Nostalgia's fulfillment of agentic and communal needs: How different types of self‐concepts shape consumer attitudes toward nostalgia

This research investigates how consumers' different types of self‐concepts (agentic vs. communal) shape their attitudes toward nostalgia. Experiment 1, using a two (self‐concept: agentic vs. communal) by two (nostalgia: nostalgic vs. non‐nostalgic) between‐subjects design and a series of multivariate analysis of variance and Hayes's PROCESS Model 8, showed that agentic and communal participants' preference was not increased in the non‐nostalgic condition but was increased in the nostalgic condition. Self‐concept indirectly influenced participants' preference for the nostalgic product through different functions of nostalgia; Agentic participants' likelihood of buying a nostalgic product and recommending it to others increased through enhanced self‐positivity, whereas communal participants' likelihood of buying a nostalgic product and recommending it to others increased through enhanced social connectedness. In Experiment 2, these results were replicated in the context of a public education campaign, and participants' chronic self‐concepts were measured. Participants with different chronic self‐concept tendencies were randomly assigned to nostalgic or non‐nostalgic conditions and were asked to indicate their attitudes toward the campaign. As in Experiment 1, a series of regression and Hayes' PROCESS Model 8 revealed that agentic and communal participants' attitudes were not enhanced in the non‐nostalgic condition but were enhanced in the nostalgic condition. Agentic (communal) individuals' favorability toward the nostalgic message about advocacy increased through enhanced self‐positivity (social connectedness). It appears that consumers with different self‐concepts (agentic vs. communal) experience enhanced feelings relevant to their self‐concepts (self‐positivity vs. social connectedness) when presented with nostalgic appeals for an object, and these heightened feelings drive an increased preference for it. Copyright © 2016 John Wiley & Sons, Ltd.     

To compete or to cooperate? Values' impact on perception and action in social dilemma games

Two studies investigated how values affect competitive versus cooperative behavior. Each Study presented a new social‐dilemma game, in which participants' interpretations of the dilemma (i.e., their subjective payoff matrix)—and consequently the dominant (i.e., rational) behavioral choice—depended on their values. The Paired Charity Game (Study 1) framed the situation in terms of cooperation. As hypothesized, contribution correlated positively with universalism and benevolence values that reflect concern for others and negatively with power, achievement, and hedonism values that promote self‐interests. Furthermore, values, but not traits, predicted the participants' contribution. The Group Charity Game (Study 2) was designed to frame the situation in terms of competition. As hypothesized, contribution correlated positively with emphasizing benevolence over power values. Moreover, the impact of values was stronger when they were rendered accessible, indicating a causal influence of values on behavior. Furthermore, when their value hierarchy was rendered accessible, participants explained their choices in terms of those values that were (a) important to them and (b) relevant to the situation. The findings thus point to the mechanism through which accessible values affect behavior. Taken together, the studies promote our understanding of the value–behavior relationships, by highlighting the impact of values on perception. Copyright © 2010 John Wiley & Sons, Ltd.     

Can magical intervention affect subjective experiences? Adults' reactions to magical suggestion

In three experiments, undergraduates' subjective experiences were affected by positive magical intervention. A large number of participants accepted the offer of magical help, yet the outcomes they reported were contrary to the aims of the magical intervention. In Experiment 1, participants were offered magical help that aimed to improve their practical skills. However, in the magical‐suggestion condition, they reported no improvement significantly more frequently than in the control no‐suggestion condition. In Experiment 2, participants who accepted the offer of magical help aimed at improving their general life satisfaction reported a significant decrease in this satisfaction. Those who declined the offer of magical help reported a significant increase in satisfaction. In Experiment 3, in the magical‐suggestion condition, participants experienced bad dreams significantly more frequently than in the control condition. In conclusion, the data suggest that adult participants protect their subjective experiences against magical intervention.     

The Moderating Effect of Within‐Group Similarity on Change in a Strengths‐Based Programme for Incarcerated Young Men

Many youth who are incarcerated within juvenile correctional facilities experience mental health disorders, histories of victimization and suicide ideation. Strengths‐based intervention programmes are intended to enhance participants' resilience against such challenges. However, little is known about how the composition of intervention groups contributes to programmes' efficacy. This study addresses the impact of within‐group similarity on the success of a strengths‐based intervention for incarcerated young men (n = 141). Similarity was assessed in terms of self‐reported demographics and behaviours and belief systems. Youths' masculine ideology, caring and cooperative behaviours, ethnic pride and respect for differences, self‐efficacy regarding education and non‐violence, and attitudes about criminal behaviour were measured before and after intervention. Results indicate that participants' caring and cooperative behaviour increased during the intervention. However, their education‐related self‐efficacy was reduced, and the perceived benefits of criminal activity increased. These changes were moderated by group composition: less similarity between participants and their group members was associated with less negative change. In the context of juvenile corrections facilities, where staying the same may be a relatively positive outcome, perhaps the more relevant question is not which processes and characteristics of others better enable youth to change but which experiences help them retain positive aspects of themselves. Copyright © 2014 John Wiley & Sons, Ltd.     

