Fines,Frames, and Images: Examining Formulation Effects on Punishment Decisions

Two laboratory experiments examine how punishment decisions are influenced by formulation effects. Results indicate the fines levied by disciplinary agents for deceptive advertising practices were significantly biased by objectively equivalent information framed in a positive or negative way. Specifically, negative framing produced fines that were 44 to 120% larger, depending on whether the offending party was listed as an individual or an organization. Results also indicate framing influenced perceptions of image compatibility, a measure derived from Beach and Mitchell's Image Theory (1990, 1996), and that differences in image compatibility correlated with differences in fines. The more incompatible a decision maker's image of the offending party, the higher the fine. Image theory is then discussed as a potential instrument for enhancing our understanding of framing and formulation effects.     

The Joint Impact of Achievement Goals and Performance Feedback on Information Giving

This research examined how performance feedback moderates the effects of individuals' achievement goals on information exchange when carrying out a novel and complex task. Experiment 1 demonstrated that mastery goal individuals who received positive performance feedback gave less modified information about their task performance to their exchange partner relative to both mastery goal individuals who received negative feedback and performance goal individuals (who received either negative or positive feedback). In Experiment 2, we found that relative to performance goals, mastery goals led to a stronger reciprocity orientation and a weaker exploitation orientation. Also, mastery goal individuals provided information of higher quality than performance goal individuals, thereby explaining the observed findings in Experiment 1.     

The self-protective and undermining effects of attributional ambiguity

Two experiments assessed the self-protective and undermining effects of attributional ambiguity. Both studies utilized immersive virtual environment technology to achieve otherwise difficult manipulations of stigma. In Experiment 1, White and Latino participants were either stigmatized (represented as Latino) or not (represented as White) and given negative leadership performance feedback. Afterwards, stigmatized participants reported higher well-being and attributed negative feedback more to discrimination than nonstigmatized participants. In Experiment 2, Latinos represented veridically showed self-protective effects after receiving negative leadership feedback. Additionally, this experiment revealed undermining effects of attributional ambiguity such that those participants represented as Latino discounted positive feedback and reported lower well-being. Thus, attributional ambiguity of stigmatized individuals (real or induced) buffered well-being in the face of negative feedback but undermined the well-being effects of positive feedback.     

情绪的动机维度对趋避行为的影响

基于Gable和Harmone-Jones提出的情绪的动机维度模型,本研究采用改进的模拟“小人”任务实验范式考察了情绪的动机维度如何影响趋避行为。研究结果表明：（1）改进的模拟“小人”任务范式能较好地考察情绪对趋避行为的影响;（2）对情绪图片的有意识和无意识加工均出现了“趋利避害的相容效应”,较好地解决了动机定向理论和事件编码理论的纷争;（3）和低动机强度积极情绪相比,高动机强度积极情绪对趋近行为的易化程度更高;和低动机强度消极情绪相比,高动机强度消极情绪对回避行为的易化程度更髙。     

The Effect of Giving Informal Performance Feedback on Subsequent Formal Memory-Based Performance Evaluations1

Two experiments tested the hypothesis that raters' formal memory-based performance evaluations can be significantly influenced by their having previously given the ratee informal performance feedback. In Experiment 1 subjects either did or did not give informal feedback to another person who performed either well or poorly on an interviewing task. In Experiment 2 subjects role played giving informal feedback about behavior relevant to only one of the two performance dimensions subsequently evaluated. In both experiments subjects later ratcd the interpersonal and task performance of the feedback recipient. The results of both studies support the hypothesis for ratings of interpersonal performance. Giving informal feedback to a ratee exhibiting good interpersonal performance led to more positive interpersonal performance ratings, whereas giving informal feedback to a ratee exhibiting poor interpersonal performance led to more negative interpersonal performance ratings. Task performance ratings, on the other hand, were not affected. Conditions likely to have mitigated the impact of giving informal feedback on the task performance ratings are discussed, as are the implications of the results for practical strategies to improve the quality of formal memory-based performance evaluations.     

Same‐gender supervisors protect women's leadership aspirations after negative performance feedback

Two studies examined how the gender of a workplace supervisor can affect a woman's response to performance evaluations and also her professional advancement aspirations. In Study 1, employed women reviewed a performance evaluation in which feedback was manipulated to reflect one of two stereotypes of women (high in warmth or low in competence). Findings showed that participants were more likely to attribute negative (i.e., low competence) feedback from men supervisors to gender biases than the same feedback from women supervisors. There was no effect of supervisor gender when the feedback was positive (i.e., high warmth) or neutral. In Study 2, negative feedback from men supervisors, regardless of evaluative dimension (competence or warmth) resulted in women reporting decreased professional aspirations. This relationship was mediated by women's attribution of supervisor feedback to gender biases. Together, these findings suggest that same‐gender supervisors can potentially buffer women's long term professional aspirations after a discouraging performance review.     

