The impact of positive mood and category importance on crossed categorization effects

Four studies examined the effect of positive versus neutral affect on preference among potential discussion partners who were members of two in-groups, two out-groups, or both an in-group and an out-group (crossed targets). The importance of targets' category memberships was manipulated by idiographically based selection. Positive affect elevated evaluation of crossed targets with a dominant (differentially important) in-group (Study 1). When categories were made equally important, positive affect had no impact (Studies 2 and 3). Study 4 presented crossed targets with both equally and differentially important group memberships and showed that differential category importance (dominance) is necessary for positive affect to influence judgments about them. These results are explained by the broadened categorization induced by positive affect.     

The Impact of Probability and Magnitude of Outcome on Disappointment and Elation

Bell's (1985) disappointment theory postulates that probability and magnitude of outcome affect the intensity of disappointment after undesirable outcomes and that of elation after desirable outcomes. The influence of probability and magnitude of outcome on the intensity of disappointment and elation was examined in five studies. Study 1 (within-subjects design) showed an effect of probability on both disappointment and elation. Study 2 (between-subjects design) showed only an effect of probability on disappointment. Study 3 also relied on a between-subjects design, used a different set of pay-offs, and replicated the findings of Study 2. In Study 4 both probability and magnitude of outcome were systematically varied. Results showed a large effect of probability on disappointment, but only a small effect on elation. Magnitude had a large effect on elation, but only a small effect on disappointment. Study 5 (using a real lottery) replicated the findings of Studies 2 and 3. Overall, these results suggest that experienced disappointment is primarily determined by the probability of the (undesirable) outcome, while elation is primarily determined by the magnitude of the (desirable) outcome. Possible explanations for this asymmetry are proposed, and implications for disappointment theory are briefly outlined.     

Lashing Out after Stewing over Public Insults: The Effects of Public Provocation,Provocation Intensity,and Rumination on Triggered Displaced Aggression

Four studies present the first evidence showing that public (vs. private) provocation augments triggered displaced aggression by increasing the perceived intensity of the provocation. This effect is shown to be independent of face‐saving motivation. Following a public or private provocation, Study 1 participants were induced to ruminate or were distracted for 20 min. They then had an opportunity to aggress against another person who either acted in a neutral or mildly annoying fashion (viz. triggering event). As expected, the magnitude of the greater displaced aggression of those who ruminated before the triggering event compared with those distracted was greater under public than private provocation. Study 2 replicated the findings of Study 1 and confirmed that public provocations are experienced as more intense. Studies 3 and 4 both manipulated provocation intensity directly to show that it mediated the moderating effect of public/private provocation found in Study 1. The greater intensity of a public provocation increases reactivity to a subsequent trigger, which in turn, augments triggered displaced aggression. Aggr. Behav. 39:13‐29, 2013. © 2012 Wiley Periodicals, Inc.     

Choosing what to choose from: Preference for inclusion over exclusion when constructing consideration sets from large choice sets

Decision making is a two‐stage process, consisting of, first, consideration set construction and then final choice. Decision makers can form a consideration set from a choice set using one of two strategies: including the options they wish to further consider or excluding those they do not wish to further consider. The authors propose that decision makers have a relative preference for an inclusion (vs. exclusion) strategy when choosing from large choice sets and that this preference is driven primarily by a lay belief that inclusion requires less effort than exclusion, particularly in large choice sets. Study 1 demonstrates that decision makers prefer using an inclusion (vs. exclusion) strategy when faced with large choice sets. Study 2 replicates the effect of choice set size on preference for consideration set construction strategy and demonstrates that the belief that exclusion is more effortful mediates the relative preference for inclusion in large choice sets. Studies 3 and 4 further support the importance of perceived effort, demonstrating a greater preference for inclusion in large choice sets when decision makers are primed to think about effort (vs. accuracy; Study 3) and when the choice set is perceived as requiring more effort because of more information being presented about each alternative (vs. more alternatives in the choice set; Study 4). Finally, Study 5 manipulates consideration set construction strategy, showing that using inclusion (vs. exclusion) in large choice sets leads to smaller consideration sets, greater confidence in the decision process, and a higher quality consideration set.     

