When Being Discrepant from One's Ideal or Ought Selves Hurts: The Moderating Role of Neuroticism

Self‐discrepancy theory posits that people experience emotional consequences when they perceive discrepancies between their actual and possible selves. However, the extent to which people react emotionally to these self‐discrepancies (i.e. ideal, ought and undesired) may be a function of individual differences in neuroticism. Across both experimental (Study 1; N = 155) and correlational designs (Study 2; N = 139) involving college students, the authors demonstrated that neuroticism moderated the discrepancy–emotion associations such that high‐neuroticism individuals showed elevated depression and anxiety symptoms when their self‐discrepancies were activated. The heightened symptoms were maintained over time. Negative repetitive thoughts (i.e. rumination and worry) were examined as potential mediating mechanisms between the discrepancy × neuroticism interaction and symptoms. Partial support was obtained in that rumination mediated between undesired discrepancy × neuroticism interaction and anxious/depressive symptoms. Implications and possible theoretical extensions for self‐discrepancy theory are discussed. Copyright © 2012 John Wiley & Sons, Ltd.     

Gender-Based Preferential Selection: Perceptions of Injustice and Empathy of Deprivation

Study 1 examined fairness perceptions about gender-based selection. Using a 2 × 3 × 4 (sample × justification × merit discrepancy) between-subjects design, and a scenario approach involving a hypothetical selection case, results showed that (1) males and females perceived gender-based selection as unfair and that the level of perceived unfairness was directly related to the size of discrepancy in merits between the female appointee and the rejected male candidate, (2) the provision of either an ethical or a legislative justification exacerbated perceptions of injustice. To reframe the findings in the context of relative deprivation theory, study 2 repeated study 1 with a professional sample as well as both measures of fairness perceptions and feelings of deprivation. Results on fairness perceptions replicated those of study 1. Findings concerning deprivation included: (1) gender-based selection induced a similar level of feeling (or empathy) of deprivation among male and female professionals; (2) the level of felt deprivation was not related to the size of merit discrepancy; (3) the provision of either form of justification further intensified feelings (or empathy) of deprivation. The implications were discussed within the framework of relative deprivation theory.     

Persuasive constraint and expert versus non‐expert influence in intention to quit smoking

In a 2 × 2 design, after listing important personal reasons for smoking, 70 smokers were randomly told either that they had sufficient reasons for smoking (low internal constraint to change) or that they did not have sufficient reasons (high internal constraint to change) and were exposed to an anti‐smoking message from a source with either expert (high external constraint to change) or non‐expert (low external constraint to change) status. The main dependent variable was change in intention to give up smoking. The analyses revealed the predicted interaction between external and internal constraint: High internal constraint increased non‐expert influence but not expert influence. Supplementary analysis showed that, when internal constraint was high, non‐expert influence was related to the perceived quality of the message whereas when internal constraint was low, expert influence was related to the source's perceived motivation to inform, i.e. rather than to convince. These results were predicted on the basis of the link that targets establish in social influence settings between constraints to change that are internal (i.e. related to their personal beliefs, feelings or attitudes) and those that are external (i.e. related to the characteristics of the persuasive communication such as the status of the source). Copyright © 2002 John Wiley & Sons, Ltd.     

Effects of Visual Representation on Social Influence in Computer‐Mediated Communication

Two experiments investigated if and how visual representation of interactants affects depersonalization and conformity to group norms in anonymous computer‐mediated communication (CMC). In Experiment 1, a 2 (intergroup versus interpersonal) × 2 (same character versus different character) between‐subjects design experiment (N= 60), each participant made a decision about social dilemmas after seeing two other (ostensible) participants’ unanimous opinions and then exchanged supporting arguments. Consistent with the Social Identity model of Deindividuation Effects (SIDE), when the group level of self‐identity was rendered salient in an intergroup encounter, uniform virtual appearance of CMC partners triggered depersonalization and subsequent conformity behavior. By contrast, when the personal dimension of the self was salient, standardized representation tended to reduce conformity. To elucidate the mediation process, Experiment 2 investigated the causal links between depersonalization, group identification, and conformity. The results show that depersonalization accentuated adherence to group norms, both directly and indirectly via group identification.     

