The moderating role of self-monitoring on the interpersonal aspects of attitude ambivalence

Extant research has found a relation between holding conflicting attitudes with a familiar person (interpersonal discrepancy) and subjective attitude ambivalence. In 2 studies, we investigated the role of interpersonal discrepancy in the experience of attitude ambivalence as a function of self-monitoring and level of liking of the other person. Building on balance theory, we proposed and found that high (vs. low) self-monitors feel most comfortable when they are in agreement with liked (vs. disliked) others. In Study 1, 80 university students revealed that when the significant other is a parent, high self-monitors feel more subjective ambivalence when there is more interpersonal discrepancy. In Study 2, 37 university students reported their feelings of subjective ambivalence when considering the interpersonal discrepancy between liked (vs. disliked) familiar people. Again, it was high self-monitors who were most susceptible to increased feelings of subjective ambivalence, particularly for discrepancies between their own attitude and the attitude of liked others. Taken together, our 2 studies broaden our understanding of the interpersonal foundations of subjective ambivalence by suggesting that they may depend on personality differences and the nature of the social relationship.     

The Influence of Source Physical Attractiveness on Advertising Effectiveness: A Functional Perspective1

High and low self-monitors heard either a physically attractive or unattractive source promote a new product with either strong or weak arguments. High self-monitors were persuaded by the physically attractive source only when she presented strong arguments. In contrast, low self-monitoring individuals were persuaded by the physically attractive source regardless of argument strength. Neither high nor low self-monitors were persuaded by the physically unattractive source, regardless of the quality of the arguments she offered. Cognitive response and recall data suggest that high self-monitors may have been systematically processing the physically attractive source's message and low self-monitors may have been more heuristically processing her message. Results are discussed in terms of their implications for advertising strategies.     

The effects of self-monitoring and self-reported consistency on the consistency of personality judgments made by strangers and intimates

How consistent are strangers' and intimates' judgments of stimulus people's personalities, and how is this interjudge consistency affected by stimulus persons' assessed self-monitoring and self-reported behavioral consistency? To answer these questions, 38 stimulus subjects rated themselves on the personality dimensions of extraversion and anxiety and also rated their cross-situational consistency on these dimensions. Strangers, friends, mothers, and fathers of stimulus persons also rated them on extraversion and anxiety. The results indicated that: For judgments of anxiety there was lower interjudge consistency for high than for low self-monitoring stimulus subjects. For judgments of extraversion there was no difference in interjudge consistency for low and high self-monitoring stimulus subjects. The results also showed that anxiety was a more “private” trait in that intimates' but not strangers' judgments correlated with stimulus subjects' self-reported anxiety (r = .50 and r = .11, respectively), while extraversion was a more “public” trait in that both intimates' and strangers' judgments correlated with stimulus subjects' self-reported extraversion (r = .42 and r = .51, respectively). These results suggest that self-monitoring of stimulus persons affects interjudge consistency of peroonality judgments particularly for “private” traits such as anxiety, which are most subject to expressive control and inhibition.     

高低自我监控者在不同互动情境中的被洞悉错觉

用Snyder的自我监控量表,从大学生中筛选出典型高低自我监控者。要求他们不动声色地喝下1杯醋和4杯水,而后,让观众根据他们的表现去辨别饮料的味道,并让被试预测可能猜中的人数。在实验1中,被试和观众以录像为媒介间接的互相推测;在实验2中,被试和观众现场直接的互相推测。两个实验都包括高低自我监控者各21名。实验结果表明,自我监控水平对被洞悉错觉有明显的影响,在直接和间接两种互动情境中,低自我监控者的被洞悉错觉都比高自我监控者强烈。互动情境对高自我监控者有明显的影响,在间接的互动中,高自我监控者出现了明显的被洞悉错觉;而在直接的互动情境中,低自我监控者的被洞悉错觉依然非常明显,高自我监控者则趋于消失     

A negativity bias in interpersonal evaluation

Two studies were conducted to demonstrate a bias toward negativity in evaluations of persons or their work in particular social circumstances. In Study 1, subjects evaluated materials written by peers. Those working under conditions that placed them in low status relative to the audience for their evaluations, or conditions that made their intellectual position within a group insecure, showed a clear bias toward negativity in those evaluations. Only individuals who believed their audience to be of relatively low status and at the same time believed their intellectual position to be secure did not show this bias. In Study 2, subjects viewed a videotape of a stimulus person and rated him on several intellectual and social dimensions. Again, subjects believed their audience to be of either relatively high or relatively low status. As a cross dimension, they were given instructions to focus on either the intellectual or the social abilities of the stimulus person while viewing the videotape. A strong main effect of audience status was demonstrated, but only in ratings of intellectual traits; subjects who believed their audience to be of relatively high status rated the stimulus person's intellectual qualities significantly more negatively. Moreover, this effect was independent of the instructional focus subjects had been given. The negativity bias is discussed in the context of previous demonstrations of biases toward weighting negative information more heavily than positive information, as well as previous demonstrations of seemingly pervasive positivity biases in memory and judgment.     

