The attractiveness of enriched and impoverished options: culture, self-construal, and regulatory focus

The authors propose that there is a systematic impact of a person's activated self-construal (interdependent vs. independent) on the evaluation of enriched and impoverished options. This hypothesis is tested using a cross-country comparison of participants from China and the United States (Study 1) and by priming self-construal (Study 2) and regulatory focus (Study 3). Results show that people with an independent self-construal and a promotion focus perceive enriched options as more attractive than impoverished options. Conversely, people with an interdependent self-construal and a prevention focus perceive enriched options as less attractive than impoverished options. Mediation analyses show that the effect of cultural orientation operates through self-construal. In turn, self-construal operates through activated regulatory focus. Analysis of cognitive responses shows that the effect of regulatory focus is mediated by positive/negative thoughts about option attributes.     

Rethinking culture and self-construal: China as a middle land

Amid criticisms of current paper-and-pencil type questionnaires measuring self-construal across cultural groups, the authors used a graphic representation scale to examine whether Anglo Canadians (N = 220) were more independent than Mainland Chinese (N = 196) and Indians (N = 212) in construing their relationships with closest family member, family members, closest friend, friends, (other) relatives, colleagues, and neighbors. Data generated 5 intriguing findings: (a) Chinese were more interdependent than Canadians but less so than Indians, indicating that Chinese culture has become more individualistic. (b) Canadians were more independent than Chinese in 6 relationship dimensions but were as interdependent as Chinese in self-closest-friend connectedness, somewhat contradicting 1 assumption of theories of independent-interdependent self-construal and individualism-collectivism (I-C). (c) Canadians were more independent than Indians in all relationship dimensions, supporting theories of independent-interdependent self-construal and I-C. (d) Chinese were as interdependent as Indians in self-closest-family-member, self-close-family-members, and self-relatives connectedness but more independent than Indians in the other categories of self-other relationships. (e) Participants' age did not have strong correlations with variables measuring self-construal in any sample, indicating that a person's attachment style may not change greatly over a lifespan. The authors discussed theoretical and methodological implications.     

It takes two to mimic: behavioral consequences of self-construals

The present studies demonstrated the moderation of self-construal orientation on mimicry. Recent research has indicated that an interdependent self-construal is associated with assimilation of the other to the self whereas an independent self-construal is associated with minimizing the influence of others on the self (H. R. Markus & S. Kitayama, 1991; D. Stapel & W. Koomen, 2001). Therefore, the authors hypothesized that an interdependent self-construal would be associated with more mimicry than an independent self-construal. When self-construal orientations were experimentally primed, as in Studies 1 and 2, independent self-construals produced less nonconscious mimicry than interdependent self-construals. When self-construals were examined as cultural differences with either a chronically dominant independent (Americans) or interdependent (Japanese) construal of the self, these results were replicated.     

The impact of self-construal on aesthetic preference for angular versus rounded shapes

In this article, the authors examine the role of self-construal in aesthetic preference for angular versus rounded shapes. Previous research found an independent self-construal is associated with a confrontation approach to conflict resolution, whereas an interdependent self-construal is associated with compromise. Furthermore, the literature in empirical aesthetics suggests that angular shapes tend to generate confrontational associations, and rounded shapes tend to generate compromise associations. Accordingly, the authors propose individuals with independent self-construals should perceive angular shapes as more attractive, whereas individuals with interdependent self-construals should find rounded shapes more attractive. The authors argue this effect of self-construal should be more pronounced when people expect that their shape preferences will be evaluated by others because culturally consistent responses will be more accessible in this situation. These hypotheses were largely confirmed in a field study that classified logos from a variety of countries and two experiments in which self-construal was experimentally primed.     

The relational-interdependent self-construal, self-concept consistency, and well-being

Examination of the assumptions underlying consistency perspectives in social and personality psychology reveals that they are based on an independent, individualistic view of the self. If the self is constructed as relational or interdependent with others, consistency may be less important in social behavior and well-being. Using a variety of measures of well-being, the studies showed that there is a weaker relation between consistency and well-being for individuals with a highly relational self-construal than for those with a low relational self-construal. Study 3 examined the association between the self-construal, consistency, authenticity, and well-being. These findings reveal the importance of a cultural analysis of theories of the self, personality, and well-being for further theory development.     

