation analyses revealed that task-related communication increased cooperation by activating fairness and trust norms (Experiments 1 and 2). Specifically, whereas sending (relative to receiving) a task-related message increased cooperation by activating fairness norms, receiving (relative to sending) a task-related message increased cooperation by activating trust norms (Experiment 2).     

On feeling good and getting your way: mood effects on negotiator cognition and bargaining strategies.

Are happy people more likely to be cooperative and successful negotiators? On the basis of the Affect Infusion Model (AIM; Forgas, 1995a). Experiment 1 predicted and found that both good and bad moods had a significant mood-congruent effect on people's thoughts and plans, and on their negotiation strategies and outcomes in both interpersonal and intergroup bargaining. Experiment 2 replicated these results and also showed that mood effects were reduced for persons more likely to adopt motivated processing strategies (scoring high on machiavellianism and need for approval). Experiment 3 confirmed these effects and demonstrated that the mood of the opposition also produced more mood-congruent bargaining strategies and outcomes. The results are discussed in terms of affect priming influences on interpersonal behaviors, and the implications of these findings for real-life cognitive tasks and bargaining encounters are considered.     

Effects of Interpersonal Affect Upon Fairness Judgment

We examined the effect of interpersonal affect on fairness judgment. In Experiment 1, participants were asked to write down fair and unfair behaviors that positive and negative persons performed, giving as many examples as possible within 5 minutes. Participants wrote more fair behaviors for the positive person than for the negative, and wrote more unfair behaviors for the negative person than for the positive. In Experiments 2 and 3, subjects rated the perceived frequency of 60 behaviors (30 fair and 30 unfair). In both experiments, they evaluated fair behaviors by the positive person to be more frequent than those of the negative, and unfair behaviors by the negative person to be more frequent than those of the positive. The results indicate that fairness judgment is influenced by the participant's positive and negative affect toward the judged object. The effects of positive and negative interpersonal affect on fairness judgment are discussed.     

Positive affect facilitates social problem solving

We conducted two experiments to test the impact of positive affect on social problem solving. In Experiment 1, participants induced to experience a positive (vs. neutral) affective state generated a greater number of relevant steps to solve fictitious interpersonal problems as well as more effective solutions to the problems. In Experiment 2, participants induced to experience a positive (vs. negative) affective state generated more functional solutions to their own social problems. The positive mood effects observed in Experiment 2 were moderated by dispositional optimism. Our findings have practical implications, as the extent to which individuals are able to generate effective solutions to social problems has far‐reaching consequences with respect to personal adjustment and social functioning.     

Effects of mood states on information processing strategies: Two studies of automatic and controlled processing using misattribution paradigms

To test the hypothesis that a positive mood facilitates automatic processing and a negative mood facilitates controlled processing, two experiments were conducted. In Experiment 1, after positive or negative mood was induced, participants rated the attractiveness of products while listening to a music tape that they were told would have the effect of inducing a positive, negative, or neutral mood. As predicted, augmentation effects were clearer in the negative mood condition than in the positive mood condition. In Experiment 2, participants were first presented with lists of names of non-famous Japanese companies either once or four times. One or two days later, they were presented with these names again, together with new names, and were asked to judge whether those names were famous or-non-famous. As predicted, subjects in a positive mood showed more false fame judgments than those in a negative mood because those in a positive mood did not control their feeling of familiarity correctly. These results indicated that those in positive moods are more likely to engage in automatic processing.     

Preschoolers’ Compliance With Others’ Violations of Fairness Norms: The Roles of Intentionality and Affective Perspective Taking

ABSTRACT

Young children are remarkably compliant with social norms, especially those governing fairness and equality. Yet children also frequently observe and face opportunities to violate those social norms, particularly in situations in which doing so is self-beneficial. In 3 studies, we investigated the conditions under which children adhere to social norms using a novel resource distribution paradigm in which children met an experimenter who expressed either a norm-consistent (equal distribution) or norm-inconsistent (unequal distribution) intention. In Experiment 1, we found that preschoolers generally complied with an experimenter’s intention, regardless of its norm consistency. In Experiment 2, the experimenter again expressed a norm-consistent or norm-inconsistent intention but accidentally placed resources in the opposite distribution of that intended. Preschoolers mostly defaulted to the social norm of fairness. However, they were less likely to do so (and more likely to comply with the norm-violating experimenter) when the inequality was self-benefitting. The likelihood of norm defiance in the face of self-benefit appeared to relate to children’s affective perspective taking. In Experiment 3, we found that training preschoolers in affective perspective taking increased the likelihood children would defy a norm-violating experimenter’s unfair intention. Thus, although preschoolers were generally compliant, both fairness norms and affective perspective taking served as important mechanisms to help children selectively defy adults’ instructions and intentions.     

Origins of "us" versus "them": prelinguistic infants prefer similar others

A central feature of human psychology is our pervasive tendency to divide the social world into "us" and "them". We prefer to associate with those who are similar to us over those who are different, preferentially allocate resources to similar others, and hold more positive beliefs about similar others. Here we investigate the developmental origins of these biases, asking if preference for similar others occurs prior to language and extensive exposure to cultural norms. We demonstrate that, like adults, prelinguistic infants prefer those who share even trivial similarities with themselves, and these preferences appear to reflect a cognitive comparison process ("like me"/"not like me"). However, unlike adults, infants do not appear to prefer others with an utterly arbitrary similarity to themselves. Together, these findings suggest that the phenomena of ingroup bias, and enhanced interpersonal attraction toward those who resemble ourselves, may be rooted in an inherent preference for similarity to self, which itself may be enhanced during development by the influence of cultural values.     

