The Psychology of Tailoring‐Ingredients in Computer‐Tailored Persuasion

Persuasive information can be tailored to individual characteristics using computer technology. Computer technology offers three ways to persuade people: adaptation, personalization, and feedback. Adaptation refers to the match between the type or the formulation of the persuasive arguments or recommendations and an individual's psychological state. Personalization refers to the incorporation of one or more recognizable individual characteristics (e.g., one's first name) in a persuasive text. Feedback refers to providing the individual with information about him or her that relates to important individual goals. These visible elements in a persuasive message are the tailoring‐ingredients of computer‐tailored persuasion. The present article focuses on explaining how these tailoring‐ingredients influence persuasion, using existing social psychological insights in human functioning and persuasion. The persuasive effects of the tailoring‐ingredients can be explained partly by different psychological processes.     

Roots and correlates of perceived injustice in the division of family work

Abstract This study provides a comprehensive test of the distributive justice framework to explain justice evaluations of the division of family work. Using data of 632 dual‐earner couples with young children from 3 European countries, the analyses provided good support for the distributive justice framework. The frequency with which spouses compared each other's amounts of family work, the outcome of the comparison of the husband's family work with the family work performed by other men, and the extent to which the partner appreciated one's family work proved to be most predictive of justice evaluations. Notably, the evidence supports the model equally for women and men and for justice evaluations of the divisions of domestic work and child care.     

In Search of Balance: A Conceptual and Empirical Integration of Multiple Meanings of Work–Family Balance

This paper provides a framework that elaborates on four conceptualizations of work‐family balance: additive spillover (unique effects of bi‐directional conflict and enrichment), multiplicative spillover (interactive effects of lower conflict with higher enrichment), balance satisfaction (one's attitude toward resource allocation across work and family roles) and balance effectiveness (one's interdependent self‐evaluation of meeting shared expectations across work and family roles). We describe the conceptual differences among these approaches and hypothesize how they operate differently in predicting work and family attitudes and performance. Relative weights analyses showed that additive spillover was the most important predictor of work attitudes (organizational commitment, job satisfaction, and turnover intent), followed by balance satisfaction and effectiveness. However, balance satisfaction and effectiveness together were the most important predictors of family satisfaction and job and family performance. Mediation tests revealed that unique and interactive effects of bidirectional conflict and enrichment related to work and family attitudes and performance indirectly through balance satisfaction and effectiveness. We discuss implications of these findings and offer suggestions to guide future research and theory on work‐family balance.     

The Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation

This research investigates the extent to which a salesperson's presentation and consumer suspicion of ulterior motive affect salesperson evaluations and purchase intentions. Study 1 indicates that a salesperson's presentation plays an essential role in confirming or discontinuing consumer suspicion and that this process has important implications in the formation of salesperson attitudes. Evidence from Study 2 demonstrates that these interaction effects are mediated by persuasion‐motive attributions. The findings also support a direct link between attitude toward the salesperson and purchase intentions. Collectively, these results extend the persuasion literature by demonstrating that suspicion of motive is a dynamic state in which consumers entertain rival hypotheses about the salesperson (e.g., is the salesperson truly motivated to help me, or motivated to make his or her commission?) and that, depending on the degree of suspicion, the same salesperson's tactics will be processed very differently by consumers.     

Fight and Flight: Evidence of Aggressive Capitulation in the Face of Fear Messages from Terrorists

In an era of digital technology and the Internet, terrorists can communicate their threats directly to citizens of Western countries. Yet no research has examined whether these messages change individuals' attitudes and behavior or the psychological processes underlying these effects. Two studies (conducted in 2008 and 2010) examined how American, Australian, and British participants responded to messages from Osama bin Laden that threatened violence if troops were not withdrawn from Afghanistan. Heightened fear in response to the message resulted in what we call “aggressive capitulation,” characterized by two different group‐protection responses: (1) submission to terrorist demands in the face of threats made against one's country and (2) support for increased efforts to combat the source of the threat but expressed in abstract terms that do not leave one's country vulnerable. Fear predicted influence over and above other variables relevant to persuasion. Theoretical and practical implications are discussed.     

