Reduction of cognitive dissonance as a function of magnitude of dissonance,differentiation, and self-esteem

The purpose of the present experiment was to test several hypotheses concerning the interrelationship of dissonance reduction mechanisms in a situation where response possibilities are relatively unconstrained. Engaged female students were invited to take part in a bogus ?Marriage Expectancy Test' that was supposed to allow predictions of marriage success. One week later, they received fictitious results differing negatively from their initial expectations of marriage success. The reactions measured were ?conformity with the result' and ?derogation of source' (confrontation mechanisms), and ?devaluation of importance of the issue' and ?under-recall' (avoidance mechanisms). As predicted, avoidance responses increased steeply with discrepancy, while little increase was found for confrontation mechanisms. Psychological differentiation had no significant effect on dissonance reduction, whereas high vs. low self-esteem influenced ?derogation of source' and ?devaluation of importance of the issue'.     

Buying and Selling Prices of Investments: Configural Weight Model of Interactions Predicts Violations of Joint Independence

Judges evaluated buying and selling prices of hypothetical investments, based on the previous price of each investment and estimates of the investment's future value given by advisors of varied expertise. Effect of a source's estimate varied in proportion to the source's expertise, and it varied inversely with the number and expertise of other sources. There was also a configural effect in which the effect of a source's estimate was affected by the rank order of that source's estimate, in relation to other estimates of the same investment. These interactions were fit with a configural weight averaging model in which buyers and sellers place different weights on estimates of different ranks. This model implies that one can design a new experiment in which there will be different violations of joint independence in different viewpoints. Experiment 2 confirmed patterns of violations of joint independence predicted from the model fit in Experiment 1. Experiment 2 also showed that preference reversals between viewpoints can be predicted by the model of Experiment 1. Configural weighting provides a better account of buying and selling prices than either of two models of loss aversion or the theory of anchoring and insufficient adjustment.     

When a product takes on characteristics of the person who created it: Sometimes it sounds sweeter

We investigated when consumers' judgments about a product reflect information about its product source (the person who creates the product). Three experiments manipulated congruence between the source's gender and the gender-typing of the source's product. When congruent with expectations (a male conductor played male-typed music), pre-trial source information had the same effect on post-trial product judgments as when source information was absent. Incongruence (a female conductor played male-typed music) distorted product attribute judgments when the source's competence was questioned. Her music was judged to be more delicate, less powerful and worse quality than his. This process of product experience being assimilated into incompetence stereotypes required minimal cognitive resources. When the incongruent source was undoubtedly competent, the amount of experiential evidence about an attribute influenced distortion. Consumers judged powerful music as powerful regardless of conductor gender, but, lacking much evidence about its delicacy, judged hers as more delicate than his. The selective effect of source gender information reflects consumers' cognitively effortful hypothesis testing of beliefs that gender expresses itself in a person's output against experiential evidence.     

Eliciting intelligence from sources informed about counter‐interrogation strategies: An experimental study on the Scharff technique

The Scharff technique aims to elicit information by affecting the source's perception of the interviewer's existing knowledge. Although the technique has been found to be effective for gathering new information, countermeasures to the technique have not been examined. In a 2 × 2 between‐subjects experiment, we informed half of the 120 sources about the counter‐interrogation strategy of carefully considering the interviewer's prior knowledge and the tactic of providing information perceived as already known to the interviewer. After this, sources were interviewed with the Scharff technique or the Direct approach, widely used in human intelligence‐gathering situations and consisting of open‐ended and direct questions. We found that “informed sources” did not succeed in revealing information already known to the interviewer, where informed sources and uninformed sources revealed known information to a similar degree (1.62 pieces vs. 1.65 pieces). Sources interviewed with the Direct approach (vs. Scharff technique) revealed a larger amount of information previously known to the interviewer (2.18 pieces vs. 1.08 pieces). When interviewed with the Scharff technique, sources informed about the counter‐interrogation strategy attempted to adopt more counter‐interrogation strategies. The present study replicates earlier research on the Scharff technique as a technique effective in affecting the source's perception of the interviewer's prior knowledge. The results of the current study indicate that both the Scharff technique and the Direct approach might be similarly robust against counter‐interrogation strategies, in terms of gathering new information. Future studies should focus on implementing more comprehensive training in counter‐interrogation strategies for the sources.     

