Getting a word in group-wise: Effects of racial diversity on gender dynamics

In three studies, we examined the effects of racial diversity on gender dynamics in small mixed-sex groups. In all-White groups in Study 1, White men spoke significantly more than White women and were rated as more persuasive; however, in racially-diverse groups, White women and White men spent equal amounts of time speaking and were rated as equally persuasive. Video clips of the group members were rated for confidence and anxiety in Study 2, and Study 3 explored more directly how group composition shapes individuals' perceptual and cognitive tendencies. Members of diverse groups were perceived as more anxious than members of all-White groups, and White women were perceived as more anxious than White men. However, White women in diverse groups showed increasing confidence over time. These results suggest that racial diversity has benefits beyond just racial inclusion: it may also promote greater gender equality.     

The Influence of Paratext on Narrative Persuasion: Fact,Fiction, or Fake?

The present research examined the role of personality factors and paratextual information about the reliability of a story on its persuasiveness. Study 1 (N = 135) was focused on recipients' explicit expectations about the trustworthiness/usefulness and the immersiveness/entertainment value of stories introduced as nonfiction, fiction, or fake. Study 2 (experimental, N = 186) demonstrated that a story was persuasive in all three paratext conditions (nonfiction, fiction, or fake versus belief‐unrelated control story) and that its influence increased with the recipients' need for affect. Participants' need for cognition increased the difference in persuasiveness of a nonfictional versus a fake story. Additional mediation analyses suggest that fiction is more persuasive than fake because readers of fiction get more deeply transported into the story world.     

Contingent reliance on the affect heuristic as a function of regulatory focus

Results from four studies show that the reliance on affect as a heuristic of judgment and decision making is more pronounced under a promotion focus than under a prevention focus. Two different manifestations of this phenomenon were observed. Studies 1–3 show that different types of affective inputs are weighted more heavily under promotion than under prevention in person-impression formation, product evaluations, and social recommendations. Study 4 additionally shows that valuations performed under promotion are more scope-insensitive—a characteristic of affect-based valuations—than valuations performed under prevention. The greater reliance on affect as a heuristic under promotion seems to arise because promotion-focused individuals tend to find affective inputs more diagnostic, not because promotion increases the reliance on peripheral information per se.     

Affect and persuasion: Mood effects on the processing of message content and context cues and on subsequent behaviour

Two experiments are reported examining the impact of recipients' mood on the processing of simple, everyday persuasive communications and on subsequent behaviour. Consistent with the general assumption that affective states may inform an individual about the state of its current environment, it was found that positive (as compared to neutral or negative) mood reduced subjects' motivation to systematically process both content information and contextual cues. Specifically, Experiment I demonstrated that, in a field setting, the behaviour of subjects who had been put in a good mood was less likely to reflect differences in message content than the behaviour of neutral mood subjects. Experiment 2 replicated and extended these findings, showing that good mood subjects' behaviour was uninfluenced by content as well as context information, whereas bad mood subjects did make use of both types of information. Subject's cognitive responses and evaluations paralleled the behavioural data. The results are discussed in terms of their compatibility with contemporary models of persuasion, and their implications for future research on mood and persuasion and on the interplay of affect and cognition in general are considered.     

Dispositional and comparative optimism interact to predict avoidance of a looming health threat

Research indicates that when confronted with a health threat, individuals high in both dispositional and comparative optimism employ a more avoidant style of coping than individuals high in dispositional but low in comparative optimism. We examined the hypothesis that threat distance moderates this interactive optimism association. In two studies, participants were randomly assigned to a looming or distant threat condition. Study 1 revealed that in the looming threat condition, participants high in both forms of optimism were more likely to minimise the threat and less inclined to seek additional health information relative to participants high in dispositional but low in comparative optimism. In Study 2, the same interaction pattern emerged on a measure of psychological abstraction suggesting these variables combine to alter broad information processing strategies. Implications for considering multiple forms of optimism when delivering health status information are discussed.     

