Suspicion of ulterior motivation and the correspondence bias

Three studies examined the hypothesis that when perceivers learn of the existence of multiple, plausibly rival motives for an actor's behavior, they are less likely to fall prey to the correspondence bias than when they learn of the existence of situational factors that may have constrained the actor's behavior. In the first 2 studies, Ss who learned that an actor was instructed to behave as he did drew inferences that corresponded to his behavior. In contrast, Ss who were led to suspect that an actor's behavior may have been motivated by a desire to ingratiate (Study 1), or by a desire to avoid an unwanted job (Study 2), resisted the correspondence bias. The 3rd study demonstrated that these differences were not due to a general unwillingness on the part of suspicious perceivers to make dispositional inferences. The implications that these results have for understanding attribution theory are discussed.     

Suspending judgment to create value: Suspicion and trust in negotiation

This paper introduces a distinction between suspicion and distrust. While distrust (trust) involves having negative (positive) expectations about another’s motives, suspicion is defined as the state in which perceivers experience ambiguity about another’s motives. Four experiments supported this distinction and showed that suspicion can present greater benefits than trust for generating information search and attaining integrative agreements in negotiation. In Experiment 1a, suspicious perceivers were characterized by consciously attributing more motives to a target compared to both distrusting and trusting perceivers. In Experiment 1b, suspicious perceivers were more willing to seek information. In Experiment 2a, Suspicious-Trusting dyads achieved greater joint outcomes in face-to-face negotiation than did Trusting-Trusting or Suspicious-Suspicious dyads. Experiment 2b showed that the suspicious participants’ ability to seek information in Suspicious-Trusting dyads mediated the superior performance of Suspicious-Trusting dyads over Trusting-Trusting dyads in attaining integrative agreements.     

Tuning in to another person's action capabilities: perceiving maximal jumping-reach height from walking kinematics

Three experiments investigated the ability to perceive the maximum height to which another actor could jump to reach an object. Experiment 1 determined the accuracy of estimates for another actor's maximal reach-with-jump height and compared these estimates to estimates of the actor's standing maximal reaching height and to estimates of the perceiver's own maximal reaching and reach-with-jump height. Perception of another actor's maximum reach-with-jump height was less accurate than the other estimates, but still accurate to within 8% error. The actor's reach-with-jump height was modified in Experiment 2 by attaching weights around the actor's ankles. Perceivers, who were explicitly aware of the manipulation, adjusted their maximum reach-with-jump estimates for the actor accordingly. In Experiment 3, perceivers were not explicitly aware of the weight manipulation, but provided significantly lower maximum reach-with-jump estimates after watching the actor walk while wearing the weights compared to estimates obtained after watching the actor walk while not wearing the weights. The results suggest that the actor's walking pattern was informative about the actor's capacity to produce a different action, jumping to reach an object.     

Inferences about the morality of an aggressor: the role of perceived motive

The research investigated perceivers' inferences about the morality of target persons who engaged in aggressive behavior. Across several experiments, inferences about the morality of an aggressor were based more on the perceived motives of the target than on the presence of facilitating situational forces. For example, when a target's aggression was facilitated by personal rewards for aggression (instrumental aggression), perceivers inferred more negative motives and attributed lower morality to the target than when the target's aggression was facilitated by situational provocation (reactive aggression). The results suggest that perceived motives play an important role in dispositional inference and pose a problem for models that focus primarily on perceived causality, assumptions about base rates (consensus), or diagnosticity.     