The Facilitative Effects of Ambiguous Figures on Creative Solution

Empirical studies of creativity emphasize the importance of ambiguity advantage in idea generation and creative problem‐solving. This study examined whether ambiguous figures could directly induce a mind‐set that would transfer to the creative problem‐solving. In Experiment 1, we examined whether presentation of ambiguous figures would influence participants' performance in alternative uses tasks, and the results showed that prior exposure to ambiguous figures significantly enhanced participants' performance in the dimension of fluency, flexibility, and originality than those exposed to non‐ambiguous figures; in general uses tasks, there were no significant difference in the reaction time and originality between the ambiguous figure condition and non‐ambiguous figure condition. In Experiment 2, the facilitative effect of ambiguous figures on creative thinking was further examined with creative story generation tasks that demand more mental effort and increased cognitive load. Results showed that creativity of stories generated in ambiguous figure condition was scored significantly higher than those in non‐ambiguous figure condition. The current research extends our understanding of the facilitative effect of ambiguous figures on creative problem‐solving.     

The reinstatement of dissonance and psychological discomfort following failed affirmations

The research in this article examined the consequences of a failed attempt to reduce dissonance through a self‐affirmation strategy. It was hypothesized that disconfirming participants' affirmations would reinstate psychological discomfort and dissonance motivation. In Experiment 1, high‐dissonance participants who affirmed on a self‐relevant value scale and received disconforming feedback about their affirmations expressed greater psychological discomfort (Elliot & Devine, 1994) than either affirmation‐only participants or low‐dissonance/affirmation disconformed participants. In Experiment 2, disconfirmation of an affirmation resulted in increased attitude change. The results of both experiments suggested that a failed attempt to reduce dissonance reinstates psychological discomfort and dissonance motivation. We discuss how the reduction of psychological discomfort may play a role in the success of affirmations in reducing dissonance‐produced attitude change. Copyright © 2000 John Wiley & Sons, Ltd.     

To help or not to help an outgroup member: The role of the target's individual attributes in resolving potential helpers' motivational conflict

When people are faced with the decision of whether or not to help an outgroup member, they often experience conflicting motivational tendencies due to the concurrent presence of factors prompting help and factors prompting non‐help. We argue that one way of how people deal with this conflict is by taking a closer look at the target's individual attributes, especially at those indicating the target's benevolence. Findings of Experiment 1 (N = 96), in which we manipulated intercultural dissimilarity between participants and a (fictitious) recipient of help and normative pressure to help as two factors affecting motivational conflict, support this basic assumption. Specifically, response latencies analyses confirmed that participants assigned a culturally highly dissimilar target spent more time on inspecting target‐related information when normative pressure, and thus motivational conflict, was high than when it was low. Experiment 2 (N = 141) extended these findings by demonstrating that providing potential helpers with explicit information about an outgroup member's benevolence increased helping intentions through reducing their negative interaction expectancies (and thus motivational conflict). As expected, this mediational relationship could only be observed for participants assigned a culturally highly dissimilar target. Experiment 3 (N = 46) replicated these mediation findings in a within‐subjects design. Copyright © 2014 John Wiley & Sons, Ltd.     

Not all contrast effects are created equal: extent of processing affects contrast strength

Prevailing theories of judgmental contrasts propose mechanisms ranging from relatively low versus high degrees of thought. The present research tests the hypothesis that the degree of thought involved in producing judgmental contrast has important implications. In three experiments, participants' ability or motivation to engage in effortful thinking was manipulated. In Experiment 1, varying personal relevance produced equivalent contrast effects, but these judgments differed in certainty. In two additional studies, despite equivalent amounts of contrast, a manipulation of the order of the standards and target of comparison led to differences in certainty (Experiment 2) and attitude–behavioral intention correspondence (Experiment 3). This is the first research to show that amount of thinking has implications for the strength and consequences of the judgment.     

The role of self‐esteem and anxiety in decision making for self versus others in relationships

Previous research has documented a tendency for people to make more risk‐seeking decisions for others than for themselves in relationship scenarios. Two experiments investigated whether this self–other difference is moderated by participants' self‐esteem and anxiety levels. In Experiment 1, lower self‐esteem and higher anxiety levels were associated with more risk‐averse choices for personal decisions but not for decisions for others. Therefore, participants with lower self‐esteem/higher anxiety showed greater self–other differences in comparison to participants with higher self‐esteem/lower anxiety levels. Experiment 2 demonstrated that this effect was largely mediated by participants' expectations of success and feelings about potential negative outcomes. These results are discussed in the context of “threats to the self,” with a central role played by anxiety and self‐esteem threats in personal decision making but not in decision making for others. Copyright © 2005 John Wiley & Sons, Ltd.     