Soliciting Charity Contributions: The Parlance of Asking for Money1

The major purpose of this study was to investigate the effects of three verbally-mediated variables on financial contributions in a door-todoor charity campaign. The relationship of race to contributions was also observed by using both black and white subjects. One hundred and twenty black and 120 white subjects were randomly assigned to one of 8 verbal appeals in a 2 (High vs. Low Dependency) × 2 (Internal vs. External Causal Locus of Need) × 2 (“it is your social responsibility” vs. “it will make you feel good” Expressed Reason for Giving) factorial design. The solicitor controlled for order effects by varying the sequence of these three variables within each experimental group. Main effects were found for Rae, Causal Locus of Need, and Expressed Reason for Giving: Whites contributed more than blacks, the external locus of need condition produced more giving than the internal condition, and persons who heard the “feel good” reason donated more than those in the “social responsibility” condition. Additionally, a significant Causal Locus of Need × Expressed Reason for Giving interaction was found. The combination of external locus of need and “feel good” was considerably more productive of contributions than the other three combinations. Implications of these results for the helping behavior literature are discussed.     

Mental Test Ability in a Family of Four Generations

The Ss were 200 children, five of each sex from each of grades 2 through 11, randomly selected from a Catholic parochial school population and a public school population. They were tested with the use of the Crutchfield conformity design. Ten Ss were excluded from the data analysis. The results of the data analysis, by a 2 × 2 × 5 analysis of variance design, showed a significant difference as a function of grade level but no other significant F ratio. The findings were discussed relative to the theoretical explanation offered by Hoving et al. (11) for different conformity curves when different levels of task ambiguity are presented.     

Experimental Tests of Normative Group Influence and Representation Effects in Computer‐Mediated Communication

Two experiments addressed the questions of if and how normative social influence operates in anonymous computer‐mediated communication (CMC) and human‐computer interaction (HCI). In Experiment 1, a 2 (public response vs. private response) × 2 (one interactant vs. four interactants) × 3 (textbox vs. stick figure vs. animated character) mixed‐design experiment (N = 72), we investigated how conformity pressure operates in a simulated CMC setting. Each participant was asked to make a decision in hypothetical social dilemmas after being presented with a unanimous opinion by other (ostensible) participants. The experiment examined how the visual representation of interaction partners on the screen moderates this social influence process. Group conformity effects were shown to be more salient when the participant's responses were allegedly seen by others, compared to when the responses were given in private. In addition, participants attributed greater competence, social attractiveness, and trustworthiness to partners represented by anthropomorphic characters than those represented by textboxes or stick figures. Experiment 2 replicated Experiment 1, replacing interaction with a computer(s) rather than (ostensible) people, to create an interaction setting in which no normative pressure was expected to occur. The perception of interaction partner (human vs. computer) moderated the group conformity effect such that people expressed greater public agreement with human partners than with computers. No such difference was found for the private expression of opinion. As expected, the number of computer agents did not affect participants' opinions whether the responses were given in private or in public, while visual representation had a significant impact on both conformity measures and source perception variables.     

Memory conformity for confidently recognized items: The power of social influence on memory reports

Memory conformity occurs when one person's memory report influences another's. Memory conformity is more likely to occur when the information comes from a credible source, and when internal evidence is weak. Here, we investigate whether there are situational variations in how heavily participants weigh internal cues to accuracy when confronted with conflicting information from a partner. The results show that even confidently held memories are subject to influence from external sources, and that social influence is exaggerated when the source is seen to be highly credible.     

不同归因方式的诱导对自尊不同学生失败后测验成绩的影响

采用2×2两因素被试间设计检验了不同归因方式的诱导对自尊不同学生失败后测验成绩的影响。结果表明:(1)总体上,高自尊组在失败后的测验成绩显著优于低自尊组;(2)内部归因后,高自尊组的后继测验成绩非常显著地优于低自尊组;外部归因后,高、低自尊组的后继测验成绩无显著差异;(3)对于高自尊组,内部归因后的后继测验成绩优于外部归因后的成绩,但未达到显著性水平;对于低自尊组,外部归因后的成绩显著优于内部归因后的成绩。     

Moral judgment and the development of causal schemes

The present study investigated (i) the relationship between blame and perceived causality; (ii) the effect of the nature of causes on causal inference. Seventy-two persons from three age groups (5, 9 years and adults) responded to behavioural events which varied in outcome intensity, the nature of the cause (internal/external) and its presence (present/absent). The latter two factors had a marked effect on attributed blame and inferred causes as an age × nature × presence of cause interaction was found in both cases. However, inferred causes were not systematically related to attributed blame. Outcome severity led to more extreme blame ratings in all groups but only affected the causal scheme used by adults. The results are discussed in terms of over-attribution to persons and a more precise criterion for the use of the multiple sufficient cause scheme is evaluated.     

