Engaging the consumer: The science and art of the value creation process

Regulatory engagement theory [Higgins, E. T. (2006). Value from hedonic experience and engagement. Psychological Review, 113, 439–460.] proposes that value is a motivational force of attraction to or repulsion from something, and that strength of engagement contributes to value intensity independent of hedonic and other sources of value direction. This paper reviews different sources of engagement strength, including dealing with challenges by opposing interfering forces and overcoming personal resistance, preparing for something that is likely to happen, and using “fit” or “proper” means of goal pursuit. We present evidence that each of these sources of engagement strength can intensify the value of something, and we show how stronger engagement can not only make something positive more positive but also make something negative more negative. We also discuss how these effects of stronger engagement on the value of something else are independent of actors' own personal experiences during goal pursuit. We then broaden regulatory engagement theory by describing the nature of these personal experiences from different sources of engagement strength—distinct positive experiences (e.g., feeling “pleasure” vs. feeling “right”) and distinct negative experiences (e.g., feeling “tension” vs. feeling “defiance”)—and consider the science and art of combining them with engagement strength for maximal persuasion and influence.     

Emotional Salience and the Isolation Effect

When a homogeneous list contains a few items that are different from the rest of the items in the list, these isolated items show enhanced recall compared to the same items in a list where these items are not isolated. This phenomenon, known as the isolation effect, has been explained on the basis of isolated items eliciting salience. In this experiment, negative pictures and neutral pictures were isolated at the early and late part of the list. The salience explanation would predict that participants would pay more attention to these isolated items resulting in higher judgments of learning (JOL) ratings compared to the same items in the control list. Negative pictures showed the isolation effect for both early and late isolation; however, for early isolation, JOL was similar between the isolated and non-isolated pictures indicating that the emotional isolation effect does not require emotional salience.     

“I Should not Forget the Apples!”—Mind‐Wandering Episodes Used as Opportunities for Rehearsal in an Interrupted Recall Paradigm

Mind‐wandering is mostly studied for its negative effects on ongoing cognitive tasks but may be also of adaptive value. We tested the idea of mind‐wandering providing opportunities for rehearsal by asking participants to study 20 grocery items for a recall test. After cued recall of 10 items, participants were either told that the recall task was finished or that it was interrupted for another task. All participants then performed a two‐back task during which thought contents were repeatedly probed. Cued recall of the remaining items was better in the interrupted than in the finished condition, and this effect was accompanied by a more efficient rehearsal strategy: Participants' thought‐reports in the interrupted condition revealed a stronger and more persistent engagement in shopping‐task‐related thoughts. Activating a relevant goal led to mind‐wandering episodes being persistently used as opportunities for rehearsal revealing participants' adaptive usage of off‐task thoughts.Copyright © 2017 John Wiley & Sons, Ltd.     

Training attention improves decision making in individuals with elevated self-reported depressive symptoms

Depression is often characterized by attentional biases toward negative items and away from positive items, which likely affects reward and punishment processing. Recent work has reported that training attention away from negative stimuli reduced this bias and reduced depressive symptoms. However, the effect of attention training on subsequent learning has yet to be explored. In the present study, participants were required to learn to maximize reward during decision making. Undergraduates with elevated self-reported depressive symptoms received attention training toward positive stimuli prior to performing the decision-making task (n = 20; active training). The active-training group was compared to two other groups: undergraduates with elevated self-reported depressive symptoms who received placebo training (n = 22; placebo training) and a control group with low levels of depressive symptoms (n = 33; nondepressive control). The placebo-training depressive group performed worse and switched between options more than did the nondepressive controls on the reward maximization task. However, depressives that received active training performed as well as the nondepressive controls. Computational modeling indicated that the placebo-trained group learned more from negative than from positive prediction errors, leading to more frequent switching. The nondepressive control and active-training depressive groups showed similar learning from positive and negative prediction errors, leading to less-frequent switching and better performance. Our results indicate that individuals with elevated depressive symptoms are impaired at reward maximization, but that the deficit can be improved with attention training toward positive stimuli.     

Team–Member Exchange and Work Engagement: Does Personality Make a Difference?

Purpose

Adopting a person–situation interactionist framework, this study examined the joint effects of employee personality (i.e., extraversion, neuroticism, and conscientiousness) and social exchange relationships with peers (i.e., team–member exchange; TMX) in predicting work engagement.

Methodology

This study is based on survey responses from 235 Chinese employees collected at two time points with 3 months in between. We conducted moderated regression analyses to test the hypotheses that employees higher in extraversion or conscientiousness or lower in neuroticism would demonstrate a stronger TMX–work engagement relation.

