The impact of perspective in visualizing health‐related behaviors: first‐person perspective increases motivation to adopt health‐related behaviors

Two experiments investigated the effects of perspective and visualization on motivation to engage in health‐related behaviors. Participants visualized themselves donating blood (Experiment 1) or quitting smoking (Experiment 2) from either the first‐person (own) or third‐person (observer's) perspective. Subsequently, motivation to engage in the visualized behavior was assessed. Contrary to previous findings showing the benefits of taking a third‐person perspective on behaviors not related to health, visualizing using the first‐person perspective had greater effects on motivation than visualizing using the third‐person perspective. Indeed, visualizing using the third‐person perspective was no more effective than not visualizing anything (Experiment 2). The theoretical implications and potential applications of these findings are discussed.     

Big Picture,Bad Outcomes: When Visual Perspectives Harm Health Goal Pursuit

People often fail to achieve health goals, which compromises their well‐being. Prior research suggests that seeing events through an observer's eyes (i.e., adopting a third‐person perspective) should facilitate goal pursuit. However, we find that third‐person perspectives discourage goal‐consistent intentions and behavior for health goals when goal centrality is low (i.e., the goal is peripheral to one's self‐concept). In Experiment 1, people who adopted a third‐person perspective chose more sugary foods if they considered a healthy eating goal to be more peripheral to the self. Experiment 2 examines why a third‐person perspective can hinder goal pursuit; it encourages a breakdown in implemental thinking which, in turn, increases negative self‐conscious emotions. While high goal centrality buffers people from negative effects on goal intentions, low centrality does not. Experiment 3 demonstrates that this effect is robust when goal centrality is manipulated. We recommend that consumers pursuing health goals (and individuals who support them) exercise caution when employing perspective‐based strategies, as they may backfire for people at greatest risk of goal abandonment.     

Motivated self and recall: visual perspectives in remembering past behaviors

The present study examined motivational influences on visual perspectives in remembering past events and behaviors. Participants were first induced to believe that extraversion or introversion is conducive of success. Next, they recalled in details two introverted past behaviors. Introversion‐success participants, presumably motivated to see themselves as introverted, recalled and visualized the behaviors more from a first‐person actor perspective than did extraversion‐success participants (who recalled the behaviors from a third‐person observer perspective). Remembering past behaviors from a first‐person actor perspective implies that the behaviors are true of the self and impacts self‐definition to a relatively greater degree. The findings thus extend the influence of desired self to how people remember past events. They also contribute to the integration of motives in research on the link between self‐inferences and the subjective experience of remembering. Copyright © 2007 John Wiley & Sons, Ltd.     

Self‐Enhancement on a Self‐Categorization Leash: Evidence for a Dual‐Process Model of First‐ and Third‐Person Perceptions

Research suggests that first‐ and third‐person perceptions are driven by the motive to self‐enhance and cognitive processes involving the perception of social norms. This article proposes and tests a dual‐process model that predicts an interaction between cognition and motivation. Consistent with the model, Experiment 1 (N = 112) showed that self‐enhancement drove influence judgments when messages were normatively neutral—people reported first‐person perceptions for in‐group‐favoring messages and third‐person perceptions for out‐group‐favoring messages. Experiment 2 (N = 208) showed an additive effect when social norms were also in‐group‐enhancing, but showed a decreased effect when social norms and group‐enhancement were discordant. The findings are hard to reconcile with pure motivational or cognitive explanations, but are consistent with the proposed dual‐process model.     

权力感对炫耀性亲社会行为的影响

基于高成本价值信号理论, 本文探究了权力感对炫耀性亲社会行为的影响。5个实验的结果表明：权力感促使个体更愿意从事炫耀性亲社会行为, 高(vs. 低)权力感个体更倾向购买炫耀性亲社会产品, 更愿意进行炫耀性捐赠且捐赠金额较高, 也更愿意参与炫耀性善行, 其机制在于高权力感者具有较高的自我矫饰动机。本文对理解权力感对个体行为的影响、丰富权力感与亲社会行为的研究文献有理论贡献, 对有效引导高权力感者从事亲社会行为具有实践价值。     

Social tuning of the self: consequences for the self-evaluations of stereotype targets

These experiments examined how social interactions with individuals who ostensibly have stereotype-relevant views affect the self-evaluations of stereotype targets. Participants believed they were going to interact, or actually interacted, with a person who ostensibly had stereotype-consistent or stereotype-inconsistent views about their social group. Consistent with shared reality theory, participants' self-evaluations (Experiments 1, 2, and 3) and behavior (Experiment 2) corresponded with the ostensible views of the other person when affiliative motivation was high. This occurred even when it was likely to be detrimental to participants' nonaffiliative outcomes (Experiment 3). Experiment 4 showed that self-evaluative shift away from the ostensible views of another person was a function of social distance motives, also consistent with shared reality theory.     

