The Future is Bright: The Underdog Label,Availability, and Optimism

Research suggests that people support underdogs. Three studies examined how laypeople conceptualize the underdog label. Study 1 used a free association method to create a semantic network map of the underdog construct. In Study 2, participants provided their own definitions and selected the entity that best exemplified an underdog. In the two studies, the underdog term was linked to both disadvantage and successful qualities. In Study 3, participants read fictional stories about competing entities unlikely to succeed. When targets were labeled as underdogs, participants predicted that they would perform significantly better than expectations. We suggest that, although dictionaries define underdogs as unlikely to prevail, a layperson's conceptions, shaped by inspirational archetypal stories of odds overcome, are more optimistic.     

The Advantage of Disadvantage: Underdogs in the Political Arena

Political candidates are often labeled as underdogs, either by the press or themselves. This paper explores connotations associated with the underdog label in the political arena. We argue that being labeled an underdog has a strategic advantage because it is associated with positive qualities, particularly likeability. The current studies demonstrate that partisan supporters prefer to see their favored candidate as an underdog compared to people not aligned with the candidate, and underdog-labeled entities are perceived to be warmer, and no less competent, than frontrunners. Discussion focuses on the advantages and risks of carrying the underdog label in the political arena.     

Rooting for (and Then Abandoning) the Underdog

Although people prefer to associate with winners, there is also a strong desire to support the lovable loser or underdog. In 4 studies, we demonstrate the underdog effect and its delimiting conditions. In Studies 1 and 2, participants rooted for the underdog in judgments of athletic, business, and artistic competition. In Study 3, participants watched animated clips of struggling and nonstruggling geometric shapes. The results showed that participants showed more rooting, sympathy, and identification with struggling shapes than with nonstruggling ones. Study 4 identified conditions under which people abandon the underdog, showing that participants rooted for the underdog only when both self‐relevance and consequences were high. Theoretical implications of these findings are discussed.     

How Power States Influence the Persuasiveness of Top‐Dog versus Underdog Appeals

Although both top‐dog and underdog positioning appeals are widely used in marketing and advertising, little is known about which strategy is more effective in persuading consumers. By introducing a sense of power, a social variable that is inherently relevant to the nature of the top‐dog versus underdog classification, we propose that consumers' responses to these two appeals are influenced by their psychological experience of power. Specifically, low‐power consumers will respond to top‐dog appeals more favorably because associating with top dogs facilitates power restoration. In contrast, high‐power consumers will respond to underdog appeals more favorably because supporting underdogs facilitates power expression. In four experimental studies, we provide consistent support for our main predictions as well as the underlying processes. Studies 1 and 2 demonstrate the differential effect of consumers' power states on their attitudes toward top‐dog versus underdog appeals. Providing process evidence, Studies 3 and 4 identify boundary conditions under which the basic effect was eliminated. These findings contribute to the persuasion literature and power research and provide important implications for positioning strategy and advertisement development.     

The Regulatory Easy Street: Self-Regulation Below the Self-Control Threshold Does not Consume Regulatory Resources

We present and test a theory in which self-control is distinguished from broader acts of self-regulation when it is both effortful and conscious. In two studies, we examined whether acts of behavioral management that do not require effort are exempt from resource depletion. In Study 1, we found that a self-regulation task only reduced subsequent self-control for participants who had previously indicated that completing the task would require effort. In Study 2, we found that participants who completed a self-regulation task for two minutes did not evidence the subsequent impairment in self-control evident for participants who had completed the task for four or more minutes. Our results support the notion that self-regulation without effort falls below the self-control threshold and has different downstream consequences than self-control.     

Moral judgments of the powerless and powerful in violent intergroup conflicts

The present research examined observers' moral judgments of groups in conflict. Study 1 found support for the prediction that actions are interpreted as more moral in the context of low power. People judged the violent actions of a fictitious group as more moral and justifiable when done by a smaller, less powerful country compared to a larger one. However, a second study found that violence may undermine the moral advantage accorded underdog groups. People reading about Israeli construction of settlements in Palestinian territories judged the Israeli actions to be more moral when Palestinians resisted violently compared to when they used non-violent resistance tactics. Together, these studies demonstrate how moral judgments of the actions of groups in conflict are influenced by contextual factors independent of the actions themselves.     

