Making Decisions for Other People: the Moderating Roles of Risky Information,Health Claims and Product Involvement

People tend to incorporate more variety seeking when they make purchasing decisions for others rather than for themselves because such behavior is perceived as a socially agreeable behavior. Building upon previous research, the present research seek to explore the underlying mechanisms and factors on the relationship between self-other difference and variety-seeking tendency. Risky information, health claims and consumer product involvement are used to examine the moderating effects on this relationship. The results indicate that people demonstrate less variety seeking in the presence of risky information than in the absence of risky information when purchasing products for themselves, while their variety-seeking behavior remains similar regardless of whether products have risky information when selecting products for others. In addition, people demonstrate more variety seeking in the presence of health claims than in the absence of health claims when purchasing products for themselves, while people tend to demonstrate less variety seeking in the presence of health claims than in the absence of health claims when selecting products for others. Moreover, people with high product involvement tend to demonstrate more variety seeking than do those with low involvement when selecting products for themselves, while they demonstrate similar variety seeking regardless of whether they have low or high involvement when purchasing products for others. Finally, the academic and practical implications are addressed.     

Goal orientations and the seeking of different types of feedback information

Based on the goal orientation model of feedback‐seeking behaviour, goal orientations are proposed to influence employees in the type of information they seek from knowledgeable others in the work environment. As hypothesized, a survey conducted among 170 medical residents of a Dutch university hospital showed that a learning‐approach goal orientation had a positive relationship with the seeking of self‐improvement information and a negative relationship with the seeking of self‐validation information. In contrast, a performance‐approach goal orientation was negatively related to the seeking of self‐improvement information, while a performance‐avoidance goal orientation was positively related to the seeking of self‐validation information. Unexpectedly, a performance‐avoidance goal orientation was also found to be positively related to the seeking of self‐improvement information.     

Trait Agreeableness and Social Status Moderate Behavioral Responsiveness to Communal Behavior

The present study examined the influence of trait Agreeableness and its interaction with social role status on interpersonal correspondence as reflected in the within‐person relation between a person's communal (agreeable‐quarrelsome) behavior and perceptions of the interaction partner's communal behavior. We used a sample of working adults (original data set: 113 participants and 12,303 interpersonal events; constrained data set in the work setting: 109 participants and 3,193 interpersonal events) and an event‐contingent recording procedure to assess behavior in naturalistic interpersonal events. The results of multilevel modeling indicated that interpersonal correspondence was lower for high trait Agreeableness persons than for low trait Agreeableness persons, apparently due to less responsiveness to more disagreeable behavior by the other person in an interaction. High Agreeableness persons manifest greater interpersonal correspondence when in a high‐status role than when in a low‐status role, apparently by increasing responsiveness to disagreeable behavior from others. The results imply that high social role status may influence the effortful control process of high trait Agreeableness persons over their behavioral reactions to others' disagreeable behavior during interpersonal interactions.     

Self-presentation and consumer interaction styles

It is hypothesized that self-presentation and consumer interaction styles are interrelated. Specifically those people who adopt an acquisitive self-presentation style are expected to be more assertive than others with respect to requesting information, seeking redress, and resisting sales requests. People adopting a protective self-presentation style are expected to be less assertive with respect to these same consumer interactions. The results of the study support the expectations and imply the importance of considering self-presentation styles in understanding interpersonal influence and interpersonal communications in the marketplace.The authors thank three anonymous reviewers for their particularly helpful comments.     

Social Support Opinions1

This research introduces the Social Support Opinion Survey (SSOS), the first measure of social support from the provider's perspective. Studies 1–3 developed the SSOS and confirmed that support opinions can be reliably characterized as directive (attempting to govern how others cope) and nondirective (facilitating without governing how others cope). Studies 4–6 showed that social support opinions relate to more basic cognitive, emotional, and interpersonal styles. Directive opinions were related to cognitive rigidity (need for structure, need for certainty, and just‐world beliefs) and to an exchange orientation. Nondirective opinions, in contrast, were related to emotional differentiation, use of emotions as information, empathy, and a communal orientation. Thus, people may reveal who they are by how they help.     

From Information‐Seeking Behavior to Meaning Engagement Practice.