Imagery perspective and source monitoring in imagination inflation

The present experiments suggest that imagery perspective—first person (own) versus third person (observer’s)—influences source-monitoring judgments. Imagination inflation (Garry, Manning, Loftus, &; Sherman, 1996) occurs when imaginary experience with events is mistaken for real experience. In Experiment 1, the perspective used to visualize real past events depended on memory test wording (“remember doing?” vs. “happened to you?”). Experiment 2 manipulated the perspective used to visually imagine counterfactual events and showed that the effect on imagination inflation depended on memory test wording. Imagination inflation was most likely when memory test wording encouraged participants to visualize real events from the same perspective as they had used to imagine counterfactual ones. Imagination inflation may result not simply from having created imaginary representations of events, but also from having created representations that match the decision criteria used in source monitoring.     

Susceptibility to postidentification feedback is affected by source credibility

How much a person is affected by postidentification feedback is dependent on the credibility of the person giving the feedback. Seven hundred and ninety participants across three experiments viewed a crime video, made judgments from a line‐up, were provided with co‐witness and/or outcome feedback (from police officers [high credibility] or children [low credibility]), and answered testimony‐relevant questions (e.g. How good a view did you get of the person in the video?). The aim was to find out how high versus low credibility co‐witness feedback affects a witness' retrospective judgments (Experiment 1) as well as estimations of these co‐witnesses' judgments (Experiment 2). Experiment 1 showed that the feedback effect was only observed when the co‐witness responses were attributed to a high credibility source. Experiment 2 showed that high credibility co‐witnesses were estimated to score higher on the testimony‐relevant questions as compared to low credibility co‐witnesses. Experiment 3 showed that outcome feedback (e.g. ‘you identified the suspect’) produces stronger effects on testimony‐relevant questions than co‐witness feedback. The implications of these findings are that when postidentification feedback is present, it is important to determine the source of this feedback. Copyright © 2008 John Wiley & Sons, Ltd.     

Emotion,Decision, and Risk: Betting on Gambles versus Betting on People

We examined the effects of two emotions, fear and anger, on risk‐taking behavior in two types of tasks: Those in which uncertainty is generated by a randomizing device (“lottery risk”) and those in which it is generated by the uncertain behavior of another person (“person‐based risk”). Participants first completed a writing task to induce fear or anger. They then made choices either between lotteries (Experiment 1) or between actions in risky two‐person decisions (Experiments 2 and 3). The experiments involved substantial real‐money payoffs. Replicating earlier studies (which used hypothetical rewards), Experiment 1 showed that fearful participants were more risk‐averse than angry participants in lottery‐risk tasks. However—the key result of this study—fearful participants were substantially less risk‐averse than angry participants in a two‐person task involving person‐based risk (Experiment 2). Experiment 3 offered options and payoffs identical to those of Experiment 2 but with lottery‐type risk. Risk‐taking returned to the pattern of Experiment 1. The impact of incidental emotions on risk‐taking appears to be contingent on the class of uncertainty involved. For lottery risk, fear increased the frequency of risk‐averse choices and anger reduced it. The reverse pattern was found when uncertainty in the decision was person‐based. Further, the effect was specifically on differences in willingness to take risks rather than on differences in judgments of how much risk was present. The impact of different emotions on risk‐taking or risk‐avoiding behavior is thus contingent on the type, as well as the degree, of uncertainty the decision maker faces. Copyright © 2010 John Wiley & Sons, Ltd.     

