To trust or not to trust: How self‐construal affects consumer responses to interpersonal influence

Although people generally prefer persuasive messages that align with their self‐construal, the present research explores a seemingly paradoxical situation wherein mismatched message that does not align with people's self‐construal is positively received. Given sufficient cognitive capacity to trigger persuasion knowledge—the knowledge of persuasion tactics that are encountered in the marketplace, the use of an individually focused persuasion attempt on consumers with an interdependent self‐construal results in greater levels of trust in the sales agent. In contrast, consumers with an independent self‐construal respond similarly to different types of persuasion attempts. Persuasion knowledge is a mechanism for variations in trust. The findings replicate those of prior work, and the robustness of the effects is confirmed via small‐scale meta‐analysis.     

In hate we trust: The collectivization and habitualization of hatred

In the face of longstanding philosophical debates on the nature of hatred and an ever-growing interest in the underlying social-psychological function of g     

The reciprocal cycle of self‐concealment and trust in romantic relationships

We propose that perceived partner concealment, self‐concealment from one's partner (i.e., keeping secrets from one's partner), and trust in one's partner form a reciprocal cycle in romantic relationships. In Study 1, participants in a romantic relationship (N = 94) completed a two‐time point survey within a span of 8 to 10 weeks. Results revealed that perceived partner concealment was associated with a loss of trust in partner, and low trust in partner was associated with an increase in self‐concealment from one's partner. Furthermore, the association between perceived partner concealment and self‐concealment from one's partner was mediated by trust. In Study 2, couples (N = 50) completed daily records for 14 consecutive days. Multilevel analyses indicated that on the days the individuals reported more self‐concealment, their partners reported lower trust in them. Moreover, on the days the partners reported lower trust, the partners also reported higher self‐concealment. These findings suggest that self‐concealment in romantic relationships can create a reciprocal cycle that involves loss of trust and more self‐concealment between partners, which would slowly deteriorate the relationship well‐being. Copyright © 2012 John Wiley & Sons, Ltd.     

In beauty we trust: Children prefer information from more attractive informants

Preschool children were presented with slides on a computer screen showing a novel object, together with two informants, one with an attractive and one with a less attractive face. Children were asked which informant they would like to ask about the name of the novel object. After hearing the informants provide conflicting names, they were asked who they thought was correct. Children were more likely to endorse names provided by the person with the more attractive face, a bias that cannot be justified on epistemic grounds. The implications of this finding are discussed.     

Nostalgia's fulfillment of agentic and communal needs: How different types of self‐concepts shape consumer attitudes toward nostalgia

This research investigates how consumers' different types of self‐concepts (agentic vs. communal) shape their attitudes toward nostalgia. Experiment 1, using a two (self‐concept: agentic vs. communal) by two (nostalgia: nostalgic vs. non‐nostalgic) between‐subjects design and a series of multivariate analysis of variance and Hayes's PROCESS Model 8, showed that agentic and communal participants' preference was not increased in the non‐nostalgic condition but was increased in the nostalgic condition. Self‐concept indirectly influenced participants' preference for the nostalgic product through different functions of nostalgia; Agentic participants' likelihood of buying a nostalgic product and recommending it to others increased through enhanced self‐positivity, whereas communal participants' likelihood of buying a nostalgic product and recommending it to others increased through enhanced social connectedness. In Experiment 2, these results were replicated in the context of a public education campaign, and participants' chronic self‐concepts were measured. Participants with different chronic self‐concept tendencies were randomly assigned to nostalgic or non‐nostalgic conditions and were asked to indicate their attitudes toward the campaign. As in Experiment 1, a series of regression and Hayes' PROCESS Model 8 revealed that agentic and communal participants' attitudes were not enhanced in the non‐nostalgic condition but were enhanced in the nostalgic condition. Agentic (communal) individuals' favorability toward the nostalgic message about advocacy increased through enhanced self‐positivity (social connectedness). It appears that consumers with different self‐concepts (agentic vs. communal) experience enhanced feelings relevant to their self‐concepts (self‐positivity vs. social connectedness) when presented with nostalgic appeals for an object, and these heightened feelings drive an increased preference for it. Copyright © 2016 John Wiley & Sons, Ltd.     

