Cognition is a matter of trust: Distrust tunes cognitive processes

The current review proposes that exposure to a specific untrustworthy source of information engages a mode of thought—a distrust mindset—that is also evoked by incidental distrust contexts and by personality characteristics. The review summarises empirical research demonstrating that—in contrast to trust, which leads to the familiar congruent type of cognitive processes—distrust triggers a spontaneous activation of alternatives and incongruent associations for a given concept. These alternatives dilute the activation level of the given concept, indicating that our mind can spontaneously stop the congruent-processing flow. Consequently, distrust blocks congruent effects such as confirmatory biases, accessibility effects, stereotyping, and routine reasoning. Thus, the review suggests that the basic flow of our cognition is (dis)trust dependent. The review concludes with a discussion of the effect of the distrust mindset as a demonstration of (1) situated cognition and (2) a spontaneous negation process.     

Promoting systematic processing in low-motivation settings: effect of incongruent information on processing and judgment

Ss received consensus information that was either congruent or incongruent with the valence of persuasive message content. In Experiment 1 Ss believed that their processing task was either important or unimportant whereas in Experiment 2 all Ss believed that their task was unimportant. In accord with the heuristic-systematic model's sufficiency principle, high-task-importance Ss exhibited a great deal of systematic processing regardless of congruency, whereas low-importance Ss processed systematically only when they received incongruent messages; in the congruent conditions heuristic processing dominated. Attitude data generally reflected these processing differences and confirmed the additivity and attenuation assumptions of the model. The utility of the sufficiency principle for understanding motivation for elaborative processing and the relevance of the findings to understanding the processing and judgmental effects of expectancy disconfirmation are discussed.     

Dealing with dissonance: responding to an incongruent test result in a new media environment

In a new media environment replete with opportunities to test and express political identity, this study examines how people respond when confronted with a political test result that contradicts their partisan affiliation. An incongruent test result should produce motivated processing, but only when individuals do not dismiss the incongruent result will they experience dissonance and alter their social identification. Using a series of experiments, the results of this study supported these hypotheses. Implications of these findings for political psychology and message response are discussed.     

Automatic phonological coding of unattended printed words

A lexical decision response to an attended printed word can be slowed when the word is accompanied by an unattended word that is semantically related. Does this hold for an unattended word that is not related to the target word but sounds as if it is? The homophone WASTE can be shown to affect the lexical decision response to RUBBISH, but how does the incongruently related homophone WAIST affect RUBBISH? If incongruent homophones of words related to the attended word can influence processing when they are not being attended to, then it must be through automatic processing into a phonological code, either before or after lexical access. Experiment 1 reports such an effect, and it is concluded that a phonological representation is generated preattentively and influences the semantic processing of the attended word after generation of that representation. Experiment 2 confirms the effect and investigates the possibility that the effect exists because of the strategic use of phonological encoding of attended words. To discourage the use of a phonological strategy for lexical access, all nonwords were pseudohomophones. The influence persisted, however, with attended words still being affected by the presence of incongruent homophones of related words.     

Culturally Sensitive AIDS Educational Videos for African American Audiences: Effects of Source, Message, Receiver, and Context

The importance of using culturally sensitive educational materials in HIV-related interventions with racial and ethnic minority groups is widely recognized. However, little empirical research has been conducted to assess the relative effectiveness of different techniques for creating culturally sensitive AIDS educational videos. Two field experiments with three samples of African American adults (N = 174, 173, and 143) were conducted to assess how source characteristics (race of communicator), message characteristics (multicultural message vs. culturally specific message), and audience characteristics (racial distrust and AIDS-related distrust) influence proximate (perceptions of the message's credibility and attractiveness) and distal (AIDS-related attitudes, beliefs, and behavioral intentions) output variables for AIDS educational videos. In Study 1, an AIDS video with a culturally specific message was rated as more credible, more attractive, and of higher quality than was a video with a multicultural message. The multicultural message was rated less favorably when delivered by a White announcer than when the announcer was Black. In Study 2, the same pattern was replicated with a second community sample and a campus-based sample. Study 2 also indicated that a multicultural message might be more effective if delivered in a culturally specific context, namely, after audience members watch a culturally specific video. Minimal changes were observed in distal outcome variables. It is argued that influencing proximate output variables is necessary, though not sufficient, for effecting long-term change in AIDS-related attitudes, beliefs, and behaviors.     

