Mood and the impact of category membership and individuating information

We investigated how individuals in different mood states are influenced by category membership information, by individuating information, and by the relation of the two in an impression formation task. Subjects in different mood states received positive or negative individuating information and positive or negative category information about a target person. Experiment 1 indicates that sad subjects were influenced by individuating but not by category membership information. In contrast, happy subjects' judgments reflected the implications of the category information as long as the individuating information was not inconsistent with the category, replicating previous research. This pattern was eliminated, however, when category-inconsistent information was provided, suggesting that happy subjects related the individuating information to the category membership information. Additional experiments show that instructing neutral mood subjects to relate category and individuating information or to focus on the individuating information result in patterns that parallel the judgments of happy and sad subjects, respectively, and that these effects are only obtained when the category information precedes (rather than follows) the individuating information. Extending previous theorizing, we conclude that being in a happy mood increases the likelihood that information is processed in the light of pre-existing general knowledge structures.     

Category-based and attribute-based reactions to others: Some informational conditions of stereotyping and individuating processes

This paper suggests that people can form impressions in a variety of ways that range from primarily category-based processes to primarily attribute-based processes, and that the process partially depends on the configuration of available information. Easily categorized configurations are hypothesized to elicit relatively category-based processes, while not easily categorized configurations are hypothesized to elicit relatively attribute-based processes. In Experiment 1, subjects first rated the likability of job-category labels and relevant trait attributes, in isolation from each other. At a later session, stimulus people were depicted by category labels (occupations) and relevant attributes (traits) in varying combinations. Typicality ratings confirmed the manipulated ease of categorizing the various information combinations. Correlations between subjects' evaluations of each stimulus person and their independent prior ratings of the components supported the idea of a continuum anchored respectively by relatively category-based and by relatively attribute-based impression formation processes. In the second study, think-aloud data further supported the current hypotheses: subjects spontaneously examined the fit between category and attributes, and they used the attributes more in the attribute-based conditions than in the category-based conditions. The protocol data also reveal some processes intermediate on the continuum between primarily category-based and primarily attribute-based processes; these include subcategorizing, generating new categories, and self-reference. Social perceivers apparently use flexible impression formation processes, depending on the configuration of available information.     

The "frozen in time" effect in evaluations of the dead

Two experiments tested the hypothesis that evaluations of the dead are more resistant to change than are evaluations of the living. In Experiment 1, perceivers formed an impression of a target person who performed either a moral or an immoral action and then either died or remained alive. Perceivers were later given new inconsistent information about the target's morality. The results revealed that perceivers' original impressions of the target were significantly less likely to change in response to the inconsistent information when the target was believed to be dead than when she was believed to be alive. Experiment 2 replicated the effect in impressions of real-world targets. The implications of these findings for research on posthumous impression processes are discussed.     

品牌印象研究述评

品牌印象是消费者基于对品牌信息的感知和体验而在头脑中留下的品牌部分或整体信息。品牌印象形成涉及到类别信息加工和个别化信息加工两方面,其认知加工模式还存在争议。品牌印象实证研究主要存在以品牌主观形象为核心的品牌印象研究和以品牌拟人化特征为焦点的品牌印象研究两条线路。在分析比较的基础上,我们认为无论是品牌形象研究线路还是品牌人格研究线路,探讨的都是品牌的客观特性在消费者头脑中留下的主观印象,其本质都是对消费者品牌印象的研究。品牌印象是品牌与消费者的关系基础。品牌建设的任务就是在深刻把握消费者品牌印象形成机制的基础上,通过调节和控制消费者对品牌的认知、联想、态度、信任和忠诚来积累品牌资产。     

Communicating stereotype‐relevant information: How readily can people individuate?

It is often suggested that people automatically form an impression of a target by using stereotypes. However, people can flexibly deploy different types of individuating processes, depending on the communicative context. We showed that people can individuate targets from their social category by communicating stereotype‐inconsistent information (person–group individuation) when they are required to reproduce information about the targets and people can individuate targets from other individuals by communicating information that is distinctive about the targets (person–person individuation) when required to identify the targets. The participants' performance is unrelated to information memorability (Experiment 1) and is not affected by time pressure (Experiment 2). Humans' adaptive capacity for individuation is discussed.     

