Bicultural self‐defense in consumer contexts: Self‐protection motives are the basis for contrast versus assimilation to cultural cues

Studies of social judgment found that the way bicultural individuals respond to cultural cues depends on their cultural identity structure. Biculturals differ in the degree to which they represent their two cultural identities as integrated (vs. nonintegrated), which is assessed as high (vs. low) bicultural identity integration (BII), respectively. High BII individuals assimilate to cultural cues, yet low BII individuals contrast to these cues. The current studies reveal that this dynamic extends to consumer behavior and elucidate the underlying psychological mechanism. We found that high (low) BII individuals exhibit assimilation (contrast) responses to cultural cues in consumer information‐seeking and choice. Furthermore, the pattern occurs with both subliminal (study 1) and supraliminal (study 2) cultural primes, and is mediated by the experience of identity exclusion threat (study 2). Results suggest that the interactive effect of BII and cultural cues arises from nonconscious defense against the exclusion of a cultural identity. Implications for self‐protective processes, automatic behavior, and marketing are discussed.     

Assimilation and contrast in social comparisons as a consequence of self‐construal activation

We extended existing research about self‐construal activation to the study of social comparisons, specifically to self–other similarity ratings. Independent self‐knowledge substantiates the notion of dissimilarity, whereas interdependent self‐knowledge implies similarity with others. Therefore, perceived self–other similarity was predicted to decrease after independent and increase after interdependent self‐knowledge priming. However, we expected such assimilation effects to occur only if the priming was subtle, but contrast effects if it was overt. In order to test this hypothesis, we developed a scrambled sentences test for priming the respective self‐knowledge. The unscrambled sentences described the self either in terms of independence or interdependence. The subtlety of this priming was manipulated by having participants write down either the full sentences (overt priming) or only the remaining word in each item (subtle priming). Results confirmed the predictions. Underlying cognitive processes of the effects are discussed. Copyright © 2000 John Wiley & Sons, Ltd.     

I,me, mine: Automatic attentional capture by self‐related stimuli

Drawing on decades of research suggesting an attentional advantage for self‐related information, researchers generally assume that self‐related stimuli automatically capture attention. However, a literature review reveals that this claim has not been systematically examined. We aimed to fill in this dearth of evidence. Following a feature‐based account of automaticity, we set up four experiments in which participants were asked to respond to a target preceded by a cue, which was self‐related or not. In Experiment 1, larger cuing effects (faster reaction times to valid versus invalid trials) were found with a participant's own name compared with someone else's name. In Experiment 2, we replicated these results with unconscious cues. Experiment 3 suggested that these effects are not likely driven by familiarity. In Experiment 4, participants experienced greater difficulties from having their attention being captured by their own compared with someone else's name. We conclude that attentional capture by self‐related stimuli is automatic in the sense that it is unintentional, unconscious, and uncontrolled. Implications for self‐regulation and intergroup relations are discussed. Copyright © 2012 John Wiley & Sons, Ltd.     

The rich are different: Unravelling the perceived and self‐reported personality profiles of high‐net‐worth individuals

Beyond money and possessions, how are the rich different from the general population? Drawing on a unique sample of high‐net‐worth individuals from Germany (≥1 million Euro in financial assets; N = 130), nationally representative data (N = 22,981), and an additional online panel (N = 690), we provide the first direct investigation of the stereotypically perceived and self‐reported personality profiles of high‐net‐worth individuals. Investigating the broad personality traits of the Big Five and the more specific traits of narcissism and locus of control, we find that stereotypes about wealthy people's personality are accurate albeit somewhat exaggerated and that wealthy people can be characterized as stable, flexible, and agentic individuals who are focused more on themselves than on others.     

