Individual differences in motivated social cognition: the case of self-serving information processing

Three experiments examined the hypothesis that people show consistency in motivated social cognitive processing across self-serving domains. Consistent with this hypothesis, Experiment 1 revealed that people who rated a task at which they succeeded as more important than a task at which they failed also cheated on a series of math problems, but only when they could rationalize their cheating as unintentional. Experiment 2 replicated this finding and demonstrated that a self-report measure of self-deception did not predict this rationalized cheating. Experiment 3 replicated Experiments 1 and 2 and ruled out several alternative explanations. These experiments suggest that people who show motivated processing in ego-protective domains also show motivated processing in extrinsic domains. These experiments also introduce a new measurement procedure for differentiating between intentional versus rationalized cheating.     

The interpersonal effects of emotions in negotiations: a motivated information processing approach

Three experiments tested a motivated information processing account of the interpersonal effects of anger and happiness in negotiations. In Experiment 1, participants received information about the opponent's emotion (anger, happiness, or none) in a computer-mediated negotiation. As predicted, they conceded more to an angry opponent than to a happy one (controls falling in between), but only when they had a low (rather than a high) need for cognitive closure. Experiment 2 similarly showed that participants were only affected by the other's emotion under low rather than high time pressure, because time pressure reduced their degree of information processing. Finally, Experiment 3 showed that negotiators were only influenced by their opponent's emotion if they had low (rather than high) power. These results support the motivated information processing model by showing that negotiators are only affected by their opponent's emotions if they are motivated to consider them.     

Attitudinal ambivalence and message-based persuasion: motivated processing of proattitudinal information and avoidance of counterattitudinal information

Attitudinal ambivalence has been found to increase processing of attitude-relevant information. In this research, the authors suggest that ambivalence can also create the opposite effect: avoidance of thinking about persuasive messages. If processing is intended to reduce experienced ambivalence, then ambivalent people should increase processing of information perceived as proattitudinal (agreeable) and able to decrease ambivalence. However, ambivalence should also lead people to avoid processing of counterattitudinal (disagreeable) information that threatens to increase ambivalence. Three studies provide evidence consistent with this proposal. When participants were relatively ambivalent, they processed messages to a greater extent when the messages were proattitudinal rather than counterattitudinal. However, when participants were relatively unambivalent, they processed messages more when the messages were counterattitudinal rather than proattitudinal. In addition, ambivalent participants perceived proattitudinal messages as more likely than counterattitudinal messages to reduce ambivalence, and these perceptions accounted for message position effects on amount of processing.     

Cooperative outcome interdependence, task reflexivity, and team effectiveness: a motivated information processing perspective

A motivated information processing perspective (C. K. W. De Dreu & P. J. D. Carnevale, 2003; see also V. B. Hinsz, R. S. Tindale, & D. A. Vollrath, 1997) was used to predict that perceived cooperative outcome interdependence interacts with team-level reflexivity to predict information sharing, learning, and team effectiveness. A cross-sectional field study involving management and cross-functional teams (N = 46) performing nonroutine, complex tasks corroborated predictions: The more team members perceived cooperative outcome interdependence, the better they shared information, the more they learned and the more effective they were, especially when task reflexivity was high. When task reflexivity was low, no significant relationship was found between cooperative outcome interdependence and team processes and performance. The author concludes that the motivated information processing perspective is valid outside the confines of the laboratory and can be extended toward teamwork in organizations.     

Development and validation of the social information processing application: a Web-based measure of social information processing patterns in elementary school-age boys

