Assimilation and contrast in persuasion: the effects of source credibility in multiple message situations

The present research explores a contextual perspective on persuasion in multiple message situations. It is proposed that when people receive persuasive messages, the effects of those messages are influenced by other messages to which people recently have been exposed. In two experiments, participants received a target persuasive message from a moderately credible source. Immediately before this message, participants received another message, on a different topic, from a source with high or low credibility. In Experiment 1, participants' attitudes toward the target issue were more favorable after they had first been exposed to a different message from a low rather than high credibility source (contrast). In Experiment 2, this effect only emerged when a priming manipulation gave participants a dissimilarity mindset. When participants were primed with a similarity mindset, their attitudes toward the target issue were more favorable following a different message from a high rather than low credibility source (assimilation).     

Perceived helpfulness of online consumer reviews: The role of message content and style

The rise of online reviews written by consumers makes possible an examination of how the content and style of these word‐of‐mouth messages contribute to their helpfulness. In this study, consumers are asked to judge the value of real online consumer reviews to their simulated shopping activities. The results suggest the benefits of moderate review length and of positive, but not negative, product evaluative statements. Non‐evaluative product information and information about the reviewer were also found to be associated with review helpfulness. Stylistic elements that may impair clarity (such as spelling and grammatical errors) were associated with less valuable reviews, and elements that may make a review more entertaining (such as expressive slang and humor) were associated with more valuable reviews. These findings point to factors beyond product information that may affect the perceived helpfulness of an online consumer review. Copyright © 2012 John Wiley & Sons, Ltd.     

Perceived trauma: its etiology and treatment

Female adolescents in treatment for emotional disturbances are often diagnosed as suffering from borderline personality disorder. The usual treatment plan for such a diagnosis is based upon limit setting and boundary reinforcement. When this fails to produce results, the diagnosis comes into question. The present paper investigated 85 female adolescents who were being treated for problems associated with differentiation and emancipation in an inpatient setting. A treatment variation was introduced which suggested that these females were more likely to be suffering from a variety of post-traumatic stress disorder (PTSD). When their ritualistic behavioral repetitions were addressed by cognitive behavioral approaches, the behavior decreased. The struggle with boundary issues and references to the historical context of misery and deprivation became less frequent when the focus shifted to current behavior. Two groups emerged through the analysis of data. No difference in behavior or response to treatment could be established, but one group lacked a specific troubling experience which is essential for a diagnosis of PTSD. Maladaptive social behavior (e.g., splitting and projection) were accepted as confounding factors associated with cognitive style rather than "borderline" symptoms. With the new approach, recidivism decreased 14% and the number of outbursts diminished 10% to 12%. The altered treatment approach confirmed the hypothesis that these adolescents were experiencing the effects of trauma (actual or perceived) rather than some disabling personality disorder.     

Selective preservation of naming from description and the "restricted preverbal message"

We report the case of a patient, LEW, who presents with modality-specific naming deficits. He is seriously impaired in naming pictures of both objects and actions. His naming to auditory verbal definitions and of actions carried out by the experimenter is, however, relatively well preserved. He has no visual perceptual deficits and his access to the semantics of pictures is as good as that to the semantics of spoken words. While LEW is not an optic aphasic patient, his pattern of performance is relevant to the debate that has taken place of the organization of the semantic system. We discuss his case from this perspective and argue that LEW's selective deficits support the multiple semantics position. We also argue that the "preverbal message" level in the speech production model of Levelt (1989) is the equivalent of "verbal semantics." We provide additional constraints and principles to the concept of the preverbal message and we term the system so constrained the "restricted preverbal message." Copyright 2000 Academic Press.     

The perceived credibility of older adults as witnesses and its relation to ageism

In experiment 1, 267 undergraduates read a case summary and witness statement. Sex and age of the witness (49, 69, 79 or 89 years) were varied. Participants rated the witness's perceived convincingness, confidence, quality of observation, accuracy, honesty, competence, memory, suggestibility, and cognitive functioning. As well as an age effect for honesty, age by sex interactions were observed for several characteristics, particularly for comparisons of the 79-year-olds versus the 49-year-olds, and 89-year-olds versus the 49-year-olds. In experiment 2, 94 undergraduates read the same testimony given by a 79-year-old male or female witness, and completed the Fraboni Scale of Ageism and the Aging Semantic Differential. Participants who evidenced stronger aging stereotypes on these measures rated the witness less favorably than did participants who were less prejudiced. This experiment is the first to show a link between perceived credibility of older adults and ageist attitudes. Practical applications regarding how older witnesses are viewed by jurors, and the criminal justice system more generally, are discussed.     