Findings

Results from this study showed that the three focal personality traits moderated the TMX–engagement relation simultaneously. Specifically, the positive TMX–engagement relation was stronger for employees with higher extraversion or lower neuroticism than that for their counterparts. Interestingly, the TMX–engagement relation was positive for employees lower in conscientiousness but negative for those higher in conscientiousness.

Implications

These findings support the notion that lateral social exchange relationships in the workplace (i.e., TMX) are an important antecedent of work engagement and, more importantly, their beneficial effects on work engagement are contingent on certain types and/or levels of personality traits.

Originality/Value

This study not only advances our understanding of presumed antecedents of work engagement but also opens a new door for future research on work engagement by highlighting the importance of a person–situation interactionist framework.     

Seeing the big picture: Broadening attention relieves sadness and depressed mood

We examined whether the broadened attentional scope would affect people's sad or depressed mood with two experiments, enlightened by the meaning of “seeing the big picture” and the broaden‐and‐build model. Experiment 1 (n = 164) is a laboratory‐based experiment, in which we manipulated the attentional scope by showing participants zoomed‐out or zoomed‐in scenes. In Experiment 2 (n = 44), we studied how depressed mood and positive and negative emotions were affected when participants watched distant versus proximal scenes for eight weeks in real life. Healthy participants in Experiment 1, who were induced to feel sad, could return to the baseline mood after having the broadened attention task but not after having the narrowed attention task, which indicated that immediate attention broadening manipulation could function as antidotes for the lingering effects of induced negative emotions. Participants with depressed mood in Experiment 2 showed reduced depressed mood, increased positive affect, and decreased negative affect after receiving attention broadening training compared to those receiving attention narrowing training. Our findings suggest a robust role of broadened attentional scope in relieving negative emotions and even mildly depressed mood in the long run.     

The World at 7:00: Comparing the Experience of Situations Across 20 Countries

The purpose of this research is to quantitatively compare everyday situational experience around the world. Local collaborators recruited 5,447 members of college communities in 20 countries, who provided data via a Web site in 14 languages. Using the 89 items of the Riverside Situational Q‐sort (RSQ), participants described the situation they experienced the previous evening at 7:00 p.m. Correlations among the average situational profiles of each country ranged from r = .73 to r = .95; the typical situation was described as largely pleasant. Most similar were the United States/Canada; least similar were South Korea/Denmark. Japan had the most homogenous situational experience; South Korea, the least. The 15 RSQ items varying the most across countries described relatively negative aspects of situational experience; the 15 least varying items were more positive. Further analyses correlated RSQ items with national scores on six value dimensions, the Big Five traits, economic output, and population. Individualism, Neuroticism, Openness, and Gross Domestic Product yielded more significant correlations than expected by chance. Psychological research traditionally has paid more attention to the assessment of persons than of situations, a discrepancy that extends to cross‐cultural psychology. The present study demonstrates how cultures vary in situational experience in psychologically meaningful ways.     

Promoting success or preventing failure: cultural differences in motivation by positive and negative role models

In two studies, cross-cultural differences in reactions to positive and negative role models were examined. The authors predicted that individuals from collectivistic cultures, who have a stronger prevention orientation, would be most motivated by negative role models, who highlight a strategy of avoiding failure; individuals from individualistic cultures, who have a stronger promotion focus, would be most motivated by positive role models, who highlight a strategy of pursuing success. In Study 1, the authors examined participants' reported preferences for positive and negative role models. Asian Canadian participants reported finding negative models more motivating than did European Canadians; self-construals and regulatory focus mediated cultural differences in reactions to role models. In Study 2, the authors examined the impact of role models on the academic motivation of Asian Canadian and European Canadian participants. Asian Canadians were motivated only by a negative model, and European Canadians were motivated only by a positive model.     

Time course of attentional bias to emotional scenes in anxiety: Gaze direction and duration

Pictures of emotionally neutral, positive, and negative (threat- or harm-related) scenes were presented for 3 seconds, paired with nonemotional control pictures. The eye fixations of high and low trait anxiety participants were monitored. Intensity of stimulus emotionality was varied, with two levels of perceptual salience for each picture (colour vs. greyscale). Regardless of perceptual salience, high anxiety was associated with preferential attention: (a) towards all types of emotional stimuli in initial orienting, as revealed by a higher probability of first fixation on the emotional picture than on the neutral picture of a pair; (b) towards positive and harm stimuli in a subsequent stage of early engagement, as shown by longer viewing times during the first 500 ms following onset of the pictures; and with (c) attention away from (i.e., avoidance) harm stimuli in a later phase, as indicated by shorter viewing times and lower frequency of fixation during the last 1000 ms of picture exposure. This suggests that the nature of the attentional bias varies as a function of the time course in the processing of emotional pictures.     

