Can disclosures lead consumers to resist covert persuasion? The important roles of disclosure timing and type of response

While sponsorship disclosure is proposed as a remedy for covert marketing, i.e., tactics such that the persuasive nature of the communication is not clear to consumers, little is known about whether or when disclosures prompt consumers to correct for persuasion. Three experiments reveal that covert marketing, in the form of subtle product placements, can increase brand recall and attitudes but that both instructions to avoid influence and mere disclosure of sponsorship can lead to correction. The first experiment demonstrates that consumers are able to correct both brand attitudes and stated recall when there are instructions to avoid influence. The following two experiments show that mere sponsorship disclosure can evoke use of persuasion knowledge for correction. However, disclosure timing differentially influences correction for recall and attitudes. Disclosure prior to exposure to the covert marketing tactic leads only to correction for effects on recall; attitude is as high with a prior disclosure as with placement with no disclosure. Disclosure after placement provides general correction of the impact of the covert marketing tactic on both recall and attitudes.     

Who is most likely to seek and give support in the face of agentic and communal threat? The roles of extraversion and agreeableness

Agentic threat tends to elicit support seeking and hinder support provision. Communal threat tends to elicit support seeking and provision. We examined whether the associations between threats and support are moderated by Extraversion and Agreeableness. Three hundred fifty undergraduate students completed questionnaires twice daily across one week, reporting the worst stressor of the half-day, appraisals of agentic and communal threats, and efforts to seek and provide support. In response to agentic threat, those higher in Extraversion increased their support seeking and decreased their support provision to a greater extent than those lower in Extraversion. In response to communal threat, those higher in Agreeableness increased their support seeking and provision to a greater extent than those lower in Agreeableness.     

Does graduation give rise to increased poignancy? Moderation roles of university identity and emotion regulation

Cross-sectional (Study 1) and longitudinal (Study 2) designs were used to examine the relationship between graduation and poignancy (i.e. feeling both happy and sad at the same time). Participants included college students who completed a short emotion checklist, and measures of university identity and emotion regulation strategies. Students who were about to graduate, experienced a higher level of poignancy than those who were further away from graduation. Yet, university identity and emotion regulation moderated this relationship. Students with a higher level of university identity and those with a lower level of emotional suppression experienced a higher level of poignancy when approaching graduation. These findings not only provide support for the postulate of socioemotional selectivity theory that anticipated endings increase poignancy, but also qualify it in terms of the moderators.     

Can supporting a cause decrease donations and happiness? The cause marketing paradox

In two laboratory and one pilot field study, we demonstrate that cause marketing, whereby firms link products with a cause and share proceeds with it, reduces charitable giving by consumers, even when it is costless to the consumer to buy on CM (versus not); further, instead of increasing total contribution to the cause, it can decrease it. Consumers appear to realize that participating in cause marketing is inherently more selfish than direct charitable donation, and are less happy if they substitute cause marketing for charitable giving. Our results suggest that egoistic and empathetic altruism may have different effects on happiness.     

When is your partner willing to help you? The role of daily goal conflict and perceived gratitude

Motivation to provide help might vary from day-to-day. Previous research showed that autonomously motivated help (i.e., helping because you enjoy/value this behavior), compared with controlled motivated help (i.e., helping because you feel you should do so), has beneficial effects for both the help provider and recipient. In a sample of chronic pain patients and partners (N?=?64 dyads), this diary study examined whether (1) same- and prior day perceived gratitude (i.e., received appreciation for providing support) in partners and (2) same- and prior day goal conflicts in partners (i.e., amount of interference between helping one’s partner in pain and other goals) predicted partners’ helping motivation. Partners provided more autonomously motivated help on days that they perceived more gratitude from their partner and when they experienced less goal conflicts. Lagged analyses indicated that perceived gratitude (but not goal conflict) even predicted an increase in autonomous helping motivation the next day. Implications are discussed in the context of Self-Determination Theory.     

Can thematic roles leave traces of their places?

An important question in the study of language production is the nature of the semantic information that speakers use to create syntactic structures. A common answer to this question assumes that thematic roles help to mediate the mapping from messages to syntax. However, research using structural priming has suggested that the construction of syntactic frames may be insensitive to variations in thematic roles within messages (Cognition 35 (1990) 1; Psychological Review 99 (1992) 150). Because these studies involved structural alternations whose syntax covaries with the order of thematic roles, it is difficult to assess any independent contribution that role information may make to the positioning of phrases. In this study, we primed the order of the roles without changing the syntactic structure of the sentences produced, and found that the order of the roles was influenced by the priming manipulation. This implies that thematic roles or the features that differentiate them are active within the mapping between messages and sentence structures.     

Can I borrow your alibi? The applicability of the verifiability approach to the case of an alibi witness

The present experiment tested the applicability of the verifiability approach to the case of an alibi witness. Pairs of truth tellers carried out non-criminal activities. Pairs of liars were separated whereby Member 1 carried out the same non-criminal activities as the pairs of truth tellers while Member 2 committed a mock crime. Participants were asked to provide statements about their whereabouts, whereby pairs of liars were requested to pretend that they carried out Member 1's activities together. Participants were informed that their statements would be assessed in terms of providing verifiable evidence that they had carried out the activities together. Results showed that 88% of the pairs were correctly classified by the verifiability approach. Groups differed in their strategies: Truth-tellers focused mainly on “staying with the truth”, and provided evidence that they were together, whereas liars attempted to make it difficult to refute their claims that they were together.     