员工真诚对同事关系的双刃剑效应：共事时间的调节作用

目前普遍认为员工在职场中的真诚有助于该员工与同事建立良好的关系。本研究提出员工真诚对同事关系的影响很可能积极和消极并存, 其作用效果取决于员工与同事之间的共事时间。基于社会渗透理论并整合归因的文献, 本研究认为同事怀疑和同事信任是员工真诚影响同事关系的关键中介机制。为检验本研究理论模型假设, 采用轮询问卷法(round-robin survey)和实验法分别开展两个独立调研。结果发现：在共事时间较短的情况下, 员工真诚会引发同事怀疑降低同事信任, 减少人际帮助并增加人际排斥。在共事时间较长的情况下, 员工真诚则有助于打消同事怀疑增加同事信任, 增多人际帮助并减少人际排斥。通过引入共事时间作为调节变量, 本研究发现员工真诚对同事关系的影响由消极转化为积极需要经过足够长时间的共事才能实现。     

The spyglass self: a model of vicarious self-perception

Self-perception theory posits that people sometimes infer their own attributes by observing their freely chosen actions. The authors hypothesized that in addition, people sometimes infer their own attributes by observing the freely chosen actions of others with whom they feel a sense of merged identity--almost as if they had observed themselves performing the acts. Before observing an actor's behavior, participants were led to feel a sense of merged identity with the actor through perspective-taking instructions (Study 1) or through feedback indicating that their brainwave patterns overlapped substantially with those of the actor (Studies 2-4). As predicted, participants incorporated attributes relevant to an actor's behavior into their own self-concepts, but only when they were led to feel a sense of merged identity with the actor and only when the actor's behavior seemed freely chosen. These changes in relevant self-perceptions led participants to change their own behaviors accordingly. Implications of these vicarious self-perception processes for conformity, perspective-taking, and the long-term development of the self-concept are discussed.     

"I know you self-handicapped last exam": gender differences in reactions to self-handicapping

Past research has shown that self-handicapping involves the trade-off of ability-related attributional benefits for interpersonal costs. Study 1 examined whether perceiver or target sex moderates impressions of self-handicapping targets. Although target sex was not an important factor, female perceivers were consistently more critical of behavioral self-handicappers. Two additional studies replicated this gender difference with variations of the handicap. Study 3 examined the motives inferred by perceivers and found that women not only view self-handicappers as more unmotivated but also report greater suspicion of self-handicapping motives; furthermore, these differences in perceived motives mediated sex differences in reactions to self-handicappers. Implications for the effectiveness of self-handicapping as an impression management strategy are discussed.     

The role of intent and harm in judgments of prejudice and discrimination

Four experiments examined how an actor's intent and the harm experienced by a target influence judgments of prejudice and discrimination. The presence of intent increased the likelihood that participants judged an actor as prejudiced and the actor's behavior as discriminatory. When intent was uncertain, harm influenced judgments of the behavior, which in turn influenced judgments of the actor, and participants were more cautious in their judgments about an actor than an actor's behavior. Harm also played a stronger role in targets' than observers' judgments. Understanding the role of intent and harm on perceptions of prejudice can help explain variations in targets' versus observers', and possibly targets' versus actors', judgments of discrimination and prejudice.     

Second-order beliefs about intention and children's attributions of sociomoral judgment

Predicting how another person will evaluate the intention underlying an action involves consideration of second-order mental states. Children (ages 5-10 years) and college students (N=105) predicted an observer's belief about an actor's intention and evaluated the actor from both their own perspectives and the perspective of the observer. Younger children were more likely than older children and adults to attribute a belief to the observer that mismatched the actor's prior intention. Attributed beliefs about intention were more likely to match negative prior intentions than to match positive prior intentions and were also more likely to match prior intentions when the observer knew the actor's prior intention than when the observer did not know the actor's prior intention. The judgments attributed to the observer were based on the beliefs about intention attributed to the observer, showing use of second-order mental states to infer another's sociomoral judgments.     

