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.     

The influence of red on impression formation in a job application context

Recent research has shown that the color red can influence psychological functioning. In the present research we tested the hypothesis that red influences impression formation related to another person’s abilities. We conducted three experiments examining the influence of red on the evaluation of male target persons. In Experiment 1, participants viewing red, relative to green, on the shirt of a person presented on a photograph perceived him to be less intelligent. This effect was strongest in a job application context compared to other contexts. In Experiment 2, focusing solely on the job application context, participants viewing red, relative to blue, on an applicants’ tie perceived him to have less earning and leadership potential. In Experiment 3, participants viewing red, relative to green, on a job applicants’ tie rated him as less likely to be hired, and perceptions of ability and leadership potential mediated this effect. Both the conceptual and applied implications of these findings are discussed.     

The implications of counterfactual mind-sets for the functioning of implementation intentions

Two experiments explored how counterfactual mind-sets interact with implementation intentions and affect their flexibility. Participants engaged in a subtractive mind-set, an additive mind-set, or a control condition and were subsequently given either goal intentions or implementation intentions that facilitated cue detection (Experiment 1) or the goal-directed response (Experiment 2). Dependent variables were the number of targets specified in the intentions and the legitimate alternatives to the targets (flexibility measure). In Experiment 1, the implementation intention (versus goal intention) group were better at detecting specified cues, but worse on alternatives, regardless of mind-set. In Experiment 2, an interaction emerged. For both specified and alternative responses, the subtractive mind-set paired with an implementation intention versus goal intention performed better. This pattern was reversed for additive mind-set conditions. Hence, how counterfactual mind-sets affect the flexibility of planning is dependent on the particular mind-set used and the specific operations of plan.     

Taking a closer look: On the operation of nonconscious impression formation

In this article, we analyzed the information processing that underlies nonconscious impression formation. In the first experiment, the nonconscious activation of the impression formation goal led to a faster analysis of the trait implications of behaviors, compared with a control group. In Experiment 2, participants who were nonconsciously primed with an impression formation goal were more likely than those in a control condition to form associations in memory between behaviors and implied traits. In Experiment 3, nonconsciously primed participants were more sensitive than those in a control condition to whether inconsistent trait information was relevant or irrelevant to the actor’s disposition. Moreover, in Experiments 2 and 3, those with a nonconscious goal showed just as much evidence of impression formation as those who were consciously and intentionally trying to form an impression. Implications for nonconscious goal-pursuit and impression formation are discussed.     

Truth from language and truth from fit: the impact of linguistic concreteness and level of construal on subjective truth

In four experiments, the impact of concreteness of language on judgments of truth was examined. In Experiments 1 and 2, it was found that statements of the very same content were judged as more probably true when they were written in concrete language than when they were written in abstract language. Findings of Experiment 2 also showed that this linguistic concreteness effect on judgments of truth could most likely be attributed to greater perceived vividness of concrete compared to abstract statements. Two further experiments demonstrated an additional fit effect: The truth advantage of concrete statements occurred especially when participants were primed with a concrete (vs. abstract) mind-set (Experiment 3) or when the statements were presented in a spatially proximal (vs. distant) location (Experiment 4). Implications for communication strategies are discussed.     

Motivational influences on impression formation: outcome dependency, accuracy-driven attention, and individuating processes

How might being outcome dependent on another person influence the processes that one uses to form impressions of that person? We designed three experiments to investigate this question with respect to short-term, task-oriented outcome dependency. In all three experiments, subjects expected to interact with a young man formerly hospitalized as a schizophrenic, and they received information about the person's attributes in either written profiles or videotapes. In Experiment 1, short-term, task-oriented outcome dependency led subjects to use relatively individuating processes (i.e., to base their impressions of the patient on his particular attributes), even under conditions that typically lead subjects to use relatively category-based processes (i.e., to base their impressions on the patient's schizophrenic label). Moreover, in the conditions that elicited individuating processes, subjects spent more time attending to the patient's particular attribute information. Experiment 2 demonstrated that the attention effects in Experiment 1 were not merely a function of impression positivity and that outcome dependency did not influence the impression formation process when attribute information in addition to category-level information was unavailable. Finally, Experiment 3 manipulated not outcome dependency but the attentional goal of forming an accurate impression. We found that accuracy-driven attention to attribute information also led to individuating processes. The results of the three experiments indicate that there are important influences of outcome dependency on impression formation. These results are consistent with a model in which the tendency for short-term, task-oriented outcome dependency to facilitate individuating impression formation processes is mediated by an increase in accuracy-driven attention to attribute information.     

Coping with stereotype threat: denial as an impression management strategy

Four experiments tested the hypothesis that people who are concerned with impression management cope with stereotype threat through denial. Consistent with this hypothesis, temporary employees threatened by a stereotype of incompetence (Study 1) and hostel-dwelling older adults (Study 2) were more likely to deny incompetence if they were high in impression management. African Americans (Study 3) showed a similar pattern of denying cognitive incompetence, which emerged primarily when they were interviewed by a White experimenter and had attended a predominantly Black high school. In Study 4, White students who expected to take an IQ test and were threatened by a stereotype of being less intelligent than Asians were more likely to deny that intelligence is important if they were high in impression management.     