Mnemic neglect and self‐threat: Trait modifiability moderates self‐protection

The mnemic neglect effect is the phenomenon of disproportionately poor recall for threatening (rather than non‐threatening) feedback that refers to the self (rather than another person). Does trait modifiability moderate mnemic neglect? We hypothesized that mnemic neglect will be present for feedback on unmodifiable traits, but absent for feedback on modifiable traits. In the latter case, the feedback would be lower in threat potential because its consequences are fleeting and steps to prevent its reoccurrence are possible. Participants received mixed (threatening and non‐threatening) feedback that referred either to the self or another person. The feedback pertained to (central and peripheral) self‐conceptions that were either unmodifiable or modifiable. In support of the hypothesis, mnemic neglect emerged for feedback on unmodifiable, but not modifiable, traits. The findings illustrate the selective and strategic nature of self‐protection. Copyright © 2004 John Wiley & Sons, Ltd.     

Losing a self‐expanding relationship: Implications for the self‐concept

Previous research suggests that new relationships expand the self‐concept. The present research applies concepts from the self‐expansion model to examine the conditions under which relationship dissolution may influence the self‐concept. We hypothesized that the more expansion provided by a relationship predissolution, the greater the contraction of the working self‐concept postdissolution, and that this pattern would remain when controlling for predissolution closeness. These hypotheses were tested using recall of relationship qualities for recently dissolved relationships (Studies 1 and 2), as well as with a priming experiment (Study 3). The findings over the 3 studies supported both hypotheses. Those with higher levels of self‐expansion in predissolution relationships showed more detrimental impact on their working self‐concept postdissolution, even after controlling for predissolution closeness.     

Body posture effects on self‐evaluation: A self‐validation approach

Building on the notion of embodied attitudes, we examined how body postures can influence self‐evaluations by affecting thought confidence, a meta‐cognitive process. Specifically, participants were asked to think about and write down their best or worse qualities while they were sitting down with their back erect and pushing their chest out (confident posture) or slouched forward with their back curved (doubtful posture). Then, participants completed a number of measures and reported their self‐evaluations. In line with the self‐validation hypothesis, we predicted and found that the effect of the direction of thoughts (positive/negative) on self‐related attitudes was significantly greater when participants wrote their thoughts in the confident than in the doubtful posture. These postures did not influence the number or quality of thoughts listed, but did have an impact on the confidence with which people held their thoughts. Copyright © 2009 John Wiley & Sons, Ltd.     

Motivation and self‐regulation: The role of want‐to motivation in the processes underlying self‐regulation and self‐control

Research on self‐regulation has largely focused on the idea of effortful self‐control, which assumes that exerting willpower will lead to greater success. However, in recent years, research has challenged this perspective and instead proposes that effortless self‐regulation is more adaptive for long‐term goal pursuit. Taking into consideration the burgeoning literature on effortless self‐regulation, here we propose that motivation—or the reasons why we pursue our goals—plays an integral role in this process. The objective of the present paper is to highlight how motivation can play a role in how self‐regulation unfolds. Specifically, we propose that pursuing goals because you want‐to (vs. have‐to) is associated with better goal attainment as a function of experiencing less temptations and obstacles. While the reason why want‐to motivation relates to experiencing fewer obstacles has yet to be thoroughly explored, here we propose some potential mechanisms drawing from recent research on self‐regulation. We also provide recommendations for future research, highlighting the importance of considering motivation in the study of self‐regulatory processes.     

Nostalgia counteracts self‐discontinuity and restores self‐continuity

Nostalgia is a resource that functions, in part, as a response to self‐discontinuity and a source of self‐continuity. We tested and supported this regulatory role of nostalgia in the tradition of establishing a causal chain. In Study 1, we examined the naturalistic association between events precipitating self‐discontinuity and nostalgia. Self‐discontinuity, especially when stemming from negative life events, was associated with higher proneness to nostalgia. In Study 2, we experimentally induced negative self‐discontinuity (i.e. relatively disruptive), positive self‐discontinuity (i.e. relatively non‐disruptive) or self‐continuity (i.e. neutral non‐disruptiveness) and subsequently assessed state levels of nostalgia. Only negative self‐discontinuity evoked heightened nostalgia. In Study 3, we experimentally induced nostalgia (versus ordinary autobiographical recollection) and assessed self‐continuity. Nostalgia augmented self‐continuity. In Study 4, we experimentally induced nostalgia (versus ordinary autobiographical recollection versus positive autobiographical recollection) and assessed self‐continuity. Again, nostalgia augmented self‐continuity and did so above and beyond positive affect. Here, we ruled out demand characteristics as a rival hypothesis. Taken together, the findings clarify the role of nostalgia in the dynamic between self‐discontinuity and self‐continuity and elucidate the restorative properties of nostalgia for the self‐system. Copyright © 2014 John Wiley & Sons, Ltd.     

