On mediating equity,equality, and self-interest: The role of self-presentation in social exchange

Do individuals conform to various norms of reward allocation not necessarily in response to internal standards but rather, to win approval from relevant others? This study examined the role of self-presentation in mediating equity, equality, and self-interest within reward allocations. It was hypothesized that when others were aware of a subject's behavior, distributions would reflect that person's normative definition of the situation. Subjects allocated a $5.00 payment among themselves and three partners with unequal performance inputs. Informing the experimenter of one's decisions resulted in more equitable divisions, characterizing the employment-productivity relationship between experimenter and subject. When co-workers, defined as peers, were aware of allocations, an equality-based solution was favored. Allocators enhanced their own rewards beyond normative values only when their choices were completely private. Evidence was also found of postdecisional cognitive changes which maintained the belief that one acted justly in giving each partner what he deserved. These findings are consistent with the proposition that individuals maximize their own rewards, defined broadly to include social impression-formation and intrapsychic benefits. Apparently, self-presentational concerns mediate the relative salience of equity, equality, and self-interest in social exhange.     

The nature of equity-restoration: Some approval-seeking considerations

Subjects performed a proofreading task and evaluated its difficulty both beforehand and afterwards. They were overpaid or equitably paid by an experimenter who was or was not directly responsible for the level of pay they received, and who they believed would or would not see their post-test ratings. All subjects knew the experimenter would grade their task performance. Consistent with equity theory, overpaid subjects rated the task as having been more difficult than they had expected and did higher quality work than did equitably paid subjects. However, subjects who thought the experimenter would see their ratings (Aware condition) rated it as more difficult and performed more poorly on it than those who thought she would not see them (Unaware condition). Reported task difficulty increased among overpaid subjects under aware conditions, remained stable among overpaid subjects under unaware conditions, and decreased for equitably paid subjects. These findings suggested that what appears to be “equity-restoration” may be a self-presentation strategy designed to win the experimenter's approval, and that task ratings rather than performance will be used for this purpose when they can be communicated to the experimenter. The experimenter's responsibility for the subject's pay had no effect in the present study.     

Belief in a just world and trust

Three studies examined the relationship between belief in a just world and level of trust. Results showed that subjects with a high level of belief in a just world were (a) less suspicious with regard to deception in a social-psychological experiment, (b) less suspicious with regard to the promise of a free gift, and (c) less suspicious with regard to the government's position on several public issues. The same studies also examined the relationships among belief in internal-external control, authoritarianism, and level of trust. In some but not all cases, belief in internal control and high level of authoritarianism were related to more trusting attitudes. It was suggested that the relationship between internality (as measured by the I-E Scale) and trust was mediated by the construct of belief in a just world.     

Brain responses related to semantic meaning

Evoked Potentials from electroencephalogram (EEG) recording were averaged to many visually presented word stimuli whose semantic meanings were specified along Osgood's semantic dimensions of Evaluation, Potency, and Activity [Miron &; Osgood, 1966, in R. B. Cattell (Ed.), Handbook of multivariate experimental psychology, Chicago: Rand-McNally; Osgood, 1971, Journal of Social Issues, 27, 5–63; Osgood, May, &; Miron, 1975, Cross-cultural universals of affective meaning, Urbana, Ill.: University of Illinois Press]. Multivariate analyses classified the Evoked Potentials to six semantic classes with success rates more than twice chance expectation. The pattern of brain activity related to the six semantic classes was similar for (i) two sets of words, (ii) 10 subjects used to develop the analyses, and (iii) an added, new subject.     

The salience of the self in responses to inequity

Previous research has shown that people strive to conform with the standards of significant others in distributive justice. The present research was concerned with the role of attention to the self in the same paradigm. If people are motivated to personally evaluate their own behavior as fair, then self-focus should result in heightened attempts to redress an overpayment inequity. After the subject's criterion of a fair wage was assessed, they were paid either that amount or double it. Orthogonal to this manipulation, subjects were either made objectively self-aware (OSA) or not, by the presence or absence of a mirror. Consistent with the hypothesis, overpaid OSA subjects did more work, but of a poorer quality, than overpaid not-OSA subjects. This was taken as evidence of more zealous attempts to restore a sense of equity, implicating a greater personal need to eliminate the injustice when the discrepancy between pay level and a personal standard of fairness was made more prominent to the self.     

