The relationship between need for closure and memory for schema-related information among younger and older adults

Two studies were conducted to examine the relationships among need for closure (NFC) and schematic information processing in younger and older adults. The results show increased NFC to be associated with less schematic processing (i.e., less memory for schema-consistent items, and more memory for schema-irrelevant items, out of all items memorized correctly), among older than younger adults. The findings of the studies are interpreted as demonstrating the age-associated deficit in information processing consistent with the level of NFC. Moreover, the results indicate that positive mood may play a role in facilitating information processing consistent with the level of NFC among older and younger adults. Finally, we present a framework for predicting when older adults will and will not effectively use schematic processing, considered a compensatory strategy for decline in cognitive abilities.     

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.     

A function of form: terror management and structuring the social world

Drawing on lay epistemology theory, the authors assessed a terror management analysis of the psychological function of structuring social information. Seven studies tested variations of the hypothesis that simple, benign interpretations of social information function, in part, to manage death-related anxiety. In Studies 1-4, mortality salience (MS) exaggerated primacy effects and reliance on representative information, decreased preference for a behaviorally inconsistent target among those high in personal need for structure (PNS), and increased high-PNS participants' preference for interpersonal balance. In Studies 5-7, MS increased high-PNS participants' preference for interpretations that suggest a just world and a benevolent causal order of events in the social world.     

Why Do People Watch News They Do Not Trust? The Need for Cognition as a Moderator in the Association Between News Media Skepticism and Exposure

Prior research has found only modest associations between news media trust and exposure. Many news skeptics report moderate to high levels of mainstream news exposure, despite their mistrust of mainstream news. Why do people watch news they do not trust? This study investigates the moderating role played by the psychological construct of "the need for cognition" (NFC) in this association. An NFC × Media Skepticism interaction is hypothesized and tested on survey data (N = 424). Results provide evidence for such an interaction. For those with a reduced NFC, mainstream media skepticism is strongly associated with news exposure. As NFC increases, the association between news skepticism and exposure disappears. It is concluded that people consume news they do not trust when their media skepticism is irrelevant to their motivation for news exposure.     

Delusions and decision-making style: use of the Need for Closure Scale

Clinicians and researchers have suggested that rapidity in belief formation, due to having a high 'need for closure' (NFC), may contribute to the acceptance of delusional explanations. The aim of the study is to determine whether NFC has such a direct link with delusions. A secondary aim is to examine if NFC is related to the delusion-associated reasoning process of 'jumping to conclusions'. One hundred and eighty-seven patients with psychosis, recruited for a treatment trial of psychological therapy (the PRP trial), completed the Need for Closure Scale (NFCS), symptom measures, and probabilistic reasoning tasks. The NFCS was considered in terms of its two dimensions: a desire for simple structure and a preference for quick, decisive answers. The individuals with psychosis reported being poor at making quick, decisive answers but required a greater need for simple structure. NFC was associated with levels of anxiety and depression. There were weak links between NFC and both positive and negative symptoms of psychosis, but these were explained by differences in affect. NFCS scores were unrelated to jumping to conclusions. Contrary to the argument that NFC is directly linked to delusions, individuals with delusions actually perceive themselves as indecisive. There was no evidence that NFC-at least as assessed by the NFCS-could be a proximal cause of delusions. Any potential effect on psychotic symptom presentation is indirect, mediated through affect. The use of the NFCS on its own in the study of psychotic symptoms cannot be recommended.     

Need for closure and dealing with uncertainty in decision making context: The role of the behavioral inhibition system and working memory capacity

The aim of the present study was to investigate the moderated mediation model of the relationship between the behavioral inhibition system (BIS), need for closure (NFC) and working memory capacity (WMC) in the decision making process. It was assumed that NFC works as a motivational mechanism that enables individuals high in BIS to deal with uncertainty; therefore, NFC mediates the effect of BIS on behavior in a decision-making situation. Moreover, as uncertainty management requires cognitive resources, we expected WMC to moderate this relationship. In line with our hypothesis, we found that NFC mediated the relationship between BIS and the information search about the job candidates, and this effect occurred only for individuals high in WMC. We discuss these results in the context of effective self-regulation, as well as motivational and cognitive determinants of effort.     