The Public and Private Use of Consensus-Raising Excuses

ABSTRACT Two experiments tested the proposition that people use consensus-raising excuses more in private than in public when the audience has information that could refute subjects' claims about others In Experiment 1, subjects received success or failure feedback and made public or private attributions to ability, effort, task difficulty, and luck In Experiment 2, subjects received positive or negative feedback and evaluated themselves and others on the trait Task difficulty attributions and evaluations of others are consensus-raising measures Consistent with our hypothesis, subjects receiving negative feedback in Experiment 1 claimed that the task was more difficult, and in Experiment 2 evaluated the other more negatively in private than in public.     

Recalibrating positive and negative weighting tendencies in attitude generalization

Individual differences in the weighting of positive versus negative information when generalizing attitudes towards novel objects predict a variety of assessments that involve the integration of valence information (Pietri, Fazio, & Shook, 2013). The goal of the current research was to manipulate valence weighting in attitude generalization to demonstrate its causal impact on various judgments and behaviors. In four experiments, participants first played BeanFest—a game in which they approached/avoided novel stimuli (beans) varying in shape and speckles, in order to increase and not decrease their points (Fazio et al., 2004). Following the game, participants classified game beans, and novel ones that varied in resemblance to the game beans as either positive or negative. In the recalibration condition, participants were told whether each classification was or was not correct. Thus, they received feedback regarding the appropriate valence weighting of resemblance to a known positive versus a known negative. In Experiment 1, this recalibration influenced individuals' attitude generalizations regarding other (non-bean) novel objects. We then examined if recalibration would produce far-transferring effects by influencing interpretations of ambiguous situations (Experiment 2), risk assessments (Experiment 3), and finally risk-taking behavior (Experiment 4). Across the four experiments, the recalibration procedure led participants who were initially relatively cautious to be more positive when making these various judgments, whereas people who exhibited an initial risky bias became more negative as a function of recalibration.     

Latent inhibition and learned helplessness in children: Similarities and differences

Four experiments used a common set of procedures to investigate the occurrence and the generalization of learned helplessness (LH) and latent inhibition (LI) in 10- to 11-year-old children. In Experiment 1, preexposure to response-outcome independence impaired performance (i.e., LH) on two subsequent tests: The first was similar to the preexposure situation, the second was not. Moreover, LH occurred whether preexposure involved positive or negative feedback. On the other hand, noncontingent stimulus preexposure did not impair subsequent performance, i.e., LI was not obtained in the first experiment. Experiment 2 replicated the LH findings of Experiment 1: LH occurred following preexposure to response-independent feedback, regardless of whether that feedback was positive or negative, and LH generalized to a situation that was different from the preexposure situation. In addition, the stimulus preexposure procedures of Experiment 2 were embedded in a “masking” task and, under these conditions, LI was obtained. Nevertheless, LI did not generalize to a testing situation that was different from the preexposure situation. Experiment 3 demonstrated that noncontingent stimulus preexposure impairs performance relative to a nonpreexposed control group, that the effect is dependent upon masking, that masking alone produces no performance decrement, and that LI is, indeed, stimulus specific. In Experiment 4, preexposure to response-outcome independence impaired subsequent performance on similar and dissimilar tests whether feedback was consistently positive, consistently negative, or randomly positive and negative over trials. In addition, stimulus preexposure produced LI only under conditions of masking and even then, LI was not evident in novel test situations. The results are discussed in terms of common and different mechanisms underlying the LI and LH phenomena.     

The role of emotional context in facilitating imitative actions

In two experiments, we explored whether emotional context influences imitative action tendencies. To this end, we examined how emotional pictures, presented as primes, affect imitative tendencies using a compatibility paradigm. In Experiment 1, when seen index finger movements (lifting or tapping) and pre-instructed finger movements (tapping) were the same (tapping–tapping, compatible trials), participants were faster than when they were different (lifting–tapping, incompatible trials). This compatibility effect was enhanced when the seen finger movement was preceded by negative primes compared with positive or neutral primes. In Experiment 2, using only negative and neutral primes, the influence of negative primes on the compatibility effect was replicated with participants performing two types of pre-instructed finger movements (tapping and lifting). This emotional modulation of the compatibility effect was independent of the participants' trait anxiety level. Moreover, the emotional modulation pertained primarily to the compatible conditions, suggesting facilitated imitation due to negatively valent primes rather than increased interference. We speculate that negative stimuli increase imitative tendencies as a natural response in potential flight-or-fight situations.     

