Attitude similarity and attraction: Validation,positive affect,and trust as sequential mediators

Effectance motivation—an urge for certainty and a feeling of being able to know, predict, and control one's environment—was initially proposed as the mechanism underlying attitude similarity effects on attraction. However, this motivation was discarded as an explanation when positive affect was identified. The presence of alternative mechanisms did not deny a role for the validation of attitudes in attraction. Therefore, we investigated the validation of one's views by those of peers as an additional mediator and its relation with two previously known mediators of positive affect and trust. As hypothesized, validation mediated attitude similarity effects when measured alone (Experiment 1) and within sequential mediation patterns involving positive affect (Experiment 2A) and trust (Experiments 2B and 2C).     

The Similarity-Attraction Link: Sequential Versus Parallel Multiple-Mediator Models Involving Inferred Attraction,Respect, and Positive Affect

We tested the hypothesis that the attitude similarity effect spreads sequentially through positive affect, respect, and inferred attraction to attraction. In Experiment 1, participants received information about a partner's similar or dissimilar attitudes and reported one of the three mediators before attraction. The similarity-attraction link was mediated by positive affect or respect but more strongly by inferred attraction. In Experiment 2, the three mediators were measured in different orders. Results falsified parallel and combined parallel-sequential multiple-mediator models and two of the fully sequential multiple-mediator models but supported four fully sequential models that were consistent with the affect-centered and affect primacy hypotheses.     

Laughing and liking: Exploring the interpersonal effects of humor use in initial social interactions

Humor is a common interpersonal phenomenon that may positively influence the trajectories of social interactions. In two social interaction experiments, we examined the association between humor and liking. The first study was a secondary analysis of data from a prior experiment (originally conducted for another purpose) in which unacquainted participants engaged in a self‐disclosure task and rated each other on various dimensions, including humor. In Experiment 2, unacquainted mixed‐sex dyads participated in a series of either humorous or similar but non‐humorous tasks. In both studies, humor was positively associated with liking and closeness; perceived reciprocal liking and enjoyment of the interaction mediated the association between humor and liking. Likewise, we found a positive association between liking and humor. Men and women did not differ in self‐reported humor use. The findings suggest that humor is a mechanism used to establish connections with others across all relationships and for both sexes. Copyright © 2013 John Wiley & Sons, Ltd.     

Trusting strangers: The benefits of reciprocal self-disclosure during online computer-mediated communication and mediating role of interpersonal liking

Reciprocal self-disclosure has reportedly been associated with increased interpersonal trust. However, existing research mainly focuses on online disclosure between acquaintances and overlooks the types of reciprocal disclosure, especially in the initial interactions between strangers communicating online. This study aimed to investigate how three types of reciprocal self-disclosure (turn-taking reciprocity, extended reciprocity and non-reciprocity) contribute to trust and the mechanism of positive interpersonal liking, and whether any effect was instant and stable or increased across two interactions during computer-mediated communication (CMC). Participants were assigned to one of the three reciprocal disclosure conditions and engaged in online interactions. Self-reported and behavioural results demonstrated higher levels of interpersonal trust and liking in the second interaction phase than in the first across all conditions. The turn-taking reciprocity condition showed higher interpersonal trust than did the extended condition, and higher interpersonal liking than did the extended and non-reciprocity conditions; this effect was apparent in both interactions. These findings help us understand the relationship between online self-disclosure and interpersonal trust, suggesting that certain patterns of communication with strangers (e.g., turn-taking reciprocity) may foster more positive social outcomes during CMC over time, while demonstrating the importance of immediacy in synchronous conversations.     