On the interplay of visuospatial and audiotemporal dominance: Evidence from a multimodal kappa effect

When participants judge multimodal audiovisual stimuli, the auditory information strongly dominates temporal judgments, whereas the visual information dominates spatial judgments. However, temporal judgments are not independent of spatial features. For example, in the kappa effect, the time interval between two marker stimuli appears longer when they originate from spatially distant sources rather than from the same source. We investigated the kappa effect for auditory markers presented with accompanying irrelevant visual stimuli. The spatial sources of the markers were varied such that they were either congruent or incongruent across modalities. In two experiments, we demonstrated that the spatial layout of the visual stimuli affected perceived auditory interval duration. This effect occurred although the visual stimuli were designated to be task-irrelevant for the duration reproduction task in Experiment 1, and even when the visual stimuli did not contain sufficient temporal information to perform a two-interval comparison task in Experiment 2. We conclude that the visual and auditory marker stimuli were integrated into a combined multisensory percept containing temporal as well as task-irrelevant spatial aspects of the stimulation. Through this multisensory integration process, visuospatial information affected even temporal judgments, which are typically dominated by the auditory modality.     

Regulatory fit and persuasion: transfer from "Feeling Right."

The authors propose that when a message recipient "feels right" from regulatory fit (E. T. Higgins, 2000), this subjective experience transfers to the persuasion context and serves as information for relevant evaluations, including perceived message persuasiveness and opinions of the topic. Fit was induced either by strategic framing of message arguments in a way that fit/did not fit with the recipient's regulatory state or by a source unrelated to the message itself. Across 4 studies, regulatory fit enhanced perceived persuasiveness and opinion ratings. These effects were eliminated when the correct source of feeling right was made salient before message exposure, supporting the misattribution account. These effects reversed when message-related thoughts were negative, supporting the claim that fit provides information about the "rightness" of one's (positive or negative) evaluations.     

Contextual contrast and perceived knowledge: Exploring the implications for persuasion

The present research tested the notion that perceived target knowledge can be affected by the amount of information one has about other recently encountered stimuli—whether that information is relevant or not. Furthermore, the present research tested the implications of this effect for persuasion. In 4 experiments, participants were presented with a persuasive message promoting a fictitious department store, but first received another message containing more or less information about something else (e.g., another store, a car, or a person). Regardless of the type or valence of initial information received, the initial message had a contrast effect on perceived target knowledge, which influenced target attitudes. The less information the initial message contained, the more persuasive knowledge participants thought they received from the target message, and the more their attitudes agreed with that message. These findings suggest that the perceived amount of persuasive information one has about a target stimulus can be manipulated to increase persuasion, even when the actual amount of information about the target stimulus does not vary.     

Estimating the quantitative relation between incongruent information and response time

In Eriksen's flanker paradigm, participants' responses are slower and more error-prone when task-relevant and simultaneously available task-irrelevant cues are incongruent. The influence of task-irrelevant information decreases as its distance from the task-relevant information increases. Here, we manipulated the quantity of task-irrelevant information while keeping the distance constant. We asked whether when the impact on response selection processes was stronger the more incongruent information was available, or whether the impact on response selection depended only on its presence or absence. We conducted an experiment, in which subjects had to discriminate the direction of motion of a central point-light-walker that was flanked by two, four, or eight point-light-walkers at an equal distance from the center. The experiment showed that reaction times increased with the number of incongruent walkers. This effect was modulated by the total number of walkers, showing that the effect of incongruent information saturates when the display is cluttered.     

Text On Screen: Can Emotionally Incongruent Combinations of Media Frames and Messages Elicit Coactivation in the Motivational Systems

ABSTRACT

Social media is becoming one of the most common deployment methods for antidrug and risk message campaigns. This is largely due to the low cost and high distribution that social media affords. This article argues that the social media approach to antidrug messaging also results in greater attention to the message over time. This article reports results from a study that examined how the combination of a short gain-or-loss framed text message interacts with a subsequent pleasant or unpleasant antidrug video message to influence motivational activation and information processing. Based on previous work investigating how different emotional trajectories in public service announcements (PSAs) elicit different patterns of motivational activation and cognitive processing, it was predicted, and found, that emotionally incongruent combinations of the text frame and video content resulted in the coactivation of the motivational systems. Placing a gain frame before a video message affects the overall processing of the subsequent message such that even an unpleasant message is rated more positively and results in a pattern of resource availability more like what we see for pleasant messages. Motivational activation and the subsequent effects on cognitive and emotional reactions are discussed within the context of multi-modal anti-drug campaigns.     

