Emotional disrupt‐then‐reframe technique of social influence

Davis and Knowles proposed a social influence technique, which they named disrupt‐then‐reframe (DTR). In a series of four experiments, they demonstrated that compliance could be increased by a subtle disruption to the sales request, followed immediately by a reframing that provided additional reasons for purchasing the goods. The DTR technique is strictly cognitive in nature: The person, hearing simple argumentation during the short state of her or his cognitive disorganization, becomes more inclined to fulfill the requests made of her or him. In three experiments presented in this article, it is shown that a similar effect can be obtained when the fear‐then‐relief state, which could be seen as an emotional disruption, is followed by an argument.     

The Impact of “Display‐Set” Options on Decision‐Making

The way a choice set is constructed can have a significant influence on how individuals perceive and evaluate their options, and make decisions between them. Here, I examine whether a “display set” of visible but unavailable options can exert these same types of influences on whether or not to choose a single (target) item. Across a series of experiments, purchase intent is increased when the display set and target are drawn from the same category, but decreased when the display and target items are mismatched. This effect is shown to depend on perceived similarity, such that increasing display‐target similarity increases purchase intent towards the target. Furthermore, contrary to the predictions made by previous neural and behavioral research on choice sets, the relative value and/or number of display‐only items have no significant impact on these decisions. These findings reveal a novel choice behavior in commonly encountered settings such as online marketplaces. Copyright © 2016 John Wiley & Sons, Ltd.     

I'm free but I'll comply with your request: generalization and multidimensional effects of the “evoking freedom” technique

The “evoking freedom” technique is a verbal compliance procedure that solicits someone to comply with a request by simply telling them they are free to accept or to refuse the request. The measure of the efficiency of this technique on compliance with large samples and the evaluation of its influence on various requests was tested in the first set of experiments. This technique was found to be efficient in increasing the number of people who agreed to give money to a requester, the number of smokers who agreed to give a cigarette, passersby who agreed to respond to a survey, and homeowners who agreed to buy pancakes. In the second set of experiments in which the mode of interaction between the requester and the person solicited was tested, the “evoking freedom” technique was found to be associated with greater compliance with a request addressed by mail and through face‐to‐face, phone‐to‐phone, or computer‐mediated interaction. The third set of experiments tested the effect of semantic variations of the “evoking freedom” technique and the weight of the repetition of the semantic evocation of freedom. These later experiments that used various phrases evoking the freedom to comply were found to be associated with greater compliance. Moreover, a double evocation of freedom was associated with even greater compliance than a single evocation. The importance of this technique for commitment communication is discussed.     

“A definite feel‐it moment”: Embodiment,externalisation and emotion during chair‐work in compassion‐focused therapy

Chair‐work is an experiential method used within compassion‐focused therapy (CFT) to apply compassion to various aspects of the self. This is the first study of CFT chair‐work and is focused on clients' lived experiences of a chair‐work intervention for self‐criticism. Twelve participants with depression were interviewed following the chair‐work intervention and the resulting data were examined using interpretative phenomenological analysis. Three superordinate themes were identified: “embodiment and enactment,” “externalising the self in physical form” and “emotional intensity.” The findings suggest the importance of accessing and expressing various emotions connected with self‐criticism, whilst highlighting the potential for client distress and avoidance during the intervention. The role of embodying, enacting and physically situating aspects of the self in different chairs is also suggested to be an important mechanism of change in CFT chair‐work. The findings are discussed in terms of clinical implications, emphasising how core CFT concepts and practices are facilitated by the chair‐work process.     

Selective copying of the majority suggests children are broadly “optimal‐” rather than “over‐” imitators

Human children, in contrast to other species, are frequently cast as prolific “over‐imitators”. However, previous studies of “over‐imitation” have overlooked many important real‐world social dynamics, and may thus provide an inaccurate account of this seemingly puzzling and potentially maladaptive phenomenon. Here we investigate this topic using a cultural evolutionary approach, focusing particularly on the key adaptive learning strategy of majority‐biased copying. Most “over‐imitation” research has been conducted using consistent demonstrations to the observer, but we systematically varied the frequency of demonstrators that 4‐ to 6‐year‐old children observed performing a causally irrelevant action. Children who “over‐imitate” inflexibly should copy the majority regardless of whether the majority solution omits or includes a causally irrelevant action. However, we found that children calibrated their tendency to acquire the majority behavior, such that copying did not extend to majorities that performed irrelevant actions. These results are consistent with a highly functional, adaptive integration of social and causal information, rather than explanations implying unselective copying or causal misunderstanding. This suggests that our species might be better characterized as broadly “optimal‐” rather than “over‐” imitators.     