Asserting your mind: Interruptions extremize consumer choices

Interruptions prevail in the retail environment, especially during consumer decision-making. However, scant research has examined whether and how interruptions that suspend decisions affect consumer choices. We posit that interruptions heighten the consumers' preference certainty, which leads to a choice extremity effect—consumers choose their preferred products even more and their unpreferred products even less. Six experiments provide convergent evidence for the choice extremity effect and the underlying process. Study 1a shows that interruptions lead to choice extremity with a vice product (i.e., chips). Study 1b confirms the effect in the context of incentive-compatible choices. Study 2 replicates the choice extremity effect with a virtue product (i.e., yogurts). Study 3 further tests the robustness of the effect with a decision-related interruption. Study 4 shows that preference certainty mediates the effect of interruptions on choice extremity and rules out the level of arousal and task involvement as alternative accounts. Using a moderation approach, Study 5 shows that the choice extremity effect disappears when consumers have high self-concept clarity. The present study contributes to research on interruptions, preference certainty, and consumer choices and provides implications for marketers.     

Negative incidental affect and mood congruency in crossed categorization

Examined the effects of incidental sadness and anger on affiliative responses to crossed categorization targets. Affect manipulations included an anger-provoking frustration (Study 1), a sad film clip (Study 2), and autobiographical essays about sad or anger-provoking topics (Studies 3 and 4). By comparison with a neutral mood, anger (Study 1) reduced affiliative tendencies toward persons possessing an out-group membership but not toward those possessing only in-group memberships. Study 2 showed a similar pattern for sadness. Studies 3 and 4 replicated these effects in designs including both types of negative mood. Meta-analytic integration showed the pattern of greater rejection of targets with an out-group membership to be stronger under anger than sadness. Study 4 also showed that despite yielding a consistent pattern for affiliation, sadness and anger differentially elicited aggressive tendencies toward the same targets.     

Adjusting to death: the effects of mortality salience and self-esteem on psychological well-being, growth motivation, and maladaptive behavior

This research builds on terror management theory to examine the relationships among self-esteem, death cognition, and psychological adjustment. Self-esteem was measured (Studies 1-2, 4-8) or manipulated (Study 3), and thoughts of death were manipulated (Studies 1-3, 5-8) or measured (Study 4). Subsequently, satisfaction with life (Study 1), subjective vitality (Study 2), meaning in life (Studies 3-5), positive and negative affect (Studies 1, 4, 5), exploration (Study 6), state anxiety (Study 7), and social avoidance (Study 8) were assessed. Death-related cognition (a) decreased satisfaction with life, subjective vitality, meaning in life, and exploration; (b) increased negative affect and state anxiety; and (c) exacerbated social avoidance for individuals with low self-esteem but not for those with high self-esteem. These effects occurred only when death thoughts were outside of focal attention. Parallel effects were found in American (Studies 1-4, 6-8) and Chinese (Study 5) samples.     

Experiencing Buddhist practices promotes nonbelievers’ preference for future rewards in intertemporal choices

Religious individuals often prefer future rewards more in intertemporal decision-making than nonreligious individuals, but the reasons behind this preference remain under-investigated. Focusing on decision-making in Buddhist culture, the current study aimed to examine three potential mechanisms: Buddhist practices, self-control and belief in future-oriented concepts. In five studies, we consistently found that nonbelievers’ preference ratings for Larger and Later (LL) options increased after visiting a temple (Study 1, n = 99) or participating in Buddha name chanting (Studies 2–5, n = 314). We also found in Studies 3 and 4 that this effect was mediated by the individual's level of self-control, but no evidence was found to support the mediation of belief in future-oriented concepts. These results contribute to the work attesting to the effect of religious practices on individuals (especially nonbelievers). They also provide a mechanism (self-control) for the positive correlation between individuals’ religiousness and preference for future rewards in intertemporal decision-making.     

Is there any "free" choice? Self and dissonance in two cultures

Four experiments provided support for the hypothesis that upon making a choice, individuals justify their choice in order to eliminate doubts about culturally sanctioned aspects of the self, namely, competence and efficacy in North America and positive appraisal by other people in Japan. Japanese participants justified their choice (by increasing liking for chosen items and decreasing liking for rejected items) in the standard free-choice dissonance paradigm only when self-relevant others were primed, either by questionnaires (Studies 1-3) or by incidental exposure to schematic faces (Study 4). In the absence of these social cues, Japanese participants showed no dissonance effect. In contrast, European Americans justified their choices regardless of the social-cue manipulations. Implications for cognitive dissonance theory are discussed.     

Affect and delay of gratification

Three experiments investigated the influence of positive and negative affect manipulations on children's preferences for small immediate versus large delayed rewards. Positive and negative affect were induced via verbal instructions to imagine happy and sad experiences. Elementary school children were randomly assigned to a control condition or to one of several treatment conditions consisting of two affect manipulations: a positive followed by a negative, the reverse, and (in the third experiment) two positives or two negatives. In some conditions (in the second and third experiments) measurement of delayed reward preference followed the first and second affect inductions whereas in other conditions (in the second and third experiments) measurement followed only the second affect manipulation. As predicted, negative affect subjects chose fewer large delayed rewards than did positive affect subjects during the first assessment (p < .02). At the second assessment, comparison among treatment and control conditions revealed the influence of a prior commitment effect which negated the potential influence of a second affect manipulation on preference for delayed rewards.     

