Your ethnic model speaks to the culturally connected: Differential effects of model ethnicity in advertisements and the role of cultural self‐construal

This paper examines self‐construal and consumer self‐referencing as a mechanism for explaining ethnicity effects in advertising. Data were collected from a 2 (participant ethnicity: Turkish versus Kurdish) × 2 (model ethnicity: Turkish versus Kurdish) × 2 (self‐construal: independent versus interdependent) experiment. Results show that (i) individuals with interdependent self‐construal display more positive evaluations towards an in‐group ethnic ad model than do individuals with independent self‐construal; (ii) ethnic minority individuals (Kurdish people) self‐referenced more advertising portrayals of models of a similar ethnicity than models of a different ethnicity, as did ethnic majority individuals (Turkish people); (iii) ethnic minority individuals who experienced high levels of self‐referencing exhibited more favourable attitude towards the advertisement, attitude towards the brand and a higher purchase intention than ethnic minority individuals who experienced low levels of self‐referencing; and (iv) self‐referencing is found to partially mediate the relationship between culturally constructed self‐concept (self‐construal) and ethnicity on consumer evaluations for interdependent subjects. Theoretical and practical implications are discussed. Copyright © 2015 John Wiley & Sons, Ltd.     

Comparisons over time: Temporal trajectories,social comparison,and self‐evaluation

Social comparison information fluctuates over time. We examined how people evaluate their task performance and ability after receiving test feedback specifying not only that they ranked above or below average, but also that their social status was rising, falling, or remaining constant. Participants' self‐evaluations were more positive when their social standing was rising over time rather than remaining constant. On the other hand, participants whose status was falling did not evaluate themselves less favorably than those with a constant position in the performance distribution. These reactions to performance feedback were observed on self‐evaluations of ability, but not on more even‐handed assessments of performance. Implications for social comparison and self‐evaluation maintenance theories are discussed. Copyright © 2010 John Wiley & Sons, Ltd.     

Faulty Self‐Assessment: Why Evaluating One's Own Competence Is an Intrinsically Difficult Task

People's perception of their competence often diverges from their true level of competence. We argue that people have such erroneous view of their competence because self‐evaluation is an intrinsically difficult task. People live in an information environment that does not contain all the data they need for accurate self‐evaluation. The information environment is insufficient in two ways. First, when making self‐judgments, people lack crucial categories of information necessary to reach accurate evaluations. Second, although people receive feedback over time that could correct faulty self‐assessments, this feedback is often biased, difficult to recognize, or otherwise flawed. Because of the difficulty in making inferences based on such limited and misleading data, it is unreasonable to expect that people will prove accurate in judgments of their skills.     

Brand placement disclosure effects on persuasion: The moderating role of consumer self‐control

The inclusion of branded products in media entertainment has become a popular marketing strategy, because viewers are less likely to recognize the persuasive intent of sponsored content as compared with traditional advertising. To guarantee fair communication and protect consumers against unobtrusive persuasion attempts, European media policy has obligated broadcasters to disclose the presence of brand placement in their television shows. Recent studies demonstrate that disclosures raise viewers' persuasion knowledge; however, the circumstances under which brand placement disclosures may affect brand evaluations and resistance to the persuasive impact of brand placement are still unclear. In two experiments, we uncovered self‐control depletion as an important moderator of disclosure effects on brand evaluations and resistance to brand placement influence. Whereas disclosures increase resistance and decrease persuasion for viewers not depleted of their self‐control, disclosures do not affect resistance and even result in more favorable brand evaluations when viewers' self‐control is depleted by a previous self‐control task. Because a state of self‐control depletion can be perceived as the “couch‐potato” mindset in which people expose themselves to entertaining television content, our findings imply that instead of protecting consumers from hidden persuasion, disclosures may unintentionally increase the persuasive effects of brand placement. We discuss several possible mechanisms that could explain our findings. Copyright © 2016 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.     

The role of stress mindset in shaping cognitive,emotional, and physiological responses to challenging and threatening stress

Background and objectives: Prior research suggests that altering situation-specific evaluations of stress as challenging versus threatening can improve responses to stress. The aim of the current study was to explore whether cognitive, physiological and affective stress responses can be altered independent of situation-specific evaluations by changing individuals’ mindsets about the nature of stress in general.

