How important is an apology to you? Forecasting errors in evaluating the value of apologies

Apologies are commonly used to deal with transgressions in relationships. Results to date, however, indicate that the positive effects of apologies vary widely, and the match between people's judgments of apologies and the true value of apologies has not been studied. Building on the affective and behavioral forecasting literature, we predicted that people would overestimate how much they value apologies in reality. Across three experimental studies, our results showed that after having been betrayed by another party (or after imagining this to be the case), people (a) rated the value of an apology much more highly when they imagined receiving an apology than when they actually received an apology and (b) displayed greater trusting behavior when they imagined receiving an apology than when they actually received an apology. These results suggest that people are prone to forecasting errors regarding the effectiveness of an apology and that they tend to overvalue the impact of receiving one.     

Who’s chasing whom? The impact of gender and relationship status on mate poaching

Are women more interested in men who are already in a relationship? Female and male participants who were single or in a relationship viewed information about an opposite-sex other and indicated their interest in pursuing this target. Half of the participants were told that the target was single and half read that the target was currently in a relationship. The results showed that only single women were more interested in pursuing an attached target rather than a single target. We discuss how these results add to what is already known about mate poaching.     

Do you look to the future or focus on today? The impact of life experience on intertemporal decisions

In this research, we investigate the impact of significant life experiences on intertemporal decisions among young adults. A series of experiments focus specifically on the impact of experiencing the death of a close other by cancer. We show that such an experience, which bears information about time, is associated with making decisions that favor the long-term future over short-term interests (Studies 1 and 2). Underlying this effect appears to be increased salience and concreteness regarding one’s future life course, shifting focus away from the present toward the long run (Studies 3 and 4). Finally, we explore the shift caused by a cancer death of a public figure and examine its stability over time (Study 5). Implications for research on intertemporal decision making and the impact of life events on perceptions and preferences are discussed.     

Can an angry woman get ahead? Status conferral, gender, and expression of emotion in the workplace

Three studies examined the relationships among anger, gender, and status conferral. As in prior research, men who expressed anger in a professional context were conferred higher status than men who expressed sadness. However, both male and female evaluators conferred lower status on angry female professionals than on angry male professionals. This was the case regardless of the actual occupational rank of the target, such that both a female trainee and a female CEO were given lower status if they expressed anger than if they did not. Whereas women's emotional reactions were attributed to internal characteristics (e.g., "she is an angry person,"she is out of control"), men's emotional reactions were attributed to external circumstances. Providing an external attribution for the target person's anger eliminated the gender bias. Theoretical implications and practical applications are discussed.     

Could it happen to you? Predicting the impact of downward comparisons on the self

Three studies examined the impact of downward comparisons on the self. Worse-off others exerted an impact only when participants drew an analogy between themselves and the other. When participants did draw an analogy, the impact of the other on the self was determined by perceived vulnerability to the other's negative fate. When vulnerability was low, downward comparisons enhanced self-evaluations. When vulnerability was high, downward comparisons deflated self-evaluations, but activated a prevention orientation, boosting motivation aimed at avoiding the negative experience of the other.     

Compared to whom? The impact of status on third person effects in advertising persuasion in a South African context

• In an experiment conducted in South Africa, we show that perceptual differences between the self and other that underlie third person effects have not only magnitude (e.g., third person effects increase as perceived self‐other differences increase), but also valence. Specifically, individuals contrast themselves against lower status others, resulting in greater third person effects, but compare themselves favorably with higher status others, resulting in smaller third person effects. High status others serve as a norm against which people gauge their own and others' responsiveness to persuasion attempts like advertising. Implications for third person effects, status and the construal of the ‘other,’ and the socio‐cultural context of advertising are discussed. Additionally, we describe managerial considerations regarding branding and target marketing that diverge from Western assumptions about persuasion knowledge and receptivity toward advertising.

Copyright © 2007 John Wiley & Sons, Ltd.     

Do violent video games impair the effectiveness of in-game advertisements? The impact of gaming environment on brand recall, brand attitude, and purchase intention

The present study examined whether a violent video game impairs the effectiveness of in-game advertisements compared to a nonviolent video game. Participants recalled and evaluated in-game ads after navigating identical violent or nonviolent game scenarios. Participants' brand recall, recognition, and attitudes were comparatively lower after navigating the violent video game. Also, females in the violent game condition reported lower brand attitudes in comparison to males in the violent game condition, thus suggesting that the effects of gaming environment interacts with participants' gender. The findings supported the predictions of the limited capacity model of attention and cognitive priming effects. The results also extend previous studies on how violent media impair advertising effectiveness and provide practical implications for researchers and practitioners.     