The ripple effect of personality on social structure: self-monitoring origins of network brokerage

Despite growing interest in social network brokerage, its psychological antecedents have been neglected. One possibility is that brokerage relates to self-monitoring personality orientation. High self-monitors, relative to low self-monitors, in adapting their self-presentations to the demands of different groups, may occupy positions as brokers between disconnected social worlds. For 162 Korean expatriate entrepreneurs in a Canadian urban area, the results showed that those high in self-monitoring tended to occupy direct brokerage roles within the Korean community--in terms of their direct acquaintances being unconnected with each other. Those high in self-monitoring also tended to occupy indirect brokerage roles--in terms of the acquaintances of their acquaintances being unconnected with each other. Finally, for recent arrivals, those high in self-monitoring tended to establish ties to a wider range of important non-Korean position holders outside the community. These results (which controlled for strongly significant effects of network size on individuals' brokerage within the community) suggest a ripple effect of self-monitoring on social structure and contribute to a clearer understanding of how personality relates to brokerage at different levels.     

Status and the Motivational Foundations of Self-Monitoring

Based on their quantitative review of the self-monitoring literature, Gangestad and Snyder (2000, Psychological Bulletin, 126, 530–555) proposed that the self-presentational behavior of high self-monitors is designed to cultivate status within perceived hierarchical social structures. They suggest that high self-monitors may be more concerned with addressing status within unequal-status relationships, whereas low self-monitors may be more concerned with establishing equal-status relationships based on trust and genuineness. In this article, we address these proposed motivations by examining relevant self-monitoring literature that pertains to desire for status, perceptions of and responsivity to status, and the cultivation of status. In addition to discussing the implications of status for high self-monitors, we also consider the proposed desires of low self-monitors for equality and sincerity.     

Trait attributions and defense against insult from a dissimilar other

It was hypothesized that subjects would prefer to blame a character assault on negative ability characteristics of a dissimilar attacker as opposed to negative motivational characteristics in order to escape responsibility for the attack. It was reasoned that because we generally think of ourselves as having less potential influence over the abilities as opposed to the motivations of another person, it might be possible to diminish one's responsibility for another's behavior by attributing that behavior to that person's ability characteristics. Subjects in this experiment responded either to an insulting or noninsulting stimulus person who was either similar or dissimilar by selecting from a list of both motivational and ability bipolar trait dimensions, those dimensions they would most prefer to use in rating the stimulus person. As predicted, subjects responding to an insulting and dissimilar stimulus person showed a significantly greater preference for ability trait dimensions than subjects in the other conditions combined and also disliked the stimulus person more. The significance of these results for defensive attribution processes and phenomena such as racism and sexism are discussed.     

自我监控性作为性别助长效应的干涉变量

采用双手调节器操作任务进一步验证“性别助长”假设。20个自我监控者与20个我行我素者(男女各半)分别按抵消顺序接受两种实验处理：男性观众和女性观众。结果表明,异性观众可以助长男性被试的操作速度,而削弱女性被试的操作速度;对于作业效绩也存在着同样的交互作用;自我监控性是性别助长效应的一个重要干涉变量,男自我监控者表现出明显的异性助长,女自我监控者表现出明显的异性抑制,而我行我素者没有表现出明显的观众效应。由于自我监控性对相应的异性效应有一种放大作用,可知性别助长效应的基础是以印象管理动机为主。     

Effects of Self-Monitoring and Prospect of Future Interaction on Self-Disclosure Reciprocity During the Acquaintance Process