Categorizing at the group‐level in response to intragroup social comparisons: a self‐categorization theory integration of self‐evaluation and social identity motives

Two experiments examined how people respond to upward social comparisons in terms of the extent to which they categorize the self and the source of comparison within the same social group. Self‐evaluation maintenance theory (SEM) suggests that upward ingroup comparisons can lead to the rejection of a shared categorization, because shared categorization makes the comparison more meaningful and threatening. In contrast, social identity theory (SIT) suggests that upward ingroup comparisons can lead to the acceptance of shared categorization because a high‐performing ingroup member enhances the ingroup identity. We attempted to resolve these differing predictions using self‐categorization theory, arguing that SEM applies to contexts that make salient one's personal identity, and SIT applies to contexts that make collective identity salient. Consistent with this perspective, the level of identity activated in context moderated the effect of an upward ingroup comparison on the acceptance of shared social categorization. Copyright © 2006 John Wiley & Sons, Ltd.     

When objects are close to me: Affordances in the peripersonal space

In the present study, we investigated, using language, which motor information is automatically activated by observing 3-D objects (i.e., manipulation vs. function) and whether this information is modulated by the objects' location in space. Participants were shown 3-D pictures of objects located in peripersonal versus extrapersonal space. Immediately after, they were presented with function, manipulation, or observation verbs (e.g., "to drink," "to grasp," "to look at") and were required to judge whether the verb was compatible with the presented object. We found that participants were slower with observation verbs than with manipulation and function verbs. With both function and manipulation verbs, participants were faster when objects were presented in reachable space. Interestingly, the fastest response times were recorded when participants read function verbs while objects were presented in the accessible space. Results suggest that artifacts are first conceived in terms of affordances linked to manipulation and use, and that affordances are differently activated, depending on context.     

When multiple identities compete: The role of centrality in self‐brand connections

The current research provides a framework for understanding how centrality impacts people's choice of brands and related brand connectedness. Motivated by the need to validate their self‐image, individuals use brands to express and confirm their identities. The authors hypothesize that greater centrality of the identity to the self strengthens the connectedness an individual has for brands with value‐expressive properties. Three studies using experimental designs examined whether people whose identity is central to their self‐conception leads to stronger self‐brand connectedness than peripheral identities. In study 1, the results showed that people whose shopping identity was central (versus peripheral) to their self‐concept led to stronger self‐brand connections. Study 2 replicated the findings of study 1 employing brand symbolism as a moderator. Brands high in symbolic properties led to stronger brand connections for an individual's central identities compared with their peripheral identities. Study 3 replicated the influence of centrality on brand choice and self‐brand connections by generalizing this effect to reference group identities. Collectively, the studies provide evidence that individuals integrate brand associations into their self‐concept on the basis of both the centrality of the identity and the level of symbolism the brands holds for an identity. Copyright © 2013 John Wiley & Sons, Ltd.     

You deplete me: Impacts of providing positive and negative event support on self‐control

We examined how providing social support may reduce self‐control. Participants who reported greater effectiveness concerns and emotion regulation while providing daily support showed greater behavioral and subjective depletion; moreover, supporting partners' negative events tended to involve greater concerns and emotion regulation than partners' positive events (Study 1). It was the act of providing support (and not just listening to events) that led to depletion (Study 2), and manipulating individuals to have greater concerns about support effectiveness caused them to show less self‐control (Study 3). Overall, the results suggest that support provision can reduce self‐control in a variety of ways (influencing persistence, focus, and feelings of exhaustion), particularly when there are concerns about effectiveness and the need to regulate emotions.     

How temporal distance from past selves influences self‐perception

The present studies examine how perceived temporal distance from past selves influences perceptions of the current self. Participants recalled their past self either at age 9 or 15. These two past selves differ in levels of identification with gender and thus denote different standards of comparison. Three hypotheses were tested. Temporal distance should determine whether recalled past selves produce assimilation or contrast effects on the current self. Second, temporal comparison effects should be weaker when people recall their past in terms of stable, relatively enduring characteristics (e.g. traits). Third, past selves should to a greater extent be biased by stereotypical knowledge about former lifetime periods the farther away individuals feel from past selves. Past selves coloured by stereotypical knowledge are more extreme and should thus produce stronger judgemental effects on the current self. The results supported the hypotheses. Implications for autobiographical remembering are discussed. Copyright © 2007 John Wiley & Sons, Ltd.     