Unpacking outcome dependency: Differentiating effects of dependency and outcome desirability on the processing of goal-relevant information

Outcome dependency has been shown to have a substantial impact on impression formation. Perhaps because the outcome dependency variable is a composite variable (including variation in amount of dependency, desirability of outcome, or both), many different effects have been described by researchers. The current research unpacks the outcome dependency variable by separately examining effects of dependency (when outcome desirability is held constant) and effects of outcome desirability (when amount of dependency is held constant). Using research methods adapted from those used in the attitudes domain, variation in the amount of dependency on a target person influenced the level of objective processing of target information (when outcomes were not substantial, Experiment 1), but variation in the desirability of the outcomes influenced biases in the processing of information (when dependency was relatively high, Experiment 2). Furthermore, personal motivation mediated effects of desirable outcomes on positive biases in processing (Experiment 3).     

Prejudice and stereotype maintenance processes: attention, attribution, and individuation

Three experiments examined the relationship between prejudice and processing of stereotypic information. Higher levels of prejudice were associated with greater attention to and more thorough encoding of stereotype-inconsistent than stereotype-consistent behaviors but only when processing capacity was plentiful (Experiments 1 and 3). High-prejudice participants attributed consistent behaviors to internal factors and inconsistent behaviors to external forces (Experiment 2). Together, these results suggest that high-prejudice people attend carefully to inconsistent behaviors to explain them away but only if they have sufficient resources to do so. Results also showed that low-prejudice but not high-prejudice participants formed individuated impressions by integrating the implications of the target's behaviors (i.e., individuating). High levels of prejudice appear to be associated with biased encoding and judgment processes that may serve to maintain stereotypes.     

Perceived causality and perceived force: Same or different?

Visually perceived interactions between objects, such as animated versions of billiard ball collisions, give rise to causal impressions, impressions that one object produces some effect in another, and force impressions, impressions that one object exerts a certain amount of force on another. In four experiments, evidence for strong divergence between these two impressions is reported. Manipulations of relative direction of motion and point of contact between the objects had different effects on the causal and force impressions (Experiment 1); delay between one object contacting another and the latter starting to move had a stronger effect on the causal impression than on the force impression (Experiment 2); a context of other moving objects significantly weakened the causal impression but not the force impression (Experiment 3); and there was an inverse relation between an impression of one object penetrating another and the amount of force the former was perceived as exerting on the latter (Experiment 4). These findings are explained in terms of differential effects of instructions on attention, and also in terms of differences in meaning between force and causality.     

Cognitive processes in evaluating reference letters

This study simultaneously evaluates confirmatory information search theory and dual‐process theory in a selection process that uses reference letters as the evaluation tool. Confirmatory information search suggests that evaluators give attention to information that is congruent with first impressions. Dual‐processes theory suggests that evaluators give attention to information that is incongruent with first impressions. Using a sample of undergraduate students, in two separate experiments, we found that a poor impression from the résumé led to more positive information and less negative information searching in reference letters than did a good impression. These results of both experiments suggest that reference letter evaluators are likely to use cognitive processes associated with dual‐process theory. Copyright © 2008 John Wiley & Sons, Ltd.     

The composition of category conjunctions

In three experiments, the authors investigated the impression formation process resulting from the perception of familiar or unfamiliar social category combinations. In Experiment 1, participants were asked to generate attributes associated with either a familiar or unfamiliar social category conjunction. Compared to familiar combinations, the authors found that when the conjunction was unfamiliar, participants formed their impression less from the individual constituent categories and relatively more from novel emergent attributes. In Experiment 2, the authors replicated this effect using alternative experimental materials. In Experiment 3, the effect generalized to additional (orthogonally combined) gender and occupation categories. The implications of these findings for understanding the processes involved in the conjunction of social categories, and the formation of new stereotypes, are discussed.     

Personality feedback and situational norms can control stereotyping processes.

Impressions are influenced by motivations stemming primarily from the target (e.g., interdependence), 3rd parties (e.g., accountability or time pressure), or the self. The current studies investigate motivations stemming primarily from the self. In Study 1, Ss were given dispositional feedback about their abilities to categorize or to individuate. In Study 2, they were given situational information about the appropriate norms to categorize or to individuate. As predicted, dispositional feedback influenced low self-monitors, and situational information influenced high self-monitors. Both altered attention to potentially individuating category-inconsistent attributes as well as requests for additional information. Causal models further illuminated the mediating processes. These results suggest that people's flexible self-concepts are an important source of motivation in impression formation.     

Associative false consumer memory: effects of need for cognition and encoding task

Two experiments investigated the effects of product–attribute associations on false consumer memory. In both experiments, subjects were presented with sets of related product attributes under incidental encoding conditions. Later, recognition memory was tested with studied attributes, non-studied but associated attributes (critical lures) and non-studied unrelated attributes. In Experiment 1, the effect of Need for Cognition (NFC) was assessed. It was found that individuals high in NFC recognised more presented attributes and falsely recognised more associative critical lures. The increase in both true and associative false memory was accompanied by a greater number of responses that index the retrieval of detailed episodic-like information. Experiment 2, replicated the main findings through an experimental manipulation of the encoding task that required subjects to consider purchase likelihood. Explanations for these findings are considered from the perspective of activation processes and knowledge structures in the form of gist-based representations.     