Who I am and how I think: The impact of self‐construal on the roles of internal and external reference prices in price evaluations

Drawing from self-construal studies on cognitive styles as well as reference price literature, this research investigates the impact of independent versus interdependent self-construal on consumers' use of internal reference prices (IRPs) and external reference prices (ERPs) during price evaluations. Three experiments reveal that IRPs have a larger impact on price evaluations for participants who are primed with an independent (vs. interdependent) self-construal, whereas ERPs have a larger impact for participants who are primed with an interdependent (vs. independent) self-construal. The differential impact of self-construal on the use of IRPs and ERPs seems to be mediated by a generalized, perceived sense of connectedness/separateness. Implications on reference price research, self-construal and cognitive styles are discussed.     

Don't stand so close to me: the effects fo self-construal in interpersonal closeness

Abstract— Three studies investigated the effects of self-construal activation on behavior conducive to interpersonal proximity. Study 1 revealed that compared with control participants, participants who were primed with the independent (or personal) self sat further away from where they anticipated another person would sit in a waiting room. Results of Study 2 indicated that participants primed with the interdependent (or social) self sat closer to the anticipated other person than did those primed with the independent self. Finally, Study 3 used the chronic self-construal of participants to predict the seating distance in dyadic settings. Results showed that greater independence of participants' self-construals was associated with greater spatial distance during the interaction. Together, the studies provide clear evidence that self-construal activation automatically influences interpersonal behavior as reflected in the actual distance between the self and others. Results are discussed in terms of the functions and motives connected to self-construals.     

Chinese Short Form of the Personal Attributes Questionnaire: Construct and Concurrent Validity

This paper evaluated the construct and concurrent validity of a Chinese short form of the Personal Attributes Questionnaire, which measures instrumentality and expressivity as independent traits. In Study 1, 293 Hong Kong Chinese undergraduates completed the scale. Factor analysis revealed two independent factors, instrumentality and expressivity. In Study 2, 269 Hong Kong Chinese undergraduates completed the scale together with the dominance and nurturance scales of the Personality Research Form and Gudykunst’s Self-Construal Scale. Exploratory factor analysis replicated the bidimensional structure of the scale. Instrumentality correlated with independent self-construal and dominance, whereas expressivity correlated with interdependent self-construal and nurturance. Gender differences in item scores overall conformed to theoretical expectations. The findings indicate that the scale produces valid and reliable scores.     

Self-construal,affective valence of the encounter,and quality of social interactions: Within and cross-culture examination

In two samples, one from Greece and another from Germany, we examined relationships between self-construal, emotional experience, and the quality of social interactions. In Greece, a more collectivistic culture, the negative affect people experienced in social interactions was more weakly related to the quality of social interactions for those higher in interdependent self-construal than it was for those lower in interdependent self-construal. In Germany, a more independent culture, a contrasting pattern was observed such that the positive affect people experienced in social interaction was more strongly related to the quality of social interactions for those higher in independent self-construal than it was for those lower in independent self-construal. These findings suggest that positive and negative affect in social encounters can have different effects for persons with independent and interdependent cultural orientations within different cultural settings.     

蒙、汉大学生的自我构念对知觉加工的影响

首先考察蒙古族和汉族大学生的自我构念特点,并在文化启动下探查自我构念启动对知觉加工的影响。研究发现:(1)内蒙古蒙古族大学生和汉族大学的自我构念表现为互依型倾向,更倾向整体优势知觉加工,蒙古国古大学生表现出独立型倾向,更倾向于局部优势知觉加工。(2)文化启动条件下,自我构念的即时变化影响知觉的加工,独立性自我构念启动下显示出局部加工优先,互依自我构念启动下显示出整体加工优先。该结果提示,不同文化语景的内蒙古和蒙古国的蒙古族个体的自我构念有着差别,文化的嵌入性可促使个体获得主流文化的自我构念,并对知觉过程有影响作用。     

Self-construal as a predictor of communal and exchange orientation in Taiwan and the USA

Based on a three-dimensional model of self-construal (independent, collective interdependent, and relational interdependent self-construal), the present study investigated whether self-construal systematically related to exchange and communal orientation with data (357 participants) collected in Taiwan ( N  = 178) and the USA ( N  = 179). United States participants scored significantly higher on all scales except for relational interdependent self-construal. Females exhibited significantly higher scores for relational interdependent self-construal and communal orientation. As predicted, independent self-construal was related to exchange orientation and relational interdependent self-construal was related to communal orientation. However, in contrast to what was expected, collective interdependent self-construal was only marginally related to communal orientation. The findings for scales revised for validity were compared with scales including all items. This comparison disclosed differences for exchange orientation.     