ABSTRACT High and low self-monitors, who either anticipated or did not anticipate further interaction with a same-sex confederate, alternated with that person in disclosing personal information on three very private topics The confederate spoke first on each topic, presenting either highly intimate or nonintimate information in response to all three issues Content analyses of subjects' disclosures revealed that both high and low self-monitors reciprocated the intimacy and (to a lesser extent) the emotionality of a partner with whom future interaction was not anticipated, but that only the high self-monitors reciprocated the partner's self-disclosures when future interaction with that person was anticipated Supplementary measures suggested that the anticipation of future interaction increased the agentic concerns of all participants, thereby inducing high self-monitors to become even more attentive to situational cues when deciding how or what to disclose, while prompting low self-monitors to rely even less on situational cues and more on personal thoughts and feelings as the basis for their self-presentations Taken together, the results indicate that the prospect of future interaction is an important situational moderator of the self-disclosing tendencies of both high and low self-monitors, and they provide little if any support for recent “instrumental hedonism” interpretations of self-monitoring activities     

影响大学生自我监控能力的情境因素的实验研究

采用角色表演法,通过实验考察了冲突中影响大学生自我监控能力的情境因素。实验研究了冲突对方说话的态度对自我监控的影响。通过比较高、低自我监控者在两种态度(礼貌或粗鲁)对待下策略的使用,证实冲突中对方的说话态度显著影响了大学生在冲突中的自我监控行为：在礼貌说话态度下,高、低自我监控的大学生间在综合策略、分散策略和敌对策略的使用上有显著差异,而在粗鲁的说话态度下,两者无显著差异。     

Self-monitoring and humor production1

According to reviews by Goodchilds (1972) and Lieberman (1977) of research on humor, the least studied component of the humorous event is the humorous person. Results of two studies investigating the relation between individual differences in self-monitoring and humor production are reported. In the first study, subjects completed a self-report measure of humorousness, captioned as many cartoons as possible within five minutes, and performed a three-minute monologue. The second study involved a group-discussion task. As predicted, high self-monitors compared to low self-monitors rated themselves as more humorous, generated more humorous cartoon captions, produced more humorous monologues, and were nominated by group participants as having made more witty remarks. The humorousness of the high self-monitors was discussed in terms of control of affective display and mastery of interpersonal skills required to initiate and maintain social interaction.     

Forms of social awareness and helping

People encounter situations from different forms of awareness; that is, they can attend to different focal topics (e.g., self, other person, or other person's situation) from different perspectives (e.g., the self's viewpoint, the other person's viewpoint). Two studies assessed whether brief interactions would produce different forms of social awareness, whether the form of awareness would persist to a subsequent interaction, and whether it would influence helping in that encounter. Pedestrians on a city sidewalk were induced to become self-focused (experimenter took their picture), become other-focused (they took experimenter's picture), or empathically adopt the perspective of another person (they advised experimenter where to take a picture). In Study 1, subjects were interviewed after leaving the experimenter. First- and third-person pronoun use and self-ratings suggested that subjects had different forms of awareness. In Study 2, pedestrians participated in one of the same three interaction conditions or a control noninteraction condition and subsequently encountered a confederate in need of help. Subjects in the self-focused and empathic condition helped more than subjects in the other-focused or control condition. Results suggest that forms of awareness created in a brief interaction do persist to subsequent interactions and influence helping. Other variables may influence helping by altering forms of social awareness.     

Matching the message source to attitude functions: Implications for biased processing

A study was conducted to examine the hypothesis that matching (vs. mismatching) the source of a persuasive message to the functional basis of recipients’ attitudes may lead to positively biased processing. Under conditions conducive to effortful processing, high and low self-monitors were presented with a persuasive message ascribed to a source that either matched or mismatched the functional basis of their attitudes (i.e., an expert source for low self-monitors and an attractive source for high self-monitors). The message content was either unambiguous strong, unambiguous weak, or ambiguous. As predicted, given an ambiguous message biased processing led to more agreement when the source matched (vs. mismatched) attitude functions. In contrast, an unambiguous strong message led to more agreement than an unambiguous weak message regardless of source matching (unbiased processing). Results are discussed with respect to the role of the activation and use of heuristics in biased processing.     

Audience reaction as a determinant of the speaker's self-persuasion

This paper tests effects of audience feedback on speaker attitudes. One hundred and seven male subjects with initial beliefs on both sides of an issue (women's role) were assigned to speak for or against their own position; then an “audience” provided one of three types of feedback (speaker was sincere, speaker was insincere, no feedback) in a 2 × 2 × 3 design. Subjects who received sincere feedback showed greater change in the direction of their speech than did those who received insincere feedback. No feedback treatments resulted in intermediate change. This sincere > no feedback > insincere ordering of means held for both pro- and counterattitudinal speakers and for both pretest attitudes. A main effect for pretest attitude was also obtained. Two additional control groups allow for a separate analysis of the effects of (1) preparing and delivering the speech, and (2) audience reaction to the speech.