Reducing the tendency to self-handicap: The effect of self-affirmation

Self-handicapping, the creating or claiming of obstacles to one’s performance to influence explanations given for subsequent outcomes, has been shown to have a host of attitudinal and behavioral consequences. Given the wide ranging impact of self-handicapping, it is important to understand the conditions under which self-handicapping is more or less likely to occur. Accordingly, the present study tested the hypothesis that people will be less likely to engage in self-handicapping if they have previously engaged in self-affirmation. The results of this study found that self-affirmation was more effective in reducing self-handicapping behavior when individuals experienced non-contingent success than when they experience contingent success. Theoretical contributions to the self-handicapping and self-affirmation literatures are discussed, as are practical implications.     

The effect of self-affirmation on sexual prejudice

In three experiments, we explored the impact of a self-affirmation treatment on sexual prejudice (i.e., negative attitudes toward gays and lesbians). Studies 1 and 2 found that participants who were affirmed by valuing relationships with family and friends were significantly more prejudiced than participants who were affirmed by valuing other self-relevant characteristics. Relative to a non-affirmed control, the family/friends affirmation did not actually increase prejudice; however, other affirmations decreased bias. Study 3 replicated the finding that prejudice was higher among participants who affirmed to family/friends compared to those who affirmed to other values, and showed a mediator of the effect: the endorsement of traditional family values. That is, affirming to family/friends was associated with support for family values, which was positively associated with prejudice. These findings add to a growing body of evidence demonstrating the potential for self-affirmation to reduce bias, but establish that the type of value affirmed is an important consideration. Specifically, familial-based affirmations may undermine reduction of sexual prejudice because they remind individuals of values that many people see as being in conflict with expressing tolerant attitudes toward gays and lesbians.     

The effect of self-affirmation on perception of racism

Two studies tested the hypothesis that a self-affirmation manipulation can eliminate group differences in perception of racism. Latino and White students completed a questionnaire manipulation of self-affirmation followed by a survey measuring perception of racism against stigmatized groups. Results in both studies revealed a predicted main effect such that Latino participants perceived greater racism than did White participants. However, this difference was qualified in both studies by a hypothesized interaction. The group difference in perception of racism was true only of participants in the no-affirmation condition; it was reduced (Study 1) or eliminated (Study 2) among participants who received a self-affirmation treatment. Additional analyses challenge prevailing discourse about motivational sources of ethnic differences in racism perception. Although results provide tentative evidence that the affirmation treatment attenuated perception of racism among Latino participants, they provide stronger evidence that the affirmation treatment facilitated perception of racism among White participants.     

The sleeper effect in persuasion: a meta-analytic review

A meta-analysis of the available judgment and memory data on the sleeper effect in persuasion is presented. According to this effect, when people receive a communication associated with a discounting cue, such as a noncredible source, they are less persuaded immediately after exposure than they are later in time. Findings from this meta-analysis indicate that recipients of discounting cues were more persuaded over time when the message arguments and the cue had a strong initial impact. In addition, the increase in persuasion was stronger when recipients of discounting cues had higher ability or motivation to think about the message and received the discounting cue after the message. These results are discussed in light of classic and contemporary models of attitudes and persuasion.     

The effect of perceived message choice on persuasion

We argue that giving individuals a sense of choice over the product information they receive (i.e., message choice) can have important subsequent effects when individuals are prompted to make inferences about the company. Even when the product information that is received is exactly the same, being given a sense of choice can produce more favorable company evaluations and in turn, more favorable product judgments. The first two experiments support these hypotheses using different means of prompting company inferences: when prompted, those who had been given message choice judged the company more favorably and were more willing to purchase from that company. The third experiment illustrates when message choice effects can backfire. Specifically, when the company itself highlights the provision of message choice in the ad, and consumers are prompted to make inferences about the company, message choice can backfire because it may be perceived as a persuasion tactic rather than a sincere attempt to inform. The results support company evaluations as the mediator of message choice effects and rule out alternate accounts based on dissonance, elaboration, reactance and self-labeling explanations. These findings are important in interactive media environments where marketers have opportunities and imperatives to give consumers a sense of choice in message selection.     

The role and impact of affect in the process of resistance to persuasion

This investigation dealt with the role and impact of affect in the process of resistance. A total of 597 participants took part in the study in 4 phases spanning 6 weeks. Initial results indicated that the cognitive, affective‐anger, and affective‐happiness inoculation treatments all conferred resistance to persuasive attacks. Structural equation analyses were conducted on the cognitive, affective‐anger, and affective‐happiness experimental inoculation conditions in order to examine the process of resistance. The results across all 3 conditions revealed a direct path in which inoculation treatments directly induced resistance to persuasive attacks. However, indirect paths to resistance varied across the 3 experimental conditions. Cognitive inoculation treatments contributed to receiver threat and counterarguing output, which, in turn, enhanced resistance. Thus, the cognitive inoculation treatments triggered a process that is consistent with McGuire's theoretical explanation for resistance. By contrast, both affective‐anger and affective‐happiness inoculation treatments relied more heavily on elicited emotional responses. Finally, the results indicated that greater receiver involvement was positively associated with experienced anger and, therefore, indirectly contributed to resistance, whereas greater receiver self‐efficacy tended to dampen resistance.     