“I’m not the same person since I met you”: The role of romantic passion in how people change when they get involved in a romantic relationship

Using the dualistic perspective on romantic passion (Ratelle et al. in Motiv Emot 37:106–120, 2013; Vallerand et al. in J Pers Soc Psychol 85:756–767, 2003), the present research examined the role of harmonious and obsessive romantic passion in the prediction of personal changes in people’s lives associated with romantic relationships. Young adults recruited through universities (Studies 1 and 2) and social networking sites (Studies 2 and 3) composed the samples of the three studies. Results of Study 1 revealed that harmonious and obsessive passion both positively predicted perceptions of personal growth while they respectively negatively and positively predicted disengagement from important activities and other social relationships for the sake of the romantic relationship. These associations were either fully replicated (for harmonious passion) or partially replicated (for obsessive passion) when examined using a six-month longitudinal design (Study 2) and when the two outcomes (i.e., personal growth and social disengagement) were reported by an informant (Study 3). Overall, the results suggest that the nature and extent of changes in people’s lives as they become romantically involved may be predicted by the quality of their romantic passion.     

A Case Law Survey of the Personality Assessment Inventory: Examining Its Role in Civil and Criminal Trials

This article describes the Behaviors from Intergroup Affect and Stereotypes–Treatment Scale (BIAS–TS), a self-report measure of experiences of active harm, passive harm, active facilitation, and passive facilitation. The BIAS–TS was derived from the Behaviors from Intergroup Affect and Stereotypes (BIAS) Map, and provided reliable, replicable, and stable indexes of different harmful and facilitatory behaviors that people encounter in their day-to-day lives from multiple sources (Studies 1 and 2). The BIAS–TS subscales were uniquely associated with concurrent subjective well-being, and were distinct from the HEXACO dimensions of personality, Social Dominance Orientation, and Right-Wing Authoritarianism (Study 3). The BIAS–TS also provided novel support for the subordinate-male target hypothesis proposed by social dominance theory (Study 4). The BIAS–TS instruction set can be easily reworded to assess perceived discrimination and intergroup rejection from specific or multiple general sources and is applicable in numerous contexts. A copy of the BIAS–TS is included.     

Testing the generality of the name letter effect: name initials and everyday attitudes

The name letter effect is the tendency to evaluate alphabetical letters in one's name, especially initials, particularly favorably. Recent evidence suggests that name initials may even predict career choices. The authors investigated whether people possess favorable attitudes toward basic attitude objects beginning with name initials, both between individuals (e.g., does Judy like jam more than does Doug?) and within individuals (e.g., does Judy like jam more than honey?). Ratings of animals, foods, leisure activities (Studies 1-4) and national groups (Studies 2-4) revealed no object preference as a function of matching name initials. However, the name letter effect emerged (Studies 3-4), as did a clear preference for brand names starting with one's name initials (Study 4). Self-esteem, narcissism, and stimuli characteristics did not reliably influence these effects. Implications for extending name letter effects to basic attitude processes are discussed.     

Seeing power in action: The roles of deliberation, implementation, and action in inferences of power

Six experiments investigate the hypothesis that social targets who display a greater action orientation are perceived as having more power (i.e., more control, less dependence, and more influence) than less action-oriented targets. I find evidence that this inference pattern is based on the pervasive belief that individuals with more power experience less constraint and have a greater capacity to act according to their own volition. Observers infer that targets have more power and influence when they exhibit more implementation than deliberation in the process of making decisions in their personal lives (Study 1a), in a public policy context (Study 1b), and in small groups (Study 2). In an organizational context, observers infer that a target who votes for a policy to change from the status quo has more power than a target who votes not to change from the status quo (Study 3). People also infer greater intra-organizational power and higher hierarchical rank in targets who take physical action toward a personal goal than in those who do not (Studies 4-5).     

“That's the one I wanted”: when do competitors copy their opponents' choices?

This paper explores the interactive effect of competitiveness and choice structure on symbolic (noninstrumental) choices in competitive situations. When individuals in competitive situations learn the stated preference of their opponent, their own choice depends on their competitiveness and on whether they are in an inclusive‐choice situation (in which both competitors can end up with the same option) or an exclusive‐choice situation (in which they cannot). We obtained this predicted interaction in an imagined video game challenge (Studies 1 and 3), cooking contest (Study 2), and March Madness bracket competition (Study 4). Highly competitive people copied their opponent's choices in exclusive‐choice situations, and seemed to do this because they wanted to frustrate their opponent (Studies 3 and 4).     