We invite readers of this colloquy on information‐seeking behavior to reconsider the worldview that structures scholarly and practical thinking about information‐seeking behavior as a mode of human activity. We propose an alternative formulation–meaning engagement practice–to draw into relief the assumptions that tacitly underpin the investigation of information‐seeking behavior. We develop this alternative by contrasting information with meaning, seeking with engagement, and behavior with practice. By rethinking information‐seeking behavior through the lens of meaning engagement practice, avenues for theoretical development and systematic investigation of communication more generally are recovered. We ground our case for meaning engagement practice in four research contexts: modeling the user in information mediation, information access and browsing as relevant processes for understanding information‐seeking behavior, the products and by‐products of an information‐seeking behavior worldview in psychiatric evaluation, and approaches to the design of mediation practices that encourage reflection.     

How health information affects college students’ inclination toward variety‐seeking tendency

Chien‐Huang, L. & Hung‐Chou, L. (2010). How health information affects college students’ inclination toward variety‐seeking tendency. Scandinavian Journal of Psychology 51, 503–508. College students often consume too much snacks (e.g. potato chips) and such high‐fat snacks are found to be related to obesity. This paper seeks to explore the effect of health‐related information on the relationship of mood states and variety seeking (VS) behavior among enjoyable snacks. Health warnings and nutritional labeling are used to examine the moderating effects on this relationship. Consistent with our hypotheses, the results indicate that the presence of health warnings attenuates the influence of mood states on VS, so that happy and sad students tend to converge to similar levels of VS. However, in the absence of health warnings, sad students tend to incorporate significantly more VS than happy students. Similarly, the presence of nutritional labeling attenuates the influence of mood states on VS, so that happy and sad students tend to converge to similar levels of VS. However, in the absence of nutritional labeling, sad students tend to incorporate significantly more VS than happy students. The results provide evidence that making health warnings and nutritional labeling more salient might be a good way to decrease students’ VS tendency for high‐fat snacks.     

Information‐Seeking Strategies,Uncertainty, and Computer‐Mediated Communication

This article argues that existing theory and research on computer‐mediated communication (CMC) provide a limited view of information‐seeking behavior and proposes a conceptual model for its examination via CMC and new media. Although most CMC environments eliminate or severely reduce nonverbal and contextual information available to address uncertainty, form impressions, and develop relationships, such environments offer alternative mechanisms for acquiring social information about others. The article discusses strategies for seeking social information and identifies factors influencing their selection from alternatives, incorporating them into a conceptual model. Finally, 2 promising approaches for examining the effects and effectiveness of social information seeking in CMC are described, with an emphasis on how the proposed conceptual model can aid in the development of each.     

Moving memories: Behavioral synchrony and memory for self and others

Establishing and maintaining connections with others is central to a fulfilling social life. In this respect, behavioral coordination provides one avenue by which interpersonal linkages can be formed. Drawing from the dynamical systems approach, the present research explored whether temporary interpersonal connections founded on coordinated behavior influence memory for self and others. To do so, we measured participants’ incidental recall of self and other-relevant information after a period of either in-phase or anti-phase interpersonal coordination. While participants in the less stable anti-phase condition demonstrated the typical memory advantage for self-related compared to other-related information, this effect was eliminated when participant and confederate movements displayed in-phase coordination. These results are discussed with respect to the interplay between the systems that support interpersonal synchrony and basic social-cognitive processing.     

Effects of Interpersonal Goals on Inadvertent Intrapersonal Influence in Computer‐Mediated Communication

This research explores a sequence of effects pertaining to the influence of relational goals on online information seeking, the use of information and arguments as relational management strategies in computer‐mediated chat, and the intrapersonal attitude change resulting from these processes. Affinity versus disaffinity goals affected participants' information seeking for communicatory utility ( Atkin, 1972 ), their conversational behaviors, and their own attitudes toward the topic and partner. People with negative relational goals used the Web to seek information for discussions more than affinity‐goal participants. Individuals expressed affinity‐disaffinity through arguments, agreements, and disagreements with partners' preferences, which led to changes in their own attitudes. Findings suggest renewed consideration of the interplay between mass media and interpersonal sources accessible on the Internet.     