“In‐Group Love” and “Out‐Group Hate” in Repeated Interaction Between Groups

Costly individual participation in intergroup conflict can be motivated by “in‐group love”—a cooperative motivation to help the in‐group, by “out‐group hate”—an aggressive or competitive motivation to hurt the out‐group, or both. This study employed a recently developed game paradigm (Halevy, Bornstein, & Sagiv, 2008) designed specifically to distinguish between these two motives. The game was played repeatedly between two groups with three players in each group. In addition, we manipulated the payoff structure of the interaction that preceded the game such that half of the groups experienced peaceful coexistence and the other half experienced heightened conflict prior to the game. Enabling group members to express in‐group love independently of out‐group hate significantly reduced intergroup conflict. Group members strongly preferred to cooperate within their group, rather than to compete against the out‐group for relative standing, even in the condition in which the repeated game was preceded by conflict. Although both “in‐group love” and “out‐group hate” somewhat diminished as the game continued (as players became more selfish), choices indicative of the former motivation were significantly more frequent than choices indicative of the latter throughout the interaction. We discuss the implications of these findings for conflict resolution. Copyright © 2011 John Wiley & Sons, Ltd.     

Discouraging unethicality versus encouraging ethicality: Unraveling the differential effects of prevention‐ and promotion‐focused ethical leadership

Theory on the impact of ethical leadership has traditionally been based on a deontological approach to morality. Underlying this perspective is the assumption that all leader behaviors that encourage “normatively appropriate conduct” will influence followers in a similar fashion. Put differently, the current consensus seems to suggest that actions that focus on preventing unethical behavior—attending to “the wrong”—will have the same impact as actions that focus on promoting ethical behavior—attending to “the right.” Taking a within‐person approach, we draw upon social exchange theory to challenge this consensus and build theory that suggests a follower's felt trust from their leader will be differentially impacted by prevention‐ versus promotion‐focused ethical leadership. We also explore how these different types of ethical leadership may indirectly, through felt trust, impact citizenship behavior and counterproductive work behavior. Finally, we consider how the role of the “moral manager” may interact with the “moral person” by identifying leader moral hypocrisy as an important between‐person moderator of these effects. Given the importance of ethical decision‐making in organizations and the calls for increased ethical leadership, our findings have important implications for both theory and practice.     

The “Islamized Stranger”: On “Chronic” Versus “Contextual” Salience in the Measurement of Anti‐Muslim Prejudice

There is an ongoing debate whether anti‐Muslim prejudice in Western countries is more widespread than prejudice towards other ethno‐cultural groups or general ethnic prejudice. Previous research used different methodologies and yielded contradictory results. In this article, we combine a population‐based split‐sample survey experiment (N = 1,323), where half of the respondents judged items about Muslims and the other half statements about strangers, with an open question probing which groups respondents thought of when thinking about “strangers.” We furthermore extend previous research by not only focusing on general ethnic prejudice, but to differentiate between perceived trustworthiness, economic, cultural, and security threat. Our results strongly support the idea that the difference between the “chronic” and “contextual” salience of the target of prejudice should be taken into account.     

THE CLASS SPECIFIC EFFECTS OF COMPLIANCE TRAINING WITH “DO” AND “DON'T” REQUESTS: ANALOGUE ANALYSIS AND CLASSROOM APPLICATION

Two experiments are reported in which the relationship between compliance with “do” and “don't” requests was examined with developmentally disabled children. In Experiment 1, a multiple baseline design across subjects with counterbalanced treatment conditions was used to evaluate a compliance training program composed of four phases: (a) baseline, during which no consequences were delivered for compliance, (b) reinforcement for compliance with one targeted “do” request, (c) reinforcement for compliance with one targeted “don't” request, and (d) follow-up with reinforcement on a variable ratio schedule for compliance with any “do” or “don't” request. Results of probes conducted before and after training within each condition indicated that generalized compliance occurred only with requests of the same type as the target exemplar (“do” or “don't”). In Experiment 2, these results were replicated in a classroom setting. Following collection of baseline probe data on student compliance, a teacher training program was successfully implemented to increase reinforcement of compliance first with one “do” and subsequently with one “don't” request of a target student. Results of multiple baseline probes across “do” and “don't” requests indicated that the teacher generalized and maintained reinforcement of compliance with other requests of the same type and to other students, with a resulting increase in student compliance with the type of requests reinforced. The impact of treatment on both teacher and student behavior was socially validated via consumer ratings. Implications of these findings with respect to response class formation and compliance training programs are discussed.     