Minority influence: The effects of social status of an inclusive versus exclusive group

An experiment investigated the effects of source status (high versus low) and source's attitude towards the target (Inclusive versus éxclusive) on minority influence. It was predicted that an inclusive minority in the high-status source condition would primarily have a direct impact (compliance), while in the low-status source condition it would have little direct or indirect influence but would stimulate autonomous cognitive work (divergence) Moreover, exclusive minorities, irrespective of status, would have a mainly indirect impact (conversion) Results appear to confirm the hypotheses with two significant qualifications: First, minority status interacts with subjects' initial attitude, furthering or hindering indirect influence; second, an exclusive minority encourages the production of externally-generated thoughts, albeit only in low-status source condition. The study also provided some information on the relationship between indirect influence and divergence, and between the quantity and the quality of cognitive production.     

Teaching Fourth and Fifth Graders to Evaluate Information Sources During Text Comprehension

In two experiments, we examined fourth and fifth graders' comprehension of the source of information in texts presenting controversial issues. In Experiment 1, participants read short texts in which two people presented different arguments regarding an issue. Participants identified who said what and evaluated each source's knowledge of the issue. Most students correctly identified the source of information but failed to take into account each source's characteristics when determining who was most knowledgeable. In Experiment 2, we implemented an intervention on students' evaluations of information sources. Less skilled students in the intervention group assessed source knowledge more accurately than those in a control group. We conclude that elementary school students' comprehension of who says what in a text can benefit from training sessions that involve practice, feedback, explanations, and discussions. We consider the implications for document-based learning in elementary and secondary education.     

When is a minority a minority? Active versus passive minority advocacy and social influence

Some conceptions of minority influence have stressed the impact of the mere existence of an unpopular, deviant position. Others (e.g. Moscovici, 1980 ) have emphasized the active opposition of a committed minority to a powerful majority. An active advocate is defined as one that is aware of the level of support for his/her position, expresses his/her position openly, and whose outcomes may depend on others' agreement/disagreement. In the present study, the potential moderating role of an advocates' active/passive status on opinion change was examined. When the issue was highly relevant to the target of influence, all that mattered was the quality of the source's arguments (i.e. majority≈ minority, active source = passive source). When the issue was not highly relevant to the target, though, active and passive sources had different impact: (1) active sources prompted attention to argument quality (for minorities) and heuristic compliance (for majorities); (2) passive sources prompted insensitivity to both the popularity of the position and to the quality of the source's arguments. Copyright © 2002 John Wiley & Sons, Ltd.     

Mothers' beliefs and children's long-term cognitive change: A developmental task interpretation

A longitudinal study was used to explore the following hypotheses concerning the relation between mothers' beliefs, their use of high distancing utterances and children's cognitive development: (1) beliefs moderate the impact of high-distancing utterances on children's development, and (2) beliefs reflect mothers' normative expectations that motivate themselves and their children to try to satisfy them. The participants consisted of 34 children and their mothers and teachers. Results for the motherchild dialogues indicated that the distancing–cognitive performance relationship was strongest for children whose mothers had the most positive beliefs. In addition, mothers' beliefs about a 4-year-old child were more strongly related to children's cognitive performance at ages 6 and 10 than to cognitive performance at age 4. Characteristics of both verbal parent–child and verbal teacher–child interactions at age 4 supported a developmental task interpretation of these findings.     

Attributions in the New Zealand Sports Pages

Abstract

Foot-in-the-door (FITD) and door-in-the face (DITF) techniques were compared in a telephone survey that also sought to assess how legitimate the source of the request seemed to the respondents. Calls were made to 120 Americans by an interviewer from a fictitious private consulting firm, using a source name designed to have low perceived legitimacy. It had been expected from previous research that only the FITD technique would successfully produce compliance under these circumstances, and that the FITD compilers would also yield higher ratings of the source's legitimacy than either the DITF or a control. This prediction was confirmed, but some evidence suggested that the source legitimacy question in the procedure also affected the compliance level of DITF subjects.     

Not all positive categories are alike: Exploring the superiority of the self as a positive source for associative attitude change via intersecting regularities

In associative evaluative learning, attitudes can originate from intersecting regularities between a target and both positive- and self-related stimuli. Liking for a focal target is primarily driven by its reference to one source, but it might be qualified by the reference to a contrast target. This contribution focuses on how the nature of positive and contrast sources affects learning via intersecting regularities. In two studies (N = 199 and N = 185), the self and another positive category lead to increased implicit and explicit liking, regardless of the contrast source's valence. In Study 3 (N = 128), confronting the self and the positive category in the same paradigm yields only implicit preferences for self-related targets. Both implicitly and explicitly, this preference for self- over positive-related target was moderated by self-positivity. Our findings confirm the robustness of learning via intersecting regularities and suggest that the self is a special evaluative source.     