An experimental approach to the use of ingratiation tactics under homogeneous and heterogeneous dyads

The present research investigated the occurrence of ingratiation as mediated by the sex of sender and recipient in a 2 × 2 × 2 factorial design and also explored the underlying structure and preference of ingratiation overtures. Subjects were instructed to enact the role of interviewees and were motivated either to make themselves amiable or to act spontaneously to improve evaluation accorded by the interviewer. It was hypothesized that ingratiation behaviours would be distinguished from spontaneous behaviours for the investigated opinion conformity, self-presentation, other-enhancement and smiling. These main effects were found and specified by the sex variables in the expected direction with modesty as an ingratiation tactic under the female homogeneous dyad, more ingratiation overtures under the heterogeneous than homogeneous dyads on some verbal measures, and less ingratiation smiling under the male homogeneous dyad. Further, verbal and nonverbal overtures were shown to possess a different structure, and a multivariate analysis of variance revealed opinion conformity to be the most sensitive differentiator between the verbal ingratiation overtures. The discussion deals with the search for the subtleties in ingratiation messages and emphasizes some provocative findings.     

大学生心理控制源与内疚感和羞耻感对反事实思维的影响

研究以128名大学生为研究对象,采用2 (心理控制源: 外控型、内控型)×2 (自我道德感: 内疚感、羞耻感) 两因素被试间实验设计,考察了外控和内控大学生在内疚感和羞耻感两种不同的自我道德情感下反事实思维内容的差异。结果表明:(1) 心理控制源对大学生反事实思维不同内容的诱发具有重要的影响:外控者更倾向于产生行为和情境导向的反事实思维,而内控者更倾向于产生自我导向的反事实思维。内疚感和羞耻感对大学生反事实思维内容的产生没有直接的影响;(2) 反事实思维内容的产生受到了心理控制源与内疚感和羞耻感两种自我道德情感的交互影响:外控者在羞耻感的启动条件下比在内疚感的启动条件下表现出了更多的行为和情境导向的反事实思维,而内控者在内疚感的启动条件下比在羞耻感的条件下表现出了更多的自我导向的反事实思维。研究结果有助于解释以中西方不同被试而得出的内疚感和羞耻感与反事实思维关系的矛盾结论。     

Locus of control,choice, and satisfaction with an assigned task

P. E. Spector's (1982, Psychological Bulletin, 91, 482–497) hypothesis that under conditions of freedom of choice persons characterized by an internal locus of control will experience greater satisfaction with an undesirable task than persons characterized by an external locus of control is considered in light of distinctions between perceived control and perceived choice. Perceived choice is proposed as an intervening variable implicit in Spector's argument. This reasoning was tested with 46 male and female college student participants in a 2 (Choice) × 2 (Locus of Control) factorial design experiment. An interaction of Choice × Locus of Control on task satisfaction was obtained such that internals tended to be more satisfied when given a choice while externals experienced greater satisfaction when not given a choice. The implications of this result for Spector' hypothesis and for the manner in which undesirable work is assigned are discussed.     

The Relationship Between Employees’ Objective Internal and External Pay Standing and Their Job Performance: A Within-Person Analysis

Purpose

Researchers have paid little attention to the relationship between employees’ objective internal and external pay standing and their job performance. Moreover, few studies have considered that employees’ objective pay standing is dynamic; that is, it changes over time. In this study, we analyze the relationship between changes in employees’ objective internal and external pay standing and their job performance.

Design/Methodology/Approach

We test the hypotheses using data for players in the National Basketball Association over a period of 12 seasons (n = 4830).

Findings

Decreases in employees’ objective internal and external pay standing are negatively related to their task performance. Furthermore, decreases in employees’ objective internal pay standing, but not in their external pay standing, are negatively related to their contextual performance.

Implications

Analyzing the relationship between changes in employees’ objective internal and external pay standing and their job performance adds to our understanding of the individual-level consequences of pay dispersion.

Originality/Value

This is one of the first studies to analyze the relationship between employees’ objective internal and external pay standing and their job performance. Moreover, this is one of the first studies that considers that employees’ objective internal and external pay standing changes, for example, because the external and internal labor markets change. The study contributes to research on employee compensation and salary, and to research on pay disparities.

     

Biological Implications of Gene–Environment Interaction

Gene–environment interaction (G × E) has been treated as both a statistical phenomenon and a biological reality. It is argued that, although there are important statistical issues that need to be considered, the focus has to be on the biological implications of G × E. Four reports of G × E deriving from the Dunedin longitudinal study are used as exemplars of the biological considerations that should lead to an hypothesis-driven choice of the specific genetic polymorphisms and the specific environmental influence to be investigated. The same four studies are used to discuss how the assessment of internal and external validity can be undertaken and how experimental approaches in humans and with animal models may be informative in the elucidation of the relevant operative biological mechanisms.     

