Subliminal priming and persuasion: Striking while the iron is hot

Three studies demonstrated that subliminally priming a goal-relevant cognition (thirst in Studies 1 and 2; sadness in Study 3) influenced behavior (in Study 1) and enhanced the persuasiveness of an ad targeting the goal (in Studies 2 and 3) when people were motivated to pursue the goal (when they were thirsty in Studies 1 and 2; when they expected to interact with another person in Study 3). These results suggest that subliminal priming can be used to enhance persuasion, but only when certain conditions are met. Both the priming of goal-relevant cognitions and the motive to pursue the goal were necessary for ads targeting the goal to be more persuasive. The implications of these results for the role of functionality in subliminal priming and for the use and abuse of subliminal priming in persuasion are discussed.     

Forewarned is forearmed: Conserving self-control strength to resist social influence

Recent research has shown that resisting persuasion involves active self-regulation. Resisting an influence attempt consumes self-regulatory resources, and in a state of self-regulatory resource depletion, people become more susceptible to (unwanted) influence attempts. However, the present studies show that a forewarning of an impending influence attempt prompts depleted individuals to conserve what is left of their regulatory resources and thus promotes self-regulatory efficiency. As a result, when these individuals are subsequently confronted with a persuasive request, they comply less (Experiments 1 and 3), and generate more counterarguments (Experiment 2) than their depleted counterparts who were not forewarned and thus did not conserve their resources, and they are as able as non-depleted participants to resist persuasion.     

Seeing while moving: measuring the online influence of action on perception

The online influence of movement production on motion perception was investigated. Participants were asked to move one of their hands in a certain direction while monitoring an independent stimulus motion. The stimulus motion unpredictably deviated in a direction that was either compatible or incompatible with the concurrent movement. Participants' task was to make a speeded response as soon as they detected the deviation. A reversed compatibility effect was obtained: Reaction times were slower under compatible conditions—that is, when motion deviations and movements went in the same direction. This reversal of a commonly observed facilitatory effect can be attributed to the concurrent nature of the perception-action task and to the fact that what was produced was functionally unrelated to what was perceived. Moreover, by employing an online measure, it was possible to minimize the contribution of short-term memory processes, which has potentially confounded the interpretation of related effects.     

Seeing while moving: Measuring the online influence of action on perception

The online influence of movement production on motion perception was investigated. Participants were asked to move one of their hands in a certain direction while monitoring an independent stimulus motion. The stimulus motion unpredictably deviated in a direction that was either compatible or incompatible with the concurrent movement. Participants' task was to make a speeded response as soon as they detected the deviation. A reversed compatibility effect was obtained: Reaction times were slower under compatible conditions—that is, when motion deviations and movements went in the same direction. This reversal of a commonly observed facilitatory effect can be attributed to the concurrent nature of the perception–action task and to the fact that what was produced was functionally unrelated to what was perceived. Moreover, by employing an online measure, it was possible to minimize the contribution of short-term memory processes, which has potentially confounded the interpretation of related effects.     

A protean approach to social influence: Dark Triad personalities and social influence tactics

To avoid detection, those high on Dark Triad traits (i.e., narcissism, psychopathy, and Machiavellianism) may adopt a protean approach to interpersonal influence. We show the Dark Triad traits correlate with a number of unique tactics of influence (Study 1; N = 259). We show this protean approach was insensitive to differences in targets of manipulation (Study 2; N = 296). When forced to choose one tactic to solve different adaptive problems, the Dark Triad traits were correlated with unique tactical choices (Study 3; N = 268). We show these associations are generally robust to controlling for the Big Five and participants’ sex (Study 1 and 2). We discuss the theoretical implications of these findings for both life history and cheater-detection theories.     

Situating social influence processes: dynamic, multidirectional flows of influence within social networks.