Ear asymmetry in recognition of unfamiliar voices

Female right-handed subjects were presented with a memory set consisting of five unfamiliar female voices. They were then tested with a recognition procedure in which samples of voice, memory set or novel, 2 or 4 sec in duration, were heard in one ear and a competing noise stimulus was heard in the other ear. There was an overall left-ear advantage in accuracy of recognition. This advantage held particularly for identifications of memory-set voices in the second half of trials. Internal analyses indicated that the left-ear advantage could not be attributed to greater retroactive interference during right-ear presentation. Congruent with studies of recognition of unfamiliar faces, the findings suggested right-hemisphere superiority in the recognition of unfamiliar voices.     

Controlling nonverbal displays: Facial expressions and tone of voice

This study investigated the hypothesis that facial expressions are more controllable and closer to one's awareness than vocal cues. Specifically, it was suggested that nonverbal displays are a function of three factors: (a) expressiveness, or the tendency to display spontaneous nonverbal cues: (b) controllability, or the ability to voluntarily suppress or exaggerate one's spontaneous display: and (c) demeanor, or the sender's tendency to convey a particular impression regardless of his/her experienced emotion. Subjects' facial and vocal reactions to affective stimuli were recorded in a spontaneous condition or under instructions to magnify or conceal reactions to these stimuli. It was shown that information conveyed by facial expressions was best accounted for by controllability whereas information conveyed by tone of voice was best accounted for by expressiveness and demeanor.     

Word recognition cues for beginning and skilled readers

Three experiments are reported in which subjects chose from an array the response alternative that most resembled a nonsense stimulus trigram or quingram. Subjects could respond on the basis of individual letter positions or overall word shape. However, word shape was not manipulated independently of the individual letters that comprise the word as has been the case in previous studies. Kindergarten children and first graders who were poor readers showed a more varied pattern of responses than first graders who were good readers. With simple stimuli (trigrams), beginning and skilled readers chose alternatives on the basis of overall shape and the initial letter. With more complex stimuli (quingrams), the skilled readers continued choosing on the basis of word shape and initial letters, but beginning readers only chose on the basis of the first letter.     

Electroencephalographic and dichotic indices of cerebral laterality in stutterers

To test the hypothesis that stuttering is the product of faulty cerebral laterality four experiments were performed on each of five adult stutterers and five fluent speakers. These tests were: (1) dichotic listening with consonant-vowel pairs, (2) alpha recording over both hemispheres during the performance of cognitive tasks intended to engage preferentially the left or right hemispheres, (3) contingent negative variation with either an articulatory or bilaterally symmetrical response, and (4) readiness potential with the same responses. The results fail to disconfirm the null hypothesis regarding stutterers and their fluent peers. All subjects showed consistent patterns of cerebral laterality indicative of localization of speech function in the left hemisphere. Suggestions are made regarding a possible contribution of deficient sensorimotor integration in stuttering.     

Facial and vocal cues of deception and honesty

Facial expressions and vocal cues (filtered speech) of honest and deceptive messages were examined in posed and spontaneous situations. The question of interest was the degree to which nonverbal cues transmit information about deception. Results indicated that (a) for both the facial and vocal channels, posing (as compared to spontaneous behavior) produced a higher level of communication accuracy; (b) facial expressions of deceptive (as compared to honest) messages were rated as less pleasant, while vocal expressions of deception were rated as less honest, less assertive, and less dominant, particularly in the posed condition; (c) the sender's ability to convey honesty was negatively correlated with his/her ability to convey deception, suggesting the existence of a demeanor bias—individual senders tend to appear and sound consistently honest (or dishonest) regardless of whether they deliver an honest or a deceptive message; (d) in the posing condition, the sender's abilities to convey honesty/deception via facial and vocal cues were positively and significantly correlated, whereas in the spontaneous condition they were not; and (e) senders whose full (unfiltered) speech indicated more involvement with their responses were judged as more honest from both their vocal (filtered speech) and facial cues, in both the honest and deceptive conditions.     