Design: Using a 2?×?2 design, we experimentally manipulated stress mindset using multi-media film clips orienting participants (N?=?113) to either the enhancing or debilitating nature of stress. We also manipulated challenge and threat evaluations by providing positive or negative feedback to participants during a social stress test.

Results: Results revealed that under both threat and challenge stress evaluations, a stress-is-enhancing mindset produced sharper increases in anabolic (“growth”) hormones relative to a stress-is-debilitating mindset. Furthermore, when the stress was evaluated as a challenge, a stress-is-enhancing mindset produced sharper increases in positive affect, heightened attentional bias towards positive stimuli, and greater cognitive flexibility, whereas a stress-is-debilitating mindset produced worse cognitive and affective outcomes.

Conclusions: These findings advance stress management theory and practice by demonstrating that a short manipulation designed to generate a stress-is-enhancing mindset can improve responses to both challenging and threatening stress.     

Explicit thoughts of security activate implicit self‐doubt in anxiously attached participants

People high in attachment‐related anxiety experience greater anxieties and ambivalence (e.g., M. Mikulincer, P. R. Shaver, N. Bar‐On, & T. Ein‐Dor, 2010 ) when feelings of relationship security are activated. The current research suggests that anxiously attached people also experience a decrease in implicit feelings of self‐worth. Across two studies participants high (vs. low) in attachment anxiety reported more negative implicit self‐evaluations after thinking about a time they felt loved and cared for by a close other. Study 2 further revealed that more negative implicit self‐evaluations are not a function of differences in the type of events recalled by high anxiety participants. These latter results suggest that security‐enhancing thoughts automatically activate a negative association with the self that is not consciously reflected in participants' written responses.     

Sources of respect: the effects of being liked by ingroups and outgroups

We investigated the effects of ingroup and outgroup sources of respect, defined as positive social evaluations of self, on group members' emotional reactions and collective self‐esteem. We used both natural group memberships (Studies 1 and 2) and laboratory groups (Study 3). We expected that the positive effects of respect derived from an ingroup would not hold when derived from an outgroup source. In Study 1 (N = 294) respect was manipulated as deriving either from ingroup or outgroup. Although respect produced a positive emotional reaction irrespective of source, collective self‐esteem was only enhanced by an ingroup source. In Study 2 (N = 248), we investigated the concurrent effects of ingroup respect and outgroup respect. As in Study 1, ingroup and outgroup respect both produced positive emotional reactions, but collective self‐esteem was only affected by ingroup respect. Additionally, outgroup respect intensified the shame people experienced due to lack of ingroup respect. In Study 3 (N = 66), participants were immersed in experimental groups and ingroup and outgroup respect were manipulated orthogonally. Interactive effects of the two sources of respect indicated that high outgroup respect could not compensate for low ingroup respect, and if anything had an adverse effect. Copyright © 2004 John Wiley & Sons, Ltd.     

Do Our Facebook Friends Make Us Feel Worse? A Study of Social Comparison and Emotion

People often compare themselves to others to gain a better understanding of the self in a process known as social comparison. The current study discusses how people engage in a social comparison process on Facebook, and how observing content from their Facebook friends may affect their emotions. A 2 (comparison direction) × 2 (relational closeness) × 2 (self‐esteem) between‐subjects experiment was conducted with 163 adult participants. The results revealed a significant 3‐way interaction such that people with high self‐esteem would be happier receiving positive information than negative information from their close friends, but the effect would be the opposite if the information was from a distant friend. There was no such difference for people with low self‐esteem.     

Ideal selves and self‐esteem in people with independent or interdependent self‐construal

Not living up to one's ideal self has been shown to coincide with decreased self‐esteem. In the present paper, this notion is applied to the differentiation between people with independent versus interdependent self‐construal. We suggest that the ideal self of independents differs in two respects from the one of interdependents: with respect to its contents (autonomous versus social self‐knowledge) and with respect to the degree of context‐dependency of the encoded knowledge (context‐independent versus context‐dependent self‐knowledge). In three studies, via a priming we either manipulated contents or degree of context‐dependency of what participants considered themselves to actually be like. On both explicit and implicit measures, participants with independent construal indicated higher self‐esteem after priming of autonomous and context‐independent knowledge than after priming of social and context‐dependent knowledge. The opposite pattern was observed in participants with interdependent construal. Results suggest that independent and interdependent construals mirror different ideals which are applied as a comparison standard when evaluating the self. Copyright © 2006 John Wiley & Sons, Ltd.     