Not all happy people are lazy or stupid: Evidence of systematic processing in happy moods

Two experiments investigated the effects of mood on the use of global trait information in impression formation tasks. Participants in both experiments formed an impression of a target based on traits and a series of behaviors that were both consistent and inconsistent with the traits. In Experiment 1, participants in happy moods, relative to those in unhappy moods, made impression judgments that reflected the evaluative implications of the trait information to a greater extent than the behaviors, regardless of the order in which they received the information. In Experiment 2, both happy and sad participants engaged in systematic processing, as reflected by the recall data, but only happy participants’ recall of target information was significantly biased by the global trait information they received. These findings are consistent with the affect-as-information model in which affective cues influence the extent to which individuals rely on general knowledge and, importantly, are inconsistent with models that posit that happiness results in reduced motivation or ability to process information carefully.     

Impression‐formation advantage in memory for faces: When eyewitnesses are interested in targets' likeability,rather than their identity

The advantage in person memory of impression formation over memory task instructions is shown to extend to the eyewitness identification paradigm. Instructions to form an impression of target persons led to more accurate identifications in subsequent photo line‐ups than explicit instructions to memorize the targets (Experiment 1). Prior knowledge that a crime was going on did not affect performance. Two confounded components of the successful instruction condition were decomposed in Experiment 2, showing that the enhanced performance is due to the impression task proper, rather than the absence of explicit memory instructions. Analyses of hits and false alarms revealed that the positive influence of impression formation on discrimination performance was due to a genuine enhancement in discrimination ability rather than merely a shift toward a stricter response criterion. Experiment 3 provided some evidence to suggest that eyewitness performance can even be influenced by recontextualization efforts and impression judgments at the time of retrieval. Copyright © 2008 John Wiley & Sons, Ltd.     

Knowledge activation after information encoding: Implications of trait priming on person judgment

It is widely assumed that traits primed after the encoding of person information do not lead to assimilation effects on the judgment of that person. The authors challenge this view by providing evidence that post-encoding trait primes can result in assimilative person judgments under certain conditions. In Experiments 1 and 2, we identify the conditions under which these assimilation effects occur. Experiment 1 shows the importance of participants’ goals during person information encoding: assimilation is observed when person information is encoded as part of a memorization goal (as opposed to an impression formation goal). The findings of Experiment 2 further reveal that the encoded person information should imply trait concepts rather than being merely vague with respect to the primed trait category. Finally, the results of Experiment 3 suggest that the obtained assimilation effect is driven by differential accessibility for prime-congruent person information.     

Effects of accessibility and subjective relevance on the use of piecemeal and category information in impression formation

Three studies investigated the process by which categorical and individuating information impacts impression formation. The authors assumed that (a) both types of information are functionally equivalent in serving as evidence for interpersonal judgments and (b) their use is determined by their accessibility and perceived applicability to the impression's target. The first study constituted an extended replication of Pavelchak's experiment, and it showed that its results, initially interpreted to suggest the primacy in impression formation of category over trait information, may have been prompted by differential accessibility of the category versus trait information in some experimental conditions of the original research. Studies 2 and 3 additionally explored the role of informational accessibility manipulated in different ways. Study 3 demonstrated also that the effect of accessibility is qualified by the information's apparent relevance to the judgmental target.     

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.     

The role of behavioral mind‐sets in goal‐directed activity: Conceptual underpinnings and empirical evidence

The cognitive and motor behavior that people perform in the course of pursuing a goal can induce a mind-set that persists to influence the strategy they use to attain very different goals in unrelated situations. Although the strategies governed by a mind-set are typically applied consciously and deliberately, they are performed without awareness of the reasons for their selection. Research in both social psychology and consumer behavior exemplifies the impact of mind-sets on comprehension, judgments, and decision making, thus providing evidence of the scope and diversity of their effects.     

The combined effect of gaze direction and facial expression on cueing spatial attention

Empirical evidence shows an effect of gaze direction on cueing spatial attention, regardless of the emotional expression shown by a face, whereas a combined effect of gaze direction and facial expression has been observed on individuals' evaluative judgments. In 2 experiments, the authors investigated whether gaze direction and facial expression affect spatial attention depending upon the presence of an evaluative goal. Disgusted, fearful, happy, or neutral faces gazing left or right were followed by positive or negative target words presented either at the spatial location looked at by the face or at the opposite spatial location. Participants responded to target words based on affective valence (i.e., positive/negative) in Experiment 1 and on letter case (lowercase/uppercase) in Experiment 2. Results showed that participants responded much faster to targets presented at the spatial location looked at by disgusted or fearful faces but only in Experiment 1, when an evaluative task was used. The present findings clearly show that negative facial expressions enhance the attentional shifts due to eye-gaze direction, provided that there was an explicit evaluative goal present.     