The other way around: Effects of causal attributions on estimates of consensus,distinctiveness, and consistency

It was hypothesized that the attributed cause of a given person's behavior will affect inferences about its generalizability over persons (consensus), stimuli (distinctiveness), and circumstances (consistency). Moreover, these effects were expected to parallel the effects of consensus, distinctiveness, and consistency information on causal attributions. Experiment 1 provided support for these predictions but also showed that attribution affected consensus judgments less than it affected judgments of distinctiveness and consistency, particularly when consensus was not the first characteristic estimated. Using a different set of stimulus materials and a different manipulation of attribution, Experiments 2 and 3 provided further evidence for the effects of attribution on inferences of consensus information. Experiment 3 indicated that the false consensus effect—actors' tendency to assume that the majority of people share their behavior—may be due to actors' tendency to attribute their behavior to situational factors. Implications of the present studies for biased estimates of consensus and the use of consensus and attribution as mediating variables are discussed.     

Nonverbal discrimination of more and fewer elements by children

Fifty-six prekindergarten and 174 kindergarten children learned to choose either the card with more or the card with fewer elements in simultaneous discrimination problems. Learning was faster when the card with more elements was positive, particularly when a zero-element card was involved. This difference appeared to be attributable in part to an initial preference for “more.” On transfer trials involving all possible pairings of the training cards, subjects generally performed as though their choices were governed by the concept “more” or “fewer”. This tendency increased with age and with experience in the situation, even though conditions made verbal mediation appear unlikely.     

Performance evaluation: On choosing to know the related attributes of others when we know their performance

It was hypothesized that people will choose to find out about the performance attributes of others who perform similarly to themselves if they believe the attributes are related to performance. Subjects within a group of nine were supposedly given different amounts of practice prior to taking a test on which performance was said to be either related or unrelated to practice. After taking the test, each subject was given his score, his rank order in the group, and the score obtained by each of the other group members. The subject was then allowed to find out about the number of items practiced by one other person in the group. A second choice was also given. On both first and second choices, subjects in the related condition chose to learn about others who were adjacent to them in the rank order. Subjects in the unrelated condition chose to learn about others with extreme scores. First choices in both conditions were strongly biased upward, supporting the unidirectional drive hypothesis.     

Tactile perception and the right hemisphere: A masculine superiority for imagery coding

Recent research regarding hemispheric lateralization has suggested complex interactions among observed asymmetries, subject coding strategies, and sex differences in the utilization of and access to information codes. Prior to tactile perception of ambiguous figures, subjects were instructed to use either a verbal (left hemisphere) or imagery (right hemisphere) strategy. A non-instruction control group was included. Although a significant overall relationship between instructed strategy and tactile asymmetries was observed, this largely was due to males' privileged access to right-hemisphere imagery codes.     

The general causality orientations scale: Self-determination in personality

This paper describes the development and validation of a general causality orientations scale. Causality orientations are conceptualized as relatively enduring aspects of people that characterize the source of initiation and regulation, and thus the degree of self-determination, of their behavior. Three orientations—autonomy, control, and impersonal—are measured by the three subscales of the instrument. Individuals are given a score on each orientation, thus allowing the use of the theoretically appropriate subscale (or, in some cases, a combination of subscales) to predict affects, cognitions, and behaviors. The scale was shown to have internal consistency and temporal stability. The orientations were shown to fit appropriately into a nomological network of constructs and to relate to various behaviors that were hypothesized to be theoretically relevant.     

Stimulus factors and listening strategies in auditory memory: A theoretical analysis

A theory for the temporal course of perceptual coding during auditory short-term memory tasks is described. A low-level “sensor” and a high-level “identifier” process item and order information from stimulus word-strings. Both word durations and interword pauses are needed for this processing, and if adequate processing time is unavailable, perceptual delays will lead to degraded recall performance. Stimulus parameters and subject strategies interact to determine the quality and the order in which stimulus items are coded. These hypotheses are supported both by experiments using grammatical sentences and those using lists of unrelated words.