Affect in the abstract: Abstract mindsets promote sensitivity to affect

Affective information is a key element of abstract, gist-based representations. Given this central role of affect in abstract representations, the authors hypothesized that those in an abstract mindset may show more sensitivity to affective information when attending to, interpreting, or responding to external stimuli. Across 5 studies, the authors present consistent evidence that those who tend to view the world in more abstract versus concrete terms, or who have been experimentally induced into an abstract (versus concrete) mindset, had their attention automatically captured by highly-affective stimuli (Studies 1a, 1b, and 1c), automatically extracted the affective connotation of stimuli presented outside of awareness (Study 2), and behaved more consistently with their affective construal of stimuli (Study 3). These findings suggest that the numerous dispositional and situational factors that influence the level at which one construes the world may also have, heretofore overlooked, consequences for basic affective processing. The present research also emphasizes the interdependence of so-called affective and cognitive processes, bridging major literatures on construal and affect that have developed largely independently.     

Message framing and color priming: How subtle threat cues affect persuasion

Message framing involves the presentation of equivalent decision outcomes in terms of either gains or losses. Loss-framed messages tend to be more persuasive than gain-framed messages when the decision is perceived to involve uncertainty or threat. The current study examined whether the effectiveness of loss-framed information would be enhanced by the presence of a peripheral threat cue - the color red - which was expected to prime threat via its association with blood and danger. In addition to being primed with the color red or gray (control), male participants (n = 126) read either a gain- or loss-framed pamphlet promoting human papillomavirus vaccination. As predicted, vaccination intentions were higher among participants exposed to a loss-framed message than to a gain-framed message, but only when primed with red (not gray). Findings shed light on the interactive effects of message framing and color priming, and demonstrate that peripheral threat cues may affect processing of persuasive health messages.     

“Don't Tell Me,I Don't Want to Know”: Understanding People's Reluctance to Obtain Medical Diagnostic Information1

Prominent theories of health‐protective behavior predict increasing information seeking as a function of increasing disease severity, yet diagnostic screens for serious diseases are notoriously underutilized. We suggest that in addition to severity, disease treatability impacts people's willingness to submit to medical tests. In two studies, participants were relatively likely to seek a diagnostic test for a disease they believed to be serious and treatable (Study 1) and to avoid a test for a disease they believed to be serious but untreatable (Study 2). Implications for health‐behavior models and persuasive health communication are discussed.     

The role of vivid information in fear appeals and attitude change

Fear-arousing persuasive communications frequently incorporate so many types of information that the results can be difficult to interpret. R. Nisbett and L. Ross' (1980, Human inference: Strategies and shortcomings of social judgment, Englewood Cliffs, NJ: Prentice-Hall) analysis of informational vividness offers an attractive conceptual framework that identifies and predicts the effects of several types of information that have been confounded with other variables in fear appeal studies. Thus, the first purpose of this factorial experiment was to investigate the persuasive impact of three types of vivid information frequently used in fear appeals: emotional interest, concreteness, and proximity. It was predicted that vivid information would be more persuasive than pallid information. The results disclosed that emotionally interesting information was highly effective in changing intentions to seek protection from the depicted health threat. Also, the impact of information of high emotional interest and greater temporal and spatial proximity was enhanced with the passage of time, but information of low emotional interest and proximity diminished over time. Additional findings indicated that concrete, specific information was memorable and affected beliefs. The data rejected the hypothesis that memorial availability mediated the effects of vivid information. Implications for designing and strengthening fear appeals were discussed.     

THE STRANGER AND THE SPOUSE AS TARGET PERSONS FOR COMPLIANCE-GAINING STRATEGIES: A SUBJECTIVE EXPECTED UTILITY MODEL1

This study examines the use of compliance-gaining message strategies in “interpersonal” versus “noninterpersonal” relationships. Subjects were asked how likely they would be to use persuasive strategies in a hypothetical situation involving either a spouse (interpersonal situation) or new neighbors (noninterpersonal situation). A subjective expected utility model is proposed to account for subjects' choice of strategies. According to the SEU model, subjects weigh the expected advantages and disadvantages of strategies both in terms of their persuasiveness and their effects on the relationship with the persuadee. Regression analysis supported the use of the SEU model to predict subjects' choice of strategies. Situational comparisons of SEU indicated that most strategies are rated more persuasive, less likely to damage the personal relationship, and more likely to be used in the spouse situation than in the neighbor situation.     