Non-bayesian inference: causal structure trumps correlation

The study tests the hypothesis that conditional probability judgments can be influenced by causal links between the target event and the evidence even when the statistical relations among variables are held constant. Three experiments varied the causal structure relating three variables and found that (a) the target event was perceived as more probable when it was linked to evidence by a causal chain than when both variables shared a common cause; (b) predictive chains in which evidence is a cause of the hypothesis gave rise to higher judgments than diagnostic chains in which evidence is an effect of the hypothesis; and (c) direct chains gave rise to higher judgments than indirect chains. A Bayesian learning model was applied to our data but failed to explain them. An explanation-based hypothesis stating that statistical information will affect judgments only to the extent that it changes beliefs about causal structure is consistent with the results.     

专业背景、主观印象和情绪对量刑决策的影响

为了考察司法决策者对案件当事人的主观印象如何影响刑罚决策及情绪在其中的作用,本研究要求法律与非法律专业被试对案情相同但对案件当事人的主观印象不同的刑事案件进行刑罚强度决策,并要求被试对犯罪行为所引发的情绪强度进行评定。研究结果发现,被试对施害人的消极印象比积极印象条件下产生更强的愤怒和厌恶情绪,更少的同情情绪,同时,给予的刑罚更重;被试对受害人的积极印象比消极印象条件下,低年级组被试对施害人给予的刑罚更重,但在高年级组被试中不存在显著差异,两组被试在情绪强度上也没有显著差异。法律专业比非法律专业被试对犯罪行为所产生的情绪强度更低。被试的专业背景对量刑决策没有显著影响。中介效应检验发现,在施害人的主观印象对刑罚决策的影响过程中,愤怒和同情表现出部分中介效应,厌恶情绪表现出完全中介效应。     

Gender Typed Advertisements and Impression Formation: The Role of Chronic and Temporary Accessibility

In this research, we tested the effects of chronic and temporary sources of accessibility on impression formation. Although some research suggests that chronicity amplifies temporary effects because of greater susceptibility to external primes, other research suggests that chronicity masks temporary effects because of redundance. We demonstrate in a thought listing study that in the domain of gender stereotypes, trait stereotypes may be routinely applied by those with a medium or high tendency to stereotype women, making external primes redundant. Based on this redundancy, we proposed that gender stereotypical primes will have little influence on subsequent judgments of those with a medium or high tendency to gender stereotype. In contrast, gender stereotypical primes will result in the classic assimilation effect for those with a low tendency to gender stereotype. We tested these propositions in the domain of female role portrayals in advertising and examined the effect of advertisements that feature women as homemakers (vs. do not feature women) on trait judgments of a target woman whose behaviors are ambiguously described. Results from 2 experiments show that, as predicted by the redundancy hypothesis, judgments of medium and high tendency to stereotype participants are not affected by advertisements portraying homemakers. Also as expected, judgments of low tendency to stereotype participants are assimilated to the homemaker prime. These results hold across tendency to trait stereotype (Experiment 1) and tendency to role stereotype (Experiment 2) and for trait judgments as well as gift choice. Theoretical and practical implications of these findings are discussed.     

Text cohesion and metacomprehension: Immediate and delayed judgments

In three experiments, we examined comprehension judgments made after a piece of text had been read. We propose that such metacognitive judgments are based on the content of working memory at the exact moment of assessment. Generally speaking, this working metacognition hypothesis is in agreement with Koriat's cue utilization approach, which implies that different elements of information will be available (and used) depending on the moment at which a judgment is made. More specifically, our hypothesis focuses on the management of working memory during reading as a cause for cue (un)availability. In support of these views, the results of Experiment 1 showed that a cohesion manipulation affecting the comprehension of specific paragraphs influences judgments only on these paragraphs, and not on judgments on the whole text. In Experiment 2, we showed that an interfering task that takes place just before this paragraph judgment is made wipes out this cohesion effect. Experiment 3 showed, on the other hand, that the whole-text judgment may, nevertheless, be affected by text cohesion, provided that the readers keep an access to the text when the judgment is made. These results support the idea that working memory management makes different cues available for metacognitive ratings at different delays.     

The effects of lexical and semantic information on same-different visual comparison of words

Previous research has indicated that phonemic and orthographic factors cannot account for the fact that words (clear/clear) are responded to more rapidly than orthographically legal nonwords (creal/creal) in a same-different visual comparison task. However, the role of semantic and lexical factors is less certain. The effects of semantic similarity on both same and different judgments were evaluated in several experiments. In the first experiment, subjects were not any slower on semantically related (rang/rung) than on unrelated (rang/rank) different judgments even with a 3,000-msec interval between the first and second word. In Experiment 2, subjects based their judgments on whether or not the first letter of each word was visually identical. Same judgments were not any faster for semantically related than unrelated items even though other evidence indicated that subjects were processing the whole word and not just the first letter. Experiment 3 showed that the word/orthographically legal nonword difference could be replicated with the first-letter visual comparison task employed in Experiment 2. These and related results were discussed with reference to the idea that the word/orthographically legal nonword difference is due to the facilitating effects of a lexical entry upon the encoding, but not the comparison of an item.