Ideal selves and self‐esteem in people with independent or interdependent self‐construal

Not living up to one's ideal self has been shown to coincide with decreased self‐esteem. In the present paper, this notion is applied to the differentiation between people with independent versus interdependent self‐construal. We suggest that the ideal self of independents differs in two respects from the one of interdependents: with respect to its contents (autonomous versus social self‐knowledge) and with respect to the degree of context‐dependency of the encoded knowledge (context‐independent versus context‐dependent self‐knowledge). In three studies, via a priming we either manipulated contents or degree of context‐dependency of what participants considered themselves to actually be like. On both explicit and implicit measures, participants with independent construal indicated higher self‐esteem after priming of autonomous and context‐independent knowledge than after priming of social and context‐dependent knowledge. The opposite pattern was observed in participants with interdependent construal. Results suggest that independent and interdependent construals mirror different ideals which are applied as a comparison standard when evaluating the self. Copyright © 2006 John Wiley & Sons, Ltd.     

Identification With All Humanity: The role of self‐definition and self‐investment

Identification With All Humanity (IWAH) relates to higher levels of concern and supportive behavior toward the disadvantaged, stronger endorsement of human rights, and stronger responses in favor of global harmony. So far, IWAH has been conceptualized as a one‐dimensional construct describing the degree with which one identifies with all humans as a superordinate ingroup. However, recent group identification models suggest a multi‐dimensional model to provide a more differentiated approach toward the understanding of the highest level of social identification. Using principal axis (Study 1) and confirmatory (Study 2) factor analyses, we suggest that IWAH sub‐divides into two dimensions—global self‐definition and global self‐investment. Study 2 revealed that global self‐investment was a stronger predictor for both convergent measures (e.g., social dominance orientation and authoritarianism) and behavioral intentions than global self‐definition. Finally, in Study 3, we manipulated IWAH to test its causal effect on donation behavior. Participants in the experimental condition, compared with the control condition, showed higher global self‐investment, which in turn predicted greater giving to global charity. These findings suggest that two dimensions with different behavioral outcomes underlie IWAH.     

Effects of priming self‐construals on self‐evaluations: Cultural game player perspective

This study examined the validity of situational view on culture‐specific behaviours focusing on self‐evaluation. Two experiments with American students as samples were conducted to examine whether priming their self‐construals would affect individuals' self‐evaluation. In Experiment 1, the participants' self‐evaluation was compared across different conditions of primed self‐contruals. In Experiment 2, the participants were split into 2 groups based on their initial default self‐consturals and, the self‐evaluations were compared across the 2 groups after priming self‐contruals. The results demonstrated that although the participants' self‐evaluation was initially in accord with their default self‐construal, it changed into accord with the primed self‐construals. The findings supported the proposed cultural game player view. Implications on situational view of self‐evaluation are also discussed.     

Academic self‐handicapping: Relationships with learning specific and general self‐perceptions and academic performance over time

Background. Academic self‐handicapping (ASH) tendencies, strategies students employ that increase their chances of failure on assessments while protecting self‐esteem, are correlated with classroom goal structures and to learners' general self‐perceptions and learning strategies. In particular, greater ASH is related to poorer academic performance but has yet to be examined with respect to learners' performance across a series of tests. Aims. This research was designed to examine the relationship between students' ASH tendencies and their self‐concept clarity, learning strategies, and performance on a series of tests in a university course. Sample. A total of 209 (153 female; 56 male) Canadian university psychology students participated in this study. Methods. Participants' ASH tendencies, self‐concept clarity, approaches to learning, and self‐regulatory learning strategies were assessed along with expected grades and hours of study in the course from which they were recruited. Finally, students' grades were obtained for the three tests for the course from which they were recruited. Results. Students reporting greater self‐handicapping tendencies reported lower self‐concept clarity, lower academic self‐efficacy, greater test anxiety, more superficial learning strategies, and scored lower on all tests in the course. The relationships of ASH scores and learner variables with performance varied across the three performance indices. In particular, ASH scores were more strongly related to second and third tests, and prior performances were accounted for. ASH scores accounted for a relatively small but significant proportion of variance for all three tests. Conclusions. These results showed that ASH is a unique contributing factor in student performance outcomes, and may be particularly important after students complete the initial assessment in a course.     