The purpose of this study was to evaluate the psychometric properties of an audio computer-assisted self-interviewing Web-based software application called the Social Information Processing Application (SIP-AP) that was designed to assess social information processing skills in boys in 3rd through 5th grades. This study included a racially and ethnically diverse sample of 244 boys ages 8 through 12 (M = 9.4) from public elementary schools in 3 states. The SIP-AP includes 8 videotaped vignettes, filmed from the first-person perspective, that depict common misunderstandings among boys. Each vignette shows a negative outcome for the victim and ambiguous intent on the part of the perpetrator. Boys responded to 16 Web-based questions representing the 5 social information processing mechanisms, after viewing each vignette. Parents and teachers completed measures assessing boys' antisocial behavior. Confirmatory factor analyses revealed that a model positing the original 5 cognitive mechanisms fit the data well when the items representing prosocial cognitions were included on their own factor, creating a 6th factor. The internal consistencies for each of the 16 individual cognitions as well as for the 6 cognitive mechanism scales were excellent. Boys with elevated scores on 5 of the 6 cognitive mechanisms exhibited more antisocial behavior than boys whose scores were not elevated. These findings highlight the need for further research on the measurement of prosocial cognitions or cognitive strengths in boys in addition to assessing cognitive deficits. Findings suggest that the SIP-AP is a reliable and valid tool for use in future research of social information processing skills in boys.     

Emotion and information search in tactical decision-making: Moderator effects of feedback

Information search during decision-making may be influenced both by selective attention and by the criterion used for ceasing to search. When the items searched are themselves emotive, the affective state of the decision-maker may bias these search processes. If an automatic selective attention bias operates, it may produce mood-congruent effects irrespective of context; e.g., negative affect may focus attention on negative items of information. An alternative possibility, suggested by the mood-as-input model, is that the influence of affect on search may depend on how decision-makers understand their emotions within a given context. The present study tested predictions derived from relevant theories of affective bias, using feedback as a means to generate a context of success or failure. Hundred and sixty participants were required to access positive and negative items of information in choosing between different routes for a search-and-rescue mission. Outcomes of choices were manipulated experimentally, so that in one condition participants received mostly positive feedback, and in a second condition participants received mostly negative feedback. Results showed that the feedback manipulation influenced affect, but there was considerable variation in affective state within each condition. Associations between affect and information search were moderated by feedback condition. For example, positive affect was associated with more frequent sampling of positive information in the negative feedback condition, but the association reversed when feedback was positive. Findings were consistent with the mood-as-input hypothesis, but not with an automatic selective attention bias. Context may influence how the decision-maker interprets their affective state.     

Some stages of information processing in a choice reaction-time task

Eight pigeons were tested for head nystagmus in a rotating drum with vertical black and white bars on the reside. When the birds viewed monocularly, they gave about four times as many responses to nasalward as to temporalward movement. However, no such asymmetry was observed in a discrimination paradigm. Six pigeons were taught binocularly to discriminate moving lines, which moved equally often to left and fight, from stationary fines. They were then tested monoculaxly, and the discrimination was controlled about equally by nasalward and temporalward movement.     

Directed forgetting and posthypnotic amnesia: information processing and social contexts

In three experiments we compared posthypnotic amnesia (PHA) with directed forgetting (DF), evaluating subjects' hypnotic susceptibility, hypnotized or not. Experiment 1 suggested that the memory processes in PHA and DF were not the same. Low and high susceptibility subjects responded differently in the two contexts. Experiment 2 demonstrated a context effect for highly susceptible subjects: They showed the usual DF response outside hypnosis but not during hypnosis. Experiment 3 showed that high and low susceptibility subjects responded similarly to DF instructions outside hypnosis, eliminating the susceptibility as an important variable in the DF response. We concluded: (a) The interaction of context and susceptibility was the important determinant of unusual DF responses for high susceptibles, and (b) information processing concepts are too limited to explain PHA and perhaps DF. Theories that include interactions appear necessary for an accurate understanding of hypnotic phenomena and perhaps some phenomena usually focused on by cognitive psychology.     

The MBTI and social information processing: an incremental validity study

The ability of the Myers-Briggs Type Indicator (MBTI; Myers & McCaulley, 1985) to predict performance on social cognitive tasks tapping information processing effort was assessed. Judgment and intuition interacted to predict amount of attributional adjustment on a dispositional attribution task. The MBTI scales predicted processing above and beyond measures of the five factors, rational-experiential preferences, and causal uncertainty. The relevance of these results for interpretation of the MBTI indexes is discussed.     