When do the stigmatized make attributions to discrimination occurring to the self and others? The roles of self-presentation and need for control

Two experiments examined how the goals of self-presentation and maintenance of control over one's outcomes influence women's tendencies to make or to avoid making attributions to discrimination. Demonstrating the importance of self-presentational goals, Experiment 1 showed that targets of discrimination were just as likely as similar others to make attributions to discrimination under private reporting conditions, but they were significantly less likely to do so under public reporting conditions. This experiment also provided initial evidence that need for personal control increases discrimination attributions. Experiment 2 demonstrated that targets' minimization of discrimination, observed in public reporting conditions, was eliminated when the need to reassert personal control was induced. Both experiments also demonstrated that failing to view events as discrimination has negative psychological costs.     

What makes us believe a conditional? The roles of covariation and causality

Two experiments were conducted to investigate the roles of covariation and of causality in people's readiness to believe a conditional. The experiments used a probabilistic truth-table task (Oberauer & Wilhelm, 2003 Oberauer, K. and Wilhelm, O. 2003. The meaning(s) of conditionals: Conditional probabilities, mental models, and personal utilities. Journal of Experimental Psychology: Learning, Memory & Cognition, 29: 680–693. [Crossref], [PubMed], [Web of Science ®] , [Google Scholar]) in which people estimated the probability of a conditional given information about the frequency distribution of truth-table cases. For one group of people, belief in the conditional was determined by the conditional probability of the consequent, given the antecedent, whereas for another group it depended on the probability of the conjunction of antecedent and consequent. There was little evidence that covariation, expressed as the probabilistic contrast or as the pCI rule (White, 2003 White, P. A. 2003. Making causal judgements from the proportion of confirming instances: The pCI rule. Journal of Experimental Psychology: Learning, Memory, and Cognition, 29: 710–727.  [Google Scholar]), influences belief in the conditional. The explicit presence of a causal link between antecedent and consequent in a context story had a weak positive effect on belief in a conditional when the frequency distribution of relevant cases was held constant.     

Can self-affirmation exacerbate adverse reactions to stress under certain conditions?

Objective: Self-affirmation has repeatedly been shown to reduce adverse psychological and physiological responses to stress. However, it is plausible that self-affirmation could exacerbate negative reactions to stress under certain conditions. The current research explored whether self-affirmation would increase negative psychological responses to a stressor occurring in a central life domain characterised by low levels of control.

Design: Female participants (Study 1 N = 132; Study 2 N = 141) completed baseline measures of anxiety and mood. They were then randomly allocated to complete a self-affirmation or control task, before reading a narrative documenting a stressful birth and imagining themselves in the place of the woman giving birth. After completing this task, participants again reported their levels of anxiety and positive mood.

Main outcome measures: Anxiety and positive mood assessed at follow-up.

Results: Study 1 demonstrated that self-affirmed women experienced increased anxiety and less positive mood at follow-up, compared both to baseline and to women in the control condition. Study 2 revealed that the effect of self-affirmation on outcomes was moderated by fear of childbirth.

Conclusion: These results provide preliminary evidence that self-affirmation may worsen negative responses to stressors under certain conditions and for certain individuals.     

What makes an insight problem? The roles of heuristics, goal conception, and solution recoding in knowledge-lean problems

Four experiments investigated transformation problems with insight characteristics. In Experiment 1, performance on a version of the 6-coin problem that had a concrete and visualizable solution followed a hill-climbing heuristic. Experiment 2 demonstrated that the difficulty of a version of the problem that potentially required insight for solution stems from the same hill-climbing heuristic, which creates an implicit conceptual block. Experiment 3 confirmed that the difficulty of the potential insight solution is conceptual, not procedural. Experiment 4 demonstrated the same principles of move selection on the 6-coin problem and the 10-coin (triangle) problem. It is argued that hill-climbing heuristics provide a common framework for understanding transformation and insight problem solving. Postsolution receding may account for part of the phenomenology of insight.     

Does bullying others at school lead to adult aggression? The roles of drinking and university participation during the transition to adulthood

This study uses a three‐wave longitudinal study of young Australians to identify developmental processes underlying the relationship between school bullying and physical aggression in early adulthood. The central question is whether and how drinking and participation in work or university study disrupt or entrench aggressive pathways from school bullying to adult aggression. Self‐report data were collected from 88 females and 63 males (N = 151) during childhood (age 10), adolescence (age 14), and early adulthood (age 20). Participants who bullied other students during childhood and adolescence, or during adolescence only, reported more physical aggression during early adulthood than those who never bullied. However, those who had bullied during adolescence only reported significantly higher adult aggression if they were also drinking at above‐average frequencies. Conversely, participation in university, compared to being in the workforce, was associated with significantly less adult aggression among the at‐risk groups. Findings suggest that particular contexts during early adulthood can offer youth on aggressive trajectories (as evidenced by bullying at school) unique opportunities to turn their behaviour around. Other contexts, however, may exacerbate aggressive behaviour patterns.     

Why are materialists less happy? The role of gratitude and need satisfaction in the relationship between materialism and life satisfaction

Materialism has been consistently related to lower levels of life satisfaction. We suggest that one reason for this negative relationship may be that high materialists find it harder to be grateful, and lower levels of trait gratitude may be related to unmet psychological needs. 246 undergraduate marketing students (129 female) completed self-report dispositional measures of materialism, gratitude, need satisfaction, and life satisfaction via online questionnaire. Statistical mediation analyses were performed using conditional process modeling. Consistent with predictions, gratitude and need satisfaction mediated the relationship between materialism and decreased life satisfaction in-sequence. Gratitude was also a direct mediator, whereas need satisfaction played an indirect role through its relationship with gratitude. Results may shed light on why those high in materialism are less happy than those low in materialism, and suggest possibilities for interventions to increase life satisfaction.