From trust in caregivers’ support to exploration: The role of openness to negative affect and self‐regulation

Attachment theory assumes that trust in caregivers’ support and exploration are closely related. Little research tried to investigate this link, nor focuses on mechanisms that might explain this association. The present studies examined whether trust is related to exploration through a serial indirect effect of openness to negative affect and self‐regulation. In Study 1, 212 children, aged 8–13, completed questionnaires assessing trust, openness to negative affect, self‐regulation and exploration. The results showed that trust predicted exploration, but only to the extent to which openness to negative affect and self‐regulation were involved too. Study 2 refined these findings (n = 59, aged 9–12) using a behavioral measure of openness to negative affect and exploration, and with mother‐reported self‐regulation. Replicating this serial indirect effect of openness to negative affect and self‐regulation with multiple informants and methods, the present studies advance our understanding of how trust might foster exploration in preadolescence.     

Mindfulness and integrative self‐knowledge: Relationships with health‐related variables

This study examined how mindfulness and integrative self‐knowledge were related to health‐related issues. Men in general population (n = 103) and coronary heart disease samples (n = 101) completed the Mindful Attention Awareness Scale, the Integrative Self‐knowledge Scale, the Type 2 subscale of the Interpersonal Reactions Inventory, the Perceived Stress Scale, and the Anxiety and Depression Scales. In both samples, there was a moderate positive correlation between mindfulness and integrative self‐knowledge and they were negatively correlated with all health‐related variables. However, only integrative self‐knowledge explained independent variance in health‐related variables. Specifically, in both samples, the relationship between mindfulness and health‐related variables was mediated by integrative self‐knowledge. Mindfulness and integrative self‐knowledge are related domains of self‐awareness that are associated with a range of health‐related variables. These relationships are robust across samples drawn from general population and patients with coronary heart disease. The finding that integrative self‐knowledge explained additional variance in the health‐related variables after the contribution of mindfulness had been accounted for suggests that reflective self‐awareness in integrative self‐knowledge may make a unique contribution to the explanation of individual differences in health variables.     

Chameleonic social identities: Context induces shifts in homosexuals' self‐stereotyping and self‐categorization

Do people align their self‐concepts to the environment? It was predicted that low‐status (homosexuals), but not high‐status group members (heterosexuals), respond to environmental cues by shifting the type of self‐categorization and self‐stereotyping. In the presence (vs. absence) of environmental cues to sexual orientation, homosexual individuals felt more talented for typically homosexual jobs and showed greater self‐stereotyping on typically homosexual traits (Experiment 1). Using implicit measures of self‐categorization and self‐stereotyping, we observed parallel findings for homosexuals, but not for heterosexuals (Experiment 2). Results are discussed in relation to research on stigma, with particular attention to the potential benefits for low‐status group members of changing their implicit self‐concept flexibly across situations. Copyright © 2013 John Wiley & Sons, Ltd.     

A depleted mind feels inefficacious: Ego‐depletion reduces self‐efficacy to exert further self‐control

Recent research has found that ego‐depletion undermines self‐control by motivating cognition that justifies conservation of mental resource. One potential cognitive mechanism is reduction of self‐efficacy. Specifically, we propose that ego‐depletion might demotivate self‐control by making people believe that they are inefficacious in exerting self‐control in subsequent tasks. Three experiments support the proposal. First, we demonstrated that (a) ego‐depletion can reduce self‐efficacy to exert further control (Experiments 1 to 3) and (b) the temporary reduction of self‐efficacy mediates the effect of depletion on self‐control performance (Experiment 2). Finally, we found that (c) these effects are only observed among participants who endorse a limited (versus non‐limited) theory of willpower and are, hence, more motivated to conserve mental resources (Experiment 3). Taken together, the present findings show that decrease in self‐efficacy to exert further self‐control is an important cognitive process that explains how ego‐depletion demotivates self‐control. This research also contributes to the recent discussion of the psychological processes underlying ego‐depletion.