Are you talking to the future me? The moderator role of future self‐relevance on the effects of aging salience in retirement savings

Increasing the salience of aging has been shown to be a promising strategy to promote young adults' interest in saving for retirement. However, the processes responsible for this effect are still largely unknown. We hypothesize that increased savings choices will only occur when participants are also engaged in self‐relevant thoughts about their own future. Participants were exposed to a fictitious website advertising financial products. Study 1 (n = 78; M_age = 20.87) primed age salience and future self‐relevance orthogonally and showed that priming aging only caused increases in retirement investment decisions when self‐relevance was also high. Study 2 (n = 91; M_age = 23.40) tested whether the effects of age priming were due specifically to age or to a broader focus on the future. The study confirmed that investment decision effects are specific to exposure to the aging prime and not merely priming the future. The effects were also specific to investment in retirement funds and not just depositing money in a checking account. These findings have both theoretical and practical implications for the psychology of aging and retirement planning.     

The relationship of marital status,spouse’s career status,and gender to salary level

The relationship of marital status, spouse’s career status, and gender to salary was examined from five different theoretical perspectives for a sample of managers and professionals in one large organization. Results showed that married individuals whose spouses did not have careers earned more than anyone except those who were divorced, controlling for age, education, type of position, job location, organizational tenure, and job tenure. Results also showed that individuals who had never been married earned the least, women earned less than men, and men with children at home earned more than men with no children at home. These findings are discussed in terms of the different theoretical perspectives, within a changing social content.     

Who do you trust? The impact of facial emotion and behaviour on decision making

During social interactions, we use available information to guide our decisions, including behaviour and emotional displays. In some situations, behaviour and emotional displays may be incongruent, complicating decision making. This study had two main aims: first, to investigate the independent contributions of behaviour and facial displays of emotion on decisions to trust, and, second, to examine what happens when the information being signalled by a facial display is incongruent with behaviour. Participants played a modified version of the Trust Game in which they learned simulated players’ behaviour with or without concurrent displays of facial emotion. Results indicated that displays of anger, but not happiness, influenced decisions to trust during initial encounters. Over the course of repeated interactions, however, emotional displays consistent with an established pattern of behaviour made independent contributions to decision making, strengthening decisions to trust. When facial display and behaviour were incongruent, participants used current behaviour to inform decision making.     

The impact of informant gender on children’s endorsement of scientific and non-scientific information

By roughly 6 years of age, children acquire the stereotype that men are more competent than women in science, technology, engineering, and mathematics (STEM), potentially leading to greater trust in scientific information provided by men. This study tested whether 3- to 8-year-old children differentially endorsed conflicting information about science and toys presented by male and female informants depicted as a ‘man’ and ‘woman’ (Exp1) or ‘scientists’ (Exp2). Children were expected to endorse toy testimony from gender-matched informants; thus, the key question concerned endorsement of science testimony. In Exp1 (N = 149), boys and girls showed a same-gender informant preference for toy testimony; however, girls endorsed the male informant's testimony more for science than for toys – but only when tested by a male experimenter. In Exp2 (N = 264), boys and girls showed a same-gender preference, irrespective of content. Findings suggest that STEM-related gender stereotypes might lead girls to trust scientific information presented by men over women in certain contexts.     

Do teachers really underestimate the prevalence of bullying in schools?

Social Psychology of Education - Previous studies undertaken internationally have concluded that teachers commonly underestimate the prevalence of bullying among students at their schools. Evidence...     

Which cheek to turn? The effect of gender and emotional expressivity on posing behavior

Nicholls et al. (1999, Proc. Royal Soc. B, 266, 1517-1522) demonstrated that models turn their left or right cheeks when expressing or concealing emotion, respectively. This study examined whether emotionally expressive individuals are more likely to turn their left cheek when posing for a photograph than less emotionally expressive individuals. One hundred twenty-four normal participants completed an Emotional Expressivity Scale (EES) and posed for a photograph. Females had a higher EES than males and there was a trend for left cheek posers to have a higher EES than right cheek posers. Females were more likely to turn their left cheek than were males. Results support our argument that emotionally expressive individuals turn their left cheek when posing. The higher incidence of leftward poses in females than males may reflect the higher EES for females. These results support the proposition that the leftward bias in painted portraits is related to a desire to capture the emotive qualities of the left side of the face.     

Cultural variations in optimistic and pessimistic bias: do Easterners really expect the worst and Westerners really expect the best when predicting future life events?