Social psychologists have studied the psychological processes involved in persuasion, conformity, and other forms of social influence, but they have rarely modeled the ways influence processes play out when multiple sources and multiple targets of influence interact over time. However, workers in other fields from sociology and economics to cognitive science and physics have recognized the importance of social influence and have developed models of influence flow in populations and groups-generally without relying on detailed social psychological findings. This article reviews models of social influence from a number of fields, categorizing them using four conceptual dimensions to delineate the universe of possible models. The goal is to encourage interdisciplinary collaborations to build models that incorporate the detailed, microlevel understanding of influence processes derived from focused laboratory studies but contextualized in ways that recognize how multidirectional, dynamic influences are situated in people's social networks and relationships.     

Thinking straight while seeing red: the influence of anger on information processing

Because angry people apparently rely on heuristic cues when making judgments, anger has been claimed to trigger superficial, nonanalytic information processing. In three studies, the authors found that induced anger promoted analytic processing. Experiment 1 showed that angry participants were more likely to discriminate between weak and strong arguments than participants in neutral moods. Experiment 2 demonstrated that anger overrode dispositional preferences not to process, causing even those low in need for cognition to process analytically. Experiment 3 reconciled these findings with previous work by showing that angry people used accessible, valid, and relevant heuristics but otherwise processed analytically, as indicated by attitude change and elaboration data. Together, these experiments showed that angry people can have both the capacity and motivation to process and that their selective use of heuristics reflects the cue's perceived validity and not the failure to process analytically.     

Recognizing discrimination explicitly while denying it implicitly: Implicit social identity protection

Past research suggests that members of devalued groups recognize their groups are discriminated against. Do the implicit responses of members of these groups demonstrate the same pattern? We argue that they do not and that this is due to a motivated protection of members of devalued groups' social identity. Study 1 demonstrates that, at an explicit level African-Canadians recognize that their group is discriminated against, but at an implicit level African-Canadians think that most people like their group to a greater extent than do European-Canadians. Study 2 replicates this implicit finding with Muslim participants while demonstrating that, when affirmed, this group difference disappears. Study 3 demonstrates that implicit normative regard can predict collective action over and above implicit attitudes and explicit normative regard. The implications for changing the status quo are discussed.     

The burden of social proof: shared thresholds and social influence

Social influence rises with the number of influence sources, but the proposed relationship varies across theories, situations, and research paradigms. To clarify this relationship, I argue that people share some sense of where the "burden of social proof" lies in situations where opinions or choices are in conflict. This suggests a family of models sharing 2 key parameters, one corresponding to the location of the influence threshold, and the other reflecting its clarity--a factor that explains why discrete "tipping points" are not observed more frequently. The plausibility and implications of this account are examined using Monte Carlo and cellular automata simulations and the relative fit of competing models across classic data sets in the conformity, group deliberation, and social diffusion literatures.     

One-month-old human infants learn about the social world while they sleep

Although infants display preferences for social stimuli early in their lives, we know relatively little about the mechanisms of infant learning about the social world. In the current set of studies, 1-month-old infants underwent an adapted eyeblink conditioning paradigm to examine learning to both 'social' and non-social cues. While infants were asleep, they were presented with either a 'social' stimulus (a female voice) or one of two non-social stimuli (tone or backward voice) followed by an airpuff presented to the eyelid. Infants in the experimental groups displayed increased learning across trials, regardless of stimulus type. However, infants conditioned to the 'social' stimulus showed increased learning compared to infants conditioned to either of the non-social stimuli. These results suggest a mechanism by which learning about the social world occurs early in life and the power of ecologically valid cues in facilitating that learning.     

Studies in social influence: II. Instrumental and symbolic influence

In this article we have dealt with a critical analysis pertaining to the notion of the informational influence. We hereby show that in every inter-actionary situation, the judgments emitted by the source (influence agent) appear to contain informations on the judged objects from their elementary content and, at the same time, from their organisation, like indications on the source itself, on its purpose. In this manner, we have come to distinguish the instrumental influence from the symbolical influence. An experiment where the subjects have to judge the number of points appearing on the slides shows that this distinction reveals what happens in the process of influence.     

