Reasoning about make-believe and hypothetical suppositions: Towards a theory of belief-contravening reasoning

The present study explores how suppositions which conflict with accepted beliefs are represented and reasoned about. Two studies test the predictions regarding the nature and developmental changes in children's ability to represent and reason about hypothetical or make-believe suppositions which violate their everyday knowledge and beliefs. In Study 1, 46 4th- and 5th-graders were introduced to a hand puppet, Freddy, who made claims inconsistent with generally accepted beliefs (e.g., “all dogs meow”) because he was pretending (Make-Believe Condition) or believed them (Hypothetical Condition). Participants were asked to think like Freddy and judge whether a conclusion (“There's a dog; does it meow?”) follows logically from the claim. In Study 2, 40 kindergarten (6-year-olds), 3rd–4th grade (10-year-olds), and college students were asked to represent belief contravening make-believe (pretend in a make-believe world that dogs meow) and hypothetical (imagine what the real world would be like if dogs meow) premises, evaluate conclusions of the premises (Rover is a dog, does Rover meow?) and make judgments about the attributes (growl, wag tail, purr, and eat mice) of the entity (a meowing dog) they created. The prediction that it would be easier to represent and reason from belief-contravening suppositions in the Make-Believe than Hypothetical conditions was confirmed in each study, although the two forms of reasoning were directly correlated (Study 2). The results were discussed in terms of the similarities (compartmentalization and integration) and differences (reconciliation) of processes involved in fancifully (make-believe) or seriously (hypothetical) representing and reasoning about belief-contravening suppositions.     

The compatibility heuristic in non-categorical hypothetical reasoning: Inferences between conditionals and disjunctions

A new theory explains how people make hypothetical inferences from a premise consistent with several alternatives to a conclusion consistent with several alternatives. The key proposal is that people rely on a heuristic that identifies compatible possibilities. It is tested in 7 experiments that examine inferences between conditionals and disjunctions. Participants accepted inferences between conditionals and inclusive disjunctions when a compatible possibility was immediately available, in their binary judgments that a conclusion followed or not (Experiment 1a) and ternary judgments that included it was not possible to know (Experiment 1b). The compatibility effect was amplified when compatible possibilities were more readily available, e.g., for ‘A only if B’ conditionals (Experiment 2). It was eliminated when compatible possibilities were not available, e.g., for ‘if and only if A B’ bi-conditionals and exclusive disjunctions (Experiment 3). The compatibility heuristic occurs even for inferences based on implicit negation e.g., ‘A or B, therefore if C D’ (Experiment 4), and between universals ‘All A’s are B’s’ and disjunctions (Experiment 5a) and universals and conditionals (Experiment 5b). The implications of the results for alternative theories of the cognitive processes underlying hypothetical deductions are discussed.     

Scaling questions: asking and answering them in counselling1

Solution-focused counsellors use “scaling questions” to construct understandings of clients’ concerns and solutions to them. We examine how these questions are asked and answered, offering evidence of what is constructed from within counselling discourse. Also, clients and counsellors offer their retrospective accounts of their participation in question and answer sequences in their dialogues. We conclude by speaking to the implications we see from this research as it relates to collaborative and resourceful dialogue between counsellors and clients.     

How persuasive messages can influence behavior without awareness

A persuasive message that favors one option in a binary choice can enhance the apparent value of its target by biasing the interpretation of subsequent information. The message installs its target as the initial leader in preference and lets the predecisional distortion of information defend that leadership position. An experiment that contrasts showing TV commercials before and after objective product information demonstrates this process. Ratings of the importance of the commercials to the choice indicate that people are aware of advertising's direct effect on their choice but not of its indirect effect through the biased evaluation of the product information.     

Language and persuasion: Tag questions as powerless speech or as interpreted in context

Research in impression formation and persuasion has considered use of tag questions as part of a powerless speech style. However, little research has examined how contextual factors, such as characteristics of the communicator, moderates whether tag questions act “powerless”. The present study manipulated source credibility, tag question use, and argument quality. When the source was low in credibility, tag question use decreased persuasion and biased message processing relative to a control message. However, when the source was credible, tag questions increased message processing in a relatively objective manner. Therefore, it appears that tag questions can have different effects on information processing, depending on who uses the tag questions.     

On the near miss in public good dilemmas: How upward counterfactuals influence group stability when the group fails

In two studies we investigated the impact of degree of collective failure in a public good dilemma (near miss vs. large miss) on group members' negative reactions (negative affect, attributions of responsibility for the failure, and intention to leave the group). The results show that upward counterfactual thinking has more impact on members' negative responses when experiencing a near miss rather than a large miss. In Experiment 1, the results show that in the case of a near miss (and not a large miss), negative affect and attributions of responsibility were higher when other-focused counterfactuals rather than self-focused counterfactuals were elicited. Negative affect was found to mediate the effect on attributions of responsibility. Experiment 2 replicates these findings on a wider range of negative responses and reveals that the effect of counterfactual thought on willingness to leave the group in the case of a near miss is mediated by attributions of responsibility.     