Motivation and self‐regulation: The role of want‐to motivation in the processes underlying self‐regulation and self‐control

Research on self‐regulation has largely focused on the idea of effortful self‐control, which assumes that exerting willpower will lead to greater success. However, in recent years, research has challenged this perspective and instead proposes that effortless self‐regulation is more adaptive for long‐term goal pursuit. Taking into consideration the burgeoning literature on effortless self‐regulation, here we propose that motivation—or the reasons why we pursue our goals—plays an integral role in this process. The objective of the present paper is to highlight how motivation can play a role in how self‐regulation unfolds. Specifically, we propose that pursuing goals because you want‐to (vs. have‐to) is associated with better goal attainment as a function of experiencing less temptations and obstacles. While the reason why want‐to motivation relates to experiencing fewer obstacles has yet to be thoroughly explored, here we propose some potential mechanisms drawing from recent research on self‐regulation. We also provide recommendations for future research, highlighting the importance of considering motivation in the study of self‐regulatory processes.     

When being a girl matters less: Accessibility of gender‐related self‐knowledge in single‐sex and coeducational classes and its impact on students' physics‐related self‐concept of ability

Background . Establishing or preserving single‐sex schooling has been widely discussed as a way of bringing more girls into the natural sciences. Aims . We test the assumption that the beneficial effects of single‐sex education on girls' self‐concept of ability in masculine subjects such as physics are due to the lower accessibility of gender‐related self‐knowledge in single‐sex classes. Sample . N = 401 eighth‐graders (mean age 14.0 years) from coeducational comprehensive schools. Methods . Random assignment of students to single‐sex vs. coeducational physics classes throughout the eighth grade. At the end of the year, students' physics‐related self‐concept of ability was measured using a questionnaire. In a subsample of N = 134 students, the accessibility of gender‐related self‐knowledge during physics classes was assessed by measuring latencies and endorsement of sex‐typed trait adjectives. Results . Girls from single‐sex physics classes reported a better physics‐related self‐concept of ability than girls from coeducational classes, while boys' self‐concept of ability did not vary according to class composition. For both boys and girls, gender‐related self‐knowledge was less accessible in single‐sex classes than in mixed‐sex classes. To the extent that girls' feminine self‐knowledge was relatively less accessible than their masculine self‐knowledge, their physics‐related self‐concept of ability improved at the end of the school year. Conclusions . By revealing the importance of the differential accessibility of gender‐related self‐knowledge in single‐ and mixed‐sex settings, our study clarifies why single‐sex schooling helps adolescents to gain a better self‐concept of ability in school subjects that are considered inappropriate for their own sex.     

Mnemic neglect and self‐threat: Trait modifiability moderates self‐protection

The mnemic neglect effect is the phenomenon of disproportionately poor recall for threatening (rather than non‐threatening) feedback that refers to the self (rather than another person). Does trait modifiability moderate mnemic neglect? We hypothesized that mnemic neglect will be present for feedback on unmodifiable traits, but absent for feedback on modifiable traits. In the latter case, the feedback would be lower in threat potential because its consequences are fleeting and steps to prevent its reoccurrence are possible. Participants received mixed (threatening and non‐threatening) feedback that referred either to the self or another person. The feedback pertained to (central and peripheral) self‐conceptions that were either unmodifiable or modifiable. In support of the hypothesis, mnemic neglect emerged for feedback on unmodifiable, but not modifiable, traits. The findings illustrate the selective and strategic nature of self‐protection. Copyright © 2004 John Wiley & Sons, Ltd.     

Nostalgia counteracts self‐discontinuity and restores self‐continuity

Nostalgia is a resource that functions, in part, as a response to self‐discontinuity and a source of self‐continuity. We tested and supported this regulatory role of nostalgia in the tradition of establishing a causal chain. In Study 1, we examined the naturalistic association between events precipitating self‐discontinuity and nostalgia. Self‐discontinuity, especially when stemming from negative life events, was associated with higher proneness to nostalgia. In Study 2, we experimentally induced negative self‐discontinuity (i.e. relatively disruptive), positive self‐discontinuity (i.e. relatively non‐disruptive) or self‐continuity (i.e. neutral non‐disruptiveness) and subsequently assessed state levels of nostalgia. Only negative self‐discontinuity evoked heightened nostalgia. In Study 3, we experimentally induced nostalgia (versus ordinary autobiographical recollection) and assessed self‐continuity. Nostalgia augmented self‐continuity. In Study 4, we experimentally induced nostalgia (versus ordinary autobiographical recollection versus positive autobiographical recollection) and assessed self‐continuity. Again, nostalgia augmented self‐continuity and did so above and beyond positive affect. Here, we ruled out demand characteristics as a rival hypothesis. Taken together, the findings clarify the role of nostalgia in the dynamic between self‐discontinuity and self‐continuity and elucidate the restorative properties of nostalgia for the self‐system. Copyright © 2014 John Wiley & Sons, Ltd.     