Perceived Support,Belonging, and Possible Selves Strategies Among Incarcerated Juvenile Offenders1

Possible selves theory ( Markus & Nurius, 1986 ) suggests that future‐oriented expectations, fears, and strategies are constrained by feedback in one's sociocultural context. The current paper represents a preliminary look into the relationship between support in one's immediate context and the development of strategies for the achievement of desired future selves. Youthful offenders (N = 543) were surveyed in secured treatment facilities in Alaska, Idaho, Nevada, and Oregon. Program belonging was a consistent predictor of strategy generation among both males and females, and attributional support from a staff person was significant among males. The findings support further examination of interpersonal interactions as they relate to future‐oriented planning and point to a need for further investigation into the development of concrete strategies.     

Persuasion Knowledge in the Marketplace: A Meta-Analysis

Since the introduction of the persuasion knowledge model more than 25 years ago, many research studies have investigated how consumers’ persuasion knowledge affects their reactions to persuasion attempts. While most results have shown that persuasion knowledge increases coping responses and leads to less favorable evaluations of marketer actions, the findings vary considerably, leaving researchers with a limited understanding of the substance and structure of persuasion knowledge effects and the conditions that explain their variability. To develop a better understanding of persuasion knowledge effects in the marketplace, this study builds on the concept of persuasion to predict responses to marketers’ attempts to persuade consumers with different levels of persuasion knowledge. The study presents a meta-analysis of the findings in 148 papers and 171 distinct data sets. Persuasion knowledge effects can be viewed as substantial compared with persuasion attempts, but persuasion knowledge cannot suppress or eliminate persuasion effects in the marketplace, as it only reaches around 50% of the explanatory power of persuasion. Persuasion knowledge effects on evaluations and coping depend on the characteristics of the persuasion process. All persuasion elements that help consumers identify and better understand benefits not just for themselves, but also for marketers and how marketers realize their benefits—such as the use of personal communication, communication about unfamiliar products or products with experience attributes, and receiver experience—lead to less favorable effects for marketers. This paper’s insights provide a new framework for persuasion knowledge effects in the marketplace, ideas for future research, and implications for researchers, consumers, policymakers, and marketers.     

The threat of moral refusers for one's self-concept and the protective function of physical cleansing

We investigated how people respond to moral threats and the consequences this has for one's moral self-concept. In two experiments, participants first tasted a sausage and were then confronted with a bogus participant who had refused to taste the sausage because of moral or non-moral reasons. People disliked the moral refuser more than the non-moral refuser. The self-threatening effect of having one's morals questioned was also reflected in specific patterns of cardiovascular responses and negatively affected participants' self-evaluations. We further show that the negative effects of a moral threat can be prevented by a simple intervention of physical cleansing: Participants who had cleansed their hands before being confronted with a moral refuser did not show the negative effects on self- and refuser evaluations. Importantly, the protective effects of physical cleansing were most pronounced for people with a strong moral identity. Taken together, these results underline the importance of one's self-concept when confronted with a moral refuser, and introduce an effective intervention to prevent these negative consequences.     

Body Esteem: An Exception to Self‐Enhancing Illusions?1

Participants were 192 university students (96 males, 96 females) who completed the Body Esteem scale (Franzoi & Shields, 1984) under instructions to rate their feelings about their own bodies, rate their feelings about a specific or “average” student's body, and rate the importance they and others attached to these feelings. One of the findings is that when individuals perceived themselves as less positive on a particular desirable physical trait, they also rated the trait as less important to possess in the first place. The only exception to this was women's weight concern. It was also found that men generally rated themselves higher on body‐esteem subscales than they rated other men, while women did not exhibit such self‐serving evaluations of their bodies. One implication from these results is that the same self‐enhancement strategies successfully employed by individuals in other areas of self‐evaluations were not successful in enhancing one's body esteem, especially women's weight concern.     

Testing the Ideology of Openness: The Comparative Effects of Talking,Writing, and Avoiding a Stressor on Rumination and Health

A persistent assumption across the psychological literature is that talking and writing about one's stress is inherently more beneficial than avoiding it. This study compared the effects of these stress management strategies on personal and relational health. Two hundred and fifty‐one dating individuals focused on a stressor that was a current source of rumination. Writing about one's stressor for 5 consecutive days (without talking about it) decreased anxiety the most. Talking continuously about one's stressor to a dating partner harmed the relationship more than writing about or avoiding it. The effect of talking repeatedly about one's stressor on relationship quality and brooding, however, depended upon the emotional support received from one's dating partner and the ability to reappraise (positively or neutrally) the stressor.     