Coupon or my privacy: How consumers choose to disclose their personal information and accept mobile location-based advertising (LBA) through privacy calculus

With their capacity to track geo-specific location information rapidly expanding, the practice of location-based advertising (LBA) is becoming increasingly prevalent. While LBA can provide relevant and financial benefits, concerns about data collection and privacy are also on the rise. In the following two experiments, based on the privacy calculus theory and parallel mediation analyses, an explanatory framework is presented to lay out how consumers choose to disclose their personal information and accept LBA depending on location congruent levels of a mobile ad message by assessing the benefits as well as costs of disclosing personal information. In Study 1 (N = 186), it was found that both perceived benefits and costs fully mediated the experimental effects of location congruence (congruent vs. incongruent) on intentions to disclose personal information as well as accept LBA practice. In Study 2 (N = 230), a 2 (location congruence: congruent vs. incongruent) × 2 (sales promotion: yes vs. no) factorial experiment was conducted. The results from moderated mediation analysis showed that privacy concerns due to location tracking disappeared when sales promotion was offered. These results indicate that consumers' information disclosure and LBA acceptance can be understood as a trade-off between incentives and privacy issues in which privacy concerns can be alleviated when financial benefits are offered.     

Spontaneous trait transference to familiar communicators: is a little knowledge a dangerous thing?

In most social cognition research participants are presented with unattributed information about unfamiliar stimulus persons. However, in the real world it is more common for people to learn about others through social communication and to know something about those with whom they communicate. Such issues are explored in relation to spontaneous trait transference, a phenomenon in which communicators are perceived as having traits that they merely describe in others. Three studies show that even familiar communicators became associated with, and attributed, the traits implied by their remarks. Surprisingly, these effects occurred even when the implied traits were incongruent with participants' prior knowledge about these communicators. The results are discussed in terms of (a) the generalizability of social cognition research, (b) the automaticity of simple associative phenomena, and (c) the interplay of simple associative and higher level processes.     

Uncertainty orientation in the group context: categorization effects on persuasive message processing

Persuasive messages often originate from in-group or out-group sources. Theoretically, in-group categories could facilitate heuristic-based message processing (because of the attractiveness of in-groups and their social reality cues) or systematic-based processing (because of high personal relevance of the message). The authors expected individual differences in uncertainty orientation and socially based expectancy congruence to be important variables in understanding these processes. Participants were exposed to strong or weak, in-group or out-group messages that were either expectancy congruent (in-group agreement, out-group disagreement) or expectancy incongruent (in-group disagreement, out-group agreement). As predicted, uncertainty-oriented participants increased systematic information processing under incongruent conditions relative to congruent (i.e., relatively certain) conditions; certainty-oriented individuals processed systematically only under congruent conditions. These findings suggest that uncertainty that has been created through social-categorization conflicts is treated differently by people of different personality styles.     

Intentional switching of auditory attention between long and short sequential tone patterns

The current study focuses on auditory task switching, more precisely on switching attention between different temporal patterns of the same auditory stimulus. Tone sequences consisting of nine different pitch tones were presented aurally. Three repetitive short 3-tone patterns (local focus) were combined to a long pattern (global focus), and each could be either rising or falling, resulting in congruent or incongruent combinations. Participants were informed by a cue if they had to attend to the short or to the long pattern, and they indicated if the target pattern was rising or falling by pressing one of two keys. In two experiments, we investigated cued switches between the two attentional foci. Switch costs in reaction times and errors were observed when switching from the long to the short pattern but not when switching from the short to the long pattern. These asymmetric switch costs were reduced when participants had more time to prepare for the switch in a condition with a prolonged cue-stimulus interval. In addition, participants made more errors when global and local patterns did not correspond to each other (i.e., in incongruent trials) when attending to either of the patterns, but this congruency effect was not modulated by preparation time. The data suggest that the mechanisms of task goal prioritizing, as indicated by the asymmetric attention switch costs, are dissociable from those underlying stimulus selection, as indicated by the congruency effects.     