Red and romantic behavior in men viewing women

In many non‐human primate species, a display of red by a female increases attraction behavior in male conspecifics. In two experiments, we investigate an analogous effect in humans, specifically, whether red on a woman's shirt increases attraction behavior in men. In Experiment 1, men who viewed an ostensible conversation partner in a red versus a green shirt chose to ask her more intimate questions. In Experiment 2, men who viewed an ostensible interaction partner in a red versus a blue shirt chose to sit closer to her. These effects were observed across participants' perceptions of their own attractiveness (Experiment 1) and general activation and mood (Experiment 2). Our findings suggest that red acts as a basic, non‐lexical prime, influencing reproduction‐relevant behavior in like manner across species. Copyright © 2010 John Wiley & Sons, Ltd.     

Adolescent Motivations to Engage in Pro‐Social Behaviors and Abstain From Health‐Risk Behaviors: A Self‐Determination Theory Approach

The present study used self‐determination theory to examine adolescents' motivations to engage in charitable donating and community volunteering and to abstain from sexual intercourse and marijuana use. The sample consisted of 419 late adolescents recruited from across the country through an online survey panel. Participants completed online measures of motivations to engage in donating and volunteering, motivations to abstain from sex and marijuana, and single‐item indexes of the four behaviors. Variable‐centered analyses (correlation and regression) found evidence for a general motivational factor, motivational specificity by behavioral domain (positive and negative behaviors), motivational specificity by particular behavior (charitable donating, volunteering, sexual risk‐taking, and marijuana use), and a stronger relative role for autonomous motivations than controlled motivations. Person‐centered analyses (cluster analysis) found four motivation profiles (low motivation, medium motivation, high motivation, and mixed motivation) for all four behaviors and suggested that level of autonomous motivation was a key factor differentiating the groups on levels of behavior. The findings suggest different levels of motivational specificity and highlight the importance of autonomous motivations in predicting behaviors as compared to controlled motivations. Further, similar patterns were found for motivations to engage and to abstain.     

Motivational synchronicity: Priming motivational orientations with observations of others’ behaviors

Two experiments tested the motivational synchronicity hypothesis, according to which observation of a target person’s behavior implying an intrinsic or an extrinsic motivational orientation primes the observers’ corresponding motivational orientation. Experiment 1 revealed that participants exposed to a target person intrinsically motivated to perform a task, relative to those exposed to an extrinsically motivated target person, showed greater intrinsic motivation (free-choice persistence) for the same task. Experiment 2 extended this in two important ways: (1) different tasks were used for the target and participant in order to rule out an expectation-based interpretation of the results, and (2) performance on an activity known to be facilitated by intrinsic motivation was used as the dependent measure. It appears that simply observing others’ motivational orientations influences the accessibility of the observers’ corresponding motivational orientation.     

Contextual Control in Visuospatial Perspective‐Taking Skills in Adults with Intellectual Disabilities

The aim of this study was to teach left/right (Experiment 1) and near/far (Experiment 2) discrimination with reference both to self and to another person. The procedures used involved teaching discrimination in expressive language (speaker behavior) and then testing the transfer of learning into receptive language (listener behavior). A total of six intellectually disabled adults took part in the study, four in Experiment 1 and two in Experiment 2. The results showed that the subjects learned the target behavior in expressive language and performed correctly in tests to confirm the transfer of learning to receptive language. Experiments to analyze the function of the stimuli involved in receptive language share a certain amount of common ground with research into conditional discrimination under contextual control. The procedures used in such experiments may additionally enhance the teaching of visuospatial perspective‐taking skills. Copyright © 2015 John Wiley & Sons, Ltd.     

Smells like cooperation? Unpleasant body odor and people's perceptions and helping behaviors

Scents are omnipresent in our daily world and they are of great importance as represented by the use of perfumes or fragrances in the work environment. Even though it has been argued that bad scents invoke negative judgments, we argued and demonstrated that a bad body odor elicits feelings of pity in others (Experiment 1) and increases prosocial behavior (Experiment 2). Further, we showed that only if a person is not held accountable for his own body odor this elevated other's prosocial behavior (Experiment 3). These findings provide a novel perspective on the way human body odor affects our perceptions and consequent behaviors.     