Predictors of help‐seeking behavior: Distinction between help‐seeking intentions and help‐seeking behavior

The overall goals of this research were to: (a) examine whether help‐seeking intentions, subjective needs, depressive symptoms, and social support can predict actual help‐seeking behavior; and (b) clarify the moderating effects of social support on help‐seeking behavior using a longitudinal design. University students (N = 370) completed questionnaires that measured social support, subjective needs, depressive symptoms, and help‐seeking intentions during Time1, and questionnaires that measured actual help‐seeking behavior during Time2. Only subjective needs showed a positive effect on both help‐seeking intentions and actual help‐seeking behavior. Although depressive symptoms had a negative effect on help‐seeking intentions, they had a positive effect on actual help‐seeking behavior. Moreover, social support had a positive effect on help‐seeking intentions, and moderated the influence of subjective needs on actual help‐seeking behavior. Simple slope analysis indicated that subjective needs did not facilitate help‐seeking behavior among those with low levels of social support.     

Who Cares If They Need Help? The Deservingness Heuristic,Humanitarianism, and Welfare Opinions

Citizens’ welfare opinions are highly susceptible to cues about welfare recipients’ deservingness. Extant research argues that this deservingness heuristic is a universal feature of human help‐giving psychology, implying that all citizens, regardless of their values, are evenly affected by deservingness cues. This article suggests that the deservingness heuristic is much more conditional than previously appreciated. Specifically, its influence on welfare opinions is conditioned by humanitarianism: the belief that others in need should be helped. The more people adhere to this value, the more they need information that signals whether others are genuinely needy. Citizens should thus rely more on the deservingness heuristic the stronger their humanitarian values are. I find support for this argument in three survey experiments (two nationally representative), where citizens are exposed to cues that welfare recipients are either lazy (undeserving) or unlucky (deserving). These findings have important implications for our understanding of citizens’ welfare opinions.     

Receipt of negative feedback is related to increased negative feedback seeking among individuals with depressive symptoms

In recent years, numerous studies have demonstrated a link between positive and negative feedback seeking by depressed individuals, interpersonal rejection, and depression chronicity. Nonetheless, many of the specific interpersonal patterns underlying these links have yet to be clearly specified. One important lingering question concerns how depressed individuals respond to negative evaluation or feedback from others, because continued negative feedback seeking could place depressed people at risk for further rejection and continuation/exacerbation of depressive symptoms. Two studies were conducted to investigate the influence of negative feedback provisions from others on the feedback seeking behaviors of individuals with depressive symptoms. The results from Study 1 indicated an increased tendency to seek negative feedback among depressive individuals in association with an independent negative evaluation by their college roommates. Using a sample of newlywed couples, Study 2 extended this finding by demonstrating that, when directly provided with negative feedback from their spouses, individuals with depressive symptomatology actively sought further negative feedback, while those without such symptoms did not. Together, the results from these studies suggest that depressed individuals are likely to respond to negative evaluation and feedback from others with behaviors that could place them at risk for further rejection and continuing, if not worsening problems with depression.     

Online low‐key conspicuous behavior of fashion luxury goods: The antecedents and its impact on consumer happiness

Nowadays, people tend to show off in a more conservative rather than ostentatious way, that is, “low‐key style.” This paper focuses on consumers' low‐key conspicuous behavior on social media after they purchase fashion luxury goods, so as to explore the antecedents of this behavior, as well as its impact, on consumer happiness. Our results show that motivations for self‐representation and avoidance of negative comments from others trigger the low‐key conspicuous behavior. Afterward, this behavior will positively affect consumers' short‐term happiness through both perceived self‐image and perceived interpersonal relationship, while enhancing long‐term happiness only through perceived interpersonal relationship. The reason may be that the temporary pleasure brought by the improvement of perceived self‐image is not enough to raise the quality of life, but an improvement in one's interpersonal relationship is a lifelong benefit.     

Interpersonal predictors of onset of depression during the transition to adulthood

There is evidence that depression during adolescence and early adulthood is marked by deficits in interpersonal functioning. However, few studies have prospectively examined whether interpersonal difficulties are a risk factor for depression onset, so it is unclear whether these deficits in interpersonal functioning are products or predictors of depression. The present study aimed to clarify the direction of association between interpersonal factors and depression by examining whether social factors longitudinally predicted onset of depression in a diverse sample of young women with no history of depression. Hierarchical multiple regression analyses controlling for baseline depressive symptoms indicated that poorer family relationship quality and anxious attachment cognitions predicted onset of depressive episodes during the 2‐year period. Further, a wide variety of interpersonal factors predicted depressive symptoms over 6 months, including poor peer and family relationship quality, difficulty being close to others, and difficulty depending on others, controlling for baseline depressive symptoms and college attendance. The results provide evidence for the importance of an interpersonal perspective on vulnerability to depression.     