Balancing awareness: Vestibular signals modulate visual consciousness in the absence of awareness

The processing of visual and vestibular information is crucial for perceiving self-motion. Visual cues, such as optic flow, have been shown to induce and alter vestibular percepts, yet the role of vestibular information in shaping visual awareness remains unclear. Here we investigated if vestibular signals influence the access to awareness of invisible visual signals. Using natural vestibular stimulation (passive yaw rotations) on a vestibular self-motion platform, and optic flow masked through continuous flash suppression (CFS) we tested if congruent visual–vestibular information would break interocular suppression more rapidly than incongruent information. We found that when the unseen optic flow was congruent with the vestibular signals perceptual suppression as quantified with the CFS paradigm was broken more rapidly than when it was incongruent. We argue that vestibular signals impact the formation of visual awareness through enhanced access to awareness for congruent multisensory stimulation.     

Uncertainty Orientation in the Group Context: Categorization Effects on Persuasive Message Processing

Abstract

Persuasive messages often originate from in-group or out-group sources. Theoretically, in-group categories could facilitate heuristic-based message processing (because of the attractiveness of in-groups and their social reality cues) or systematic-based processing (because of high personal relevance of the message). The authors expected individual differences in uncertainty orientation and socially based expectancy congruence to be important variables in understanding these processes. Participants were exposed to strong or weak, in-group or out-group messages that were either expectancy congruent (in-group agreement, out-group disagreement) or expectancy incongruent (in-group disagreement, out-group agreement). As predicted, uncertainty-oriented participants increased systematic information processing under incongruent conditions relative to congruent (i.e., relatively certain) conditions; certainty-oriented individuals processed systematically only under congruent conditions. These findings suggest that uncertainty that has been created through social-categorization conflicts is treated differently by people of different personality styles.     

The influence of power on the information search, impression formation, and demands in negotiation

Based on work by Fiske (1992), we argue that power differences influence information search strategies during negotiation. Experiment 1 showed that negotiators with less power ask more diagnostic than leading questions, and more belief-congruent than incongruent questions, when facing a competitive rather than cooperative partner. Experiment 2 suggested that this result was caused by stronger accuracy and impression motivation among less powerful negotiators. Experiment 3 showed that belief-congruent rather than incongruent questions produce more positive impressions during negotiation. And when less powerful negotiators are asked leading questions about their willingness to cooperate (compete), they responded with lower (higher) demands. The results are discussed in terms of a motivated information-processing model of negotiation.     

Visual parsing and response competition: the effect of grouping factors.

When the task is to categorize a target letter at a known location, subjects show more interference from incongruent distractors that are relatively close (B. A. Eriksen & C. W. Eriksen, 1974) or that share common motion with the target (Driver & Baylis, 1989). In eight experiments, we examined whether static factors other than proximity can affect the amount of interference. When distractors and the target letter were in the same color, the distractors interfered more than they did when they were in a different color, even when the latter were closer to the target. Good continuation between the target and distractors also led to more interference. These results suggest that the efficiency of selection is determined by several aspects of the relation between targets and distractors in addition to their proximity, and thus that visual attention is not directed on the basis of position information alone.     

Learning grammatical categories from distributional cues: Flexible frames for language acquisition

Performance in a behavioral task can be facilitated by associating stimulus properties with reward. In contrast, conflicting information is known to impede task performance. Here we investigated how reward associations influence the within-trial processing of conflicting information using a color-naming Stroop task in which a subset of ink colors (task-relevant dimension) was associated with monetary incentives. We found that color-naming performance was enhanced on trials with potential-reward versus those without. Moreover, in potential-reward trials, typical conflict-induced performance decrements were attenuated if the incongruent word (task-irrelevant dimension) was unrelated to reward. In contrast, incongruent words that were semantically related to reward-predicting ink colors interfered with performance in potential-reward trials and even more so in no-reward trials, despite the semantic meaning being entirely task-irrelevant. These observations imply that the prospect of reward enhances the processing of task-relevant stimulus information, whereas incongruent reward-related information in a task-irrelevant dimension can impede task performance.