Against the odds: academic underdogs benefit from incremental theories

An implicit theory of ability approach to motivation argues that students who believe traits to be malleable (incremental theorists), relative to those who believe traits to be fixed (entity theorists), cope more effectively when academic challenges arise. In the current work, we integrated the implicit theory literature with research on top dog and underdog status to predict self-efficacy in an academic context. To examine our predictions, we assessed college students’ (N  =  165) implicit theories of mathematical ability and manipulated their underdog versus top dog status in a math competition. We hypothesized that holding an incremental (vs. entity) theory would interact with competition status (underdog vs. top dog) to predict mathematical self-efficacy. When in an underdog position, incremental (vs. entity) theories boosted students’ mathematical self-efficacy. Moreover, a mediated moderation model revealed that the experience of less helplessness accounted for greater self-efficacy in mathematical ability among academic underdogs with incremental (vs. entity) theories. Implications for teaching practices are discussed.     

The impostor phenomenon: self-perceptions, reflected appraisals, and interpersonal strategies

Three studies tested theoretical assumptions regarding the impostor phenomenon. In Study 1, participants completed measures of impostorism, rated themselves, and indicated how they thought other people regarded them. Contrary to standard conceptualizations of impostorism, high impostors were characterized by a combination of low self-appraisals and low reflected appraisals. Study 2 was an experiment designed to determine whether the behaviors associated with the impostor phenomenon are interpersonal strategies. Participants were told that they were expected to perform either better or worse than they had previously predicted on an upcoming test, then expressed their reactions anonymously or publicly. High impostors expressed lower performance expectations than low impostors only when their responses were public. When expectations for performance were low, participants high in impostorism responded differently under public than private conditions. Study 3 examined the possibility that high scores on measures of impostorism may reflect two types of impostors--true impostors (who believe that others perceive them too positively) and strategic impostors (who only claim that they are not as good as other people think). The results did not support this distinction; however, evidence for the strategic nature of impostorism was again obtained. Although people may experience true feelings of impostorism, these studies suggest that the characteristics attributed to so-called impostors are partly interpersonal, self-presentational behaviors designed to minimize the implications of poor performance.     

Generating and sharing of market intelligence in sales teams: an economic social network perspective

In this research, we take a multimethod approach to shed light on the potential costs to sales teams that generate and share market intelligence (MI). First, we introduce an analytical model to propose the respective levels of effort that sales managers, experts, and team members spend generating and sharing MI. To test our propositions, we utilize social network data from 40 independent, business-to-business (B2B) sales teams, representing 287 salespeople. Interestingly, our results support the premise that team members become dependent (reduce MI efforts) when their sales manager or team expert shares MI among the team. We term this a “sharing tax” that sales managers and team experts pay when they share MI. Consequently, sales managers demonstrate greater MI-generation efforts the more they share MI. We also find that experts who share more (less) also show greater (lesser) MI-generation efforts, but only for teams where sales managers share low (high) levels of MI. In summary, our research innovatively conducts an empirical test of the Nash Equilibrium pattern of sales team effort to show that two critical team members, the sales manager and expert, are at a disadvantage when they share valuable MI.     

Getting more from success: standard raising as esteem maintenance

In 4 studies, the authors tested the hypothesis that success prompts standard raising and that doing so helps maintain performance-related esteem by augmenting perceptions of competence. Study 1 showed that students raised examination standards following success in meeting them. In Study 2, professors who were recently promoted to tenure raised what they thought were the publication standards at their university, compared with the standards of their nonpromoted counterparts. Supporting the authors' esteem-maintenance account, participants in Study 3 reported that they would feel better meeting a high standard by a small margin than meeting a low standard by a large margin, and competence attributions mediated this relationship. Participants in Study 4 raised standards when their esteem was threatened but not when it was affirmed, also supporting an esteem-maintenance account. Alternative interpretations of standard raising, including goals for future improvement and initial standard lowering, were not supported in these studies.     

Are obsessive-compulsive tendencies related to reliance on external proxies for internal states? Evidence from biofeedback-aided relaxation studies

This article presents two studies that examine the hypothesis that obsessive-compulsive (OC) tendencies are associated with a general deficiency in subjective conviction, which leads to seeking and reliance on external proxies to compensate for that deficiency. We examined this hypothesis using a biofeedback-aided relaxation procedure. In Study 1 low OC participants performed better on a relaxation task than high OC participants. More importantly, viewing the biofeedback monitor (an external proxy for the internal state of relaxation) had a different effect on the two groups: Whereas high OC participants performed better, low OC participants did not. In addition, when given the opportunity, high OC participants requested the biofeedback monitor more than did the low OC participants. In Study 2 high OC participants were more affected by false biofeedback when judging their level of relaxation compared to low OC participants. Real relaxation level differences between the two false biofeedback phases among the two groups were not found. These results provide preliminary support for the hypothesis that obsessive-compulsive disorder is associated with deficient subjective conviction in internal states and increased reliance on external proxies. Implications for the understanding of OCD-related rules and rituals as well as for cognitive therapy for OCD are discussed.     