Observer Influences on Fathers and Mothers: An Experimental Manipulation of the Structure and Function of Parent – Infant Conversation

From studies over the past 20 years four contrasting hypotheses can be made about the nature of parent–infant communication: (1) mothers and fathers display similar skills to their infants and do not exert a differential influence on their development; (2) fathers are less sympathetic to their infants' level of development and therefore inadvertently stretch the child's development more than mothers; (3) both parents differentially socialize their sons' and daughters' early communicative skills; (4) any apparent differences between parents reflect their expectations about being observed. To examine these hypotheses together, this experiment records the communication of 10 mother–infant and 10 father–infant dyads in two conditions: when an observer was present or absent. The analysis revealed two patterns. Firstly, in keeping with most research on parent–child communication, mothers and fathers both simplified their speech to their infants in similar ways. Secondly, both the structure and function of parental communication showed differences between the two conditions and many of these differences were moderated by interactions between condition and sex of parent or child. The data thus provide more support for the first and fourth hypotheses cited above. It is suggested that analyses of parent–infant interaction should move away from simple assumptions about parental ‘influences’ upon children's development to consider the subtleties of different parental styles in different settings.     

Numerical support,information processing and attitude change

In two experiments we studied the prediction that majority support induces stronger convergent processing than minority support for a persuasive message, the more so when recipients are explicitly forced to pay attention to the source's point of view; this in turn affects the amount of attitude change on related issues. Convergent processing is the systematic elaboration on the sources position, but with a stronger focus on verification and justification rather than falsification. In Experiment 1 it was found that numerical support is related to information processing as predicted: The greater the support, the more convergent the processing. Experiment 2 replicated this result, and furthermore confirmed our expectations regarding attitude change: The more convergent processing occurs, the less subjects change their attitude on related issues.     

Biased assimilation: the role of source position

Biased assimilation is the tendency to evaluate belief‐consistent information more positively than belief‐inconsistent information. Previous research has demonstrated that biased assimilation is due to an inconsistency between an argument and the recipient's position toward this argument. The present research revealed that an inconsistency between a source's position (independently of the argument) and the recipient's position is also responsible for biased assimilation. In two studies, participants evaluated arguments stated by a politician. Party affiliation of the politician was correctly labeled, incorrectly labeled, or not labeled. The politicians' arguments were evaluated more favorably by their respective voters when party affiliation was correctly labeled. This biased evaluation diminished when party affiliation was not labeled and even slightly reversed when party affiliation was incorrectly labeled. Copyright © 2008 John Wiley & Sons, Ltd.     

Political ideology and American intergroup discrimination: A patriotism perspective

ABSTRACT

Individuals tend to rate themselves more positively than strangers or acquaintances—a self-enhancement effect. But such self-enhancement is potentially detrimental to one's intimate relationships. We hypothesized that higher relationship quality would predict (1) partner-enhancement (i.e., rating the partner more positively than the self) and (2) higher feelings of being understood and validated (FUV). In addition, (3) partner-enhancement would add to relationship quality's prediction of FUV. These hypotheses were tested among cross-sex friendships (N = 92) and dating relationships (N = 90) in University students and in a married, non-University sample (N = 94). All hypotheses were supported in romantic relationships. For cross-sex friendships, regardless of relationship quality, individuals partner-enhanced on the negative traits but neither self- nor partner-enhanced on the positive traits. Finally, relationship quality predicted partner-perceptions more strongly than self-perceptions.     

Minority influence and psycho-social identity

Social influence mechanisms are considered as also relevant to intergroup dynamics. In a social influence situation, approaching or retreating from the source's position also involves accepting or rejecting psycho-social identification with the source, implicating self-attribution of the set of characteristics stereotypical of the category or categories to which the source belongs. This conception allows one to account for some of the difficulties encountered by minorities in their attempts to diffuse innovations. An experiment illustrates this conception of influence. It is shown that the influence of a minority is greater when subjects are led to believe that they have in common with the minority numerous category memberships (five out of eight presented) than when they think they share fewer (one out of eight). The difference between these two inductions is, as expected, revealed to be most marked when the source is rigid and for those subjects displaying opinions already relatively close to those of the source and for whom therefore the matter of psycho-social identification is more salient.     

