Showing to friends or strangers? Relationship orientation influences the effect of social exclusion on conspicuous consumption

Previous research has shown that social exclusion can lead individuals to engage in conspicuous consumption, but these studies did not focus on the relationship between the excluder and the excluded, that is, whether they were friends or strangers. The present research aims to address this gap by taking relationship orientation as a boundary condition between social exclusion and conspicuous consumption. The results of Experiment 1 demonstrate that individuals who are communal relationship oriented (e.g., friends) will prefer conspicuous consumption more when they are socially excluded than when they are socially included. In contrast, there is no significant difference for exchange‐oriented individuals (e.g., strangers). Experiment 2 further confirms the hypothesis and establishes the underlying mechanism by showing that self‐esteem plays an intermediary role in the effect of social exclusion and relationship orientation on conspicuous consumption. The theoretical and practical implications of these results are discussed.     

Why does social exclusion hurt? The relationship between social and physical pain

The authors forward the hypothesis that social exclusion is experienced as painful because reactions to rejection are mediated by aspects of the physical pain system. The authors begin by presenting the theory that overlap between social and physical pain was an evolutionary development to aid social animals in responding to threats to inclusion. The authors then review evidence showing that humans demonstrate convergence between the 2 types of pain in thought, emotion, and behavior, and demonstrate, primarily through nonhuman animal research, that social and physical pain share common physiological mechanisms. Finally, the authors explore the implications of social pain theory for rejection-elicited aggression and physical pain disorders.     

The persuasive “power” of stigma?

We predicted that able-bodied individuals and White Americans would have a difficult time saying no to persuasive appeals offered by disabled individuals and Black Americans, due to their desire to make such interactions proceed smoothly. In two experiments, we show that members of stigmatized groups have a peculiar kind of persuasive “power” in face-to-face interactions with non-stigmatized individuals. In Experiment 1, wheelchair-bound confederates were more effective in publicly soliciting donations to a range of charities than confederates seated in a regular chair. In Experiment 2, Whites changed their private attitudes more following face-to-face appeals from Black than White confederates, an effect mediated by their increased efforts to appear agreeable by nodding and expressing agreement. This difference was eliminated when impression management concerns were minimized – when participants viewed the appeals on video.     

Too many Asians in universities? The effect of social dominance orientation on support for admissions limits

This paper tests the hypothesis that support for limits on the admission of Asian students into universities is motivated by people’s social motivation—namely, the desire to maintain the status hierarchy. Study 1 found that, among participants who evaluated a proposed limit to the number of Asian applicants admitted to universities, social dominance orientation (SDO) was positively related to policy support. Conversely, among participants who evaluated a proposed limit on White admits, SDO was negatively related to policy support. Study 2 found that the perceived threat of the group getting admitted at high rates explained differential support of policies that seek to limit group-specific admissions. In all, these findings suggest that attitudes toward changes in campus demographics may be rooted in a desire to maintain the status hierarchy.     

The nudging effect of social norms on drivers’ yielding behaviour when turning corners

Drivers who do not give way to pedestrians are among the main causes of traffic crashes of motor vehicles and pedestrians in China. There is an urgent need to explore effective methods for improving drivers' yielding behaviour. This study used eight kinds of social norm slogans to nudge drivers’ yielding behaviour and explored the influence of pedestrian characteristics and situational factors on drivers’ decision-making regarding giving way when turning right. By analysing 254 valid questionnaires, it was found that compared with static norms, injunctive norms and dynamic + static norms, positively worded dynamic norms have a better nudging effect on drivers' yielding behaviour. The results of the conjoint analysis showed that social norms have the greatest impact on drivers' decisions to yield (32.28%), followed by whether pedestrians comply with traffic rules (23.33%) and the age of pedestrians (18.40%). This study expands the application of social norms and provides a new perspective to promote positive behaviour among drivers.     