Illusory trust: Kanizsa shapes incidentally increase trust and willingness to invest

Previous research has shown that the completion of basic perceptual processes is intrinsically pleasant. In the absence of diagnostic and objective cues to trustworthiness, nondiagnostic factors such as positive affect can incidentally lead to reported and behavioral trust. On the basis of these two premises, it was tested whether positive affect from the completion of perceptual processes has implications for the formation of trust in first-time business-consumer interactions. We tested this hypothesis in four experiments, using the famous Kanizsa illusion as an exemplary perceptual process that has been shown to trigger positive affect. We found that participants trusted companies who featured a Kanizsa shape as their logo more than companies with closely matched logos that did not allow for the completion of a basic perceptual process. This was evident on self-reported (Experiment 1) as well as behavioral (Experiments 2–4) measures of trust. This effect even persisted under incentivized conditions (Experiment 4) and was partially mediated by the intrinsic pleasantness of perception (Experiment 3). These findings for the first time demonstrate that positive affect is not the only consequence of perception, but rather has further trickle-down consequences for social judgments and economic decision making. Perceptual illusions seem to elicit illusory trust. Therefore, these novel findings bear important implications not only for both logo design and marketing but also for consumer decision making.     

Understanding attraction in formal mentoring relationships from an affective perspective

Despite the critical role affect can play in mentoring, a type of close relationships in the workplace, affect has not received much attention in existing mentoring research. Drawing upon Byrne's affect-centered model of attraction, we examined the relationships among mentors' moods during their interaction with protégés, mentors' liking of protégés, and mentoring support received by protégés. Moreover, we also examined the moderating effect of protégés' emotional intelligence (EI) on the relationship between mentors' moods and liking. Based on data collected from 237 ongoing formal mentoring dyads, we found that mentors' positive moods were positively related, and negative moods were negatively related, to mentoring support received through mentors' liking. Furthermore, protégés' EI only moderated the positive relationship between mentors' positive moods and liking such that the positive relationship was stronger for protégés low on EI. Theoretical and practical implications of the findings are discussed.     

Mimicking disliked others: Effects of a priori liking on the mimicry‐liking link

The sharing of bodily states elicits in mimicker and mimickee corresponding conceptualisations, which facilitates liking. There are many studies showing the relatedness of mimicry and liking. However, the mimicry‐liking link has not been investigated under conditions in which the mimickee is liked or disliked a priori. In two studies, we examined moderating effects of a priori liking on the mimicry‐liking link. Liking was measured via self‐report measures (Studies 1 and 2) and behavioural measures using a virtual environment technology (Study 2). Results showed that when participants intentionally mimicked a disliked person, liking for that person was not improved, whereas when participants mimicked a liked person, liking for that person increased. These effects were shown to be mediated by affiliation. These studies not only provided further evidence of a link between mimicry and liking, but also demonstrated that this relationship is moderated by a priori liking. Copyright © 2009 John Wiley & Sons, Ltd.     

Gradients of attraction as a function of the fit between social setting and stimulus person characteristics: Studies of the differentiation of attitude

Two experiments compared three alternative hypotheses concerning differences in attraction to a person across interaction settings: A compartmentalization hypothesis assumes that a person's (A's) intimate and nonintimate characteristics only affect attraction to him in intimate and nonintimate interactions, respectively, and that there is no generalization of attraction across levels of intimacy. An intimacy dominance hypothesis assumes that a person's intimacy-related characteristics determine attraction to him at all levels of interaction. Finally, an intimacy threshold hypothesis assumes that a person's intimacy-related characteristics become increasingly relevant to attraction as the intimacy of interaction increases, but that these characteristics need not influence attraction at nonintimate levels of interaction. Experiment 1 supported the compartmentalization hypothesis. Attraction to a formal teacher decreased as the intimacy of the anticipated setting increased, while attraction to an informal teacher increased with increasing setting intimacy. In Experiment 2, agreement on intimate topics promoted liking for a peer while no effect was found for agreement on superficial topics. This effect only emerged for intimate interaction settings, supporting the intimacy threshold hypothesis. High positive correlations between distance preference and attraction were obtained in Experiment 1, while analogous data obtained in Experiment 2 had less clear implications.     

