Courtship, competition, and the pursuit of attractiveness: mating goals facilitate health-related risk taking and strategic risk suppression in women

Two experiments explored the possibility that specific health risks observed among young women may be influenced by attractiveness-enhancement goals associated with mating. Study 1 (n=257) demonstrated that priming women with intersexual courtship and intrasexual competition increased their willingness to go tanning and take dangerous diet pills. Study 2 (n=148) conceptually replicated these results and revealed that increased willingness to take these risks is mediated by diminished feelings of vulnerability to the negative health effects associated with these behaviors when mating goals are salient. Findings provide evidence that mating goals play a role in the continued popularity of these dangerous behaviors in women. Furthermore, the current results bridge the existing gap between health belief and self-presentational models of risk behaviors to yield novel insights into the psychology of risk taking.     

The effects of elapsed time and retrieval on young children's judgments of the temporal distances of past events

Young children have very limited knowledge of long-term time patterns, but recent studies show that impressions of temporal distances provide them with some sense of the times of past events. These studies were investigations of (a) the function relating subjective to objective distances in the past for events whose ages range from less than 1 month to 1 year and (b) the effects of retrieving events on their subjective recency. In Study 1, 825 children (5-, 6-, and 7-year-olds) compared the recency of two school events from many months in the past shortly after one of the events was retrieved. In Study 2, 162 children (mean age 4.9 years) judged the distances in the past of their birthdays, summer, and 4 holidays by placing cards on a spatial continuum. In Study 3, 148 children (mean age 4.8 years) performed a similar task after the prior retrieval or priming of some of the events. Subjective temporal distance increased with real distance up to about 5 months, with no evident increase thereafter. Retrieval and priming had no effect on subjective recency. These findings show that early developing characteristics of memory provide young children with a differentiated sense of the times of events from past months. However, simple strength models cannot explain this ability.     

How to cope with "noise" in social dilemmas: the benefits of communication

Interactions in social life may be seriously affected by negative noise, whereby actual or perceived behavior is less cooperative than was intended (e.g., arriving late due to an unforeseen traffic jam). The present research examines whether negative noise exerts detrimental effects on impressions and cooperation and whether such effects could be reduced by communication. Consistent with hypotheses, Study 1 revealed that negative noise exerts detrimental effects on both impressions of partners' benign intent and cooperation and that these detrimental effects could be effectively reduced by communication about noise. Study 2 replicated both findings but only for individuals with low trust. Mediation analysis revealed that impressions of benign intent and prosocial interaction goals underlie the positive effects of communication on cooperation.     

Subliminal priming and persuasion: Striking while the iron is hot

Three studies demonstrated that subliminally priming a goal-relevant cognition (thirst in Studies 1 and 2; sadness in Study 3) influenced behavior (in Study 1) and enhanced the persuasiveness of an ad targeting the goal (in Studies 2 and 3) when people were motivated to pursue the goal (when they were thirsty in Studies 1 and 2; when they expected to interact with another person in Study 3). These results suggest that subliminal priming can be used to enhance persuasion, but only when certain conditions are met. Both the priming of goal-relevant cognitions and the motive to pursue the goal were necessary for ads targeting the goal to be more persuasive. The implications of these results for the role of functionality in subliminal priming and for the use and abuse of subliminal priming in persuasion are discussed.     

Nonconscious goals can shape what people want to feel

Goals can determine what people want to feel (e.g., Tamir et al., 2008), but can they do so even when they are primed outside of conscious awareness? In two studies, participants wanted to feel significantly less angry after they were implicitly primed with a collaboration goal, compared to a neutral prime. These effects were found with different implicit priming manipulations, direct and indirect measures of emotional preferences, and when controlling for concurrent emotional experiences. The effects were obtained in social contexts in which the potential for collaboration was relatively higher (Study 1) and lower (Study 2). Also, similar effects were found when collaboration was activated nonconsciously (Studies 1–2) and consciously (Study 2). By showing that nonconscious goals can shape emotional preferences, we demonstrate that what people want to feel can be determined by factors they are unaware of.     