Personality Expression and Impression Formation in Online Social Networks: An Integrative Approach to Understanding the Processes of Accuracy,Impression Management and Meta‐accuracy

In this paper, we investigate personality expression and impression formation processes in online social networks (OSNs). We explore whether, when and why people accurately judge others' personalities (accuracy), successfully manage the impressions that others form of them (impression management) and accurately infer others' impressions of them (meta‐accuracy) at zero acquaintance. On the basis of targets' OSN profiles (N = 103), overall perceiver impressions were collected and compared with targets' self‐view, desired impression and meta‐perception. In addition, independent groups of thin‐slice perceivers based their personality impressions solely on one of four kinds of information within the OSN profiles (profile picture, interests field, group list and notice board), and more than 300 OSN cues (e.g. attractive person and number of friends) were coded. Results showed evidence of accuracy, impression management and meta‐accuracy, but their extent was moderated by the trait (e.g. Big Five and self‐esteem), the kind of information and the interplay of trait and information. Findings could be explained by cue expression and cue utilization processes (lens model analyses). Future prospects for studying personality impressions in online and offline environments are discussed. Copyright © 2013 European Association of Personality Psychology.     

Perceiving individuals and groups: expectancies, dispositional inferences, and causal attributions

Two experiments investigated differences in forming impressions of individual and group targets. Experiment 1 showed that when forming an impression of an individual, perceivers made more extreme trait judgments, made those judgments more quickly and with greater confidence, and recalled more information than when the impression target was a group. Experiment 2 showed that when participants were forming an impression of an individual, expectancy-inconsistent behaviors spontaneously triggered causal attributions to resolve the inconsistency; this was not the case when the impression target was a group. Results are interpreted as reflecting perceivers' a priori assumptions of unity and coherence in individual versus group targets.     

Response Mode Bias in the Formation of Preference: Boundary Conditions of the Prominence Effect

Prior research has discovered that the most prominent attribute has greater influence on the formation of preference in choice versus matching tasks. We extend the research on this phenomenon, which is known as the prominence effect (Tversky, Sattath, & Slovic, 1988), by examining its generalizability and by providing insight into the psychological processes involved. The effects of task characteristics (i.e., the number of attributes and alternatives) and the effects of subject characteristics (i.e., processing goal) on the prominence effect were examined. In the first experiment we found that the prominence effect reverses when the number of attributes increases from two to four. That is, the prominent attribute is given greater weight in matching tasks rather than in choice tasks. A second experiment demonstrated that processing goal does influence the robustness of the prominence effect. We found that the influence of the prominent attribute on the formation of preference did not differ in choice and matching tasks when subjects′ processing goal was to form an overall impression of each of the alternatives. A third experiment, which explored the interaction between the response mode and processing goal in the four attribute case replicated this finding. Findings from Experiment 1 were also extended so that the reverse prominence effect was found when subjects processing goal was to memorize the information. Implications of these results are discussed.     

Stereotyping the Stereotypic: When Individuals Match Social Stereotypes

This research examines how attention and accuracy motivation moderate stereotyping in person perception. Hypotheses were derived from the stereotype validity model, which proposes that perceivers are more likely to use a stereotype as the basis of their impressions when they believe that the generalized beliefs contained within it are valid for the particular target whom they are judging. Consistent with the model's predictions, high attention and high accuracy motivation produced stronger label effects when a target's individuating information matched a stereotype's content. Also consistent with the model's predictions, the opposite pattern was found when a target's individuating information did not match a stereotype's content. Under conditions of a poor match, high accuracy motivation produced weaker label effects. The authors discuss these findings with respect to accuracy and bias in the impression-formation process.     

The robust self-esteem proxy: Impressions of self-esteem inform judgments of personality and social value

People use impressions of an evaluative target’s self-esteem to infer their possession of socially desirable traits. But will people still use this self-esteem proxy when trait-relevant diagnostic information is available? We test this possibility in two experiments: participants learn that a target person has low or high self-esteem, and then receive diagnostic information about the target’s academic success or failure and positive or negative affectivity (Study 1), or watch a video of the target’s extraverted or introverted behavior (Study 2). In both experiments, participants’ impressions of the target’s traits accurately tracked diagnostic information, but impressions also revealed an independent self-esteem proxy effect. Evidently, the self-esteem proxy is robust and influences person perception even in the presence of vivid individuating information.