Time course of attentional bias to emotional scenes in anxiety: Gaze direction and duration

Pictures of emotionally neutral, positive, and negative (threat‐ or harm‐related) scenes were presented for 3 seconds, paired with nonemotional control pictures. The eye fixations of high and low trait anxiety participants were monitored. Intensity of stimulus emotionality was varied, with two levels of perceptual salience for each picture (colour vs. greyscale). Regardless of perceptual salience, high anxiety was associated with preferential attention: (a) towards all types of emotional stimuli in initial orienting, as revealed by a higher probability of first fixation on the emotional picture than on the neutral picture of a pair; (b) towards positive and harm stimuli in a subsequent stage of early engagement, as shown by longer viewing times during the first 500 ms following onset of the pictures; and with (c) attention away from (i.e., avoidance) harm stimuli in a later phase, as indicated by shorter viewing times and lower frequency of fixation during the last 1000 ms of picture exposure. This suggests that the nature of the attentional bias varies as a function of the time course in the processing of emotional pictures.     

Conceptual complexity,environment complexity,communication salience and attitude change

Hypotheses derived from the Harvey, Hunt and Schroder personality organization system were tested in an attitude change situation. Female subjects selected for extremeness of conceptual structure and negative attitude toward women's equality were subjected to a sensory deprivation, a normal control or an overstimulation environment in which a high salience (HS) or a low salience (LS) communication was presented. The main prediction of a three-way interaction among conceptual structure, communication salience and environmental complexity received some support. Concrete individuals who received the HS communication showed significantly more change than those who received the LS communication. The expected reversal of this effect for abstract individuals was not found. The HS communication produced significantly greater change than the LS communication, and this difference was significantly related to environmental complexity. These findings were discussed in terms of McGuire's and Berlyne's respective proposals concerning comprehension-yielding, and arousal reduction.     

When death is not a problem: Regulating implicit negative affect under mortality salience

Terror management theory assumes that death arouses existential anxiety in humans which is suppressed in focal attention. Whereas most studies provide indirect evidence for negative affect under mortality salience by showing cultural worldview defenses and self‐esteem strivings, there is only little direct evidence for implicit negative affect under mortality salience. In the present study, we assume that this implicit affective reaction towards death depends on people's ability to self‐regulate negative affect as assessed by the personality dimension of action versus state orientation. Consistent with our expectations, action‐oriented participants judged artificial words to express less negative affect under mortality salience compared to control conditions whereas state‐oriented participants showed the reversed pattern.     

Differential weighting in choice versus advice: I’ll do this,you do that

We propose that when individuals make a decision for themselves they weight attributes more uniformly compared to when they give advice. In Study 1, 138 participants were given a hypothetical choice between two jobs varying on two dimensions and asked either to choose for themselves, offer advice to a best friend, or offer advice to an acquaintance. We hypothesized that respondents offering advice would favor the option with the higher value on the more important dimension. More participants in the acquaintance condition recommended the job with a higher value on the important dimension than participants making the choice for themselves. Study 2 (N=62) tested the hypothesis in a situation where the options consisted of three dimensions. One option was relatively high on two of the three dimensions and the other option was relatively high on the remaining ‘socially important’, or ‘prominent’, dimension. The uniform weighting hypothesis for self‐choice predicts higher frequency of choice for the former option. Data were consistent with this prediction. Study 3 (N=170) tested the hypothesis in students' choice of major at the university. We made use of an actual event, a pending university budget cut, that would require some students to change majors. Participants either made the decision for themselves, made a recommendation to a student in their same department, or made a recommendation to a student in another department facing the analogous dilemma. Replicating the findings of the first two studies, participants offering advice to a student in another department suggested staying with their current major significantly more than participants making the choice for themselves. Copyright © 1999 John Wiley & Sons, Ltd.     

The Interactive Effects of Affective Demeanor,Cognitive Processes,and Perspective-Taking Focus on Helping Behavior

Abstract

The author manipulated affective demeanor (positive or negative) and cognitive processes (positive or negative) displayed by a target person, along with the perspective-taking focus (affect or cognitions) of participants, to assess the unique and interactive effects of those variables on the participants' helping behavior, operationalized as time volunteered to help other students. An ethnically diverse sample (N = 109) of U.S. working adults (mean age = 31.56 years, SD = 8.21) viewed a videotape of a female target talking about returning to college. Participants adopting an affective perspective-taking focus volunteered more time than did those who adopted a cognitive perspective-taking focus. Also, a significant interaction between participants' perspective-taking focus and target's affective demeanor revealed that participants who focused on the target's feelings and who viewed a warm, cheerful target volunteered more time than did the other groups. Moreover, a significant interaction between participants' perspective-taking focus and target's cognitive processes revealed that the participants who focused on the target's feelings and who viewed a confused and unfocused target volunteered more time than did the other groups. The author also discusses the relationship between empathy, personal distress, and helping.     