Children's and adults' reactions to magical and ordinary suggestion: Are suggestibility and magical thinking psychologically close relatives?

In Experiment 1, 6‐ and 9‐year‐old children and adults were asked to imagine various types of objects. The experimenter then attempted to change the image of those objects in participants' minds by either suggesting that the objects may change against the participants' will, or by asking participants to change the objects as a favor to the experimenter. Two types of suggestive causation were employed: Magical‐suggestion (a magic spell was cast with the aim of changing the imagined objects) and ordinary‐suggestion (participants were told that the objects in their minds could alter against their will). Ordinary‐suggestion was as effective as magical‐suggestion in changing the participants' imagined objects. For adults, a direct request for compliance produced a stronger effect than did magical suggestion. This effect was not found in children. In Experiment 2, the two types of suggestion were tested on an alternative type of imagined objects. Adult participants were asked to imagine their futures. It was then proposed that (a) a magic spell could be cast on their futures with the aim of changing them either for the worse or for the better (magical‐suggestion), or (b) changing a numerical pattern on a computer screen could change their futures (ordinary‐suggestion). All participants denied that changing a numerical pattern on a computer screen could affect their lives, yet in their actions they demonstrated an element of belief in this possibility. As in Experiment 1, in Experiment 2 ordinary suggestion was as effective as magical suggestion. The hypothesis of an historic contiguity between magical causality and ordinary suggestion is discussed.     

Is multiple object tracking carried out automatically by an early vision mechanism independent of higher‐order cognition? An individual difference approach

Existing theories of multiple object tracking (MOT) offer different predictions concerning the role of higher level cognitive processes, individual differences, effortful attention and parallel processing in MOT. Pylyshyn's model (1989) argues for an automatic parallel processing mechanism separate from other cognition, whereas alternative models (e.g., Kahneman & Treisman, 1984 or spotlight models) are based on higher level cognition such as spatial short‐term memory and/or effortful attention switching. These predictions were examined in Experiment 1 where identical objects and in Experiment 2 where visually and semantically distinct objects were tracked. Both experiments demonstrated a substantial individual variation in the estimated tracking capacity. Tasks measuring visuospatial short‐term memory and attention switching proved to be significant predictors of MOT. In addition, tracking performance deteriorated as a function of tracking time and set size. Our results are in contrast to Pylyshyn's model. A mechanism with both parallel and serial processing and temporary spatial memory is outlined to accommodate the observed pattern of results.     

The effects of mental contamination on the hindsight bias: Source confusion determines success in disregarding knowledge

We present data from eight experiments in which we explored the effects of source confusion on the hindsight bias; participants' success in disregarding information when they were instructed to do so was affected by participants' level of source confusion. In Experiment 1 we demonstrated participants' failure to disregard Revolutionary War information they recently learned while reading an essay; this failure to discount was not affected by participants' essay reading times (Experiment 1a). In Experiment 2 participants successfully discounted obscure War of 1812 information; this discounted information remained available in memory (Experiment 2a). In a direct test of source confusion (Experiment 3) we showed that participants discriminated between presented and not‐presented War of 1812 information better than they discriminated presented and not‐presented Revolutionary War information. In Experiments 4 and 4a we tested and rejected a motivational explanation for our findings, namely that subjects voluntarily withheld information when asked to disregard it. We tested a debiasing technique in Experiment 5 and found it was successful in helping participants discount familiar information. Results throughout are discussed as being attributable to source confusion. Copyright © 2008 John Wiley & Sons, Ltd.     

Effects of response‐contingent stimulus pairing on vocalizations of nonverbal children with autism

Research on stimulus–stimulus pairing to induce novel vocalizations in nonverbal children has typically employed response‐independent pairing (RIP) procedures to condition speech sounds as reinforcers. The purpose of the present study was to evaluate the effects of a response‐contingent pairing (RCP) procedure on the vocalizations of three nonverbal boys diagnosed with autism spectrum disorder. During RCP, adult‐delivered sounds that were either paired with a preferred item (target sounds) or not (nontarget sounds) were presented contingent on a button‐press response. In Experiment 1, RCP was compared with an RIP procedure, in which the timing of sound presentations was yoked to the preceding RCP session. RCP produced a greater effect on all participants' target vocalizations than RIP. Experiment 2 demonstrated the effects of differential reinforcement of the vocalizations induced in Experiment 1. The results suggest that RCP may develop vocalizations more reliably than RIP procedures.     