Investigating the motivations underlying harmful social behaviors and the motivational nature of social norms

The present research applies a self‐determination theory framework to capture the broad spectrum of reasons why individuals engage in harmful normative behaviors. This correlational study (N = 242) focused on harmful behaviors that were either supported by one's in‐group or not. Participants whose in‐group encourages them to engage in a harmful behavior reported stronger motivation, both self‐determined and non‐self‐determined. Perceiving strong in‐group norms in favor of these behaviors was associated positively with the non‐self‐determined motivation pertaining to introjected regulation. The more participants agreed with an in‐group norm in favor of a harmful behavior, the stronger their self‐determination for engaging in this behavior. Results are discussed in light of self‐determination theory, normative models of social influence, and intergroup theories.     

The effect of vicarious punishment on prosocial behavior in children

Two experiments are reported dealing with the effects of vicarious punishment on prosocial behavior. In Experiment I, first and second grade females who witnessed a peer model being punished for a refusal to share (“nonsharing, punished”), shared more than an appropriate control group. Sharing was similarly heightened, however, in a group who witnessed punishment to the model which was not contingent upon any specific behavior (“punishment only”). Experiment II tested and confirmed the hypothesis derived from Experiment I that noncontingent vicarious punishment has a generalized inhibitory effect on antisocial behaviors. First, second, and third grade females were shown either the “nonsharing, punished,” “punishment only,” or baseline videotapes used in Experiment I. Subsequent to viewing the tapes, subjects in the “punishment only” condition helped the experimenter significantly more than did subjects in the “nonsharing, punished” and baseline conditions. The ability of existing theoretical treatments of vicarious punishment to account for these results is questioned.     

Using nonconscious behavioral mimicry to create affiliation and rapport

Nonconscious behavioral mimicry occurs when a person unwittingly imitates the behaviors of another person. This mimicry has been attributed to a direct link between perceiving a behavior and performing that same behavior. The current experiments explored whether having a goal to affiliate augments the tendency to mimic the behaviors of interaction partners. Experiment 1 demonstrated that having an affiliation goal increases nonconscious mimicry, and Experiment 2 further supported this proposition by demonstrating that people who have unsuccessfully attempted to affiliate in an interaction subsequently exhibit more mimicry than those who have not experienced such a failure. Results suggest that behavioral mimicry may be part of a person's repertoire of behaviors, used nonconsciously, when there is a desire to create rapport.     

Children correlate infrequent behaviors with minority groups: a case of illusory correlation

Adults perceive an illusory correlation between negative social behaviors and membership in the smaller of two groups — the minority group (Hamilton & Gifford, 1976). Two experiments investigated the development of this illusory correlation. We created pictorial stimuli showing children performing good or bad behaviors. In Experiment 1 we told participants (children in grades 1, 3, 5, and 7 and adults) that each picture depicted a child from one of two groups. Group membership and behavior were uncorrelated, but, like adults, children perceived a correlation between the smaller group and negative behaviors. Children’s attributions of good and bad behaviors to the two groups showed a weak but significant bias. Their estimations of the number of children in each group who behaved badly showed a stronger bias. Children also rated the smaller group more negatively on many dimensions. Experiment 2 showed that the illusory correlation is not dependent on social stimuli. Children performed essentially the same tasks, but good and bad behaviors were replaced by the colors red and green, and the group members were represented as squares and triangles. The results were strikingly similar to those obtained with social stimuli. In both experiments, the strength of the illusory correlation did not vary significantly with age. The results are discussed from the perspective of theories that have been proposed to account for adult behavior and the implications of no developmental trend.     

Becoming who you are: An integrative review of self‐determination theory and personality systems interactions theory

One of the enduring missions of personality science is to unravel what it takes to become a fully functioning person. In the present article, the authors address this matter from the perspectives of self‐determination theory (SDT) and personality systems interactions (PSI) theory. SDT (a) is rooted in humanistic psychology; (b) has emphasized a first‐person perspective on motivation and personality; (c) posits that the person, supported by the social environment, naturally moves toward growth through the satisfaction of basic psychological needs for autonomy, competence, and relatedness. PSI theory (a) is rooted in German volition psychology; (b) has emphasized a third‐person perspective on motivation and personality; and (c) posits that a fully functioning person can form and enact difficult intentions and integrate new experiences, and that such competencies are facilitated by affect regulation. The authors review empirical support for SDT and PSI theory, their convergences and divergences, and how the theories bear on recent empirical research on internalization, vitality, and achievement flow. The authors conclude that SDT and PSI theory offer complementary insights into developing a person's full potential.