Looking down and ramping up: The impact of status differences on effort in intergroup contexts

This paper examines how the status of an out-group impacts effort in intergroup settings. The results provide evidence that people work harder when their individual performance is compared to a lower, as opposed to higher, status out-group member. Moreover, comparisons to a lower status out-group were found to elicit motivation gains as these participants worked harder than participants in the control (Studies 1-3) or in-group comparison conditions (Studies 2 and 3). In Study 4, evidence for the role of threat as an underlying mechanism was provided as gains in effort for those compared with a lower status out-group member were eliminated when participants self- or group-affirmed prior to comparison. Finally, Study 5 shows that both social identity threat and self-categorization threat underlie increases in effort for participants compared to a lower status out-group member. We detail a theoretical basis for our claim that performance comparisons with lower status out-group members are especially threatening, and discuss the implications for this research in terms of social identity and self-categorization theories as they relate to effort in intergroup contexts.     

The Enhancing Effect of Overconfidence on Subsequent Learning Performance: Potential Mediation Effects of Dissatisfaction and Effort

Three studies were conducted to investigate whether individuals whose performance on a learning task fell short of their previous overconfident self‐assessment would apply more effort on a subsequent task to resolve their dissatisfaction and thereby achieve better subsequent performance than individuals who made accurate or underconfident self‐assessments. Specifically, Study 1 and Study 2 used overestimation, and Study 3 used overplacement to predict subsequent performance by measuring students' self‐assessments before the first task, their level of dissatisfaction with their actual performance on that task, the effort they applied in learning, and their performance on the subsequent task. Furthermore, Study 3 divided the participants randomly into a false feedback group (the control group) and a real feedback group (the experimental group). The results showed that when controlling for prior performance, participants who were more overconfident tended to express greater dissatisfaction and increase more effort to achieve their desired outcomes when they perceived a gap between their desired performance and their actual performance. Notably, they achieved better subsequent performance, whereas those in the control group who were overconfident neither applied more effort in subsequent learning nor increased their subsequent performance when they received “unbiased feedback.” The implications of these findings for education are discussed. Copyright © 2016 John Wiley & Sons, Ltd.     

Social disadvantage and the self-regulatory function of justice beliefs

Five studies support the hypothesis that beliefs in societal fairness offer a self-regulatory benefit for members of socially disadvantaged groups. Specifically, members of disadvantaged groups are more likely than members of advantaged groups to calibrate their pursuit of long-term goals to their beliefs about societal fairness. In Study 1, low socioeconomic status (SES) undergraduate students who believed more strongly in societal fairness showed greater intentions to persist in the face of poor performance on a midterm examination. In Study 2, low SES participants who believed more strongly in fairness reported more willingness to invest time and effort to achieve desirable career outcomes. In Study 3, ethnic minority participants exposed to a manipulation suggesting that fairness conditions in their country were improving reported more willingness to invest resources in pursuit of long-term goals, relative to ethnic minority participants in a control condition. Study 4 replicated Study 3 using an implicit priming procedure, demonstrating that perceptions of the personal relevance of societal fairness mediate these effects. Across these 4 studies, no link between fairness beliefs and self-regulation emerged for members of advantaged (high SES, ethnic majority) groups. Study 5 contributed evidence from the World Values Survey and a representative sample (Inglehart, Basa?ez, Diez-Medrano, Halman, & Luijkx, 2004). Respondents reported more motivation to work hard to the extent that they believed that rewards were distributed fairly; this effect emerged more strongly for members of lower SES groups than for members of higher SES groups, as indicated by both self-identified social class and ethnicity.     

The role of attribution of motivation in producing postsuppressional rebound

Three studies demonstrated that postsuppressional rebound (PSR) may be both reduced and enhanced by manipulating people's attributions about why they experience difficulty during suppression. Telling participants that suppression failures indicate a high motivation to use the suppressed construct produced more PSR than telling them that suppression failures indicate a low motivation to use the construct (Study 1). Telling participants that an external stimulus would make suppression easy produced more PSR than telling them that it would make suppression difficult (Study 2). Telling participants that suppressing a stereotype is difficult and unindicative of prejudice eliminated PSR (Study 3). These results support the notion that PSR occurs because people infer from the difficulty experienced during suppression and from suppression failures that they are motivated to use the suppressed construct.     