Relative competence,reinforcement and conformity

Forty male inmates from an adult correctional training centre participated in a 2 × 2 factorial design with subject correctness-incorrectness and group agreement-disagreement constituting the classification factors. A modified Asch procedure was used to manipulate a S's prior experience of correctness and agreement (Part 1) and to assess subsequent conformity to 3 male confederates (Part 2). The female experimenter served as the source of reinforcement and group correctness. Ss responded to a (two part) 26 verbal and perceptual item scale, including 11 conformity items. Subject correctness and group agreement interacted, for perceptual items only, so that subjects who were more competent than the group or equally incompetent to the group conformed less than those who were less competent than the group, who in turn conformed less than those who were equally competent to the group, where both the subjects and the group were correct. Subjects conformed more to difficult verbal items than to perceptual items, and unsuspicious subjects conformed more than suspicious subjects. Both relative competence, mediating the effects of prior experience, and the situational factor of reinforcement affect conformity to perceptual tasks.     

Three method factors explaining the low correlations between assessment center dimension ratings and scores on personality inventories

In general, correlations between assessment centre (AC) ratings and personality inventories are low. In this paper, we examine three method factors that may be responsible for these low correlations: differences in (i) rating source (other versus self), (ii) rating domain (general versus specific), and (iii) rating format (multi‐ versus single item). This study tests whether these three factors diminish correlations between AC exercise ratings and external indicators of similar dimensions. Ratings of personality and performance were combined in an analytical framework following a 2 × 2 × 2 (source, domain, format) completely crossed, within subjects design. Results showed partial support for the influence of each of the three method factors. Implications for future research are discussed. Copyright © 2004 John Wiley & Sons, Ltd.     

Categorical Person Perception in Computer-Mediated Communication: Effects of Character Representation and Knowledge Bias on Sex Inference and Informational Social Influence

This experiment investigated the effects of arbitrarily assigned characters and sex-linked knowledge bias on the sex inference about an anonymous interactant in text-based CMC. In a 2 (participant's sex: man vs. woman) × 2 (knowledge bias: sports vs. fashion) × 2 (partner's character: man vs. woman) between-subjects experiment (N = 163), participants played a trivia game with an ostensible partner. As hypothesized, self-proclaimed expertise in a sex-typed topic evoked stereotype-consistent sex inferences. In addition, women tended to factor in the partner's character in inferring the person's sex, although men did not show the corresponding tendency. Character effects extended to conformity behavior, such that participants were more likely to conform to the male-charactered than female-charactered partner when answering male-oriented questions. Findings are discussed in light of the Social Identity model of Deindividuation Effects (SIDE) and the stereotypes-as-explanations account.     

Prediction of locus of control stance from the earliest childhood memory

The study was designed to test whether data from the earliest childhood memory (EM) could predict a Rotter internal vs external locus of control stance. Main Study subjects were 215 undergraduates from introductory psychology classes. Those EMs which could be reliably scored and coded for control stance--153 of the 215 Main Study protocols--were examined for success at predicting Rotter control stance. A total of 127 of 153 control predictions were correct, which yielded a Chi Square of 67.51, p < .0005 for a 2 x 2 table. Further, all 5 EM content hypotheses, which were based on groupings of the 54 Pilot Study codes, yielded results significant at p < .05. These results were discussed as supporting the validity of EMs to predict control stance and as contributing to an understanding of the dynamic basis for and maintenance of a belief in internal vs external control.     

The Effect of Anxiety Sensitivity and Gender on the Experience of Pain

The association between negative affectivity (NA) and health complaints is thought to reflect a stronger attentional focus on bodily sensations in high NA persons. Perceiving these sensations as rather threatening, high NA persons may scan their internal environment for impending signs of pain and trouble. Using an on-line registration of attentional deployment, we tested whether high NA persons were allocating more attentional resources to internal sensations and less to external stimuli compared to low NA persons. High and low NA participants (N = 68) performed a Stroop-like primary task during a number of trials in which: (1) only an internal; (2) only an external; or (3) both an internal and an external stimulus could occur. Internal stimuli consisted of 7.5% carbon dioxide administrations, causing slight increases in ventilation. An increase in time interval between successive tones served as the external stimulus. Participants were asked to press a button when they noticed one of both events. Results showed that high NA participants: (1) detected the effects of a first respiratory stimulus faster; (2) performed poorer on the tone task when anticipating a respiratory challenge; (3) performed slower on the Stroop task during respiratory stimuli. These findings may indicate that high NA participants show a stronger attentional bias to internal sensations.