Hostile Behavior and Profit in Virtual Negotiation: a Meta-Analysis

Virtual negotiations are expected to differ from face-to-face negotiations in terms of both negotiator behavior and outcomes. Nonetheless, competing theories and mixed results characterize this literature. This paper meta-analytically reviews studies that compared face-to-face negotiation with virtual negotiation (e.g., audio, email/text, video-conferencing). Competing predictions from psychological distance theory and the barrier effect perspective were tested. Overall, results supported the psychological distance theory in that face-to-face negotiations were less hostile and resulted in higher profit than virtual negotiations. Three moderators (negotiation mode, anonymity in virtual negotiation, and further interaction within the experiment) were hypothesized to impact virtual negotiation. While some moderators were significant, they did not completely account for findings across all studies. Results and discussion provide a note of caution for individuals embracing e-business and conducting Internet negotiations as well as suggestions for future research.An earlier version of this paper was presented at the 18th annual meeting of The Society for Industrial/Organizational Psychologists in Orlando, Fl 2003. We thank Kara Waugh for her coding assistance.     

The Effects of Need for Cognition and Need for Affect on Partisan Evaluations

The voting behavior literature has advanced two prominent theoretical models of partisanship: the social psychological and rational models. Implicit to both stylized models is the assumption that all partisans process information similarly. Yet, growing research in psychology suggests that individuals possess different motivations when evaluating information. We propose that the applicability of the stylized models of partisanship is conditioned on individuals' need for cognition (NFC) and need for affect (NFA), with the social psychological model being most applicable to individuals who have a high NFA and the rational model most applicable to those with a high NFC. To test this proposition, we fielded a survey in which respondents who identified with the two major political parties in the United States (Democrat or Republican) were randomly assigned factual information that depicted either their party or their opposing party in a negative light. Respondents were then asked to assess the actions of that party and subsequently evaluate both political parties. We find evidence that is generally consistent with the proposition that the stylized models of partisanship are conditionally dependent on the extent to which individuals possess a need to engage in effortful thinking or a need to seek out emotions.     

Need for Cognition and Affective Orientation as Predictors of Sales Performance: An Investigation of Main and Interaction Effects

Two constructs—need for cognition (NFC) and affective orientation (AO)—might be helpful in explaining and ultimately predicting two measures of sales performance: a self-rated behavioral measure and an objective sales measure. Specifically, we hypothesize (1) a positive relationship between NFC and sales performance; (2) a positive relationship between AO and sales performance; and (3) a positive interaction effect between NFC and AO on sales performance. The results of this study revealed both NFC and AO correlated with self-rated behavioral performance but only NFC correlated with both performance measures; suggesting that need for cognition may be the more influential of the two for sales organizations concerned with selling behaviors as well as sales outcomes. The hypothesized interaction effect was not supported.     

Spontaneous trait inference and construal level theory: Psychological distance increases nonconscious trait thinking

Can psychological distance affect how much perceivers form spontaneous trait inferences (STI) from others’ behaviors? On the basis of construal level theory (CLT) which posits that distant (vs. near) entities are represented more in terms of their abstract, global, and decontextualized features, we predicted that perceived distance would increase the tendency for perceivers to draw spontaneous trait inferences from behavioral information about actors. In two experiments, participants learned about people who were perceived as being distant or proximal to the self, and STI formation was subsequently assessed. We found that perceivers were more likely to form STIs about distant vs. near actors from the same behavioral information. These findings generalized across two distance dimensions: space and time. In addition, we found that priming individuals to adopt a high-level (vs. low-level) construal mindset also resulted in increased STI (Experiment 3). In sum, psychological distance facilitates STI formation, and this occurs via high-level construal of actors and their behaviors.     