Category and stereotype activation revisited

In Study 1 (N= 230), we found that the participants' explicit prejudice was not related to their knowledge of cultural stereotypes of immigrants in Sweden, and that they associated the social category immigrants with the same national/ethnic categories. In Study 2 (N= 88), employing the category and stereotype words obtained in Study 1 as primes, we examined whether participants with varying degrees of explicit prejudice differed in their automatic stereotyping and implicit prejudice when primed with category or stereotypical words. In accord with our hypothesis, and contrary to previous findings, the results showed that people's explicit prejudice did not affect their automatic stereotyping and implicit prejudice, neither in the category nor stereotype priming condition. Study 3 (N= 62), employing category priming using facial photographs of Swedes and immigrants as primes, showed that participants' implicit prejudice was not moderated by their explicit prejudice. The outcome is discussed in relation to the distinction between category and stereotype priming and in terms of the associative strength between a social category and its related stereotypes.     

The effect of distance-dependent construals on schema-driven impression formation

Two experiments examine how distance-dependent construal can affect trait aggregation in impression formation. We propose that, because higher- versus lower-level construals promote the tendency to impose schematic structure on information processing, higher-level construals should enhance schema-driven trait aggregation. We test this by examining a classic impression formation phenomenon: the primacy effect (Asch, 1946). Increasing temporal distance (Study 1a) and priming higher-level construals (Study 1b) led participants to form more favorable impressions of targets described initially as intelligent versus envious. Decreasing temporal distance and priming lower-level construals, in contrast, reversed the primacy effect. Thus, the distance of a target, with its associated construal, can impact the aggregation of traits and consequently impacts people's evaluations of others.     

Alcohol affects goal commitment by explicitly and implicitly induced myopia

Alcohol commits people to personally important goals even if expectations of reaching the goals are low. To illuminate this effect, we used alcohol myopia theory, stating that alcohol intoxicated people disproportionally attend to the most salient aspects of a situation and ignore peripheral aspects. When low expectations of reaching an important goal were activated students who consumed alcohol were less committed than students who consumed a placebo. We observed less commitment regardless of whether low expectations were explicitly activated in a questionnaire (Study 1) or implicitly activated through subliminal priming (Study 2). The results imply that, intoxicated people commit to goals according to what aspects of a goal are activated either explicitly or implicitly.     

The “good” professional: Effects of trait-profile gender type,androgyny, and likableness on impressions of incumbents of sex-typed occupations

Three studies utilizing an impression formation paradigm assessed perceived desirability of masculine, feminine, and androgynous trait profiles attributed to incumbents of sex-typed occupations. Participants in all three studies were predominantly upper middle class Caucasians. Approximately 60% were women and 40% were men. While a general masculinity bias was observed, several important qualifications to this bias were suggested. In Study I, trait likableness had a greater influence than did trait gender typing on impressions across occupations, suggesting the occurrence of centrality effects. Context effects also occurred in impressions of various combinations of particular masculine and feminine traits. Study 2 controlled trait likableness, and while a masculinity bias was still observed, androgynous profiles were rated as equally desirable as masculine profiles across occupations. Study 3 demonstrated that high levels of both masculinity and femininity resulted in favorable impressions, and support was obtained for an “interactive model” of androgyny, i.e., androgynous profiles were rated as more desirable than either gender-typed masculine or feminine profiles across occupations. Nonetheless, some evidence of a “matching bias” between trait gender typing and occupational sex typing was obtained in all three studies, especially for the male-typed occupation of lawyer and the female-typed occupation of nurse. The results are discussed in terms of the operation of “occupational role schemas” in perceptions of incumbents.     

Affective Responses to Autobiographical Memories and Their Relationship to Long-Term Goals

ABSTRACT It was hypothesized that affective responses to memories could be predicted from a memory's relevance to the attainment or nonattainment of an individual's long-term goals. In Study 1, 30 subjects received 15 goals, based upon Murray's (1938) needs, as cues to retrieve memories. They rated both affective responses to memories and the relevance of the memories to the attainment of the cuing goal. On average, affective responses were significantly correlated with the relevance of the memories to goal attainment. In Study 2, 62 subjects retrieved 20 memories from four different content categories and rated the relevance of each memory to the attainment of all 15 goals. Factor analysis yielded three goal factors—avoidance, self-gratification, and academic accomplishment. Depending upon the memory content (family, friends, school, or activities), memories varied in how much the affect they evoked was related to the attainment of particular goals. Goals played a differentiated role in subjects' current affect about past events.     