MAKING IT EXPLICIT AND CLEAR: FROM “STRONG” TO “HYPER‐” INFERENTIALISM IN BRANDOM AND PEIRCE

Abstract: This article explores how Robert Brandom's original “inferentialist” philosophical framework should be positioned with respect to the classical pragmatist tradition. It is argued that Charles Peirce's original attack (in “Questions Concerning Certain Faculties Claimed for Man” and other early papers) on the use of “intuition” in nineteenth‐century philosophy of mind is in fact a form of inferentialism, and thus an antecedent relatively unexplored by Brandom in his otherwise comprehensive and illuminating “tales of the mighty dead.” However, whereas Brandom stops short at a merely “strong” inferentialism, which admits some non‐inferential mental content (although it is parasitic on the inferential and can only be “inferentially articulated”), Peirce embraces a total, that is, “hyper‐,” inferentialism. Some consequences of this difference are explored, and Peirce's more thoroughgoing position is defended.     

Talking about proportion: Fraction labels impact numerical interference in non‐symbolic proportional reasoning

Across two experiments, we investigated how verbal labels impact the way young children attend to proportional information, well before the introduction of formal fraction education. Five‐ to seven‐year‐old children were introduced to equivalent non‐symbolic proportions labeled in one of three ways: (a) a single, categorical label for multiple fractions (both 3/4 and 6/8 referred to as “blick”), (b) labels that focused on the numerator [e.g., 3/4 labeled as “three blicks” (Experiment 1) or “three‐fourths” (Experiment 2)], or (c) labels that had a complete part‐whole structure (“three‐out‐of‐four”). Children then completed measures of non‐symbolic proportional reasoning that pitted whole‐number information against proportional information for novel proportions. Across both experiments, children who heard the categorical labels were more likely to match non‐symbolic displays based on proportion than children in any of the other conditions, who demonstrated higher levels of numerical interference. These findings suggest that fraction labels have the potential to shape children's attention to proportional information even in the context of non‐symbolic part‐whole displays and for children who are not familiar with formal fraction symbols. We discuss these findings in terms of children's developing understanding of proportional reasoning and its implications for fraction education.     

“Caring‐about” and the Problem of Overwhelming Obligations

Care theorists often think of care as involving (at least) “caring‐about”—concern or attentiveness—and “caring‐for”—acting to nurture, look after, or meet needs. One problem for any theory of care is the scope of our obligations to care in both of those senses; in particular, our capacities for “caring‐about” often outrun our capacities for “caring‐for.” Accounts of care as potentially global in scope may ascribe overwhelming obligations to moral agents; however, we are often tempted to avoid or ignore situations that may call for a caring response. I suggest that some Kantian ideas may help to strike a reasonable balance.     

Searching for the variables that control human rule‐governed “insensitivity”

Verbal rules or instructions often exert obvious and meaningful control over human behavior. Sometimes instructions benefit the individual by enabling faster acquisition of a skill or by obviating an aversive consequence. However, research has also suggested a clear disadvantage: “insensitivity” to changing underlying contingencies. The two experiments described here investigated the variables that control initial rule‐following behavior and rule‐following insensitivity. When the initial rule was inaccurate, behavior was consistent with the rule for approximately half of participants and all participants' behavior was mostly insensitive to changing contingencies. When the initial rule was accurate, behavior of all participants was consistent with it and behavior for nearly all participants was insensitive to changes in underlying contingencies. These findings have implications for how best to establish and maintain rule‐following behavior in applied settings when deviant behavior would be more reinforcing to the individual.     

Employing autobiographical memory perspective to influence self‐congruence and brand preference

This paper advances our understanding of consumer behavior by examining the influence of autobiographical memory perspective on consumer's self‐congruence. While extant research has primarily restricted itself to the consequences of self‐congruence, this work focuses on an antecedent, by examining the psychological processes associated with the consumer's autobiographical memory perspective and the resulting impact on self‐congruence. Through three experiments, we demonstrate that visualizing autobiographical memories from a first‐person versus a third‐person perspective impacts consumers' self‐brand congruence differently under varied circumstances. Specifically, differing degrees of self‐brand congruence are experienced when consumers focus on differences (vs. similarities) between their present and recalled selves, combined with distinct autobiographical memory perspectives. The autobiographical memory perspective is identified as a key determinant of consumers' perceived change in self‐image, which, in turn, has a cascading effect on their self‐brand congruence. Thus, consumers' perceived change in self‐image is identified as the mechanism underlying the main effect. Furthermore, as an important component of self‐image, this research determines and examines a moderating influence of self‐esteem in the relationship between autobiographical memory perspective and self‐congruence. Collectively, these results facilitate our understanding of the autobiographical memory perspective as an antecedent of consumer's self‐congruence, with implications for nostalgia advertising and retro branding.     