When being far away is good: Exploring how mortality salience,regulatory mode,and goal progress affect judgments of meaning in life

Research indicates that death‐relevant thoughts (mortality salience) have a nuanced effect on judgments of life's meaningfulness. Thoughts of death diminish meaning in life only among people who lack or do not readily engage psychological structures that confer meaning. Building on this past research, the current research examined how an important source of meaning, long‐term goal progress, affects the ways that death‐relevant cognitions impact judgments of life's meaning. In Study 1 (N = 118), mortality salience decreased perceptions of meaning in life only among participants who were induced to feel closer to (vs. farther from) completing a long‐term goal. Study 2 (N = 259) extended these findings by demonstrating the moderating influence of individual differences in locomotion. Mortality salience again decreased perceptions of meaning in life among participants who felt closer to accomplishing a long‐term goal, but it only did so among people who do not quickly adopt new goals to pursue (i.e., those low in locomotion). The implications of these findings for better understanding how people maintain meaning in the face of existential concerns and how aspects of goal pursuit affect these processes are discussed.     

Figural emphasis and person perception

Based on Jones and Nisbett's (1972) proposition that actor-observer differences in causal attributions derive from differences in attentional focus, it was hypothesized that observers' focus of attention would influence their causal attributions for an actor's behavior. More specifically, it was predicted that the behavior of an actor who was the focus of attention by virtue of some salient physical attribute would be attributed by observers more to dispositional causes and less to situational causes than would the behavior of a less physically salient actor. The manipulations of physical salience were based upon Gestalt laws of figural emphasis in object perception. They included brightness (Study I), motion (Study II), pattern complexity (Study III), and contextual novelty (Studies IV and V). The results revealed that the salinece of the actors' environments (i.e., the other people present) rather than the salience of the actor him/herself had the most consistent influence on causal attributions. When environmental salience was high, behavior was attributed relatively more situationally than when it was low. Prior research findings are considered in light of the proposition that causal attributions for an actor's behavior vary only with the salience of his/her environment, and additional implications of this phenomenon are suggested. Some ambiguities in the application of Gestalt principles to the perception of people are discussed.     

Adaptive memory: The survival-processing memory advantage is not due to negativity or mortality salience

Recent research has highlighted the adaptive function of memory by showing that imagining being stranded in the grasslands without any survival material and rating words according to their survival value in this situation leads to exceptionally good memory for these words. Studies examining the role of emotions in causing the survival-processing memory advantage have been inconclusive, but some studies have suggested that the effect might be due to negativity or mortality salience. In Experiments 1 and 2, we compared the survival scenario to a control scenario that implied imagining a hopeless situation (floating in outer space with dwindling oxygen supplies) in which only suicide can avoid the agony of choking to death. Although this scenario was perceived as being more negative than the survival scenario, the survival-processing memory advantage persisted. In Experiment 3, thinking about the relevance of words for survival led to better memory for these words than did thinking about the relevance of words for death. This survival advantage was found for concrete, but not for abstract, words. The latter finding is consistent with the assumption that the survival instructions encourage participants to think about many different potential uses of items to aid survival, which may be a particularly efficient form of elaborate encoding. Together, the results suggest that thinking about death is much less effective in promoting recall than is thinking about survival. Therefore, the survival-processing memory advantage cannot be satisfactorily explained by negativity or mortality salience.     

Belief in gene technology: The influence of environmental attitudes and gender

In the past, different items for measuring acceptance of gene technology were used, making comparison of results from different opinion polls rather difficult. A scale consisting of five items for assessing belief in gene technology was developed. Analysis yielded that the items form a strong Mokken scale. Results indicated that environmental attitudes and gender predict acceptance of gene technology. Participants who value nature for its own sake had negative attitudes and participants valuing nature because of its usefulness and benefits to humans had positive attitudes toward gene technology. Participants were randomly selected students from a Swiss University (N = 891).     

Perspective taking and theory of mind in hide and seek

Does theory of mind play a significant role in where people choose to hide an item or where they search for an item that has been hidden? Adapting Anderson’s "Hide-Find Paradigm" Anderson et al. (Action, Perception and Performance, 76, 907–913, 2014) participants viewed homogenous or popout visual arrays on a touchscreen table. Their task was to indicate where in the array they would hide an item, or to search for an item that had been hidden, by either a friend or a foe. Critically, participants believed that their sitting location at the touchtable was the same as—or opposite to—their partner's location. Replicating Anderson et al., participants tended to (1) select items nearer to themselves on homogenous displays, and this bias was stronger for a friend than foe; and (2) select popout items, and again, more for a friend than foe. These biases were observed only when participants believed that they shared the same physical perspective as their partner. Collectively, the data indicate that theory of mind plays a significant role in hiding and finding, and demonstrate that the hide-find paradigm is a powerful tool for investigating theory of mind in adults.