Health Promotion,Health Locus of Control,and Health Behavior: Two Field Experiments1

In spite of a sizable body of research on the effects of information promotions on health knowledge and health behavior, relatively little is known about how such efforts affect change (or why they do not). This paper addresses that problem by exploring the particular role that health locus of control (HLC) beliefs play in individual responses to health promotion efforts aimed at encouraging preventive health behaviors. Two field experiments are presented. The first experiment examined the extent to which HLC beliefs are related to differences in individual levels of health knowledge following the distribution of an informational booklet on health. Internals high on health value who received the information booklet demonstrated greater health knowledge three months later than did other subjects, although this difference was greater among men than among women. The second experiment explored how HLC beliefs interact with differently framed “control” messages to promote behavior change in breast self-examination (BSE). HLC beliefs interacted with the control language of the BSE promotional message and a neutral reminder to affect subsequent BSE practice. Together, these studies suggest a more influential role for health locus of control beliefs in shaping responses to health messages than has previously been documented in field settings.     

The influence of motivational and mood states on visual attention: A quantification of systematic differences and casual changes in subjects' focus of attention

A great number of studies have shown that different motivational and mood states can influence human attentional processes in a variety of ways. Yet, none of these studies have reliably quantified the exact changes of the attentional focus in order to be able to compare attentional performances based on different motivational and mood influences and, beyond that, to evaluate their effectivity. In two studies, we explored subjects' differences in the breadth and distribution of attention as a function of motivational and mood manipulations. In Study 1, motivational orientation was classified in terms of regulatory focus (promotion vs. prevention) and in Study 2, mood was classified in terms of valence (positive vs. negative). Study 1 found a 10% wider distribution of the visual attention in promotion-oriented subjects compared to prevention-oriented ones. The results in Study 2 reveal a widening of the subjects' visual attentional breadth when listening to happy music by 22% and a narrowing by 36% when listening to melancholic music. In total, the findings show that systematic differences and casual changes in the shape and scope of focused attention may be associated with different motivational and mood states.     

Range Model of Judgments

Judgments of unfamiliar objects are likely to take the psychological form of a range rather than a precise point estimate as is commonly assumed in consumer research. A range model of attitude judgments is formulated to investigate attitude shifts after exposure to a persuasive message. In Study 1, the message was not only shown to affect consumers’ point‐estimate judgments but also their range judgments about the attribute targeted by the information. A message consistent with the consumer's pretrial attitude caused the range to narrow, and a message that was inconsistent with the consumer's pretrial attitude caused the range to widen asymmetrically in the direction of the message. In Study 2, judgment ranges were shown to have psychological validity in that a model based on whether the believed and desired judgment ranges overlap predicted purchase intention better than the conventional model that is based on differences in point estimates.     

Persuasive Mechanisms of Nostalgic Brand Packages

Two studies investigate the relationships between consumers' involuntary autobiographical memories evoked by visual cues on brand packages, their judgments of authenticity, emotion, and behavioral intention. Study 1 employs actual brand packages to show that two forms of authenticity, indexicality (a genuine historic link to the past), and iconicity (a symbolic link) influence behavioral intention through the diverging emotion elicited by nostalgic memories and perceived persuasive intent. Study 2 replicates effect with more abstract package stimuli from another product category and demonstrates an attenuating effect of cognitive load on consumer perception of persuasive intent. These findings contribute to the literature by the following: (i) disentangling the knotted emotional and mnemonic structure of nostalgia in commercial contexts; (ii) providing convergent empirical evidence for the divergent roles of indexicality and iconicity as two previously under‐researched visual properties; and (iii) highlighting autobiographical memories and perceived persuasive intent as important mediators of effects on emotion. Copyright © 2013 John Wiley & Sons, Ltd.     

Intellectual humility predicts COVID-19 preventive practices through greater adoption of data-driven information and feelings of responsibility

Preventive health practices have been crucial to mitigating viral spread during the COVID-19 pandemic. In two studies, we examined whether intellectual humility—openness to one's existing knowledge being inaccurate—related to greater engagement in preventive health practices (social distancing, handwashing, mask-wearing). In Study 1, we found that intellectually humble people were more likely to engage in COVID-19 preventive practices. Additionally, this link was driven by intellectually humble people's tendency to adopt information from data-driven sources (e.g., medical experts) and greater feelings of responsibility over the outcomes of COVID-19. In Study 2, we found support for these relationships over time (2 weeks). Additionally, Study 2 showed that the link between intellectual humility and preventive practices was driven by a greater tendency to adopt data-driven information when encountering it, rather than actively seeking out such information. These findings reveal the promising role of intellectual humility in making well-informed decisions during public health crises.     