Attitude alignment increases trust,respect, and perceived reasoning ability to produce attraction

When others disagree with us, we like them more if they shift their attitude toward ours (i.e., engage in attitude alignment), but why? This article examined the effects of partner attitude alignment on dyadic (trust, inferred attraction) and personal (respect, perceived reasoning ability) evaluations. In two experiments, participants received feedback that imagined (Experiment 1) or real (Experiment 2) partners engaged (vs. did not engage) in attitude alignment; rated partners on trust, inferred attraction, respect (Experiments 1 and 2), and perceived reasoning ability (Experiment 2); and reported attraction. Individuals were more attracted to partners who engaged in attitude alignment because they viewed them as more trustworthy and worthy of respect and as possessing greater reasoning ability. The role of inferred attraction was unclear.     

Trust and respect as mediators of the other‐ and self‐profitable trait effects on interpersonal attraction

Mediators of the effects of other‐profitable (e.g., sincere vs. irresponsible) or self‐profitable (e.g., intelligent vs. unintelligent) traits on attraction were investigated. In Experiment 1 (N = 256), valence of a single other‐ or self‐profitable trait was varied, and trust in, respect for, and attraction toward the partner were measured. The three constructs were distinct. Moreover, the effects of the other‐profitable traits on attraction were solely mediated by trust, and those of the self‐profitable traits were mediated more strongly by respect than trust. In Experiment 2 (N = 144), an other‐profitable trait was crossed with the self‐profitable one, and diagnosticity ratings of those traits for the partner's warmth and competence and the previous three responses were taken. The five constructs were empirically distinct. Although trust mediated the effect of other‐profitable trait on attraction, there was a direct effect also. Respect was the sole mediator of the self‐profitable trait effect. Theoretical and methodological implications of these findings are discussed. Copyright © 2009 John Wiley & Sons, Ltd.     

Subjective attributes of attraction: How people characterize their liking,their love,and their being in love

Ninety-nine students (mostly women) at a German university were asked to write down how they could tell that they like someone, love someone, and arc in love with someone (or, in other words, what characterized each sentiment if experienced by them). A taxonomy of 47 characteristics (or indicators) was developed to code the responses for each of the three sentiments. Most frequently mentioned were positive mood in the other's presence (61 % for liking and 53% for love) and arousal (62% for being in love). The most distinctive (or unique) characteristic of liking was desire for interaction with the other; of love, trust in the other; and of bcing in love, arousal. Categorizing the characteristics into a cognitive, an affective, and a behavioral level, a complex pattern of main effects and interaction effects was found through analyses of variance. Gender differences were found but are not discussed because of the small male sample (n= 13). Our findings are discussed with respect to the scales developed by Rubin, Hatfield, and Sternberg, and they are placed in the context of recent research on subjective definitions of attraction sentiments (especially love).     

Extraversion and Agreeableness: Divergent Routes to Daily Satisfaction With Social Relationships

We examined the unique effects of extraversion and agreeableness (and honesty‐humility) on everyday satisfaction with family, friends, romantic life, and acquaintances, and explored potential mediators of these effects. Three diary studies (Ns = 206, 139, 185) were conducted on Singaporean university students. In Studies 1 and 2, participants rated their satisfaction with different relationship categories. In Study 3, participants rated their satisfaction and social interactions with 10 target individuals each day for a 1‐week period. Both extraversion and agreeableness predicted relationship satisfaction. However, the effect of extraversion was mediated by greater levels of trust in others, whereas the effect of agreeableness was mediated by less frequent negative exchanges (e.g., criticism, perceived anger, and perceived neglect). The effect of honesty‐humility on negative exchanges was similar to agreeableness. When both were entered as predictors, only the effect of honesty‐humility was significant. We discuss how the processes by which personality affect relationship satisfaction vary depending on the trait as well as the particular measure that is used (IPIP NEO PI‐R, California Q‐Set, and IPIP‐HEXACO).     