Cultural Values and Performance Appraisal: Assessing the Effects of Rater Self-Construal on Performance Ratings

Much of the prior research investigating the influence of cultural values on performance ratings has focused either on conducting cross-national comparisons among raters or using cultural level individualism/collectivism scales to measure the effects of cultural values on performance ratings. Recent research has shown that there is considerable within country variation in cultural values, i.e. people in one country can be more individualistic or collectivistic in nature. Taking the latter perspective, the present study used Markus and Kitayama's (1991) conceptualization of independent and interdependent self-construals as measures of individual variations in cultural values to investigate within culture variations in performance ratings. Results suggest that rater self-construal has a significant influence on overall performance evaluations; specifically, raters with a highly interdependent self-construal tend to show a preference for interdependent ratees, whereas raters high on independent self-construal do not show a preference for specific type of ratees when making overall performance evaluations. Although rater self-construal significantly influenced overall performance evaluations, no such effects were observed for specific dimension ratings. Implications of these results for performance appraisal research and practice are discussed.     

Collective and Individual Self-Esteem Mediate the Effect of Self-Construals on Subjective Well-Being of Undergraduate Students in China

Human psychology and behavior are influenced by culture. Self-construals reflect the individualism-collectivism dimension at the level of individual personality. The current study aimed to explore how self-construals affect subjective well-being (SWB) in China, which has a collectivist culture. Chinese undergraduates (N?=?442) participated in this study. They responded to the self-construal scale, Rosenberg self-esteem scale, collective self-esteem scale and measures of SWB. The results suggested that the type of self-construal significantly predicted SWB. Moreover, an individual’s self-esteem completely mediated the impact of independent self-construal on SWB, whereas interdependent self-construal influenced SWB directly, as well as indirectly though collective self-esteem. In addition, collective self-esteem promoted individual self-esteem, which in turn further stimulated SWB. These findings extend prior reports and shed light on how individual differences in self-construal affect SWB.     

Exploring the relation of independent and interdependent self-construals to why and how people pursue personal goals

The authors examined whether independent or interdependent self-construals were associated with the way in which individuals pursued personal goals. Individuals with an independent self-construal orient toward personal-goal pursuit, whereas individuals with interdependent self-construal prioritize in-group goals above personal ones. The authors used a 1-week, prospective goal-setting paradigm. The present results revealed that interdependent self-construals were significantly associated with introjected reasons for pursuing goals, experiencing conflict among goals, and achieving less goal progress. Independent self-construals were significantly associated with intrinsic and identified reasons for goal pursuit and greater goal progress. There was some evidence that the relation of interdependent and independent self-construals to goal progress was mediated by goal conflict and goal intrinsic motivation, respectively. The present results also replicated previous research indicating the goal-setting benefits of intrinsic motivation, implementation intentions, and goal harmony.     

Culture,religion, and the underlying value dimensions of the metapersonal self-construal

The metapersonal self-construal (MPS) is presented in the context of a three-factor model of self-construal that is grounded in the literature on culture and values. The MPS is an understanding of the self as profoundly interconnected with all humanity and nature. It is distinct from the independent and interdependent self-construals and may emerge from one's cultural, religious, or spiritual background. Relating self-construal with a structural model of values, Study 1 indicated that while the independent and interdependent self-construals marked each end of a continuum, the MPS was associated with a unique cluster of values centred around universalism. Studies 2 and 3 found support for the predicted effects of membership in Buddhist groups and identification with Aboriginal culture on MPS. These results support the MPS as a unique understanding of the self that reflects surrounding beliefs and values. Implications for understanding the relationship between spirituality and well-being are discussed.     

