What is beautiful brings out what is good in you: The effect of facial attractiveness on individuals' honesty

This study tested whether the presence of an attractive face would influence individuals' honesty. In 2 experiments, 225 participants were asked to predict the outcome of computerised coin‐flips and to self‐report the accuracy of their predictions. Self‐reports were made in the presence of a facial photo of a female who had been rated before the experiment as high attractive, middle attractive or low attractive by other volunteers. Participants were rewarded based on their self‐reported (not actual) accuracy. The results showed that subjects tended to give more dishonest self‐reports when presented with middle or low attractive facial images than when presented with high attractive images, with self‐reported accuracy being significantly higher than the random level. The results of this study show that presented with an attractive face, subjects tend to engage in behaviours that conform to moral codes.     

The Influence of Source Physical Attractiveness on Advertising Effectiveness: A Functional Perspective1

High and low self-monitors heard either a physically attractive or unattractive source promote a new product with either strong or weak arguments. High self-monitors were persuaded by the physically attractive source only when she presented strong arguments. In contrast, low self-monitoring individuals were persuaded by the physically attractive source regardless of argument strength. Neither high nor low self-monitors were persuaded by the physically unattractive source, regardless of the quality of the arguments she offered. Cognitive response and recall data suggest that high self-monitors may have been systematically processing the physically attractive source's message and low self-monitors may have been more heuristically processing her message. Results are discussed in terms of their implications for advertising strategies.     

The effects of a salient self-schema on the evaluation of proattitudinal editorials: Top-down versus bottom-up message processing

The effects of a salient self-schema on message evaluation were studied. Subjects were identified who characterized themselves using trait adjectives that reflected the prototype of either a “religious” or a “legalistic” person. Equally persuasive sets of proattitudinal messages were developed empirically using weak arguments. Half of the messages were developed to reflect a “religious” perspective on the issue (capital punishment, abortion) whereas half were developed to reflect a “legalistic” perspective on the issue. Religious and legalistic subjects were then exposed to religious or legalistic arguments supporting an equally acceptable position (e.g., eliminating capital punishment). Afterward, subjects evaluated the persuasiveness of the communication and listed their thoughts as part of a “curriculum development project.” Results suggested that subjects when exposed to a schema-relevant message arguments for a position in which they believed were more positive about the quality of the message arguments and in their cognitive responding. These data extend the heuristic value of selfschemata to the area of attitudes and suggest that cognitive responses in persuasion are subjectively rather than objectively rational.     

Field dependence and attitude change: Source credibility can alter persuasion by affecting message-relevant thinking

The present study shows that for a personally relevant counterattitudinal issue, a highly credible source can alter persuasibility by increasing a subject's message-relevant thinking. Previous failures to show this effect were probably due to the highly thoughtful nature of typical research subjects, when confronted with involving issues. In the present study, field-dependent and field-independent subjects heard convincing or refutable counterattitudinal speeches given by sources of high or low credibility. Results indicated that subjects who are typically low in differentiation of stimuli (field-dependent subjects) showed differential persuasion to strong and weak arguments only when they were presented by a highly credible source. For subjects who are typically high in propensity to differentiate stimuli (field-independent subjects), the arguments were differentially persuasive for both high and low credible sources. These results are consistent with the hypothesis that increasing source credibility can enhance message-relevant thought for subjects who typically do not scrutinize message content.     

Testifying on Eyewitness Reliability: Expert Advice Is Not Always Persuasive1

This study investigates the impact of different types of expert testimony regarding the unreliability of eyewitness identification. In two hypothetical court cases involving eyewitnesses, expert testimony was presented that was either sample-based (presenting the results of a research program on eyewitness identification) or person-based (presenting information about the particular eyewitness under consideration); the expert either offered causal explanations for his unreliability claim or failed to do so. Two additional control groups (with and without eye-witness identification) were not presented with any expert testimony. The results indicate that subjects who had been confronted with an expert statement made more lenient judgments about the offender but did not discount the eyewitness identification completely. Sample-based information had a moderate impact on the subjects' judgments, regardless of whether or not causal explanations were given. Person-based testimony was the most influential type of expert advice when a causal explanation was provided but the least influential one when no reasons were given. The practical (international differences in admissibility of expert testimony) and theoretical implications (processing of base-rate information) of these findings are discussed.     

Matching the message source to attitude functions: Implications for biased processing

A study was conducted to examine the hypothesis that matching (vs. mismatching) the source of a persuasive message to the functional basis of recipients’ attitudes may lead to positively biased processing. Under conditions conducive to effortful processing, high and low self-monitors were presented with a persuasive message ascribed to a source that either matched or mismatched the functional basis of their attitudes (i.e., an expert source for low self-monitors and an attractive source for high self-monitors). The message content was either unambiguous strong, unambiguous weak, or ambiguous. As predicted, given an ambiguous message biased processing led to more agreement when the source matched (vs. mismatched) attitude functions. In contrast, an unambiguous strong message led to more agreement than an unambiguous weak message regardless of source matching (unbiased processing). Results are discussed with respect to the role of the activation and use of heuristics in biased processing.     