Infants' ability to connect gaze and emotional expression to intentional action

Four studies investigated whether and when infants connect information about an actor's affect and perception to their action. Arguably, this may be a crucial way in which infants come to recognize the intentional behaviors of others. In Study 1 an actor grasped one of two objects in a situation where cues from the actor's gaze and expression could serve to determine which object would be grasped, specifically the actor first looked at and emoted positively about one object but not the other. Twelve-month-olds, but not 8-month-olds, recognized that the actor was likely to grasp the object which she had visually regarded with positive affect. Studies 2, 3, and 4 replicated the main finding from Study 1 with 12- and 14-month-olds and included several contrasting conditions and controls. These studies provide evidence that the ability to use information about an adult's direction of gaze and emotional expression to predict action is both present, and developing at the end of the first year of life.     

What will Phil do next? : Spontaneously inferred traits influence predictions of behavior

Past research has shown that perceivers intentionally may make trait inferences about others and use this information to make predictions about these others' future behaviors. Other research has also shown that people can make trait inferences without intent—that is, spontaneously. However, one unexplored avenue is whether spontaneous trait inferences (STI), affect how perceivers predict others' will behavior. Three studies explored this issue. Results from Studies 1 and 2 showed that: (1) exposure to trait-implicative behaviors describing an actor influences subsequent behavior predictions made about the actor in a trait-consistent manner, and (2) predictions occurred regardless of behavior recall, implying that the behavior predictions were derived from prior trait inferences and not from behavior recall. Results from Study 3 bolstered this conclusion by showing that behavior predictions were similar regardless of whether subjects were explicitly instructed to make inferences or not, but that a manipulation known to interfere with inference generation (lie detection instructions) muted behavior predictions. Results from Study 3 also suggested that the prediction effects had both automatic and controlled components, and that reductions observed in the lie detection condition of Study 3 were caused by alterations in the automatic influence of trait knowledge to the behavior predictions. These results suggest that STI may be causal inferences about the actors' dispositions.     

Why are they being so nice to us? Social identity threat and the suspicion of Whites’ motives

Abstract

Stigmatizing racism has made Whites’ kindness attributional ambiguous to people of color (POC). When this ambiguity is experienced in domains where stereotypes are active, POC may experience praise from Whites as a form of social identity threat. The current article reviews how POC are predicted to respond to Whites’ positivity as a function of their beliefs about Whites’ motives. To the extent that POC are suspicious of Whites’ motives and chronically discount positivity from Whites, praise and positive overtures from Whites were predicted to be threatening. Evidence suggests that POC suspicious of Whites motives are the most sensitive to positive responses from Whites, reacting with both greater threat and social accuracy compared to non-suspicious POC. The current work reviews the empirical evidence on suspicion and highlights avenues for future research that explores suspicion’s origins and capacity to shape the academic and professional identities of POC.     

Incorporating if...then...personality signatures in person perception: beyond the person-situation dichotomy

Three studies investigated conditions in which perceivers view dispositions and situations as interactive, rather than independent, causal forces when making judgments about another's personality. Study 1 showed that perceivers associated 5 common trait terms (e.g., friendly and shy) with characteristic if...then... (if situation a, then the person does x, but if situation b, then the person does y) personality signatures. Study 2 demonstrated that perceivers used information about a target's stable if...then... signature to infer the target's motives and traits; dispositional judgments were mediated by inferences about the target's motivations. Study 3 tested whether perceivers draw on if...then... signatures when making judgments about Big Five trait dimensions. Together, the findings indicate that perceivers take account of person-situation interactions (reflected in if...then... signatures) in everyday explanations of social behavior and personality dispositions. Boundary conditions are also discussed.     

Dispositional attribution: multiple inferences about motive-related traits

This research views dispositional inference as a process whereby perceivers integrate multiple inferences about a target person's motives and traits. The findings suggest that although perceived motives may stimulate extra attributional processing (S. Fein, 1996), the content of the inferred motive is important as well. Perceivers learned about situational forces implying that a target person had free choice, no choice, or an ulterior motive for helpful behavior. Inferences about the target's helpfulness differed depending on whether the target's behavior was attributed to an obedience motive (no-choice condition) or to a selfish motive (ulterior-motive condition). In general, inferences about motives were more predictive of dispositional inferences than were global causal attributions (to situational vs. dispositional forces) or base rate assumptions.     