The link between sociotropy/autonomy and dimensions of relationship commitment: Evidence from gay and lesbian couples

The tendency to be excessively concerned about either interpersonal relationships (sociotropy) or self‐reliance (autonomy) has been regarded as increasing one's susceptibility to experience symptoms of depression. In this study, both one's own and one's partner's scores for each tendency were linked to two dimensions of one's own appraisal of relationship commitment (attractions to the relationship and constraints against leaving the relationship) in a sample of both partners from 29 gay and 35 lesbian cohabiting couples. One's own high autonomy was linked to perceiving few attractions to the relationship, whereas one's own high sociotropy was linked to perceiving many constraints to leaving the relationship under two conditions: when one's partner's sociotropy was low or when one regarded the partner as highly dependable. Findings support the view that individual differences variables may serve as either risk factors for or protective factors against difficulties in maintaining a close relationship and underscore the need to examine cross‐partner effects and moderating effects in identifying the individual differences variables linked to relationship functioning.     

Looking Philosophical: Stuff,Stereotypes, and Self‐Presentation

Self‐presentation is a complex phenomenon through which individuals present themselves in performance of social roles. The success of such performances rests not just on how well a performer fulfills expectations regarding the role she would play, but on whether observers find her convincing. I focus on how self‐presentation entails making use of material environment and objects: One may “dress for the part” and employ props that suit a desired role. However, regardless of dress or props, one can nonetheless fail to “look the part” owing to expectations informed by biases patterned along commonplace social stereotypes. Using the social role of philosopher as my example, I analyze how the stereotype attached to this role carries implications for how demographically under‐represented philosophers may self‐present, specifically with regard to dress and decoration. I look, in particular, to the alienation from one's material environment that may follow on the frustration of self‐presentation through bias. One pernicious effect of bias, I argue, is the power it has to deform and distort its target's relation to her physical setting and objects. Where comfort and ease in one's material environment can be a significant ethico‐aesthetic good, bias can inhibit access to, and enjoyment of, this good.     

Effects of Worldview and Mortality Salience in Persuasion Processes

Individual differences in media effects research have yielded a trove of insights into how media content can have varying effects. One such variable is worldview—a philosophy of life that enables a person to make sense of one's experience—but the notion has largely been unexamined in media effects research. A person's worldview can moderate the way a persuasive message is processed—sometimes in the opposite direction of that intended by communicators. Building on the construct of worldview and terror management theory, two experiments (N = 149 and N = 151) examined the question with worldview as a measured variable and mortality salience as a two-level factor. Worldview had a main effect on global evaluations of ads, as participants who tended toward a relativist worldview had lower evaluations of the ads and lower behavioral intentions, while participants who tended toward a positivist worldview had higher evaluations of the ads and higher behavioral intentions. Also, mortality salience was found to moderate participants' worldview, presumably making their worldview more accessible to exert a greater influence. The importance of worldview as a construct in media effects research, as well as theoretical implications for persuasion and terror management theory, are discussed.     

Being in one's chosen job determines pre‐training attitudes and training outcomes

The present study introduces a new important variable into a model of training motivation, namely that of being in one's chosen job. Evidence exists that having some control and choice over aspects of training have positive effects on training motivation. We propose that being in one's chosen job will also have such an effect, as it provides trainees with greater autonomy regarding their career progression (e.g., Gagné & Deci, 2005 ) and aligns their training activity closely with their personal goals (e.g., Locke & Latham, 2002 ). Pre‐ and post‐training surveys were completed by 232 instructors who were themselves on a military training course. Results confirmed the positive effects of being in one's chosen job on the pre‐training attitudes of self‐efficacy and training motivation with further direct effects on motivation to transfer, and indirect effects on knowledge acquisition and post‐training self‐efficacy. Findings have both theoretical and practical ramifications. Being in one's chosen job should be incorporated into models of training motivation and, whenever possible, employees being re‐deployed should be granted their job preference because this is associated with important positive effects on pre‐training attitudes and motivation to transfer new skills to the work environment.     

Let it be: expatriate couples' adjustment and the upside of avoiding conflicts

This research examines the moderating effect of conflict avoidance on the relationship between conflict and psychological adjustment among 45 expatriate couples at two points in time. We propose a model based on the actor–partner interdependence model, which assumes both intrapersonal and interpersonal effects, to address simultaneously the effects of one's own and the other's avoidance behavior. We found substantial support for our model, especially for expatriate spouses. As expected, and only for expatriate spouses, avoidance moderated the conflict–adjustment relationship such that both one's own and one's counterpart's avoidance behavior diminished the negative effect of conflicts. Because these effects were observed only at T2 and psychological adjustment decreased from T1 to T2, our research suggests that the impact of expatriation-associated interaction particularly manifests itself in the long run.     