Truthiness,the illusory truth effect,and the role of need for cognition

Ease of processing—cognitive fluency—is a central input in assessments of truth, but little is known about individual differences in susceptibility to fluency-based biases in truth assessment. Focusing on two paradigms—truthiness and the illusory truth effect—we consider the role of Need for Cognition (NFC), an individual difference variable capturing one’s preference for elaborative thought. Across five experiments, we replicated basic truthiness and illusory truth effects. We found very little evidence that NFC moderates truthiness. However, we found some evidence that (without an experimental warning), people high on NFC may be more susceptible to the illusory truth effect. This may reflect that elaborative thought increases the fluency with which encoded statements are processed after a delay (thus increasing the illusory truth effect). Future research may fruitfully test whether the influence of NFC and other individual difference measures depends on whether people are making immediate or delayed truth judgments.     

Attachment and the processing of social information across the life span: theory and evidence

Researchers have used J. Bowlby's (1969/1982, 1973, 1980, 1988) attachment theory frequently as a basis for examining whether experiences in close personal relationships relate to the processing of social information across childhood, adolescence, and adulthood. We present an integrative life-span-encompassing theoretical model to explain the patterns of results that have emerged from these studies. The central proposition is that individuals who possess secure experience-based internal working models of attachment will process--in a relatively open manner--a broad range of positive and negative attachment-relevant social information. Moreover, secure individuals will draw on their positive attachment-related knowledge to process this information in a positively biased schematic way. In contrast, individuals who possess insecure internal working models of attachment will process attachment-relevant social information in one of two ways, depending on whether the information could cause the individual psychological pain. If processing the information is likely to lead to psychological pain, insecure individuals will defensively exclude this information from further processing. If, however, the information is unlikely to lead to psychological pain, then insecure individuals will process this information in a negatively biased schematic fashion that is congruent with their negative attachment-related experiences. In a comprehensive literature review, we describe studies that illustrate these patterns of attachment-related information processing from childhood to adulthood. This review focuses on studies that have examined specific components (e.g., attention and memory) and broader aspects (e.g., attributions) of social information processing. We also provide general conclusions and suggestions for future research.     

Disparate roads to certainty processing strategy choices under need for closure

This paper describes a programme of research addressing an intriguing inconsistency in research findings about cognitive processes under a high need for cognitive closure (NFC). While early studies demonstrated that individuals who seek closure opt for closed-minded cognitive strategies, a growing body of research has identified a number of circumstances in which individuals who are high in NFC engage in effortful, open-minded information processing to an even greater extent than their low NFC counterparts. This has posed the challenge of delineating the circumstances under which people motivated to reduce uncertainty (i.e., attain closure) engage in effortful and open-minded cognition from those situations in which they rely on simplistic, low-effort strategies. This also calls for theoretical advancement in NFC theory. We discuss our proposed solution to this puzzle and the implications of this model for real-world social phenomena.     

How need for cognition affects the formation of performance expectancies at school

Individuals with low Need for Cognition (NFC) have been found to process information using a peripheral route compared to individuals higher in NFC. These differences affect the formation of performance expectancies. Based on previous work demonstrating that the formation of performance expectancies can be understood as an information processing event and that inferring expectancies from the specific self-concept requires cognitive motivation, we tested whether students with higher NFC had performance expectancies in a specific subject that more strongly depended on specific self-concept. The participants (554 tenth grade students) reported their NFC, performance expectancies, general self-concept, and specific self-concepts in mathematics and English. Actual performance was assessed for mathematics. Multiple linear regressions supported the interaction-hypothesis concerning performance expectancies in mathematics and English. In addition, the higher the students’ NFC, the stronger actual performance in mathematics related to the specific self-concept. The results suggested that performance expectancies mediated the effect of self-concept on performance. NFC is an important variable influencing motivational processes, and should be included in models describing the relation between self-concepts and individuals beliefs or behaviors.     

I am not an animal: mortality salience, disgust, and the denial of human creatureliness

The present research investigated the need to distinguish humans from animals and tested the hypothesis derived from terror management theory that this need stems in part from existential mortality concerns. Specifically, the authors suggest that being an animal is threatening because it reminds people of their vulnerability to death; therefore, reminding people of their mortality was hypothesized to increase the need to distance from animals. In support, Study 1 revealed that reminders of death led to an increased emotional reaction of disgust to body products and animals. Study 2 showed that compared to a control condition, mortality salience led to greater preference for an essay describing people as distinct from animals; and within the mortality salient condition but not the control condition, the essay emphasizing differences from other animals was preferred to the essay emphasizing similarities. The implications of these results for understanding why humans are so invested in beautifying their bodies and denying creaturely aspects of themselves are discussed.     