Perceived threat: exploring its association with worry and its hypothesized antecedents

Two studies with college student participants (n's=262, 239) examined the relation between perceptions of threat (i.e., perceptions of the probabilities and costs of future undesirable outcomes) and: (a) worry; and (b) hypothesized antecedents of perceived threat. In both studies, higher levels of worrying were associated with higher perceived probability and cost. In Study 2, the association between perceived threat and worrying remained even when taking into account maladaptive worry beliefs and the desire for predictability; in fact, the relation between worrying and worry beliefs and desire for predictability were moderated by perceptions of threat. Higher levels of perceived probability were associated with perceiving oneself and others less favorably, whereas higher levels of perceived cost were associated with higher standards.     

Performance on the Marlowe-Crowne Scale and its Perceived Purpose

Performance on the Marlowe-Crowne Scale was compared for Ss who saw the test as a measure of honesty, self-awareness or social desirability (Honesty group) as compared to those who saw it as a measure of some other attribute (Other group). Using two measures to assess test perception, Ss in the Other group were found, as predicted, to have higher Marlowe-Crowne scores than those in the Honesty group.     

The Perceived Influence of a Peer Advisement Program on a Group of its Former Peer Advisers

Peer advisers were surveyed regarding perceived effects of a peer advisement program on choice of major and selection of a career or graduate/professional training.     

Cheap talk and credibility: The consequences of confidence and accuracy on advisor credibility and persuasiveness

Is it possible to increase one’s influence simply by behaving more confidently? Prior research presents two competing hypotheses: (1) the confidence heuristic holds that more confidence increases credibility, and (2) the calibration hypothesis asserts that overconfidence will backfire when others find out. Study 1 reveals that, consistent with the calibration hypothesis, while accurate advisors benefit from displaying confidence, confident but inaccurate advisors receive low credibility ratings. However, Study 2 shows that when feedback on advisor accuracy is unavailable or costly, confident advisors hold sway regardless of accuracy. People also made less effort to determine the accuracy of confident advisors; interest in buying advisor performance data decreased as the advisor’s confidence went up. These results add to our understanding of how advisor confidence, accuracy, and calibration influence others.     

Perceived threat of infectious disease and its implications for sexual attitudes

A study (n = 411) investigated the relationship between chronic individual differences in germ aversion and sociosexual attitudes (short-term mating orientation, long-term mating orientation, and anticipated future sexual promiscuity), and also tested whether the magnitudes of these relations differ depending on the temporary perceptual salience of disease threat. Results revealed person-by-situation interactions. When the threat of disease was temporarily salient, germ aversion correlated negatively with short-term mating orientation and with future sexual promiscuity, and correlated positively with long-term mating orientation; these effects were either weaker or nonexistent under control conditions. These effects emerged most clearly among women.     

Facial appearance and judgments of credibility: the effects of facial babyishness and age on statement credibility

Researchers have found that facial appearance influences social judgments. For example, evidence has shown that facial babyishness and age affect perceivers' impressions of the stimulus person's veracity. In this experiment, the researchers examined whether these variables also influenced the credibility attributed to written statements purportedly made by these people in addition to several topics of interest in deception-detection research. Undergraduates (N = 270) were presented babyfaced or mature-faced photographs that depicted a child, an adult, or an older individual, in addition to a written truthful or deceptive statement purportedly made by the person in the photograph. Results showed that, as predicted, when the statements were accompanied by babyfaced pictures, participants tended to judge them as truthful, but only if the pictures did not depict children. Also, when the statements were accompanied by childen's pictures, participants tended to judge them as deceptive, but only if the pictures depicted a babyish face. Overall detection accuracy was close to chance and did not correlate with either judgmental confidence or with the respondents' estimated lie-detection accuracy. However, confidence and estimated ability were significantly correlated. Also, more confidence was placed in judgments of truthfulness than in judgments of deceptiveness. Respondents' truth bias and the existence of a veracity effect in the diverse experimental conditions were examined as well.     