The pitch of “real” and “rhetorical” questions directed by a father to his daughter: A longitudinal case study

A longitudinal study of a father and his daughter examined pitch-variation of “real” and “rhetorical” questions. Although the father asked “real” and “rhetorical” questions from the start of the recordings, he did not distinguish them through differential pitch height until the baby was 15 months old.     

Fundamental motives: How evolutionary needs influence consumer behavior

Can we better understand modern consumer behavior by examining its links to our ancestral past? We consider the underlying motives for consumption and choice from an evolutionary perspective. We review evidence that deep-seated evolutionary motives continue to influence much modern behavior, albeit not always in obvious or conscious ways. These fundamental motives include: (1) evading physical harm, (2) avoiding disease, (3) making friends, (4) attaining status, (5) acquiring a mate, (6) keeping a mate, and (7) caring for family. We discuss how, why, and when these motives influence behavior, highlighting that many consumer choices ultimately function to help fulfill one or more of these evolutionary needs. An important implication of this framework is that a person's preferences, behaviors, and decision processes change in predictable ways depending on which fundamental motive is currently active. We discuss how consideration of evolutionary motives provides fertile ground for future consumer research, while also helping build bridges between consumer behavior, evolutionary biology, and other social sciences.     

Implicit stereotypes and women’s math performance: How implicit gender-math stereotypes influence women’s susceptibility to stereotype threat

This experiment examined the effects of implicit gender-math stereotyping and implicit gender and math identification on women’s math performance under stereotype threat and reduced threat conditions. Results showed that of the three, only implicit gender-math stereotyping moderated stereotype threat effects on women’s math performance: women who showed less implicit math-gender stereotyping showed the largest performance difference across experimental conditions. These results suggest that women’s implicit associations between gender and math interact with situational cues to influence their math performance: women who implicitly associate women more than men with mathematics were most benefited by reduction of stereotype salience during testing.     

A diary after dinner: How the time of event recording influences later accessibility of diary events

Recording the events of a day in a diary may help improve their later accessibility. An interesting question is whether improvements in long-term accessibility will be greater if the diary is completed at the end of the day, or after a period of sleep, the following morning. We investigated this question using an internet-based diary method. On each of five days, participants (n?=?109) recorded autobiographical memories for that day or for the previous day. Recording took place either in the morning or in the evening. Following a 30-day retention interval, the diary events were free recalled. We found that participants who recorded their memories in the evening before sleep had best memory performance. These results suggest that the time of reactivation and recording of recent autobiographical events has a significant effect on the later accessibility of those diary events. We discuss our results in the light of related findings that show a beneficial effect of reduced interference during sleep on memory consolidation and reconsolidation.     

Interfaith dialogue: seven key questions for theory,policy and practice

Interfaith dialogue is increasingly being recognised by governments across Europe as crucial to developing cohesive communities. This article critically analyses approaches for developing strategies to promote interfaith dialogue between individuals and/or organisations within civil society. It does this by drawing on a series of theoretical questions concerning those who are involved (and missing), what the dialogue is for, and how the dynamics of participation and representation are handled. In the process, the article considers the conditions, spaces, processes, relationships and understandings of identity that can enable successful interfaith dialogue, and how these might be developed in ways which address the issues raised. The original theoretical analysis presented in this article is supported by examples from the author’s cumulative research with policymakers and practitioners across Europe since 2004.     

The influence of lawyers' questions on witness accuracy,confidence, and reaction times and on mock jurors' interpretation of witness accuracy

Two studies demonstrate the influence of lawyers' complex questions on mock‐witness accuracy, confidence, and reaction times and on the interpretation of witness accuracy by mock jurors. In study one, 32 mock witnesses were shown a short film and then questioned either with lawyers' complex questions or simple alternatives. In Study 2, 20 mock jurors viewed video footage of the mock witnesses assigned to each of the two previous conditions and were asked to rate their confidence in the witnesses' answers. The findings of the two studies indicated that lawyers' use of confusing questions reduce not only accuracy but also speed of response and both witnesses' and jurors' ability to determine accuracy. The implication of these findings is straightforward, lawyers should ask simple questions wherever possible. Copyright © 2010 John Wiley & Sons, Ltd.     

Using unexpected questions to elicit information and cues to deceit in interpreter‐based interviews

We examined whether speech‐related differences between truth tellers and liars are more profound when answering unexpected questions than when answering expected questions. We also examined whether the presence of an interpreter affected these results. In the experiment, 204 participants from the United States (Hispanic participants only), Russia, and the Republic of Korea were interviewed in their native language by a native‐speaking interviewer or by a British interviewer through an interpreter. Truth tellers discussed a trip that they had made during the last 12 months; liars fabricated a story about such a trip. The key dependent variables were the amount of information provided and the proportion of all statements that were complications. The proportion of complications distinguished truth tellers from liars better when answering unexpected than expected questions, but only in interpreter‐absent interviews. The number of details provided did not differ between truth tellers and liars or between interpreter‐absent and interpreter‐present interviews.     