Automatic and effortful processing after severe closed head injury

To investigate the automatic versus effortful distinction following severe closed head injury (CHI), we administered free recall and frequency of occurrence tasks to patients and controls. In Experiment 1 we found that both free recall (an effortful task) and judgment of relative frequency of occurrence (an automatic task) were impaired in 15 CHI patients as compared to 14 controls. In Experiment 2 we corroborated this finding and showed that absolute estimates of frequency were also impaired in new samples of 16 patients and 16 controls. We infer that cognitive tasks which normal individuals can perform without practice, feedback, or instructions may demand more effortful strategies following severe CHI.     

Anomalous Evidence,Confidence Change,and Theory Change

A novel experimental paradigm that measured theory change and confidence in participants' theories was used in three experiments to test the effects of anomalous evidence. Experiment 1 varied the amount of anomalous evidence to see if “dose size” made incremental changes in confidence toward theory change. Experiment 2 varied whether anomalous evidence was convergent (of multiple types) or replicating (similar finding repeated). Experiment 3 varied whether participants were provided with an alternative theory that explained the anomalous evidence. All experiments showed that participants' confidence changes were commensurate with the amount of anomalous evidence presented, and that larger decreases in confidence predicted theory changes. Convergent evidence and the presentation of an alternative theory led to larger confidence change. Convergent evidence also caused more theory changes. Even when people do not change theories, factors pertinent to the evidence and alternative theories decrease their confidence in their current theory and move them incrementally closer to theory change.     

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.     

I am a better driver than you think: examining self‐enhancement for driving ability

We examined whether people recognized that others might disagree with their high self‐assessments of driving ability, and, if so, why. Participants in four experiments expressed a belief that others would assess them as worse drivers than they assessed themselves. This difference appears to be caused by participants' use of their own, idiosyncratic definition of driving ability. In Experiments 2 and 3, participants reported that others would supply similar assessments of their ability when the skill was less ambiguous. Results of Experiment 4 indicate that participants recognize that there may be more than one way to view driving performance. Participants appear aware that others likely disagree with their self‐assessment of driving ability due to differences in how others define driving ability.     

Downsizing and Supersizing: How Changes in Product Attributes Influence Consumer Preferences

This paper investigates how changing the value of one attribute while keeping other attributes constant influences consumers' judgments and behaviors. We find that in two options, a proportionally equal change in one attribute tilts people's preference toward the option with higher (or lower) absolute magnitude of change when the change is desirable (or undesirable). We propose that when individuals face an attribute change, they use a deliberative and effortful response, known as System 2, to detect the change. However, they rely less on this system to evaluate the changed options. Instead, a more automatic System 1 processing influences their decision by making them apply the bigger‐is‐better heuristic (bigger‐is‐worse for an undesirable change) to prefer the option with the highest (lowest) absolute magnitude of change. Six studies demonstrate this phenomenon in both lab and real settings and support our hypothesis. Copyright © 2013 John Wiley & Sons, Ltd.     

The sustained effect of emotional signals on neural processing in 12‐month‐olds

Around the end of the first year of life, infants develop a social referencing ability – using emotional information from others to guide their own behavior. Much research on social referencing has focused on changes in behavior in response to emotional information. The present study was an investigation of the changes in neural responses that underlie social referencing behavior, reflected in event‐related potentials (ERPs). Twenty‐six 12‐month‐olds participated in a single‐session visit in which ERPs were recorded both immediately before and after a behavioral intervention in which infants' caregivers provided positive, negative or neutral information about each of three stimuli (ERP data available for n = 17). After the intervention, infants devoted more neural resources to processing negative versus neutral and positive information, as observed in early and late positive‐going components. Changes in neural responses from the pre‐ to post‐intervention recordings clarify this observation, indicating a sustained response in the negative and positive conditions, and a decrease in the neutral condition, suggesting an attenuation effect in the neutral condition. Further, infants who attended most to the objects in the behavioral intervention showed increased neural responses in the negative condition and decreased responses in the positive condition. Taken together, these findings suggest that infants' neural responses are differentially affected by positive, negative and neutral information. Furthermore, the findings highlight the importance of measuring the change in neural responses to better interpret post‐experience responses.     

Effects of priming self‐construals on self‐evaluations: Cultural game player perspective

This study examined the validity of situational view on culture‐specific behaviours focusing on self‐evaluation. Two experiments with American students as samples were conducted to examine whether priming their self‐construals would affect individuals' self‐evaluation. In Experiment 1, the participants' self‐evaluation was compared across different conditions of primed self‐contruals. In Experiment 2, the participants were split into 2 groups based on their initial default self‐consturals and, the self‐evaluations were compared across the 2 groups after priming self‐contruals. The results demonstrated that although the participants' self‐evaluation was initially in accord with their default self‐construal, it changed into accord with the primed self‐construals. The findings supported the proposed cultural game player view. Implications on situational view of self‐evaluation are also discussed.