我是高材生：资质过剩感及其对员工的影响

资质过剩感, 是指个体感知的自己拥有超过工作所要求的教育水平、经验、知识、技能以及能力。员工感到资质过剩是组织中普遍存在的现象, 并逐渐成为组织行为研究中的热点话题。资质过剩感对员工的认知感受、情绪体验, 工作态度、行为和绩效, 以及身心健康等均存在一定的负面影响, 影响强度及性质取决于员工个人特征及所处情境特征。除负面影响外, 资质过剩感对员工主动行为、角色内绩效、创新绩效等还存在一定积极影响, 以及正U型、倒U型的非线性效应。人力资本理论、人-岗匹配理论、相对剥夺理论、公平理论、心理契约理论和资源保存理论等是解释资质过剩感消极影响的主要理论, 自我分类理论、自我验证理论和自我调节理论是解释其积极影响的主要理论。未来可以从开发本土量表、扩展跨层次研究、丰富和整合研究视角、探究动态效应等方面推动资质过剩感的研究。     

Perceived emotional intelligence and its relationship with perceptions of effectiveness in negotiation

In this study, we examined possible connections between perceived emotional intelligence (PEI) and effectiveness during the negotiation process in a sample of 123 workers from different organizations. Participants completed a set of questionnaires, including an exploration of the predictive and incremental validity of PEI measured by Trait‐Meta‐Mood Scale. Moreover, personality traits were carefully controlled to test the percentage of variance that PEI accounted for in efficiency during negotiation. Multiple regression analyses revealed that emotional repair accounts for part of the variance in the balance of power and in procedural flexibility that cannot be explained by personality traits alone. Thus, our results show that emotional repair accounts for negotiation effectiveness in a way that is independent of personality traits.     

"Don't Ask, Don't Tell": The Influence of Stigma Concealing and Perceived Threat on Perceivers' Reactions to a Gay Target

This research examined reactions to a gay target who was either concealing or not concealing his sexual orientation under conditions of threat (HIV-positive) or no threat (healthy). When the target concealed his sexual orientation, participants were more willing to interact socially with him, but rated him as having more negative characteristics than when he was open about his sexual orientation. Participants rated a threatening target more negatively on a thermometer evaluation, perceived him to be more immoral, had more negative affective reactions, and desired more social distance than when the target was nonthreatening. The results are integrated with previous theoretical discussions and are considered in terms of the conflicting motivations of perceivers and targets.     

Attitude accessibility and message processing: The moderating role of message position

Past research suggests that pre-message attitude accessibility can influence the amount of processing of persuasives messages (with highly accessible attitudes eliciting higher levels of processing than attitudes lower in accessibility). The current research suggests that the previous conclusions are only partly true—effects of accessibility on message processing are moderated by the extent to which the persuasive message is proattitudinal versus counterattitudinal. In two experiments, pre-message attitudes and attitude accessibility were measured (Study 1) or manipulated (Study 2) prior to receiving a strong or weak persuasive message. When messages were counterattitudinal, increased pre-message accessibility was associated with greater message processing (as in past research). However, when messages were proattitudinal, increased pre-message accessibility was associated with decreased message scrutiny. Potential underlying mechanisms and implications are discussed.     

The credibility of a source influences the rate of unconscious plagiarism

Three experiments were conducted to investigate the relationship between the credibility of information and later unconscious plagiarism of that information. In each experiment, ideas concerning ways to reduce traffic accidents were presented from a more credible source (traffic planners) and a less credible source (college freshmen). After a distractor task, participants were asked to generate novel ways to reduce traffic accidents. In Experiments 1 and 2, unconscious plagiarism of ideas presented from the more credible source was greater than from the less credible source. In neither experiment was explicit memory for ideas from each source different in tests of source monitoring or free recall. However, the difference in unconscious plagiarism was eliminated in Experiment 3 by having participants generate the implications of ideas at study. The results are discussed in terms of the explicit factors that affect the incidence of unconscious plagiarism.