Locus of control and the ability to tolerate gratification delay: When it is better to be an external

An experiment was conducted to investigate the relationship between the locus of control orientation of fourth-grade children and delay frustration experienced in self-imposed and externally imposed delay situations. Time estimation was used as the index of delay frustration, with greater time estimates being interpreted as indicating greater frustration. In a self-imposed delay situation, external subjects estimated a 5-min delay to be longer than did internal subjects, while in an externally imposed delay situation, internal subjects estimated a 5-min delay to be longer than did external subjects. The implications of the findings for an understanding of both the locus of control dimension and delay behavior are discussed.     

On the Risks of Recycling Because of Guilt: An Examination of the Consequences of Introjection1

The present study sought to examine the influence of introjected beliefs on individuals’ vulnerability to counterattitudinal arguments. University students’ reasons for engaging in proenvironmental behaviors were assessed prior to their reading excerpts from a counterattitudinal article. The excerpts were written by a personally attractive or unattractive author and contained either weak or strong arguments against recycling. Our results show that individuals who were highly introjected about recycling (e.g., “I recycle because I would feel guilty if I didn't”) were influenced by the personal attractiveness of the source but not by the strength of the specific arguments. Specifically, a thought‐listing procedure revealed that introjection was associated with generating more favorable thoughts and fewer counterarguments about the anti‐recycling message when the author was personally attractive than when he was unattractive.     

Recall as a function of orienting task and retrieval cue

Abstract.— In an incidental learning experiment, a 40 word list with 4 words representing each of 10 taxonom-ic categories and beginning with each of 10 first letters was presented to 120 subjects. Half the subjects sorted the words according to category, half according to initial letter. After an interval of either 1 or 6 min, retention was measured with cued or free recall tests. The subjects in the Category sort-Category cue condition obtained higher recall than the subjects in the Category sort-Letter cue condition, whereas level of recall did not differ between the Letter sort-Letter cue and Letter sort-Category cue conditions. These results together with other results from the experiment were considered as arguments against the Encoding Specificity Principle but in favor of a theory separating encoding from retrieval.     

The influence of suspect ethnicity and evidence direction on alibi credibility assessment

We investigated whether evidence direction (incriminating versus exonerating) moderated the influence of intergroup bias on alibi credibility assessments. Israeli-Jewish participants (n = 160) assessed the credibility of an alibi statement provided by either an Israeli-Jewish or an Israeli-Arab suspect. Along with the alibi statement, half of the participants were presented with incriminating evidence, while the other half were presented with exonerating evidence. The results indicated that evidence direction influenced credibility assessment regarding both in-group and out-group suspects. Specifically, under incriminating evidence, Israeli-Jewish suspects were perceived as more deceptive than Israeli-Arab suspects, whereas under exonerating evidence, no such differences were found. These results emphasize the significance of group bias in assessing the credibility of alibi statements.     

The effect of combined arousal states on attitude change

An experiment was devised in which subjects either were given a choice or were given no choice to listen to a counter-attitudinal communication. For half the subjects (Interrupt condition) the tape of the communication broke during the concluding sentence of the speech. The other half of the subjects (No Interrupt condition) heard the speech in its entirety. A recall measure indicated that subjects in the Interrupt condition recalled significantly more arguments made in the communication than subjects who heard the complete speech. This was interpreted as being a Zeigarnik effect caused by arousal created by the interruption. The choice manipulation should have created dissonance and motivated attitude change. Consistent with dissonance theory, measures of attitude change showed that greater attitude change toward the position of the speech occurred in the Choice condition than in the No Choice condition. In addition, an interaction in which significantly greater change occurred in the Choice-Interrupt condition than any of the other conditions was obtained. Since both the choice and interruption manipulations were hypothesized to be arousing, it was speculated that, in the Choice-Interrupt condition, the arousal created by the cognitive inconsistency and by the interrupted task may have combined to yield the increased attitude change. The conditions under which arousal states might combine were discussed.     

The Timing of the Defense Opening Statement: Don't Wait Until the Evidence Is in1

Defense attorneys often reserve their opening statements until after presentation of evidence by the prosecution, a practice advocated by some experts. The current study, involving 291 subjects, varied the timing of the defense attorney's opening statement so that it preceded the prosecutor's opening statement, immediately followed the prosecutor's opening statement, or was reserved until after the prosecutor's case presentation. The type of opening statement (content vs. noncontent) and the testimony (altered vs. unaltered) were varied for purposes of increasing generalization. Materials were based on an actual case of auto theft and were presented in written form complete with judge's instructions. The results showed that subjects perceived eyewitness testimony, the prosecutor's opening statement, the prosecutor's closing statement, the defense attorney's closing statement, and the effectiveness of the attorneys differently depending on the timing of the opening statement. Each of these items favored the defense more than the prosecution if the defense opening statement was earlier rather than later. These effects did not interact with type of opening statement or the testimony alteration variable. Individual verdicts, when weighted by the subjects' confidence in their verdicts, were also affected by the timing variable with verdicts more favorable to the defense when the defense opening statement was given earlier rather than later. The consistency with which the timing variable affected subjects' impressions suggests that defense attorneys who take their first opportunity to make an opening statement, rather than delay, end up with a stronger case for their client. Possible exceptions to this conclusion are discussed.     