Social projection between theory and simulation

The dialectic between simulation theory and theory theory is a powerful source of energy for the study of the problem of other minds. In social psychology, theories of social projection have generated a large body of research showing that people readily generalize from themselves to others. Only when compelling other information is available do they take it into account and rely less on projection. Social projection, which is a form of mental simulation, ascribes psychological primacy to the self. In contrast, theory theory subordinates self-knowledge to general knowledge. Bazinger and Kühberger (in press) suggest that the role of theory is neglected in social psychology. I respond that this is indeed so, and for good reason.     

Performance evaluations, need for cognition, and the acquisition of a complex skill: an attribute–treatment interaction

We proposed that intermittent evaluations of performance could be used to promote the acquisition of a complex skill. We also hypothesized that trainees low in need for cognition (NFC) would benefit more from intermittent evaluations compared to trainees high in NFC. Accordingly, 106 young adult males participated in 5 h of training in order to learn a complex computer task that simulated the demands of a dynamic aviation environment. Trainees’ performance was assessed either intermittently during training or at the end of training. Results indicated that intermittent performance evaluations enhanced the skill-based learning of trainees low in NFC, whereas intermittent skill evaluations tended to undermine the skill-based learning of trainees high in NFC. The findings are discussed in relation to Deci’s (1975) theory of intrinsic motivation and the need for more research examining attribute–treatment interactions with respect to training and skill acquisition.     

员工为何沉默:领导权力距离倾向与员工调控焦点的跨层次交互作用

基于跨层次的调节-中介模型,检验了员工沉默的影响因素、中介变量及作用边界。来自82个团队447名员工的数据表明:(1)领导权力距离倾向与员工沉默行为显著正相关。在这一关系中,建言有用感起完全中介作用,心理安全感起部分中介作用,且控制建言有用感后,心理安全感的中介效应不再显著;(2)员工的促进焦点会增强"权力距离倾向→建言有用感→沉默行为"间接效应,防御焦点会减弱"权力距离倾向→心理安全感→沉默行为"间接效应。结论有助于揭示员工沉默的产生机制。     

Primacy Effects in Justice Judgments: Testing Predictions from Fairness Heuristic Theory

We tested predictions from fairness heuristic theory that justice judgments are more sensitive to early fairness-relevant information than to later fairness-relevant information and that this primacy effect is more evident when group identification is higher. Participants working on a series of three tasks experienced resource failures that interfered with their productivity and always had the possibility of explaining problems to a supervisor. In a manipulation of the timing of fairness-relevant experiences, the supervisor refused to consider explanations on the first, second, or third of three work trials (but did consider explanations on the other two trials) or the supervisor never refused to hear the explanations. Prior to the work periods, the participants either had or had not undergone a manipulation designed to induce greater identification with the work group. As predicted, the timing of fairness-relevant experiences showed a primacy effect on fairness judgments and acceptance of authority in the high identification conditions and no evidence of such an effect in the low identification conditions. The implications of the findings for understanding the psychology of justice and for real-world justice phenomena are discussed.     

Positive mood boosts the expression of a dispositional need for closure

Three studies (N=539) examined the hypothesis that positive mood increases the degree to which epistemic motivation, i.e., the need for closure (NFC), affects the way in which an individual processes information (heuristic vs. systematic processing). In each of the studies, different methods of operationalising mood were used: in Study 1, mood was measured as a state; in Study 2, mood was induced by asking participants to recall emotional events; and in Study 3, mood was induced by emotional pictures. The styles of information processing that were utilised by our participants were operationalised in terms of their preferences for (Study 1) and ability to recall (Studies 2 and 3) schema-consistent and schema-inconsistent information. Taken together, the results of the three studies show that only under positive mood, NFC level of an individual is consistent with his or her style of information processing, that is, only under positive mood is there a negative relationship between the NFC level of an individual and the utilisation of schema-inconsistent information. Our results can be explained in terms of the effect that mood has on an individual's perceived ability to achieve NFC.