Young children's responses to media representations of intergroup threat and ethnicity

Two studies are reported in which ethnic majority children's reactions to media representations of ethnic minorities are examined. In Study 1, 20 white Scottish 6‐year‐olds viewed short television stories in which white or ethnic minority children were depicted as hostile to the participants’ in‐group (threat present) or not (threat absent). A strong effect of threat on liking was obtained but no effect of ethnicity of target and no interaction. In Study 2, 4‐ and 6‐year‐old white Scottish children viewed PowerPoint displays in which Scottish people were shown only as white (traditional version) or as ethnically diverse (multicultural version). Intergroup threat was manipulated. Again, a strong effect of threat was obtained. However, when threat was absent, participants exposed to the traditional condition liked the white out‐group more than the multi‐ethnic out‐group, while participants exposed to the multicultural condition liked the multi‐ethnic out‐group more than the white out‐group. The results are interpreted as consistent with the predictions of Social Identity Development Theory.     

The influence of lay theories of Feng Shui on consumers' peace of mind: The role of regulatory fit

With its history dating back five millennia, the art of creating harmonious surroundings – commonly referred to as Feng Shui – has become deeply rooted in Chinese culture. Yet despite its significant effect on people's daily lives, a dearth of research is available on how Feng Shui influences consumers' decisions. This study investigates the influence of Feng Shui on customers' attitude based on their regulatory focus, providing suggestions for business opportunities. Three studies examine whether Feng Shui's goals influence participants' decisions and feelings of appropriateness. Study 1 demonstrated that the fit between Feng Shui's suggestions and consumers' regulatory focus impacted decision making. Participants were more likely to adopt the Feng Shui practitioner's suggestions of a goal compatible with the consumers' regulatory focus. Study 2 provided evidence that a regulatory focus also impacts participants' peace of mind. Study 3 tested whether the value experienced from regulatory fit is reflected in the price. Specifically, promotion‐oriented individuals feel more accepting of promotion‐focused Feng Shui that is consistent with an approach goal while prevention‐oriented individuals are more persuaded by prevention‐focused Feng Shui that is consistent with an avoidance goal. When the Feng Shui appeal is compatible with the self‐regulatory focus, individuals demonstrate a greater feeling of appropriateness and produce a higher level of peace of mind.     

Communicator Similarity,Fear Arousing Communications,and Compliance with Health Care Recommendations1

Using a pretest-treatment-multiple posttest design, two studies were conducted to investigate the effects of race of communicator and different levels of fear-arousing dental health appeals on reported anxiety, attitudes, information retention, and behavior change among 304 black, junior high school students. In addition to paper-and-pencil measures, a chemical dye (erythrosin), which stains red the bacteria concentrations on teeth, was used to measure changes of actual toothbrushing behavior. The results of the two studies for behavior change were reasonably consistent. Irrespective of the fear level of the message, the similar communicator produced more immediate behavior change than the dissimilar communicator, and correlations showed that anxiety reports were unrelated to behavior change. Overall, fear communications positively influenced anxiety and attitudes but did not affect behavior. The findings suggest that caution be exercised in using self reports as measures of effectiveness of persuasive communications and additional factors need to be incorporated into existing theories to account for differential reactions to threat appeals.     

Electromyographic Analyses of Responses to Intergroup Threat

Two studies tested predictions from intergroup threat theory concerning emotional responses to intergroup threat. Study 1 employed threatening video clips of the 9/11/01 World Trade Center attacks. Study 2 employed video clips of a threatening “opponent” in a competition. Facial electromyography (EMG) was employed to capture emotion‐related muscle activity. As participants viewed videos in Study 1, they were instructed to consider Americans' reactions or their personal reactions. In Study 2, an “opponent” presented individually directed or group‐directed stereotype threat. Both studies provide support for the theory: Participants experiencing individual threats displayed greater EMG activity in muscles corresponding to inwardly directed emotions (fear), while participants experiencing group threats displayed greater EMG activity in muscles corresponding to outwardly directed emotions (anger).