Depletion manipulations decrease openness to dissent via increased anger

We investigated a potential outcome of ego depletion manipulations and an important factor behind cooperative failure: a lack of openness to others’ dissenting opinions. Across five studies in a variety of task settings, we examined the effect of depletion manipulations on openness to dissent and investigated two negative emotions as potential mediators of this process: fatigue and anger. The results demonstrated a negative effect of depletion manipulations on openness to dissent through increased anger rather than fatigue (Studies 1–5). In Studies 3 and 4, we also eliminated perceived trust towards a task counterpart as a significant mediator of the relationship between depletion manipulations and openness to dissent. These findings help clarify the nature of ego depletion manipulations and shed light on why individuals may fail to consider others’ dissenting opinions and, thus, fall short of achieving cooperation.     

Green Tea and Ham: Cultural Mixing Reminders Decrease Considerate Behavior

Past research examined how encounters with cultural mixing affect people’s responses toward those cultures. We examined broader effects of cultural mixing—on general social behavior. We tested that reminders of mixing between one’s local culture and a foreign culture make people less considerate. Also, this response is more likely for people who are voluntarily psychologically distant (vs. close) to the foreign culture. In studies with Americans, reminders of American and Asian (local–foreign) cultural mixing decreased considerate behavior. Individuals who were psychologically distant from Asian culture showed this effect (Studies 1–5). The underlying process involved perceived threat (Studies 2–5). Threat was decreased by highlighting cleansing (Study 3) or priming affinity to Asian culture (Study 5). Overall, mixing between home and foreign cultures can put people in a self-protective (self-concerned) mode that decreases their consideration of others. We discuss the implications for research on cultural mixing and organizational behavior.     

Do men and women use different tactics to cope with the embarrassment of buying condoms?

It has been proposed that people cope with the embarrassment of acquiring condoms using a variety of tactics, such as buying from a sales clerk of the same gender or buying additional products. However, the actual use and efficacy of these coping mechanisms have not been rigorously evaluated. This research investigates three specific questions related to coping with embarrassment: (R1) Do people prefer cashiers of the same gender when buying condoms because it helps them cope with embarrassment or because of the similarity‐attraction effect? (R2) When multiple coping mechanisms are available, do people use more than one at a time? And (R3) Do men and women prefer different coping tactics? Using an experimental design, Study 1 investigates R1 and finds support for both explanations. Studies 2 and 3 use field and lab experiments, respectively, to investigate R2 and R3. The findings indicate that people only use one coping tactic at a time and that men and women have a different preference for coping tactics. Women prefer coping tactics that mask condom acquisition, while men prefer social–emotional support tactics. Furthermore, discrepancies between the field experiment and lab experiments indicate that people underestimate the influence of embarrassment on their actual behavior.     

Living in the north is not necessarily favorable: Different metaphoric associations between cardinal direction and valence in Hong Kong and in the United States

The Conceptual Metaphor Theory (e.g., Lakoff & Johnson, 1980 ) suggests that people represent abstract concepts in terms of concrete concepts via metaphoric association. Participants in the United States (US) showed that cardinal direction (north/south) is metaphorically associated with valence (positive/negative), as reflected by their estimate for where a person with high or low socioeconomic status (SES) lives in a fictional city or their own living preference (Meier, Moller, Chen, & Riemer‐Peltz, 2011 ). The present study tested whether the cardinal direction–valence metaphoric association could be moderated by cultural differences. Although US participants believed that high‐SES and low‐SES individuals were more likely to live in the northern and southern part of the city, respectively, the reverse was so for Hong Kong (HK) participants (Study 1). When asked where they themselves would like to live, HK participants preferred to live in a southern area, whereas US participants showed no preference (Studies 2 and 3). These findings demonstrate cultural differences in metaphoric associations between cardinal direction and valence for HK and US participants. Copyright © 2014 John Wiley & Sons, Ltd.     

Committed to succeed: Commitment determines reactions to upward relationship comparisons

Individuals encounter numerous examples of happy relationships in their social networks and through the media; however, it is unclear how comparisons to superior couples affect one's own relationship. We examined individuals' responses to upward relationship comparisons by exposing dating and married participants to highly successful relationships drawn from their own lives (Study 1) and an exemplar given to them (Studies 2–3). We predicted that moderately committed individuals would evaluate their relationship against the superior relationship, and consequently be less motivated to engage in relationship‐maintenance behaviors. In contrast, highly committed individuals would be inspired by the superior relationship and view their relationship more positively. Across all studies, higher commitment yielded more positive responses to upward relationship comparisons than did lower commitment.