Sex differences in reactions to evaluative feedback

Two studies tested the influence of various types of verbal evaluative feedback men's and women's self-evaluations of their performance in achievenment situations. We tested a theory that women perceive evaluative feedback, particularly negative feedback, to be more informative about their abilities than do men. Because of this, women's self-assessments of their abilities are more straightforwardly influenced by evaluative feedback than are men's. In contrast, men take a more self-promotional approach to evaluative situations, and therefore are more selective in their responses to feedback. Results from our questionnaire study showed that women's self-evaluations were influenced by both positive and negative evaluative statements. Men allowed positive feedback to influence them more than negative feedback, and were less influenced overall by negative feedback than women. Furthermore, women reported that evaluative feedback, particularly negative feedback, contained more information relevant to their abilities than men. Our laboratory study showed that women's actual self-evaluations were impacted differently by positive and negative feedback, whereas men's were not. In addition, we found some evidence to indicate that women were more negatively influenced by feedback that was positively toned, yet irrelevant with respect to their performance, than men. This finding underscores the fact that the focus, and not just the valence, of evaluative feedback plays an important role in men's and women's responses to it.     

Effects of objective feedback and "single other" or "average other" social comparison feedback on performance judgments and helping behavior

In two studies, participants received positive or negative feedback about their performance on a verbal task and then provided hints to another person on a subsequent, different task. It was expected that participants would give more helpful hints after positive than after negative feedback but that this would be more apparent when the feedback was based on performance comparisons with the "average participant" than on comparisons with another person or an objective standard. This effect was expected to be mediated by judgments of one's performance on the first task. These predictions were supported. Participants seemed aware of the effect of feedback on their hint choices, and their hint choices did not alter their affect levels. Also, participants receiving comparative (single or aggregated target) feedback exhibited changes in self-ascribed importance of the performance domain. Implications for social comparison theory and self-evaluation maintenance theory are discussed.     

Does affective information influence domestic dogs’ (<Emphasis Type="Italic">Canis lupus familiaris</Emphasis>) point-following behavior?

Several studies have examined dogs’ (Canis lupus familiaris) comprehension and use of human communicative cues. Relatively few studies have, however, examined the effects of human affective behavior (i.e., facial and vocal expressions) on dogs’ exploratory and point-following behavior. In two experiments, we examined dogs’ frequency of following an adult’s pointing gesture in locating a hidden reward or treat when it occurred silently, or when it was paired with a positive or negative facial and vocal affective expression. Like prior studies, the current results demonstrate that dogs reliably follow human pointing cues. Unlike prior studies, the current results also demonstrate that the addition of a positive affective facial and vocal expression, when paired with a pointing gesture, did not reliably increase dogs’ frequency of locating a hidden piece of food compared to pointing alone. In addition, and within the negative facial and vocal affect conditions of Experiment 1 and 2, dogs were delayed in their exploration, or approach, toward a baited or sham-baited bowl. However, in Experiment 2, dogs continued to follow an adult’s pointing gesture, even when paired with a negative expression, as long as the attention-directing gesture referenced a baited bowl. Together these results suggest that the addition of affective information does not significantly increase or decrease dogs’ point-following behavior. Rather these results demonstrate that the presence or absence of affective expressions influences a dogs’ exploratory behavior and the presence or absence of reward affects whether they will follow an unfamiliar adult’s attention-directing gesture.     

Modulation of focused attention by faces expressing emotion: evidence from flanker tasks

Three experiments evaluated whether facial expression can modulate the allocation of focused attention. Identification of emotionally expressive target faces was typically faster when they were flanked by identical (compatible) faces compared with when they were flanked by different (incompatible) faces. This flanker compatibility effect was significantly smaller when target faces expressed negative compared with positive emotion (see Experiment 1A); however, when the faces were altered to disrupt emotional expression, yet retain feature differences, equal flanker compatibility effects were observed (see Experiment 1B). The flanker-compatibility effect was also found to be smaller for negative target faces compared compatibility with neutral target faces, and for both negative and neutral target faces compared with positive target faces (see Experiment 2). These results suggest that the constriction of attention is influenced by facial expressions of emotion.     