Action embellishment: an intention bias in the perception of success

Na?ve theories of behavior hold that actions are caused by an agent's intentions, and the subsequent success of an action is measured by the satisfaction of those intentions. However, when an action is not as successful as intended, the expected causal link between intention and action may distort perception of the action itself. Four studies found evidence of an intention bias in perceptions of action. Actors perceived actions to be more successful when given a prior choice (e.g., choose between 2 words to type) and also when they felt greater motivation for the action (e.g., hitting pictures of disliked people). When the intent was to fail (e.g., singing poorly), choice led to worse estimates of performance. A final experiment suggested that intention bias works independent from self-enhancement motives. In observing another actor hit pictures of Hillary Clinton and Barack Obama, shots were distorted to match the actor's intentions, even when it opposed personal wishes. Together these studies indicate that judgments of action may be automatically distorted and that these inferences arise from the expected consistency between intention and action in agency.     

Self-fulfilling prophecies: the synergistic accumulative effect of parents' beliefs on children's drinking behavior

This research examined whether mothers' and fathers' beliefs about their children's alcohol use had cumulative self-fulfilling effects on their children's future drinking behavior. Analyses of longitudinal data acquired from 115 seventh-grade children and their mothers and fathers were consistent with synergistic accumulation effects for negative beliefs: Parents' beliefs predicted the greatest degree of confirmatory behavior from children when both mothers and fathers overestimated their children's alcohol use. Results did not support synergistic accumulation effects for positive beliefs: Children's predicted future alcohol use was similar regardless of whether one parent or both underestimated their child's alcohol use. These findings suggest that the generally small self-fulfilling effects reported in the literature may underestimate the power of negative self-fulfilling prophecies to harm targets because studies have not taken into consideration the possibility that negative self-fulfilling prophecies may be more likely than positive ones to accumulate across multiple perceivers.     

Smart and easy: Co-occurring activation of spontaneous trait inferences and spontaneous situational inferences

Social perceivers have been shown to draw spontaneous trait inferences (STI’s) about the behavior of an actor as well as spontaneous situational inferences (SSI’s) about the situation the actor is in. In two studies, we examined inferences about behaviors that allow for both an STI and an SSI. In Experiment 1, using a probe recognition paradigm, we found activation of both STI’s and SSI’s. In Experiment 2, using a relearning paradigm, we again found activation of both STI’s and SSI’s, regardless of temporarily activated processing goals. Results are discussed in light of three-stage models of the process of social inference.     

Vicarious dissonance: attitude change from the inconsistency of others

Three studies support the vicarious dissonance hypothesis that individuals change their attitudes when witnessing members of important groups engage in inconsistent behavior. Study 1, in which participants observed an actor in an induced-compliance paradigm, documented that students who identified with their college supported an issue more after hearing an ingroup member make a counterattitudinal speech in favor of that issue. In Study 2, vicarious dissonance occurred even when participants did not hear a speech, and attitude change was highest when the speaker was known to disagree with the issue. Study 3 showed that speaker choice and aversive consequences moderated vicarious dissonance, and demonstrated that vicarious discomfort--the discomfort observers imagine feeling if in an actor's place--was attenuated after participants expressed their revised attitudes.     

Attributions About Morally Unreliable Characters: Relationship Closeness Affects Moral Judgments

Across 6 studies, relationship closeness strongly influenced moral attribution. First, we found that moral attributions were stronger when one interacted with an intimate compared to less intimate other. Second, we examined attributions about those who treat some people well and others badly. Moral character attributions were worse when an actor harmed an intimate relationship partner compared to a less close relationship partner. Further, the effect of relationship partner on moral attributions was influenced by perceivers’ beliefs about one’s true character. Perceivers were apt to believe that one’s true character is revealed when interacting with close others.