Chameleonic social identities: Context induces shifts in homosexuals' self‐stereotyping and self‐categorization

Do people align their self‐concepts to the environment? It was predicted that low‐status (homosexuals), but not high‐status group members (heterosexuals), respond to environmental cues by shifting the type of self‐categorization and self‐stereotyping. In the presence (vs. absence) of environmental cues to sexual orientation, homosexual individuals felt more talented for typically homosexual jobs and showed greater self‐stereotyping on typically homosexual traits (Experiment 1). Using implicit measures of self‐categorization and self‐stereotyping, we observed parallel findings for homosexuals, but not for heterosexuals (Experiment 2). Results are discussed in relation to research on stigma, with particular attention to the potential benefits for low‐status group members of changing their implicit self‐concept flexibly across situations. Copyright © 2013 John Wiley & Sons, Ltd.     

Body posture effects on self‐evaluation: A self‐validation approach

Building on the notion of embodied attitudes, we examined how body postures can influence self‐evaluations by affecting thought confidence, a meta‐cognitive process. Specifically, participants were asked to think about and write down their best or worse qualities while they were sitting down with their back erect and pushing their chest out (confident posture) or slouched forward with their back curved (doubtful posture). Then, participants completed a number of measures and reported their self‐evaluations. In line with the self‐validation hypothesis, we predicted and found that the effect of the direction of thoughts (positive/negative) on self‐related attitudes was significantly greater when participants wrote their thoughts in the confident than in the doubtful posture. These postures did not influence the number or quality of thoughts listed, but did have an impact on the confidence with which people held their thoughts. Copyright © 2009 John Wiley & Sons, Ltd.     

Losing a self‐expanding relationship: Implications for the self‐concept

Previous research suggests that new relationships expand the self‐concept. The present research applies concepts from the self‐expansion model to examine the conditions under which relationship dissolution may influence the self‐concept. We hypothesized that the more expansion provided by a relationship predissolution, the greater the contraction of the working self‐concept postdissolution, and that this pattern would remain when controlling for predissolution closeness. These hypotheses were tested using recall of relationship qualities for recently dissolved relationships (Studies 1 and 2), as well as with a priming experiment (Study 3). The findings over the 3 studies supported both hypotheses. Those with higher levels of self‐expansion in predissolution relationships showed more detrimental impact on their working self‐concept postdissolution, even after controlling for predissolution closeness.     

Identification With All Humanity: The role of self‐definition and self‐investment

Identification With All Humanity (IWAH) relates to higher levels of concern and supportive behavior toward the disadvantaged, stronger endorsement of human rights, and stronger responses in favor of global harmony. So far, IWAH has been conceptualized as a one‐dimensional construct describing the degree with which one identifies with all humans as a superordinate ingroup. However, recent group identification models suggest a multi‐dimensional model to provide a more differentiated approach toward the understanding of the highest level of social identification. Using principal axis (Study 1) and confirmatory (Study 2) factor analyses, we suggest that IWAH sub‐divides into two dimensions—global self‐definition and global self‐investment. Study 2 revealed that global self‐investment was a stronger predictor for both convergent measures (e.g., social dominance orientation and authoritarianism) and behavioral intentions than global self‐definition. Finally, in Study 3, we manipulated IWAH to test its causal effect on donation behavior. Participants in the experimental condition, compared with the control condition, showed higher global self‐investment, which in turn predicted greater giving to global charity. These findings suggest that two dimensions with different behavioral outcomes underlie IWAH.