The authors compared levels of optimistic and pessimistic bias in the prediction of positive and negative life events between European Americans and Japanese. Study 1 showed that European Americans compared with Japanese were more likely to predict positive events to occur to self than to others. The opposite pattern emerged in the prediction of negative events. Study 2 replicated these cultural differences. Furthermore, positive associations emerged between predictions and occurrence of life events 2 months later for both European Americans and Japanese. Across both studies, results of within-groups analyses indicated that both groups expected negative events to be more likely to occur to others than to self (optimistic bias). In addition, Japanese expected positive events to be more likely to occur to others than to self (pessimistic bias). However, European Americans failed to show the expected optimistic bias for positive events.     

“To hope was to expect”: The impact of perspective taking and forecast type on wishful thinking

When forecasting future outcomes, people tend to believe that the outcomes they want to happen are also likely to happen. Despite numerous attempts, few systematic factors have been identified that consistently and robustly reduce wishful thinking (WT) effects. Using elections and sporting event outcomes as contexts, three experiments examined whether taking the perspective of a political rival or opposing fan reduced WT effects. We also examined whether making deliberative (vs. intuitive-based) forecasts was associated with lower WT effects. Online adult samples of U.S. citizens from Mechanical Turk and U.S. college students provided their preferences and forecasts for the U.S. presidential election (Experiments 1 and 2) and a sports competition outcome (Experiment 3). Critically, some participants received perspective taking prompts immediately before providing forecasts. First, results revealed reductions in WT effects when participants engaged in perspective taking. Interestingly, this effect only emerged when intuitive-based forecasts were made first (Experiment 3). Second, intuitive-based forecasts revealed stronger evidence of WT effects. Finally, we found that perspective taking and forming forecasts deliberately promoted a shift in focus away from preferences and toward a consideration of the relative strengths and weaknesses of the entities (i.e., candidates and teams). Theoretical implications for understanding WT effects and applied implications for developing interventions are discussed.     

Do sales and service compete? The impact of multiple psychological climates on frontline employee performance

This research examines how employees’ climate perceptions – or psychological climate – influence their performance of climate-related outcomes. We focus on two specific climates arguably most relevant to boundary-spanning organizations: service and sales climates. Building from the resource-allocation framework, the authors examine the way employees reconcile these multiple psychological climates. Polynomial regression and response surface modeling are used to test for the influence of these distinct climates on employee outcomes using a sample of 252 marketing employees and their 68 immediate supervisors. Specifically, the authors examine relationships between service and sales climates and the employee performance outcomes of customer satisfaction, helping behavior, effort, and sales performance. Results provide insight into the benefits and pitfalls of sales and service climates co-existing. Specifically we find that while sales effort is highest in climates that heavily favor sales, sales performance may exist in both sales-favored and service-favored climates (yet not in the presence of both). From a customer satisfaction perspective we find no significant impact of increasing sales climate in the presence of high service perceptions. These findings – both significant and non-significant – provide implications for future research in the realm of service-sales ambidexterity and interface as well as insight and direction for frontline managers.     

Close to me? The influence of affective closeness on space perception

Recent data show that psychosocial factors affect visual perception. We tested this hypothesis by investigating the relationship between affective closeness and the perception of apertures between two people. People feel discomfort when they are near someone they are not affectively close to. Therefore, we predict that they will be less likely to perceive that they can pass between two people not affectively close to them. Participants had to imagine passing through the aperture between two life-size classmate pictures. We found that the closer participants felt to their classmates, the more they felt able to pass between them. This provides the first evidence of a relationship between affective closeness and the perception of aperture between two people, suggesting that psychosocial factors constrain space perception.     

Do social comparisons in academic settings relate to gender and academic self-confidence?

This paper reports the development of an Academic Social Comparison Scale (ASCS) to measure students’ tendencies to socially compare themselves with other students in an educational setting. The 27-item ASCS was then measured in relation to academic self-confidence in a sample of University students, using the Individual Learning Profile (ILP) scale. The study found that making downward academic social comparisons was not very commonly reported and did not relate to academic confidence in any domain measured. Confidence in numeracy, speaking, and hard IT were, however, significantly lower in those students who tended to make more upward social comparisons. The results also showed that the less students reported that they socially compared in general, the more confident they were in reading, writing, and time management. All three subscales of the ASCS showed good reliability when tested 6–9 weeks later. The ASCS showed that female students tended to make more upward academic social comparisons and less downward academic comparisons than male students. In domains such as reading and writing people’s confidence was higher if they made fewer academic social comparisons (irrespective of direction), and gender was not an important factor. Results also showed that academic confidence was neither higher nor lower in students who reported making more downwards academic comparisons. This study demonstrates the negative impact on confidence of upward social comparisons, and introduces a social comparison questionnaire specifically tailored for measuring people’s tendencies to make social comparisons in the academic domain.