Friendly or just polite? The effect of self-esteem on attributions

Studied the effect of a person's self-esteem on his inferences about another person's feelings toward him. Fifty-six mule and female college student subjects of high or low chronic self-esteem (median split; modified version of Janis and Field's ‘Feelings of Inadequacy Scale’) received either a negative or a positive evaluation of themselves. They were told that the evaluation had been written by another subject who had acted either under ‘sincere’ instructions, which allowed him to give his own opinion, or under ‘role-playing’ instructions, which assigned him to write either a positive or a negative evaluation. The subject's take was to decide under which instruction his evaluation had been written. It was predicted from a self-concistency logic that low self-esteem subjects would attribute negative evaluations to ‘sincere’ and positive evaluations to ‘role-playing’ instructions, while high self-esteem subjects would make the reverse attributions. A significant self-esteem × evaluation positivity interaction (p <.01) supported this prediction.     

To do or to have? Exploring the effects of social exclusion on experiential and material purchases

Social exclusion is widespread in our modern society. In the context of marketing, consumers who are excluded will choose specific products to mitigate the negative consequences of exclusion. This research examined the effect of social exclusion on consumer preferences. Three experimental studies were conducted to test whether consumers experiencing social exclusion would choose specific kinds of purchases. The results of the three studies provided convergent support for the notion that consumers who feel socially excluded exhibit a preference for experiential purchases over material purchases. It therefore appears that experiential purchases can more effectively compensate for the relational needs caused by social exclusion. The effect was stronger for socially excluded individuals exhibiting more interdependent self‐construal than for those exhibiting a more independent self‐construal. These results indicate that social impact is an antecedent of experiential purchases, and they shed light on an important mechanism to alleviate the negative effects of social exclusion.     

Whatever happened to the group in social psychology?

For a decade following World War II social psychologists tended to view the individual as an element in a larger system. Research on small groups prospered, and attitudes and social perceptions were conceived to be antecedents and consequences of group activity. But by the 1960's social psychology had become much more individualistic. Interest in the group as a system had waned and research was generally focused on intraindividual events or processes that mediate responses to social situations. We now appear to be passing through a period of transition during which both the content and methodology of past research are being re-evaluated, and from which new trends are likely to emerge.Possible explanations of the changing orientation of social psychology are discussed, and predictions are advanced concerning future developments. It is suggested that social psychologists are responsive to the mood of the times, and that recent social and political unheavals presage a revival of the collectivistic approach.     

The effect of S− on observing behavior

Eight pigeons were run on a one-key, discrete-trials observing procedure. Pecks during a trial produced S⁺ and S^?, colored key lights which signalled whether the trial would end with response-independent grain reinforcement or nonreinforcement. S⁺ and S^? were produced on a VI schedule which began operating at the onset of the trial. In the main experimental condition, only a response preceded by at least 6 sec of nonresponding could produce S^? on nonreinforced trials; any response which satisfied the VI requirement produced S⁺ on reinforced trials. This procedure allowed the birds to produce S⁺ on reinforced trials with or without producing S^? on nonreinforced trials. The subjects learned to produce fewer S^?s over sessions, indicating that S^? had a punishing effect on observing. The results were taken as evidence for the conditioned reinforcement hypothesis of observing and against the uncertainty reduction hypothesis.     

Can individualists and cooperators play together? The effect of mixed social motives in negotiations

Despite noting the likelihood of dissimilar motives in many transactions, previous negotiation research has focused on negotiations whose participants were similarly motivated (to be cooperative or individualistic). In this paper, we answer recent calls to examine “mixed dyads” (i.e. negotiators with differing social motives) in addition to homogeneous dyads. Our results showed that cooperative - and mixed - dyads both experienced significantly more positive negotiation processes and outcomes than individualistic dyads. We discuss the important roles communication and reciprocity may have in helping individualists and cooperators to reach mutually beneficial agreements.     

Madonna or Don McLean? The effect of order of exposure on relative liking

While many studies have shown that exposure frequency affects consumer attitudes and preferences, the current paper provides evidence that exposure order also does so. Three studies show that people like stimuli to which they are first exposed better than later encountered, similar stimuli. Controlling for exposure frequency and duration, individuals prefer the version of a song they heard first to a version they heard later and images they saw first to mirror images they saw later. In addition, our results suggest that perceived originality contributes to the preference for a first encountered stimulus. Our results are discussed in relation to research on order effects in sequential rating formats.     