How Social Norms Promote Misleading Social Feedback and Inaccurate Self‐Assessment

Self‐assessments are often prone to error. Past research has identified cognitive and motivational biases that lead self‐assessments astray. In the present paper, we discuss how behavior shaped by social norms leaves the negative information that people require for accurate self‐assessments invisible. First, social norms lead people to suppress critical feedback in favor of more positive evaluations. Although people recognize that they prefer to provide positive feedback to others, they fail to consider that they might be the recipient of incomplete feedback. As a result, they are left with overconfident self‐impressions. Second, social norms lead people to hide their own negative emotional experiences from others. Again, people are aware that this positivity norm influences their own behavior but do not apply this knowledge to their understanding of others. As a result, people regard their own negative emotions as more socially aberrant than is actually the case.     

Getting ready for the bad times: self‐esteem and anticipatory coping

When we cannot alter the characteristics of an aversive event, we are still able to prepare ourselves for what is to come. In other words, we can engage in ‘anticipatory coping.’ Known self‐esteem differences in self‐regulation led to the prediction that low self‐esteem (LSE) individuals would evidence different anticipatory coping patterns than high self‐esteem (HSE) people. HSE and LSE participants were faced with either a low or high probability of engaging in a painful task. They were told about, and given the opportunity to engage in, a preparatory strategy aimed at minimizing discomfort during the painful task. Those participants in the low probability condition prepared for the painful task less than did those participants in the high probability condition. As hypothesized, the effect of probability condition was more pronounced for HSE, compared to LSE, participants. Also, in the low probability condition, there was a trend towards LSE participants preparing more than HSE participants. Copyright © 2004 John Wiley & Sons, Ltd.     

Self‐presentation style in job interviews: the role of personality and culture

Chronic self‐promoters may thrive in job interviews where such behavior is encouraged. In Study 1, 72 participants were videotaped as they simulated the job applicant role. Accountability was manipulated by the expectation of expert versus nonexpert interviewers. As accountability increased, self‐promotion tended to decrease among non‐narcissists but increase among narcissists. Ingratiation showed no interaction or main effects. In Study 2, 222 raters evaluated applicant videos varying in narcissism (high vs. low) and ethnicity (European heritage vs. East Asian heritage). Chronic self‐promoters (i.e., European‐heritage narcissists) were given the most positive evaluations. Detailed behavior analyses indicated that the narcissism advantage was derived primarily from frequent self‐praise and the European‐heritage advantage from use of active ingratiation tactics. In sum, self‐presentation styles that pay off in the (Western) interview context are highly selective.     

Evaluating the valence of remembered events: the importance of age and self-relevance

We examined the role of self-relevance in older and younger adults' evaluations of remembered events. In Study 1, participants rated the positivity of their own positive, negative and neutral memories as well as those of a same-aged peer. Older adults rated events more positively than younger adults did, regardless of the memory source. In Study 2, we showed that this age difference is not due to differences in the valence of the events that older and younger adults reported. This effect appears to reflect the more positive mindset of older people, rather than an intention to regulate emotions associated with personal experiences. Finally, there was one effect for self relevance: Regardless of age, participants rated their own remembered events as more emotionally intense than those of a same aged peer.     

Where to seat the applicant? How spatial distance influences the effect of self‐promotion on interviewer evaluations

In high‐stakes contexts such as job interviews, people seek to be evaluated favorably by others and they attempt to accomplish such favorable judgments particularly through self‐promotional behaviors. We sought to examine the persuasiveness of job candidates’ self‐promotion by examining job applicants’ subjective hireability from the perspective of construal‐level theory. Construal‐level theory states that perceptions occur from different levels of psychological distance (i.e., distal vs. proximal). This distance is created by other dimensions of distance (e.g., spatial or social distance) and affects how individuals construe incoming information. From a large distance, people more readily process abstract information, whereas from a close distance, people more readily process concrete information. Specifically, construal compatibility occurs when abstract versus concrete features of a stimulus match the psychological distance experienced by message‐recipients. Construal compatibility (vs. incompatibility) makes evaluations (e.g., of messages) more favorable. To apply this principle to self‐promotion, we created self‐promotional videos of a job interview, in which the applicant sat either far away from or close to the hiring manager (manipulating psychological distance); the applicant, then, used either direct or indirect self‐promotion (manipulating message construal level). The results showed participants reported stronger intention to hire the applicant when distance matched (vs. did not match) the type of self‐promotion the applicant used.     