Multiple Mediators of the Attitude Similarity-Attraction Relationship: Dominance of Inferred Attraction and Subtlety of Affect

The authors examined the mediation of the attitude similarity–attraction relationship. When affect was the sole measured mediating variable, the hypothesized partial mediation held in Experiment 1 (N = 60). In Experiment 2 (N = 96), ratings of the 3 potential mediators (affect, inferred attraction, and cognitive evaluation) and of an irrelevant variable (inferred cognitive evaluation) were taken at 2 orders of mediator measurement. The attitude similarity-attraction link was more strongly mediated by inferred attraction than by cognitive evaluation. Surprisingly, however, the effect of affect on attraction was reversed in the multiple-mediation analysis. Post hoc analyses disclosed that affect transmitted the similarity effect from its preceding variable only to the succeeding one. Theoretical and methodological implications of the dominance of inferred attraction and the subtlety of affect are discussed.     

When increased group identification leads to outgroup liking and cooperation: the role of trust

Two studies explored the influence of group identification and the functional relations between groups on outgroup liking. In a laboratory study, Study 1 (N = 112) found that outgroup liking was highest when group identification was high and relations between groups were cooperative, but outgroup liking was lowest when group identification was high and relations were competitive. In a field replication of Study 1, Study 2 (N = 181) similarly found more liking with high group identification and cooperative relations between groups. Additional analyses revealed that the Identification x Relations interactions found in Studies 1 and 2 were mediated by outgroup trust. We discuss how trust is an important factor for predicting outgroup bias for both high and low group identification.     

Physical distance and attraction: An intensification effect

This study was designed to test the effects of both interaction distance and the quality of the interaction upon attraction. It was found that close interaction distances amplified the quality of the interaction so that for a positive interaction there was more liking for a close rather than a far partner, while for a negative interaction a close partner was liked less. The implications of this finding for research concerning crowding is discussed, as are possible explanatory mechanisms.     

Self-disclosure and liking: Effects for senders and receivers1

This experiment tested the social reward potential of self-disclosure and its impact on a receiver's attraction towards the sender. Further, a sender self-perception effect was tested. Just as a receiver is speculated to use the intimacy level of a disclosure as an indication of sender regard and trust, the self-perception hypothesis maintains that the sender also uses intimacy level to self-attribute liking and trust for the receiver. A forced-compliance procedure with college males was used to have a sender subject send either a high or low intimacy self-disclosure essay. Consistent with the social reward and self-perception hypotheses were measures of sender's behavior as trusting and measures of feelings during the disclosure process. General measures of liking and trust were not successful, however.     

When Increased Group Identification Leads to Outgroup Liking and Cooperation: The Role of Trust

ABSTRACT

Two studies explored the influence of group identification and the functional relations between groups on outgroup liking. In a laboratory study, Study 1 (N = 112) found that outgroup liking was highest when group identification was high and relations between groups were cooperative, but outgroup liking was lowest when group identification was high and relations were competitive. In a field replication of Study 1, Study 2 (N = 181) similarly found more liking with high group identification and cooperative relations between groups. Additional analyses revealed that the Identification × Relations interactions found in Studies 1 and 2 were mediated by outgroup trust. We discuss how trust is an important factor for predicting outgroup bias for both high and low group identification.     

The influence of pre-training evaluative responses on approach-avoidance training outcomes

ABSTRACT

Approach-avoidance training (AAT) has been shown to be effective in both clinical and laboratory research. However, some studies have failed to show the effects of AAT. Therefore, finding moderators of the AAT effect is a priority for further research. We investigate the moderating effect of pre-training evaluative responses towards familiar AAT targets. In particular, we test predictions: (a) that congruent responses (i.e. approach to positive targets and avoidance of negative targets) increase liking, whereas incongruent responses decrease liking; (b) that training is more effective when it can strengthen existing positivity or negativity; and (c) that ambivalence increases AAT effects. Two experiments (total N?=?132) implemented an AAT with local soft-drink brands after measuring initial positive/negative explicit evaluative components and implicit liking towards the brands. Results show no reliable evidence for training effects on consumption or rating of drinks, but participants showed more implicit liking of approached drinks than avoided drinks. Furthermore, the magnitude of implicit liking measured pre-training was positively related to the size of the training effect. Ambivalence had no direct effect on the training outcomes. These results partially support the congruency prediction and underline the importance of implicit liking prior to AAT as a moderator for AAT effects.