ECONOMY OF “INVISIBLE DEBT” AND ETHICS OF “RADICAL HOSPITALITY”: Toward a Paradigm Change of Hospitality from “Gift” to “Forgiveness”

The purpose of this paper is to reconstruct a Christian theology of “hospitality” through a critical reading of Jacques Derrida and Friedrich Nietzsche as well as through an in‐depth biblical and theological reflection on the ethics of hospitality. Out of this reconstructive investigation, I propose a new Christian ethics of hospitality as a radical kind. As a new paradigm, this radical hospitality is distinguished from other types in that it is no longer conceived on the model of “gift”. The new Christian ethics of hospitality is rather reconstructed on the model of “forgiveness” by critically appropriating the concept of “invisible debt” that lies between the hosting citizens and the migrants in the senses of “you owe us your presence” and “I owe you my security and success.” While the hospitality of the gift defines the relationship between the hosting citizens and the migrants as givers and givees, the new paradigm of hospitality identifies this relationship as between creditors and debtors. In this regard, a new Christian hospitality called for unto citizens of the hosting society is a radical kind that challenges them to transcend the creditor‐debtor consciousness.     

The “analysis of competing hypotheses” in intelligence analysis

The intelligence community uses “structured analytic techniques” to help analysts think critically and avoid cognitive bias. However, little evidence exists of how techniques are applied and whether they are effective. We examined the use of the analysis of competing hypotheses (ACH)—a technique designed to reduce “confirmation bias.” Fifty intelligence analysts were randomly assigned to use ACH or not when completing a hypothesis testing task that had probabilistic ground truth. Data on analysts' judgement processes and conclusions were collected using written protocols that were then coded for statistical analyses. We found that ACH‐trained analysts did not follow all of the steps of ACH. There was mixed evidence for ACH's ability to reduce confirmation bias, and we observed that ACH may increase judgement inconsistency and error. It may be prudent for the intelligence community to consider the conditions under which ACH would prove useful and to explore alternatives.     

Both Earlier Times and the Future Are “Front”: The Distinction Between Time‐ and Ego‐Reference‐Points in Mandarin Speakers’ Temporal Representation

Mandarin speakers, like most other language speakers around the world, use spatial terms to talk about time. However, the direction of their mental temporal representation along the front‐back axis remains controversial because they use the spatial term “front” to refer to both earlier times (e.g., front‐year means “the year before last”) and the future (e.g., front‐road means “prospect”). Although the linguistic distinction between time‐ and ego‐reference‐point spatiotemporal metaphors in Mandarin suggests a promising clarification of the above controversy, there is little empirical evidence verifying this distinction. In this study, Mandarin speakers’ time‐ and ego‐reference‐point temporal representations on three axes (i.e., sagittal, lateral, and vertical) were separately examined through two tasks. In a time‐reference‐point task, Mandarin speakers judged whether the time point of the second picture was earlier or later than the time point of the first picture, while in an ego‐reference‐point task, they judged whether an event or phase had happened in the past or would happen in the future. The results indicate that Mandarin speakers construe an earlier‐times‐in‐front‐of‐later‐times temporal sequence and adopt the front‐to‐the‐future orientation.     

“SCIENCE,” “RELIGION,” AND “SCIENCE‐AND‐RELIGION” IN THE LATE OTTOMAN EMPIRE

Many intellectuals wrote texts on the relations between Islam and science in the nineteenth‐century Ottoman Empire. These texts not only addressed the massive social and cultural changes the Empire was going through, but responded to European authors’ claims about the extent to which Islam was compatible with the modern world. Focusing on several texts written in the second half of the nineteenth century by the influential Muslim Ottoman authors Namik Kemal, Ahmed Midhat, and ?emseddin Sami, this article shows the influence of these exigencies on arguments on Islam and science. In order to represent Islam as a respectable religion in harmony with science, these intellectuals defined a “pure Islam” that was a set of basic principles that could be found in the Qur'an. Rather than an embedded way of life, Islam in these texts was an objectified, delimitable entity that could be imagined as having relations with other entities, such as science.