Physical attractiveness and interpersonal influence

The relative success of influence attempts undertaken by attractive vs. unattractive fifth- and sixth-graders was investigated by giving subjects a monetary incentive contingent upon their influencing a peer's behavior. Compared to a control group which was not subject to peer pressure, three groups were successful: attractive males and attractive females with opposite-sex peers and unattractive males with same-sex peers. Attractive girls tended to be more successful than their unattractive counterparts in influence attempts directed toward peers of the opposite-sex. Unattractive males were more effective than attractive males with same-sex peers. Analysis of the influence strategies employed revealed markedly different styles of interpersonal influence, particularly between attractive males and attractive females. The former made considerably more influence attempts and were judged to be more persistent. This type of behavioral difference was not found for unattractive males compared to unattractive females.     

Attitude attribution when behavior is constrained

Five experiments were conducted in which subjects were asked to attribute attitudes to target persons on the basis of opinion statements written under high constraints, i.e., the target persons were instructed to prepare the statements but were given no choice concerning the position to be endorsed. In previous studies it had been observed that reader-subjects tended to attribute attitudes in line with the opinion statement even when the writer obviously had no choice. However, in these earlier studies the opinion endorsements were actually standardized statements prepared by the investigators and they may have contained subtle cues indicating attitude strength. In the present experiments the statements were those actually written by other subjects in response to no choice instructions. Even though the subjects as attributors were well aware of these instructions, and had complied to the same instructions as target persons, attitudes in line with expressed opinions were attributed. In the final experiment, constraints were strengthened even further by the provision of specific arguments that had to be included in the opinion statements. Here the “over attribution effect” finally fell below significance. With the exception of such extreme variants of constraint, the results provide further evidence that people tend to make dispositional attributions to “explain” behavior, underestimating the role of environmental constraints.     

Two Politicians in a Realistic Experiment: Attraction,Discrepancy, Intensity of Delivery,and Attitude Change1

The leader of the Socialists in the Dutch Parliament and his Liberal opponent participated in this realistic experiment. Identical TV interviews with the two politicians were recorded and shown to subjects of both parties. The intensity of delivery was also varied: emotional versus rational. Our findgins indicated that the experimental interveiw changed the attitude of the subjects. In addition, support was found for a second hypothesis: Attitude change was greater for the attractive source from the same party than for the less attractive source from the opposite party. Furthermore, our expectations were confirmed that attitude change would be greater with high than with low discrepancy. Although the intensity of delivery did have an effect on the credibility of the source–the emotional delivery scored lower–no effect on attitude change was found.     

Remembering computer command names: Effects of subject generation versus experimenter imposition

Two experiments analyzed the effectiveness of goal statements in aiding recall of self-generated as opposed to experimenter-imposed command names. Subjects were presented with a series of before-after pairs representing the computer states before and after a command was executed. In Experiment 1, during study, one group of subjects generated a command name in response to each pair; a second group generated a goal statement describing the goal to be accomplished in addition to generating a command name. During recall, half of each group was required to recall the name, whereas the other half was required to describe the goal before attempting to recall the name. In Experiment 2, during study, command names (and goals for those subjects in the goal condition) were imposed by the experimenter rather than generated by the subject. Subjects who generated goals and names recalled more command names than did those who generated only names or who received imposed goals and/or names. Generation of an appropriate goal at study improved encoding by helping subjects to select more appropriate command names; generation of an appropriate goal at test improved retrieval for appropriate names only, presumably by activating a relevant subset of names. Even in the relatively simple task of naming and remembering command names, having an appropriate model of the domain through the use of specific goal statements substantially improved performance.     

Categorization,attitude and memory for the source of attitude statements

In a study of factors influencing recognition-memory for the sources of attitude statements, a final sample of 107 subjects, aged 15–16, first rated their agreement with 24 statements concerning drug-use, 12 of which were attributed to one, and 12 to another, fictitiously named newspaper. Later, the statements were re shown to subjects with half the names altered, and subjects had to indicate which names were correct (i.e., unaltered). Discrimination sensitivity was very significantly higher in a condition where the initial relationship between the sources and the statements was systematic, so that the 12 most pro-drug statements were attributed to one newspaper and the 12 most anti-drug statements to the other, than in two conditions where the initial relationship was random, in which discrimination was at chance level. In the first of these conditions, subjects were also more likely to claim that the attributed source was correct if they had previously agreed with the statement. overall, subjects were more accurate in discriminating correct and incorrect sources for statements to which they had previously given a more moderate, or a more negative response on the agreement scale.     

The Devil is in the Framework. Comment on Mizrahi vs. all Debate on the Strength of Arguments from an Expert Opinion

Philosophia - In one of his papers, Moti Mizrahi argues that arguments from an expert opinion are weak arguments. His thesis may seem controversial due to the consensus on this topic in the field...