Distinguishing the desire to learn from the desire to perform: The social value of achievement goals

We sought to distinguish mastery goals (i.e., desire to learn) from performance goals (i.e., desire to achieve more positive evaluations than others) in the light of social judgment research. In a pilot study, we made a conceptual distinction between three types of traits (agency, competence, and effort) that are often undifferentiated. We then tested the relevance of this distinction for understanding how people pursuing either mastery or performance goals are judged. On self-perception, results revealed that effort was predicted by the adoption of mastery goals and agency by performance goals (Study 1). On judgments, results showed that (a) the target pursuing mastery goals was perceived as oriented toward effort, and (b) the target pursuing performance goals was oriented toward agency (Study 2). Finally, these links were shown again by participants who inferred a target’s goals from his traits (Study 3). Results are discussed in terms of the social value of achievement goals at school.     

Anticipated Success at Unconscious Goal Pursuit: Consequences for Mood, Self-Esteem, and the Evaluation of a Goal-Relevant Task

This study extends recent research showing that fulfillment of unconscious goals can have the same affective consequences as fulfillment of conscious goals (T. L. Chartrand, 2001). Participants were unobtrusively primed with stimuli either relevant or irrelevant to the goal to seek knowledge. Next, an opportunity to fulfill the knowledge-seeking goal was announced (i.e., a test and subsequent feedback on a fictitious cognitive ability). As expected, participants in the knowledge-goal condition responded more positively to the announcement in terms of mood, self-esteem, and test evaluation than did participants in the no-goal condition. Consistent with a motivational account, the priming procedure did not influence mood and self-esteem when these variables were measured before test announcement.     

Facial and self‐report questionnaire measures capture different aspects of romantic partner preferences

Romantic relationship researchers often use self‐report measures of partner preferences based on verbal questionnaires. These questionnaires show that partner preferences involve an evaluation in terms of underlying factors of vitality–attractiveness, status‐resources, and warmth–trustworthiness. However, when people first encounter a potential partner, they can usually derive a wealth of impressions from their face, and little is known about the relationship between verbal self‐reports and impressions derived from faces. We conducted four studies investigating potential parallels and differences between facial impressions and verbal self‐reports. Study 1 showed that when evaluating highly variable everyday face images in a context that does not require considering them as potential partners, participants can reliably perceive the traits and factors that are related to partner preferences. However, despite being capable of these nuanced evaluations, Study 2 found that when asked to evaluate images of faces as potential romantic partners, participants’ preferences become dominated by attractiveness‐related concerns. Study 3 confirmed this dominance of facial attractiveness using morphed face‐like images. Study 4 showed that attractiveness dominates partner preferences for faces even when task instructions imply that warmth–trustworthiness or status–resources should be of primary importance. In contrast to verbal questionnaire measures of partner preferences, evaluations of faces focus heavily on attractiveness, whereas questionnaire self‐reports tend on average to prioritize warmth–trustworthiness over attractiveness. Evaluations of faces and verbal self‐report measures therefore capture different aspects of partner preferences.     

Self-discrepancies and emotional vulnerability: how magnitude, accessibility, and type of discrepancy influence affect

Two studies examined whether the type of emotional change experienced by individuals is influenced by the magnitude and accessibility of the different types of self-discrepancies they possess. In both studies, subjects filled out a measure of self-discrepancy a few weeks prior to the experimental session. Subjects were asked to list up to 10 attributes each for different self-states--their actual self, their ideal self (their own or others' hopes and goals for them), and their ought self (their own or others' beliefs about their duty and obligations). Magnitude of self-discrepancy was calculated by comparing the attributes in the actual self to the attributes in either the ideal self or the ought self, with the total number of attribute pairs that matched being subtracted from the total number of attribute pairs that mismatched. In Study 1, subjects were asked to imagine either a positive event or a negative event and were then given a mood measure and a writing-speed task. Subjects with a predominant actual:ideal discrepancy felt more dejected (e.g., sad) and wrote more slowly in the negative event condition than in the positive event condition, whereas subjects with a predominant actual:ought discrepancy, if anything, felt more agitated (e.g., afraid) and wrote more quickly in the negative event condition. In Study 2, subjects were selected who were either high in both kinds of discrepancies or low in both. Half of the subjects in each group were asked to discuss their own and their parents' hopes and goals for them (ideal priming), and the other half were asked to discuss their own and their parents' beliefs concerning their duty and obligations (ought priming). For high-discrepancy subjects, but not low-discrepancy subjects, ideal priming increased their dejection whereas ought priming increased their agitation. The implications of these findings for identifying cognitive-motivational factors that may serve as vulnerability markers for emotional problems is discussed.     