Combating stereotype threat: The effect of self-affirmation on women’s intellectual performance

The present studies were designed to investigate the effects of self-affirmation on the performance of women under stereotype threat. In Study 1, women performed worse on a difficult math test when it was described as diagnostic of math intelligence (stereotype threat condition) than in a non-diagnostic control condition. However, when women under stereotype threat affirmed a valued attribute, they performed at levels comparable to men and to women in the no-threat control condition. In Study 2, men and women worked on a spatial rotation test and were told that women were stereotyped as inferior on such tasks. Approximately half the women and men self-affirmed before beginning the test. Self-affirmation improved the performance of women under threat, but did not affect men’s performance.     

Selective self-categorization: meaningful categorization and the in-group persuasion effect

Research stemming from self-categorization theory (Turner et al., 1987) has demonstrated that individuals are typically more persuaded by messages from their in-group than by messages from the out-group. The present research investigated the role of issue relevance in moderating these effects. In particular, it was predicted that in-groups would only be more persuasive when the dimension on which group membership was defined was meaningful or relevant to the attitude issue. In two studies, participants were presented with persuasive arguments from either an in-group source or an out-group source, where the basis of the in-group/out-group distinction was either relevant or irrelevant to the attitude issue. Participants' attitudes toward the issue were then measured. The results supported the predictions: Participants were more persuaded by in-group sources than out-group sources when the basis for defining the group was relevant to the attitude issue. However, when the defining characteristic of the group was irrelevant to the attitude issue, participants were equally persuaded by in-group and out-group sources. These results support the hypothesis that the fit between group membership and domain is an important moderator of self-categorization effects.     

The role of timing in the attentional boost effect

Images that are presented with targets of an unrelated detection task are better remembered than images that are presented with distractors (the attentional boost effect). The likelihood that any of three mechanisms, attentional cuing, prediction-based reinforcement learning, and perceptual grouping, underlies this effect depends in part on how it is modulated by the relative timing of the target and image. Three experiments demonstrated that targets and images must overlap in time for the enhancement to occur; targets that appear 100 ms before or 100 ms after the image without temporally overlapping with it do not enhance memory of the image. However, targets and images need not be synchronized. A fourth experiment showed that temporal overlap of the image and target is not sufficient, as detecting targets did not enhance the processing of task-irrelevant images. These experiments challenge several simple accounts of the attentional boost effect based on attentional cuing, reinforcement learning, and perceptual grouping.     

The promise and peril of self-affirmation in de-escalation of commitment

Drawing on the motivated cognition literature, we examine how self-affirmation processes influence self-justification needs and escalation decisions. Study 1 found that individuals with a larger pool of affirmational resources (high self-esteem) reduced their escalation compared to those with fewer affirmational resources (low self-esteem). Study 2 extended these findings by demonstrating that individuals also de-escalated their commitments when they were provided an opportunity to affirm on an important value. Finally, Study 3 found that affirming on traits that were of low relevance (e.g., creativity) to an initial decision reduced escalation, but affirming on decision-relevant traits (e.g., decision-making ability) ironically increased escalation. Across three studies, using three instantiations of self-affirmations and two measures of escalation, the results highlight the potential benefits and costs of using self-affirmation as a vehicle to de-escalate commitment.     

The timing effect in public good games

In public good situations, expectations concerning other persons’ moves are important and subtle cues can affect these expectations. In Experiment 1, participants in a public good game who moved simultaneously made high contributions and expected their opponents to make high contributions. However, participants who moved pseudo-sequentially (one after the other, but without knowledge of the other’s decision) expected their opponents to make medium-sized contributions, but made almost no contribution themselves. In Experiment 2, we manipulated expectations experimentally. Participants who moved simultaneously reciprocated what they expected their partners to do. Participants who moved pseudo-sequentially defected, regardless of what they expected from their opponents. Furthermore, we found that simultaneous movers were more likely than pseudo-sequential movers to conceptualize themselves and the other player as a group. This sense of groupness seemed to account partly for their inclination to reciprocate anticipated behavior.     