The influence of social networks on romantic relationships: Through the lens of the social network

Past research indicates that social network support is linked to relationship development and continuation. This study fills a gap in the literature by examining social network influence from the perspective of network members. University students completed a survey about a relationship in their network of which they had a strong reaction, either positive or negative. Participants' social reactions to the targeted relationship were associated with the likelihood that they engaged in behaviors to try to influence the relationship. About two thirds of the participants believed that their behaviors had an influence on the outcome of the relationship, and those who reported more influence attempts also reported that they had a greater effect on the relationship. The findings help paint a picture of social network reactions, perceptions, and influence directed toward relationships, from the perspective of the social network.     

Minority influence and social categorization: A replication

The effects of ingroup and outgroup minorities upon public and private levels of influence was examined. The results show that whilst ingroup minorities have greater influence in public, outgroup minorities can have as much, if not more influence than ingroup minorities when responses are made in private. These results are consistent with previous research and support the social identijkation model of social influence.     

Children's social groups and intergroup prejudice: Assessing the influence and inhibition of social group norms

A simulation group study examined whether the effects of group norms on 7‐ and 9‐year‐old children's intergroup attitudes can be moderated by a contrary school norm. Children learnt that their school had an inclusion norm, were assigned to a group with an outgroup inclusion or exclusion norm, and indicated their ingroup and outgroup attitudes under teacher surveillance or not. Results revealed reduced outgroup liking when the group had an exclusion norm, but that the effect was moderated when the school had an inclusion norm, especially among the older children. The participants’ ingroup liking was also reduced, but teacher surveillance had no effect on attitudes. The findings are discussed in relation to possible strategies to moderate social group norm effects.     

Studies in social influence III: Majority versus minority influence in a group

This experimental study was aimed at investigating the mechanisms of influence involved in the two functionally opposed phenomena of innovation and conformity. We have been concerned for several years with the former of these two phenomena because of its intrinsic importance and the limited amount of research devoted to it. In the present article we have attempted not only to analyse the position more thoroughly, but also to compare the effects of innovation with those of conformity. In particular, we have endeavoured to show that behavioural style acts as a general source of influence in the two phenomena under consideration, where manifest judgments are concerned. On the other hand, the latent effects of influence may be different in the two cases of innovation and conformity. To investigate these questions, we developed an experimental design consisting of three parts. The first part was intended to study manifest influence on a quasi-physical judgment based on a cultural truism. The second part was aimed at the study of latent modifications in the perceptual-cognitive code as a result of influence. The third, in the form of a postexperimental questionnaire, was intended to provide information about various aspects, including the perception of the agent of influence by subjects. The main function of the experimental manipulations was to vary the minority or majority relationship of the agent of influence within a group, and its behavioural style, consistent or inconsistent. Our main findings indicate that behavioural consistency is the main factor behind the influence exerted by both majority and minority. But whereas, in conformity, influence is limited to modifying manifest judgments, in innovation, it changes the perceptual-cognitive code underlying such judgments.     

Studies in social influence IV: Minority influence in a context of original judgments

This research was devoted to the studv of minoritv influence in a context of originality of judgments. It was stimulated by a consideration of the role pla-ved by the normative context in influence processes. In most research, this implicitlv underlies the phenomena studied. Thus, studies of social control have naturally appealed to the objectivity context. Innovation, in the social milieu in which it is involved, frequentlv implies an originality context. We hoped to study experimentally its effects on the process of social change. To this end, five experimental conditions were created, in which the originality norm was introduced in different ways – by experimental instructions, by influencing the perception of his own creativity by each individual and by using the time factor to encourage the fuller acceptance of this norm. In each condition, a consistent minority defended a deviant response in a colour perception task (the experimental paradigm used in our previous research using an objectivity context). The originality context affected the development of minority influence. Judgment based on perceptual evidence was abandoned to a significant degree, and new influence behaviours appeared. Individuals followed the minority or avoided the conflict by apparently original compromise responses. They were able to adopt several modes of response in the destructured way during the experiment, as they could oppose the minority by adopting a counter-norm. Although these reactions depended on the way in which the originality norm was introduced, theprimary role in this process was nevertheless played by the minority, which provided the pole of attraction and persuasion in the group.