Attachment and the management of empathic accuracy in relationship-threatening situations

The current studies tested how attachment orientations are related to empathic accuracy (i.e., the accuracy with which one infers a partner's private thoughts and feelings) during attachment-relevant discussions. In Study 1, married couples were videotaped discussing a severe or a less severe relationship issue that involved intimacy or jealousy. In Study 2, dating couples were videotaped trying to resolve a relationship conflict. Consistent with the revised empathic accuracy model, highly avoidant individuals were less empathically accurate in both studies. Relative to less anxious persons, highly anxious individuals were more empathically accurate when discussing intimacy issues that posed a potential threat to their relationship (in Study 1) and when they were rated as more distressed when discussing a relationship conflict (in Study 2). The findings are discussed in terms of how highly anxious and highly avoidant people differentially manage empathic accuracy to regulate negative affect and facilitate their interpersonal goals.     

Priming Sex-Role Stereotypic Event Schemas With Rock Music Videos: Effects on Impression Favorability,Trait Inferences,and Recall of a Subsequent Male-Female Interaction

Two experiments examined the effects of priming on appraisal and recall of a subsequent social interaction. Popular rock music videos depicting sex-role stereotypic themes were used to prime sex-role stereotypic schemas. Two commonly available sex-role stereotypic event schemas ("boy-meets-girl" and "boy-dumps-girl") were identified in rock music videos. Subjects were exposed to one of these two types of videos (or neutral videos) before watching an interaction between a man and a woman that had been constructed to be schematically consistent or inconsistent with either the boy-meets-girl or the boy-dumps-girl schema. In Experiment 1, consistent with predictions from contemporary schematic processing theories, greater and more accurate recall of the actors' behaviors was found when the interaction was schema-inconsistent with the priming videos than when it was schema-consistent. In addition, after either stereotypic priming videos, both actors were liked more when their behavior was schema-consistent than when it was schema-inconsistent. Trait judgments in Experiment 2 showed that more positive traits were also ascribed to both actors when behaviors occurring during the interaction had been made schema-consistent rather than schema-inconsistent by the priming videos. The findings argue that, by serving as priming stimuli, rock music videos can produce strong, predictable, and nonconscious cognitive effects on viewers.     

Alexithymia and the automatic processing of affective information: Evidence from the affective priming paradigm

In Study 1, we examined the moderating impact of alexithymia (i.e., a difficulty identifying and describing feelings to other people and an externally oriented cognitive style) on the automatic processing of affective information. The affective priming paradigm was used, and lower priming effects for high alexithymia scorers were observed when congruent (incongruent) pairs involving nonverbal primes (angry face) and verbal target were presented. The results held after controlling for participants' negative affectivity. The same effects were replicated in Studies 2 and 3, with trait anxiety and depression entered as additional covariates. In Study 3, no moderating impact of alexithymia was found for verbal-facial pairs suggesting that the results cannot be merely explained in terms of transcoding limitations for high alexithymia scorers. Overall, the present results suggest that alexithymia could be related to a difficulty in processing and automatically using high arousal emotional information to respond to concomittant behavioural demands.     

Priming Effects on Cooperative Behavior in Social Dilemmas: Considering the Prime and the Person

We test whether people with a relatively more intrinsic vs. extrinsic value orientation (RIEVO) are particularly likely to enact cooperative behavior in resource dilemmas when they are primed with relatedness goals. In Study 1, high RIEVO participants primed with relatedness exhibited more restrained fishing behavior in a resource dilemma than their unprimed counterparts or participants low in RIEVO. Study 2 replicated this effect and further showed that the prime must signal the possibility of satisfying a valued goal (relatedness satisfaction) in order to elicit the value-consistent behavior. We discuss these results in the context of recent process models of goal priming, and also discuss how these findings contribute to our understanding of cooperative behavior and the predictive power of value constructs more broadly.     

Automatic for the people: how representations of significant others implicitly affect goal pursuit

Five studies are presented that explore how representations of significant others may automatically affect goal pursuit. Specifically, evidence is presented that suggests goals may be primed by one's representation of a significant other and that this priming may be moderated by one's closeness to this other individual. It is also shown to be affected by the number of different goals associated with this person. The greater the number of goals associated with a significant other, the less likely this individual will invoke any 1 goal very strongly. Such goal priming is shown to have implications for the extent to which goals are pursued (as seen through task persistence and performance) as well as the extent to which they are inhibited or ignored (especially when an individual is associated with a goal unrelated to a current pursuit).