Adolescent identity--a qualitative approach: self-concept, existential questions and adult contacts

In-depth interviews were performed with 12 adolescents (Swedish students, 16-19 years). Three questions were probed; what do adolescents say on the subjects of (a) themselves, (b) their existential questions, and (c) their adult contacts. The first two questions were aimed at elucidating the process of identity development, the last one at factors that may be influencing this process. The results showed that (a) balancing and controlling one's own needs and wishes in relation to others' was a central issue, (b) existential questions mainly concerned the personal future, (c) adult contacts outside the family were scarce and (d) all respondents expressed a need for adult contacts as sources of knowledge and experience. The conclusions are that identity formation during late adolescence consists of integrative issues where adults play a specific and important role.     

Neglected questions in job design: How people design jobs,task-job predictability,and influence of training

Three questions important to job design interventions but neglected in research were explored. First, how do people design jobs? Internal processes (e.g., growth needs) from psychological (or job enrichment) models of job design were not apparent. Instead, groupings of tasks into jobs suggested simple cognitive categorization based on task similarity, reflecting an engineering (or work simplification) orientation. Second, can job design be predicted from task design? Separate measures for job and task designs were unrelated, indicating that the whole is not predictable from the parts in job design, Third, can job design principles be trained? Subjects easily learned and applied different job design approaches.     

The effect of long‐term training on police officers' use of open and closed questions in field investigative interviews of children (FIIC)

This study intends to assess the effect of long‐term training on police officers' use of open and closed questions in investigative interviews of children. One hundred field investigative interviews of children were divided into two groups based on the interviewers' level of competence (training and experience). The police officers' questions were classified into groups of either open or closed. In all interviews, the mean numbers were 20 open and 217 closed questions, corresponding to an open–closed question ratio of 1:10. The most competent interviewers used 22 open questions and the less competent used 19 open questions, but the difference was not statistically significant. Analyses of variance (ANOVA) showed a significant effect of question but no main effect of competence. ANOVA revealed a descending number of open questions during the interviews, whilst the distribution of closed questions showed an inverted U distribution with most frequent use of closed questions in the middle part of the interviews. Possible strategies of enhancing the use of open questions are discussed. Copyright © 2006 John Wiley & Sons, Ltd.     

员工非伦理行为如何招致同事攻击:道义公正视角

通过整合理性判断与道义公正模型,聚焦非伦理行为实施者被同事攻击的现象,提出员工的非伦理行为导致同事道义不公正,进而引发同事的攻击行为。并且,这个过程分别受到伦理领导的正向影响和任务互依性的负向影响。通过分析265组来自浙江省一家大型制造企业一线员工的双点数据,结果表明同事道义不公正在员工非伦理行为与其被同事攻击之间起到了中介作用;伦理领导正向调节了非伦理行为对同事道义不公正的影响,即伦理领导增强了员工非伦理行为对同事道义不公正的正向作用,从而导致同事攻击行为的产生;任务互依性负向调节了同事道义不公正与攻击行为之间的正向关系,并且减弱了同事道义不公正在员工非伦理行为与攻击行为之间的中介作用。研究结果为控制和预防职场非伦理行为提供了理论依据和实践启示。     

Considering self‐interests and symbolism together: How instrumental and value‐expressive motives interact to influence supervisors’ justice behavior

Drawing upon functional theories of attitudes and the organizational justice literature, the current research suggests that people's attitudes toward justice likely serve an instrumental function (grounded in self‐interest, rewards maximization, and punishment minimization) as well as a value‐expressive function (grounded in the expression of self‐concept and values). Importantly, these two functions co‐exist and interact to influence supervisors’ justice behavior and the consistency of such behavior via supervisors’ justification for unjust behavior. Findings from a set of experimental and correlational studies confirmed these predictions. The positive effects of supervisors’ value‐expressive function on justice behavior and its consistency were stronger when their instrumental function was lower (vs. higher), and justification for unjust behavior mediated these effects. Also, supplementary analyses showed that the consistency of supervisors’ justice behavior positively predicted subordinates’ overall justice perceptions beyond the effects of the overall level of justice behavior. We conclude by discussing the theoretical and practical implications of these findings.     

Examining different types of comparison questions in a field study of CQT polygraph technique: Theoretical and practical implications

Two types of questions are most important in the CQT polygraph examination, relevant questions that deal directly with the case under query and comparison questions, which usually deal with past probable misdeeds of the examinees that they choose to deny. The simplistic core reasoning behind the CQT is that the risk of being detected for lying is a threatening situation and like any kind of threat, it automatically triggers the autonomic nervous system to respond with the “fight or flight” type of reaction. For the deceptive examinee, the relevant questions pose the main threat, whereas the truthful examinee, knowing that he is telling the truth on the relevant issue while probably lying to the comparison questions, perceives the latter as more threatening, considering his goal to appear truthful on the test. Accordingly, the deceptive examinee reactions are focused on the relevant questions, whereas the truthful focuses them on the comparison ones. Results of the current field study suggest that at least with truthful examinees, comparison questions, which do not incorporate any lies to be afraid of their exposure, or any lies at all, might function similarly to probable lie questions, by just increasing their salience in a manner that presumably creates some concerns about them. Theoretical and practical implications are discussed in line with the RIG strength notion (Ginton, 2009 ).