Does content matter? The effect of remorseful tone on length of prison sentence

The expression of remorse by offenders has been found to affect jurors' determination of length of prison sentences. This study explores this phenomenon by contrasting the impact of exercising remorse solely in words or through emotional tone. Remorse consists of guilt, shame and sorrow. This study examines the contribution of each of these emotions to judgements about prison sentences, which is an area seldom explored in the literature. It is shown that regardless of the gender of the offender, participants censured a significantly more severe punishment for the offender who expressed a sense of remorse using words rather than tone. In addition, only shame was a significant predictor of the severity of punishment. These findings are consistent with previous studies and further differentiate the influence of displaying remorse at the content and tonal levels.     

The effect of message framing on self-management of chronic pain: A new perspective on intervention?

This study examines framed messages as a novel approach to promote self-management of chronic pain. Primary care patients reporting chronic pain (pain rated?≥?4 on 0–10 NRS-I for ≥3 months) were randomly assigned to receive a gain- or loss-framed message promoting self-management of pain. Impact of the framed message on behavioural self-management (including communicating with providers, relaxation, activity pacing, pleasant activities and healthy lifestyle) was assessed. Post-message, individuals in the loss-frame condition reported significantly greater interest in and more knowledge gained from the information presented in the message (p?≤?0.03). Loss-frame participants were significantly more likely to express confidence that they would practice relaxation (p?≤?0.03). Pain readiness to change, pain self-efficacy and message frame independently influenced motivation to engage in relaxation as a self-management strategy. Across all behaviours assessed, there were no observed interactions between message frame and either pain self-efficacy or pain readiness to change (p?>?0.05). Framing may be useful to promote pain self-management; larger trials are needed to fully evaluate its potential and to further assess the applicability of framed communication to impact a broader range of chronic conditions.     

The effect of message framing on self-management of chronic pain: a new perspective on intervention?

This study examines framed messages as a novel approach to promote self-management of chronic pain. Primary care patients reporting chronic pain (pain rated ≥?4 on 0-10 NRS-I for ≥3 months) were randomly assigned to receive a gain- or loss-framed message promoting self-management of pain. Impact of the framed message on behavioural self-management (including communicating with providers, relaxation, activity pacing, pleasant activities and healthy lifestyle) was assessed. Post-message, individuals in the loss-frame condition reported significantly greater interest in and more knowledge gained from the information presented in the message (p≤0.03). Loss-frame participants were significantly more likely to express confidence that they would practice relaxation (p≤0.03). Pain readiness to change, pain self-efficacy and message frame independently influenced motivation to engage in relaxation as a self-management strategy. Across all behaviours assessed, there were no observed interactions between message frame and either pain self-efficacy or pain readiness to change (p>0.05). Framing may be useful to promote pain self-management; larger trials are needed to fully evaluate its potential and to further assess the applicability of framed communication to impact a broader range of chronic conditions.     

What can I gain as a mentor? The effect of mentoring on the job performance and social status of mentors in China

In this study, we examine how mentoring benefits mentors as well as how team cohesiveness affects mentoring relationships and resulting benefits. We followed 512 formal mentors in a Chinese manufacturing firm for six months and collected data in three phases and from three sources. The findings reveal that the amount of mentoring provided is positively related to mentors' in‐role job performance and social status. These relationships were fully mediated by mentors' personal learning and social interaction quality, respectively. Team cohesiveness, however, did not moderate these relationships. Our empirical findings have implications for understanding how mentors' careers can benefit from being a mentor.     

The effect of an extinction cue on ABA-renewal: Does valence matter?

The present human fear conditioning study examined whether the valence of an extinction cue has a differential effect on attenuating renewal that is induced by removal of the extinction context. Additionally, the study aimed to assess whether such attenuating effect is based on a modulatory or safety-signal role of the cue. In acquisition, extinction, and test stages of the experiment, human participants received pairings of human faces, presented against a particular background color, with the presence or absence of an aversive auditory stimulus. Experimental groups differed in the valence of a cue that was presented during extinction, in whether or not extinction took place against a different background color than present during acquisition and testing, and in whether the extinction cue was present or absent at test. The conditioned response consisted of auditory-stimulus expectancy ratings. It was hypothesized that a positively valued extinction cue yields faster extinction, stronger attenuation of renewal, and better transfer of its inhibitory power to non-extinguished stimuli than a negatively valued cue. All three hypotheses were confirmed, suggesting that the positive, but not the negative, cue had become a safety signal. The results were discussed in the framework of extinction-based exposure treatments.