社会公平感对不同阶层目标达成的影响及其过程

基于目标追求理论和社会阶层心理学的相关理论, 本文通过3个研究, 逐步深入地考察了社会公平感对不同阶层个体目标达成的影响作用及其过程。研究1为相关研究, 考察了高低阶层成人被试的教育领域社会公平感与为孩子进行教育投入的目标承诺及目标达成之间的关系; 研究2为准实验研究, 通过操纵公平或不公平教育情境启动公平感, 考察其对高低阶层中学生的学习目标承诺与目标达成的影响; 研究3为实验研究, 通过实验操纵社会公平感和社会阶层, 考察社会公平感对高低阶层大学生的实验任务目标承诺和目标达成的影响。研究发现, 社会公平感通过正向影响低阶层者的目标承诺, 进而正向影响其目标达成; 而对于高阶层者来说, 变量之间这些关系则不显著。这表明：相对于高阶层来说, 低阶层者的目标追求易受社会公平感的影响; 低阶层者的社会公平感水平越高, 其追求目标的动机水平就越高, 进而越有利于目标达成。     

Consumption Effort: The Mental Cost of Generating Utility and the Role of Consumer Energy Level in Ambitious Consumption

We propose that the essence of consumption is the mental process of generating utility from products, that this process expends consumption effort, and that consumers take consumption effort into account in their decision making. In 2 studies, we tested the hypothesis that consumption preferences become more ambitious—individuals become more inclined to choose challenging‐to‐consume products—when consumer energy levels are elevated. In Study 1, energy induced by ingesting caffeine increased participants’ tendency to choose subtitled foreign movies rather than domestic remakes of those same movies. Study 2 demonstrated the same effect with naturally occurring energy levels and with consumption experiences whose effortfulness and quality were varied independently. In choosing among sets of poems to read, participants with higher levels of energy exhibited less effort aversion but neither more nor less quality seeking. A reanalysis of Study 1 showed that the energy effect is not simply a case of consumers using more energy when they have more energy, because the energy effect disappeared when participants were made aware of the energy source, suggesting that a preference‐correction process occurred. The energy dependence of consumer preferences affords tactical opportunities for marketers, but the welfare implications for consumers are intriguingly unclear, because in both studies we found that energy increased participants’ choice of challenging consumption experiences without increasing their liking of those experiences.     

Romantic involvement often reduces men's testosterone levels--but not always: the moderating role of extrapair sexual interest

Testosterone (T) appears to facilitate what biologists refer to as mating effort--the investment of time and energy into same-sex competition and mate-seeking behavior. Multiple studies show that men who are romantically involved (i.e., are paired) have lower T than single men, which may be due to a facultative adjustment by men of T levels in response to lower demands for mating effort. The authors proceeded on the basis of the idea that men who retain interests in sexual opportunities with women other than a primary partner continue to dedicate more time and energy to mating effort when romantically paired, and so they predicted that the association between relationship status and T depends on men's extrapair sexual interests. Study 1 used the Sociosexual Orientation Inventory to measure extrapair sexual interests, whereas Study 2 used a broader measure to examine this interaction. Both studies found support for it. These results have implications for an understanding of the biosocial regulation of men's behavior in romantic relationships.     

Watching over your own: How surveillance moderates the impact of shared identity on perceptions of leaders and follower behaviour

In two studies we investigate how level of surveillance moderates followers' responses to leaders with whom they either do or do not share identity. Study 1 (N = 80) demonstrated that imposing high surveillance where identity is shared with a leader undermined perceptions of the leader as a team member, reducing levels to that of leaders without a shared identity. Study 2 (N = 84) replicated this finding, also demonstrating that willingness to work for the group declined when leaders with shared identity used high surveillance (compared to a low surveillance condition). This process was partially explained by perceptions that surveillance was an invasion of privacy. Together, these studies illustrate that the benefits of shared identity are easily undermined when a leader uses surveillance in a context where it is unnecessary. Copyright © 2009 John Wiley & Sons, Ltd.     

Using Message Framing to Promote Social Support in Depression: When Misery Makes Better Company

A depressed person may have particular difficulty obtaining social support unless, as previous research indicates, members of the person’s support network believe that their interactions with the depressed person will be rewarding. Continuing this line of research, two studies investigated how message framing influences perceptions of providing social support to someone diagnosed with depression. In Study 1, participants first evaluated a website created by the research team, which emphasized either the rewards of volunteering to help individuals suffering from depression (gain-framed) or the drawbacks of not volunteering (loss-framed). One week later, participants read a vignette about a friend suffering from depression. Participants initially exposed to the gain-framed website indicated that the friend was in greater need of help, and they expressed stronger intentions to help and maintain supportive contact with the friend. The first phase of Study 2 was identical to the first phase of Study 1. However, a week after evaluating the framed website, participants interacted via instant messaging with a confederate posing as a prospective undergraduate student, who disclosed during the conversation that she had been diagnosed with depression. Participants initially exposed to the gain-framed website indicated greater comfort interacting with the prospective student and greater willingness to engage in follow-up interactions with the student (e.g., exchange emails, talk on the phone) compared to participants initially exposed to the loss-framed website. The implications of these findings for increasing the provision of social support to individuals with depression are discussed.