The Geography of Political Communication: Effects of Regional Variations in Campaign Advertising on Citizen Communication

This study explores whether and how campaign‐induced changes in local information environments influence citizens' everyday communication activities. The empirical analysis in this study centers on a comparison of two New Jersey media markets that showed idiosyncratic differences in the amount of political advertising during the 2000 presidential campaign. Results from this natural quasi‐experimental design provide evidence that a respondent's media market was a significant factor for her news attention and interpersonal discussion. That is, New Jersey residents in high‐ad‐volume areas were more active in political communication practices than those in low‐volume areas. The findings of this study deepen our understanding of citizens' information seeking and political conversation, both of which have long been explained by individual‐level differences.     

Word of mouth and interpersonal communication: A review and directions for future research

People often share opinions and information with their social ties, and word of mouth has an important impact on consumer behavior. But what drives interpersonal communication and why do people talk about certain things rather than others? This article argues that word of mouth is goal driven and serves five key functions (i.e., impression management, emotion regulation, information acquisition, social bonding, and persuasion). Importantly, I suggest these motivations are predominantly self- (rather than other) serving and drive what people talk about even without their awareness. Further, these drivers make predictions about the types of news and information people are most likely to discuss. This article reviews the five proposed functions and well as how contextual factors (i.e., audience and communication channel) may moderate which functions play a larger role. Taken together, the paper provides insight into the psychological factors that shape word of mouth and outlines additional questions that deserve further study.     

Towards an Integration of Interpersonal Risk Models of Depression and Cognitive Behaviour Therapy: A Commentary on What Constitutes Interpersonal Therapy

The article by Dobson, Quigley, and Dozois on interpersonal model provides a very useful guide on how to extend cognitive behavioural models of depression to incorporate interpersonal vulnerabilities that influence how depressed people behave towards others. The point is made that interpersonal processes are very likely to influence the onset and course of depression. In this commentary, I extend this analysis further examining the evidence on how interactions within close relationships, particularly couple relationships, interact with individuals' depression. Evidence is also cited on the effectiveness of couple‐based therapy in treating depression.     

A construal level approach to understanding interpersonal processes

Construal level theory proposes that viewing events and objects from a distance (whether physical or psychological) leads individuals to construe them in more abstract, higher‐level ways. At high‐level construal, individuals focus on the overall gist or bigger picture, rather than on situationally‐dependent, concrete details. What patterns then emerge in how construal level relates to interpersonal processes? We find that an individual's construal level has implications for both (a) perceptions of others and (b) social influence. Specifically, our review suggests that high‐level (relative to low‐level) construal is related to greater holistic processing of the self and others by discussing literature linking construal level to person‐perception biases such as the fundamental attribution error and correspondence bias, as well as research on how construal level relates to stereotyping and prejudice. We further review a broad array of research examining social influence relating to self‐relevant feedback, the influence of aggregate versus anecdotal information, and the impact of abstract versus concrete language. We propose future avenues for CLT research relating to person‐perception biases, romantic relationships, stereotyping and prejudice, and the strategic use of construal level in the pursuit of specific interpersonal goals.     

Affective influences on self-disclosure: mood effects on the intimacy and reciprocity of disclosing personal information

How does mood influence people's willingness to disclose intimate information about themselves? Based on recent affect-cognition theories and research on interpersonal behavior, 3 experiments predicted and found that people in a positive mood disclosed more intimate, more varied, and more abstract information about themselves. In contrast, people in a negative mood were more attentive to the behavior of others and reciprocated self-disclosure from their partners more accurately. This effect was obtained in hypothetical situations (Experiments 1 and 2) and in realistic computer-mediated interactions as well (Experiment 3). Experiments 2 and 3 confirmed that mood effects on self-disclosure were mediated by information processing style. The role of affect in information processing and relationship behaviors in particular is discussed, and the implications of these findings for everyday interaction strategies and for contemporary affect-cognition theorizing are considered.