The role of cognitive control mechanisms in selective attention towards emotional stimuli

The role of cognitive control mechanisms in reducing interference from emotionally salient distractors was investigated. In two experiments, participants performed a flanker task in which target-distractor affective compatibility and cognitive load were manipulated. Differently from past studies, targets and distractors were presented at separate spatial locations and cognitive load was not domain-specific. In Experiment 1, words (positive vs. negative) and faces (angry, happy or neutral faces), were used respectively as targets and distractors, whereas in Experiment 2, both targets (happy vs. angry) and distractors were faces. Findings showed interference from distractor processing only when cognitive load was high. The present findings indicate that, when targets and distractors are presented at different spatial locations, cognitive control mechanisms are involved in preventing interference from positive (Exp. 1) or negative distractors (Exp. 2). The role of stimulus valence and type is also discussed with regard to different patterns of interference observed.     

Message framing of products causes a preference shift in consumers' choices

• Using two experiments, this paper demonstrates that framing causes a preference shift when consumers choose between a better and more expensive product and an inferior and cheaper alternative product. In Experiment 1, car owners chose between original parts and non‐original parts to replace parts they were told had broken down. Participants could either save money by choosing a cheaper and inferior non‐original part (positive framing) or lose money by choosing a better and more expensive original part (negative framing). Consumers preferred the original parts in the positive framing condition relative to the negative framing condition. Experiment 2 replicated this finding using other products – an expensive well known, international brand of high quality vs. a cheaper private brand of lower quality. Experiment 2 included an additional two experimental groups in which the quality characteristic of these products was framed positively (gain quality) or negatively (lose quality). The results showed that participants chose the better and more expensive product more when presented with negative framing relative to positive framing of the quality. The results of both experiments can be explained using Kahneman and Tversky's ( 1979 ) value function presented in their Prospect Theory: Because losses are experienced more intensely than gains of similar objective magnitude, consumers exhibit a preference shift regarding the two products. The significance of these findings for both retailers and consumers considering two alternative products that differ in price and quality are discussed.

Copyright © 2010 John Wiley & Sons, Ltd.     

Influences on current mood of eliciting life-satisfaction judgments

Subjective well-being (SWB) has attracted a plethora of cross-disciplinary research in recent years. As measured in this research, SWB includes a cognitive and an affective component. We hypothesize that eliciting the cognitive component by means of life-satisfaction judgments activates thoughts about positive and negative life circumstances that influence the affective component (current mood or memory of the frequency of past positive and negative affects). Experiment 1 demonstrates an expected asymmetrical carryover effect in that current mood correlates higher with life-satisfaction judgments performed before than after the measurements of current mood. In Experiment 2, it is found that inducing current mood by means of rewarding performance does not influence the life-satisfaction judgments. In contrast and consistent with Experiment 1, Experiment 3 shows such an influence when current mood is induced by thinking about positive and negative life circumstances.     

Explaining social contagion in sport applying Heider's balance theory: First experimental results

A sudden collective collapse of an entire sport team is often described in terms of the social contagion of weak performance. Two experiments studied this phenomenon against the backdrop of balance theory. Experiment 1 examined whether false negative feedback on a partner's performance during a team task would lead to compensatory mechanisms as predicted by balance theory. Results showed that perceived negative performance in the partner was compensated by devaluing the relationship to the partner. Experiment 2 replicated Experiment 1 and investigated the impact of physical self-esteem. Results showed that persons with strong physical self-esteem devalued the situational value of the relationship when they perceived their partner's performance to be negative. Experiment 2 also investigated objective performance. Although failing to attain statistical significance, there was a tendency for the perceived sudden decline in the partner's performance to be contagious. It is concluded that balance theory offers promising insights into the interpersonal dynamics of social contagion.     

Persuading young car drivers to take part in a driving skills test: The influence of regulatory fit on informational-assessment value and persuasion

Two studies were conducted to examine the relative effectiveness of differently framed messages advising young car drivers to take part in a driving skills test. It was hypothesized that messages promoting such detection behaviour should be more persuasive when the message frame was compatible versus incompatible with the recipient’s level of perceived risk. It was also hypothesized that such effects would occur because the “feeling right” experience resulting from the compatibility effects based on regulatory fit could be transferred to the informational-assessment value of the proposed feedback. Consistently, moderate perceived driving skills (Experiment 1) and high perceived risk drivers (Experiment 2) found the driving skills test more valuable for assessment purposes after having read a loss versus gain framed message and consequently, were more interested in taking part in the test. Furthermore, low perceived risk drivers (Experiment 2) showed a reversed pattern of responses. Implications for message framing in the road safety area are discussed.