Young children's social information processing: family antecedents and behavioral correlates

Little research has examined whether social information processing (SIP) measures from early childhood predict externalizing problems beyond the shared association with familial risk markers. In the present study, family antecedents and first-grade externalizing behaviors were studied in relation to preschool and 1st-grade SIP using data from the U.S. National Institute for Child Health and Human Development Study of Early Child Care (N=1,364). A subgroup of low-risk children reported only benign attributions in preschool and had few externalizing problems in 1st grade according to both teacher and mother reports. After controlling for gender and cognitive functioning, the authors found that maternal education and authoritarian attitudes were key predictors of this "Pollyanna preschooler" status and of SIP in 1st grade. However, small effect sizes for SIP variables underscore the need for new approaches to measurement and for further research on moderators of the link between SIP and children's behavior.     

Opportunity for information search and the effect of false heart rate feedback

The role of information search in the attribution of physiological states was investigated by manipulating the subject’s opportunity for information search following the presentation of false information about his heart-rate reactions to photographs of female nudes. Consistent with the self-persuasion hypothesis proposed by Valins, the rated attractiveness of the slides was not affected by the false heart-rate feedback for those subjects who were prevented from visually searching the slides. Those subjects who had ample opportunity to view the slides rated those slides accompanied by false information of a heart-rate change as more attractive than those slides which were not paired with a change in heart rate.     

Type A behavior and processing of social conflict information

Research suggests that the Type A pattern as assessed by the Jenkins Activity Survey (JAS) involves a number of stress-engendering cognitive/social responses. To identify potential responses responsible for social stress, the study tested the relationship between JAS Type A behavior and several cognitive/social variables relevant to assertiveness situations. Male undergraduates completed two measures of cognitive complexity and rated the reasonableness of another's request. Also, subjects were evaluated for positive content (i.e., consideration of the other) in role-played assertion responses. Type A behavior correlated with lower differentiation when sorting aspects of an assertion situation, lower integrative complexity when thinking about conflict topics, and less inclusion of consideration content.     

Biased information processing in the escalation paradigm: information search and information evaluation as potential mediators of escalating commitment

Escalation of commitment denotes decision makers' increased reinvestment of resources in a losing course of action. Despite the relevance of this topic, little is known about how information is processed in escalation situations, that is, whether decision makers who receive negative outcome feedback on their initial decision search for and/or process information biasedly and whether these biases contribute to escalating commitment. Contrary to a widely cited study by E. J. Conlon and J. M. Parks (1987), in 3 experiments, the authors found that biases do not occur on the level of information search. Neither in a direct replication and extension of the original study with largely increased test power (Experiment 1) nor under methodologically improved conditions (Experiments 2 and 3) did decision makers responsible for failure differ from nonresponsible decision makers with regards to information search, and no selective search for information supporting the initial decision or voting for further reinvestment was observed. However, Experiments 3 and 4 show that the evaluation of the previously sought information is biased among participants who were responsible for initiating the course of action. Mediation analyses show that this evaluation bias in favor of reinvestment partially mediated the responsibility effect on escalation of commitment.     

Acute aerobic exercise and information processing: energizing motor processes during a choice reaction time task

The immediate and short-term after effects of a bout of aerobic exercise on young adults’ information processing were investigated. Seventeen participants performed an auditory two-choice reaction time (RT) task before, during, and after 40 min of ergometer cycling. In a separate session, the same sequence of testing was completed while seated on an ergometer without pedalling. Results indicate that exercise (1) improves the speed of reactions by energizing motor outputs; (2) interacts with the arousing effect of a loud auditory signal suggesting a direct link between arousal and activation; (3) gradually reduces RT and peaks between 15 and 20 min; (4) effects on RT disappear very quickly after exercise cessation; and (5) effects on motor processes cannot be explained by increases in body temperature caused by exercise. Taken together, these results support a selective influence of acute aerobic exercise on motor adjustment stage.     

The development of social information processing and aggressive behaviour: Current issues

The social information processing (SIP) model is an important element in theoretical accounts of the development of aggressive behaviour. Aggressive behaviour is associated with and predicted by specific social information-processing patterns and interventions targeting these patterns are relatively effective. The present article discusses three directions in which further progress can be made. First, the SIP model may be improved to take better account of emotional processes. Second, issues concerning the validity of SIP assessment need to be resolved. Third, differential development of SIP needs to be studied and to be related to development of specific aggressive behaviour patterns. Recent findings concerning these three issues are reviewed and directions for research are discussed.