The influence of induced mood on the inhibition of emotional information

The ability to inhibit affective information plays a major role in efficient cognitive processing. In this study the effect of mood induction on inhibitory processing of emotional material was investigated. In Experiment 1, performance on a negative affective priming task (NAP) following negative and positive mood induction (MIP) was compared to a neutral mood condition. Results revealed that, as compared with the neutral mood condition, inhibitory function for affective material was unaffected by negative MIP. However, after the positive MIP, inhibitory processes were significantly impaired. In Experiment 2, we replicated and extended the findings on positive affect and inhibition. The data concerning positive mood fit with the general findings that positive mood often leads to a “loose, flexible” processing mode. The null-finding concerning negative mood and inhibition is discussed in the light of research on inhibition in depression.     

Mood and positive testing in social interaction

Why, how and when does mood influence positive testing, that is, the selection of matching questions, when people actively search for information about others they meet? In four experiments, we demonstrated that happy mood increased positive testing compared to sad mood. Experiment 1 showed that happy participants were more strongly motivated to get along and smooth the interaction to come than sad ones. In addition, evidence was provided by a mediation analysis that happy mood increased the preference for positive testing because of such an improved motivation to get along. Furthermore, Experiment 2 showed that happy participants' preference for positive testing vanished when cognitive resources were limited. The preference for positive testing appeared under happy mood only when the context made salient the goal to get along (Experiments 3 and 4). Together, these results suggest that positive testing in a social‐hypothesis testing paradigm may have social values. Copyright © 2009 John Wiley & Sons, Ltd.     

On being happy and gullible: Mood effects on skepticism and the detection of deception

Are we more likely to believe or disbelieve another person depending on our mood state? Based on past research on interpersonal communication and recent work on affect and social cognition, we predicted and found that negative mood increased and positive mood decreased people’s skepticism and their ability to detect deception, consistent with the more externally focused, accommodative processing style promoted by negative affect. After a mood induction using positive, neutral or negative films, participants viewed deceptive or truthful interviews with individuals who denied committing a theft. Judgments of the targets’ guilt and their truthfulness were collected. As predicted, negative mood increased judges’ skepticism towards the targets, and improved their accuracy in detecting deceptive communications, while judges in a positive mood were more trusting and gullible. The relevance of these findings for everyday judgments of trust and the detection of deception are considered, and their implications for recent affect-cognition theories are discussed.     

Testing multiple means of self-affirmation

The effects of self-affirmation manipulations are not yet well understood because several different affirmation manipulations have been tested using multiple dependent variables. The aim of the present research was to establish whether global self-feelings and self-esteem, or interpersonal positive feelings are affected by affirming the self. Experiment 1 showed that completing a kindness questionnaire led to adolescent girls reporting more positive interpersonal feelings, but no greater self-feelings or self-esteem than completing an opinions (control) questionnaire. Experiment 2 showed again that self-affirmation did not affect self-esteem, and that there were few differences between writing an essay about a cherished value, writing an essay about kindness, or completing a questionnaire about kindness in boosting positive interpersonal feelings. The findings are discussed in relation to self-affirmation theory and the possible practical implications of self-affirmation for aiding the delivery of social and health messages.     

Appraisals of control and predictability in adapting to a chronic disease

In a sample of 92 patients with rheumatoid arthritis, we examined interrelations among various control appraisals, illness predictability, psychosocial adjustment, mood, and illness status. Perceiving greater personal control over the disease and symptoms and perceiving greater health-care-provider control over symptoms were associated with greater illness predictability. Patients reported more personal control over their symptoms than over the course of the disease and thought that their health care providers had more control over disease course than they did themselves. Multiple regression analyses showed that perceiving greater personal control over one's medical care and treatment was associated with positive mood and psychosocial adjustment. Negative mood was also associated with the belief that providers have greater control over the patient's daily symptoms. Patients who had a more severe disease and expressed greater personal control over its course reported greater mood disturbance and were rated as exhibiting less positive adjustment, but those who had more severe daily symptoms and expressed greater personal control over their symptoms reported less mood disturbance. These findings are discussed in terms of the possible benefits of patients' active participation in their care and the implications of perceiving personal and others' control over more or less controllable aspects of the illness, especially when the illness is more severe.     

Pluralistic ignorance and college student perceptions of gender-specific alcohol norms.

Students' perceived norms and personal concern about alcohol use were examined in 4 (N=971) experiments. Men reported that same-sex peers were less concerned about campus alcohol practices than themselves or female students; women believed that they were more concerned about campus alcohol practices than both same- and opposite-sex peers (Experiments 1 and 2). Additional evidence suggested that students were not merely engaging in impression management. Men reported more social pressure to drink and greater embarrassment about expressing drinking-related concerns; women expected more severe consequences if they drank excessively (Experiment 3). A male student (vs female student) expressing concerns about alcohol was believed to experience greater difficulties fitting in (Experiment 4). Implications for peer influence and drug use intervention are discussed.