Self‐Enhancement in a Job Search Context

The purpose of this study was to examine the role of self‐enhancement in a job search context. Based on previous theoretical and empirical research on positive illusions and core self‐evaluations, we examined the relationships among core self‐evaluations, self‐enhancement, perceived job alternatives, and job search behaviors. Participants in two different studies were students attending a career fair at a university in the southwestern United States to look for a job. Results showed that self‐enhancement is positively related to preparatory job search and mediates the relationship between core self‐evaluations and perceived job alternatives. The implications of this study are discussed.     

Self-construal level and voice procedures: The individual self as psychological basis for procedural fairness effects

In the current article, we investigate the influence of self-construal level on procedural fairness effects, that is, the finding that fair versus unfair procedures influence people’s evaluations of their relation with decision-making authorities. In two experiments, we manipulated self-construal level by activating the individual self (“I”) or the social self (“We”), and we induced a control condition. Furthermore, we manipulated procedural fairness by granting versus denying participants an opportunity to voice their opinion in a decision-making process. Results consistently revealed stronger procedural fairness effects if the individual self is activated than if the social self is activated. It is concluded that sometimes the individual self, rather than the social self, constitutes the psychological basis for procedural fairness effects.     

Dissonance and abstraction: Cognitive conflict leads to higher level of construal

This study investigated the effects of cognitive conflict on abstract thinking. According to action‐identification theory, an ambiguous and unfamiliar situation might propel an individual to a more abstract mindset. Based on this premise, cognitive conflict was hypothesized to put people in an abstract mindset. The induced compliance paradigm, in which participants are asked to write a counter‐attitudinal essay under either low choice (producing little dissonance) or high choice (producing more dissonance), was employed. Results showed that an abstract mindset was in fact activated in the induced compliance paradigm, and this effect was more pronounced for participants having a more concrete mindset to begin with. The results suggest that the experience of cognitive conflict is closely related to increased abstraction.     

When I and me are different: assimilation and contrast in temporal self‐comparisons

In two studies, we show that comparisons with past or possible future selves shape current self‐evaluation and that the direction of this influence is determined by one's current comparison focus. In Study 1, participants primed to focus on similarities versus dissimilarities were asked to remember an introverted or extraverted past self and then to evaluate their current level of extraversion. Participants who focused on similarities assimilated current self‐evaluations to the past self, whereas those who focused on dissimilarities contrasted current self‐evaluations away from the past self. In Study 2, participants imagined a possible future self that differed from their current self in terms of body weight. Participants who imagined a moderate weight change exhibited assimilation to the possible self, whereas those who imagined an extreme weight change exhibited contrast. These studies highlight the important role cognitive factors such as comparison focus play in shaping the consequences of temporal self‐comparisons. Copyright © 2009 John Wiley & Sons, Ltd.     

The Conscientiousness Paradox: Cultural Mindset Shapes Competence Perception

Studies comparing personality across cultures have found inconsistencies between self‐reports and measures of national character or behaviour, especially on evaluative traits such as Conscientiousness. We demonstrate that self‐perceptions and other‐perceptions of personality vary with cultural mindset, thereby accounting for some of this inconsistency. Three studies used multiple methods to examine perceptions of Conscientiousness and especially its facet Competence that most characterizes performance evaluations. In Study 1, Mainland Chinese reported lower levels of self‐efficacy than did Canadians, with the country effect partially mediated by Canadian participants' higher level of independent self‐construal. In Study 2, language as a cultural prime induced similar effects on Hong Kong bilinguals, who rated themselves as more competent and conscientious when responding in English than in Chinese. Study 3 demonstrated these same effects on ratings of both self‐perceived and observer‐perceived competence and conscientiousness, with participants changing both their competence‐communicating behaviours and self‐evaluations in response to the cultural primes of spoken language and ethnicity of an interviewer. These results converge to show that self‐perceptions and self‐presentations change to fit the social contexts shaped by language and culture. Copyright © 2013 European Association of Personality Psychology