时间距离和自我解释对调节焦点的影响

调节焦点理论提出,自我调节过程中存在着提升焦点和预防焦点这两种不同的目标追求策略。基于以往研究,本研究提出,自我解释和时间距离会交互影响着人们的调节焦点。研究结果发现,自我解释能够显著地预测调节焦点;独立自我解释更可能激活个体的提升焦点倾向,而依赖自我解释更可能激活个体的预防焦点倾向。此外,近期时间距离启动条件下,独立和依赖自我解释使得个体的调节焦点的差异倾向性更为明显,但是对远期时间距离的知觉则使得依赖自我解释的个体更加偏离预防焦点倾向,趋向于提升性焦点,并与独立自我解释差异不大。     

Contextualized self: when the self runs into social dilemmas

Research on the construction of self and of others has indicated that the way that individuals construe themselves and others exerts an important influence on their cognition, emotion, and even behavior. The present study extends this line of research to mixed-motive situations in which short-term individual and long-term collective interests are at odds. In addition, this study associates the importance of context interdependence, and specifically its interaction with independent self-construal, with an individual's cooperative behavior. We used a priming task to manipulate the level of self-construal and also manipulated the degree of interdependent context by giving participants a chance to assign rewards either to their group members or to themselves alone. The results showed that when participants received interdependent (as opposed to independent) self-construal priming, they consistently contributed highly, regardless of context manipulation. In contrast, those primed with an independent self-construal contributed less in the investment game, but only when placed in a context where group members were encouraged to think about their individual (versus mutual) fate. In this situation they contributed the least to the group in the game. These findings indicate that independent self-construal in a low interdependence context produces the most competitive behavior. The results also showed that how participants felt about their interaction with other group members mediated the effect of context interdependence on cooperative behavior, and possibly that was especially the case for independent self-construal. The results demonstrate that the self can be contextualized and embedded in the social contexts and symbolic systems within which people live.     

"I" Value Freedom, But "We" Value Relationships: Self-Construal Priming Mirrors Cultural Differences in Judgment

The distinction between relatively independent versus interdependent self-construals has been strongly associated with several important cultural differences in social behavior. The current studies examined the causal role of self-construal by investigating whether priming independent or interdependent self-construals within a culture could result in differences in psychological worldview that mirror those traditionally found between cultures. In Experiment 1, European-American participants primed with interdependence displayed shifts toward more collectivist social values and judgments that were mediated by corresponding shifts in self-construal. In Experiment 2, this effect was extended by priming students from the United States and Hong Kong with primes that were consistent and inconsistent with their predominant cultural worldview. Students who received the inconsistent primes were more strongly affected than those who received the consistent primes, and thus shifted self-construal, and corresponding values, to a greater degree.     

Self-construal and the processing of covariation information in causal reasoning

Causal induction provides a nice test domain for examining the influence of individual-difference factors on cognition. The phenomena of both conditionalization and discounting reflect attention to multiple potential causes when people infer what caused an effect. We explored the hypothesis that individuals with an independent self-construal are relatively less sensitive to context (other causes) than are individuals with an interdependent self-construal in this domain. We found greater levels of conditionalization and data consistent with discounting for participants in whom we primed an interdependent self-construal than for participants in whom we primed an independent self-construal.     

外观新颖性对消费者购买意愿的影响：自我建构与产品类型的调节效应

外观创新在市场竞争中的地位越来越突出,然而因此而导致的成败案例都很普遍。如何进行外观创新更受消费者欢迎,其内在机制是什么,我们却知之甚少。基于独特性需求理论、风险感知理论及自我建构理论,本文探讨了自我建构与外观新颖性对消费者购买意愿的交互作用、影响机制以及边界条件。通过3个实验,发现对于独立型自我建构的消费者而言,高外观新颖性能引发独特性需求从而提高购买意愿,而对于相依型自我建构而言,低外观新颖性则通过降低社会风险感知从而提高购买意愿;同时,本文也确定了产品类型对该机制的调节作用,具体来讲,对于实用品,所有消费者都对低外观新颖性产品具有更强的购买意愿,而对于享乐品,所有消费者都对高外观新颖性产品具有更强的购买意愿。