Cognitive consequences of affirming the self: The relationship between self-affirmation and object construal

Previous research suggests that affirming one’s important values is a powerful way of protecting one’s general self integrity, allowing non-defensive processing of self-relevant information. In a series of four studies linking self-affirmation with construal level, we find that in addition to any self buffering effect, thinking about one’s values and why they are important more generally shifts cognitive processing towards superordinate and structured thinking. Self-affirmation leads participants to perceive a greater degree of structure within their selves (Study 1), to increasingly identify actions in terms of their end-states (Study 2), to more strongly distinguish between primary and secondary object features (Study 3) and to perform better on tasks requiring abstract, structured thinking than those requiring detail-oriented, concrete thinking. Together, these findings suggest that thinking about important values helps individuals to structure information and focus on the big picture.     

In search of reliable persuasion effects: III. The sleeper effect is dead. Long live the sleeper effect

The sleeper effect in persuasion is a delayed increase in the impact of a message that is accompanied by a discounting cue. Despite a long history, the sleeper effect has been notoriously difficult to obtain or to replicate, with the exception of a pair of studies by Gruder et al. (1978). We conducted a series of 16 computer-controlled experiments and a replication of the Gruder et al. study to demonstrate that a sleeper effect can be obtained reliably when subjects (a) note the important arguments in a message, (b) receive a discounting cue after the message, and (c) rate the trustworthiness of the message communicator immediately after receiving the discounting cue. These operations are sufficiently different from those used in earlier studies to justify a new differential decay interpretation of the sleeper effect, in place of the dissociation hypothesis favored by most previous sleeper effect researchers. According to the differential decay interpretation, a sleeper effect occurs when message and discounting cue have opposite and near-equal immediate impacts that are not well-integrated in memory. The effect occurs, then, if the impact of the discounting cue decays faster than that of the message.     

Figural vividness and persuasion: capturing the "elusive" vividness effect

Despite the widespread belief that the use of vividness in persuasive communications is effective, many laboratory studies have failed to find vividness effects. A possible explanation for this discrepancy is that many laboratory tests have not vivified solely the central thesis of the message but have vivified irrelevant portions of the message as well or instead. Two experiments examined the effect of vivifying the central ("figure") or noncentral ("ground") features of a message on persuasion. In both experiments, the formerly "elusive vividness effect" of superior persuasion was found, but only in vivid-figure communications. A mediation analysis revealed the salutary role of supportive cognitive elaborations, rather than memory for the communication, in mediating the vividness effect. The findings caution against attempts to persuade by increasing overall message vividness because off-thesis vividness has the unintended and undercutting consequence of distracting recipients from the point of the communication.     

The effectiveness of humor in persuasion: the case of business ethics training

In this study, persuasion theory was used to develop the following predictions about use of humor in persuasive messages for business ethics training: (a) cartoon drawings will enhance persuasion by creating liking for the source, (b) ironic wisecracks will enhance persuasion by serving as a distraction from counterarguments, and (c) self-effacing humor will enhance persuasion by improving source credibility. Canadian business students (N = 148) participated in 1 of 4 versions of "The Ethics Challenge," a training exercise used by the Lockheed Martin Corporation. Three versions were modified by adding or removing cartoon drawings (of cartoon characters Dilbert and Dogbert) and humorous responses (Dogbert's wisecracks). Removing the cartoon drawings had little effect on persuasiveness. Removing ironic wisecracks had more effect, and interfering with the self-effacing combination of cartoons and wisecracks had the strongest effect. The results suggest that researchers should ground their predictions in existing theory and that practitioners should differentiate among humor types.     

The effect of alcohol administration on human timing: a comparison of prospective timing, retrospective timing and passage of time judgements

Previous research suggests that human timing may be affected by alcohol administration. The current study aimed to expand on previous research by examining the effect of alcohol on prospective timing, retrospective timing and passage of time judgements. A blind between-subjects design was employed in which participants were either administered 0 g of alcohol per kilogramme of body weight (placebo), 0.4 g/kg (low dose) or 0.6 g/kg (high dose). Participants completed four types of temporal task; verbal estimation and temporal generalisation, a retrospective timing task and a passage of time judgement task. A high dose of alcohol resulted in overestimations of duration relative to the low dose and placebo group in the verbal estimation task. A high dose of alcohol was also associated with time passing more quickly than normal. Alcohol had no effect on retrospective judgements. The results suggest that a high dose of alcohol increases internal clock speed leading to over-estimations of duration on prospective timing tasks, and the sensation of time passing more quickly than normal. The absence of an effect of alcohol on retrospective timing supports the suggestion that retrospective judgements are not based on the output of an internal clock.     

Vivid persuasion in the courtroom

When witnesses at a trial offer testimony that is vivid, it may be more persuasive than the same testimony offered in a pallid manner. In this paper we elucidate three categories of variables (inferential, attentional/memorial, and affective) that are likely to mediate the effects of the vividness of testimony on jury judgments. These variables are then used to explain discrepant findings among mock juror experiments investigating vividness effects. Finally, we discuss the implications of vividness effects for the legal system.