Brand placement disclosure effects on persuasion: The moderating role of consumer self‐control

The inclusion of branded products in media entertainment has become a popular marketing strategy, because viewers are less likely to recognize the persuasive intent of sponsored content as compared with traditional advertising. To guarantee fair communication and protect consumers against unobtrusive persuasion attempts, European media policy has obligated broadcasters to disclose the presence of brand placement in their television shows. Recent studies demonstrate that disclosures raise viewers' persuasion knowledge; however, the circumstances under which brand placement disclosures may affect brand evaluations and resistance to the persuasive impact of brand placement are still unclear. In two experiments, we uncovered self‐control depletion as an important moderator of disclosure effects on brand evaluations and resistance to brand placement influence. Whereas disclosures increase resistance and decrease persuasion for viewers not depleted of their self‐control, disclosures do not affect resistance and even result in more favorable brand evaluations when viewers' self‐control is depleted by a previous self‐control task. Because a state of self‐control depletion can be perceived as the “couch‐potato” mindset in which people expose themselves to entertaining television content, our findings imply that instead of protecting consumers from hidden persuasion, disclosures may unintentionally increase the persuasive effects of brand placement. We discuss several possible mechanisms that could explain our findings. Copyright © 2016 John Wiley & Sons, Ltd.     

Self‐expansion and flow: The roles of challenge,skill, affect,and activation

The self‐expansion model posits that engaging in challenging activities with one's romantic partner increases the quality of that romantic relationship. Research on flow suggests that the optimal level of challenge for such experiences is determined by the skill of the individual. In a series of 5 studies spanning experimental, survey, and experience sampling methodologies, we elaborate on the self‐expansion model to describe how activity challenge effects romantic relationship quality. The results suggest that engaging in challenging activities with one's partner results in increases in relationship quality, though this effect is dependent on the skill of the individual. Changes in affect appear to fully mediate this process. We present a theoretical model combining self‐expansion and flow theories.     

Does Spousal Support Moderate the Association Between Perceived Racial Discrimination and Depressive Symptoms among African American Couples?

Social stress theory proposes that stress resulting from one's social position in society leads to fewer coping resources, and subsequently causes an increase in mental health problems. Guided by this framework, we investigated whether the relationship between perceived discrimination and depressive symptoms was moderated by spousal social support in a sample of 487 African American heterosexual couples. Using the actor‐partner interdependence model, findings suggested that female partner's perceived racial discrimination was predictive of her depressive symptomology irrespective of spousal support and male partner's perceived racial discrimination was predictive of depressive symptomology only among men with low levels of spousal support. No partner effects were present. The results demonstrate the need to examine variability in social stress and mental health outcomes for those in close relationships.     

Perceived responsibility to act: An investigation with respect to registering willingness to become a posthumous organ donor

Two questionnaire studies (Ns=238 and 497) were guided by the original theoretical specification of the triangle model of responsibility. These investigated the relationship between perceived responsibility to register willingness to posthumously donate one's organs and people's self‐reported actual and intended registration behaviour. Exploratory factor analyses suggested that various responsibility‐related constructs could be differentiated, several of which explained unique variance in participants' registration status. Although predominantly derived from it, these constructs provided little support for the specific manner in which the triangle model has previously been conceptualized and operationalized. Implications for theoretical development, future empirical research, and organ procurement are discussed.     

Are all experiences of fit created equal? Two paths to persuasion

Regulatory fit influences the effectiveness of persuasion through two paths: 1) a “feeling right” as “feeling good about the target” effect where feeling right is a positive feeling that transfers positivity directly to the target, similar to “feelings as information” or fluency effects, and 2) a “feeling right” as “feeling confident about the evaluation” effect where feeling right is feeling confident about one's evaluative judgments of the target that increases reliance on those evaluations. We propose that the involvement with an attitude-related issue in a persuasion message is one key factor that determines when each effect will occur. Five studies demonstrate that under high involvement, fit increased reliance on evaluative reactions to the target, making a target of a positive advocacy message evaluated as more positive and a target of a negative advocacy message evaluated as more negative; and under low involvement, fit increased the positivity of feelings toward the target regardless of the valence of the message advocacy, making the evaluation of the target more positive for either a positive or negative advocacy message.