Self-insight,Other-insight,and Their Relation to Interpersonal Conflict

The pessimistic conclusion that people have relatively poor insight into the weighting schemes they use when they make holistic judgements has been generally accepted among judgement researchers (e.g. Arkes, 1981; Balke, Hammond, & Meyer, 1973, Brehmer, 1984). The empirical research that supported this generalisation rested on indices of self-insight that were produced directly by the subjects. It was often the case that subjects were unable to correctly name even the single most important factor influencing their decisions, as indicated by a mathematical model of their judgement schemes. Using an alternate method of assessing self-insight, however, Reilly and Doherty (1989, 1992) found that subjects have far better self-insight than previously believed possible. The present paper employed the same methodology to investigate insight into the policy of another person as well as into oneself, and examined the relation of self-insight and other-insight to interpersonal conflict. Subjects were 50 dyads of university students. The results showed that: (1) subjects exhibited the expected high levels of self-insight via the recognition procedure; (2) subjects were able to identify the statistically generated policy of their roommate, thus exhibiting other-insight; (3) the ability to identify one's own policy is somewhat related to the ability to articulate one's own policy— that is, roommates with insight via recognition had higher indices of self-insight as measured by the traditional correlation method; (4) subjects who were able to identify their own policy were more likely to identify their roommate's policy and (5) individuals who possess self- and other-insight had less conflict in their roommate relationships.     

Whose idea is it anyway? The importance of reputation in acknowledgement

Six‐year‐old children negatively evaluate plagiarizers just as adults do (Olson & Shaw, 2011), but why do they dislike plagiarizers? Children may think plagiarism is wrong because plagiarizing negatively impacts other people's reputations. We investigated this possibility by having 6‐ to 9‐year‐old children evaluate people who shared their own or other people's ideas (stories). In Experiment 1, we found that children consider it acceptable to retell someone else's story if the source is given credit for their story (improving the source's reputation), but not if the reteller claims credit for the story (steals credit away from someone else). Experiments 2 and 3 showed that children do not consider it bad to lie by giving someone else credit for one's own good story (improving someone else's reputation), but do consider it bad to give someone else credit for one's own bad story (improving one's own reputation at the expense of someone else's). Experiment 4 demonstrated that children think it is equally bad to take credit for someone else's idea for oneself as it is to take someone else's idea and give credit to someone else, suggesting that children dislike when others take credit away from someone else, regardless of whether or not it improves the plagiarizer's reputation. Our results suggest that children dislike plagiarism because it negatively affects others' reputations by taking credit away from them.     

The Effects of Victimization on Reactions to Other Victims1

A study was conducted to investigate the conditions under which the experience of victimization alters one's responses to other victims. Subjects were led to believe they either had been fairly paid for their work on a task (nonvictims) or had been underpaid (victims). Half the subjects believed that the treatment they had received was based upon personal information they had revealed about themselves (responsible subjects), while the others believed their treatment had nothing to do with them personally (not responsible subjects). All subjects were given an opportunity to evaluate, judge similarity to, and pay a second victim who was believed to be either “responsible” or “nor responsiile” for his plight. The results generally supported the experimental hypotheses. The impact the experience of victimization had on an individual's responses to another victim depended upon the individual's perception of his own state. The directionality of such altered responses was determined by the individual's perception of the other's state.     

Macbeth,Throne of Blood,and the Idea of a Reflective Adaptation

Adaptations have varied relations to their source material, making it hard to formulate a general theory. Avoiding the attempt, we characterize a narrower, more unified class of reflective adaptations which communicate an active and sometimes critical relation to the source's framework. We identify the features of reflective adaptations which give them their distinctive interest. We show how these features are embodied in Akira Kurosawa's Throne of Blood, an adaptation with a radically shifted perspective on the relation between character and situation compared to its Shakespearean source. We identify some of the artistic choices through which this response to the source is conveyed, such choices being a characteristic feature of reflective adaptations.     

Relating badly to brands

Our commentary focuses on the negative pole of Park et al.'s Attachment–Aversion continuum. We argue that the distinction between positively- and negatively-valenced relationships matters, and open opportunities to further our knowledge about what makes a brand relationship “bad.” Two theoretical extensions are offered: (1) additional negativity dimensions beyond brand–self distance including pathology, power, and self- versus brand-focused emotionality; and (2) distinctions between neutrality and variations of emotional ambivalence “in the middle” of the Attachment–Aversion spectrum. Our call is for a science of negative relationships concerning the negative outcomes, processes, states, and attributes of consumers' relationships with brands.