Motivational influences on impression formation: outcome dependency, accuracy-driven attention, and individuating processes

How might being outcome dependent on another person influence the processes that one uses to form impressions of that person? We designed three experiments to investigate this question with respect to short-term, task-oriented outcome dependency. In all three experiments, subjects expected to interact with a young man formerly hospitalized as a schizophrenic, and they received information about the person's attributes in either written profiles or videotapes. In Experiment 1, short-term, task-oriented outcome dependency led subjects to use relatively individuating processes (i.e., to base their impressions of the patient on his particular attributes), even under conditions that typically lead subjects to use relatively category-based processes (i.e., to base their impressions on the patient's schizophrenic label). Moreover, in the conditions that elicited individuating processes, subjects spent more time attending to the patient's particular attribute information. Experiment 2 demonstrated that the attention effects in Experiment 1 were not merely a function of impression positivity and that outcome dependency did not influence the impression formation process when attribute information in addition to category-level information was unavailable. Finally, Experiment 3 manipulated not outcome dependency but the attentional goal of forming an accurate impression. We found that accuracy-driven attention to attribute information also led to individuating processes. The results of the three experiments indicate that there are important influences of outcome dependency on impression formation. These results are consistent with a model in which the tendency for short-term, task-oriented outcome dependency to facilitate individuating impression formation processes is mediated by an increase in accuracy-driven attention to attribute information.     

LONG-TERM EFFECTS OF LABELING A RAPE EXPERIENCE

Research has found that approximately half of women who report an experience that meets the legal definition of rape do not label it rape. It has been assumed that labeling the experience as rape is necessary and beneficial for recovery; however, conflicting findings have been reported. In the present study, a longitudinal design was utilized to examine the long-term consequences of being a rape victim and of labeling the experience as rape. Assessments were obtained at two time points approximately 10 months apart from females in their first year of college. Participants were classified as nonvictims, victims who labeled the experience as rape, or victims who did not label the experience as rape. Results showed that there were negative effects of being raped, such as more psychological distress and increased alcohol use; however, few differences were found at either assessment based on rape victims' labeling of the experience.     

Trust in testimony about strangers: young children prefer reliable informants who make positive attributions

Young children have been described as critical consumers of information, particularly in the domain of language learning. Indeed, children are more likely to learn novel words from people with accurate histories of object labeling than with inaccurate ones. But what happens when informant testimony conflicts with a tendency to see the world in a particular way? In impression formation, children exhibit a positivity bias in personality judgments. This study examined whether 3- to 7-year-olds would accept reliable testimony about a stranger’s personality that conflicted with a putative positivity bias (i.e., a negative trait attribution). Overall, participants accepted testimony from reliable informants more often than expected by chance, although they were significantly more likely to do so when the information was positive than when it was negative. These findings indicate that in addition to the reliability status of informants, information processing biases have a substantial impact on children’s use of informant testimony to learn about the social world.     

Knowledge activation after information encoding: Implications of trait priming on person judgment

It is widely assumed that traits primed after the encoding of person information do not lead to assimilation effects on the judgment of that person. The authors challenge this view by providing evidence that post-encoding trait primes can result in assimilative person judgments under certain conditions. In Experiments 1 and 2, we identify the conditions under which these assimilation effects occur. Experiment 1 shows the importance of participants’ goals during person information encoding: assimilation is observed when person information is encoded as part of a memorization goal (as opposed to an impression formation goal). The findings of Experiment 2 further reveal that the encoded person information should imply trait concepts rather than being merely vague with respect to the primed trait category. Finally, the results of Experiment 3 suggest that the obtained assimilation effect is driven by differential accessibility for prime-congruent person information.     

Locus of causality and the use of information in the development of causal attributions1

Two studies were conducted to examine whether attributions made about events may be influenced by individual assumptions regarding causation that are age related. In Study 1, 96 subjects at three age levels (four and five years, eight and nine years, and college students) observed a target actor on videotape select an item from an unseen array, and four other actors either agree (high consensus) or disagree (low consensus) with the choice. Subjects were asked to decide why the actor liked the chosen object best—because of something about the actor (person attribution) or because of something about the item (entity attribution). The results showed that perceived locus of causality shifted from entity to person attributions with age. In addition, subjects at all ages were able to utilize the consensus information when they had no opportunity to form their own impressions about the items in the array. In Study 2, 126 subjects at four age levels (five and six years, seven and eight years, nine and ten years, and high school students) chose an item from among an array for themselves and responded to a person (self)/entity attribution question regarding the locus of their own choice. The entity to person shift with age was again found and was supported by additional measures. The results are discussed in terms of children's causal reasoning capacities and social environmental factors affecting developmental change in social judgments.     

Stereotyping and attitudinal effects under time pressure

This paper reports an experiment in which the influence of time pressure, the social category of the target person, and emotional responses on impression formation and recognition memory was studied. It was hypothesized that under time pressure, subjects using their stereotype would process information about an outgroup target more easily than information about an ingroup target, would judge these targets more differentially, and would base their judgments of the outgroup target more on their attitudes than in a condition without time pressure. These hypotheses were to a large extent sustained. Results are discussed in terms of current models of impression formation and attitude functioning.     

Applicability increases the effect of misattribution on judgment

Feelings and cognitions influence judgment through attribution. For instance, the attribution of positive feelings and cognitions to a stimulus leads to a positive judgment of that stimulus. We examined whether misattribution is moderated by the applicability of a distractor to the judgment question. For instance, when are people more likely to attribute to a target person the affective and cognitive experiences triggered by a kitten – when trying to judge the person’s cuteness or trustworthiness? The kitten triggers experiences specifically relevant to cuteness, but people might more easily suspect the kitten’s potential influence when judging cuteness rather than trustworthiness. Using the Affect Misattribution Procedure, we found that applicability increases the effect of misattribution on valenced judgments. The results emphasise the importance of specific information (rather than only general valence) in attribution and suggest that high applicability of distractors to the judgment question does not elicit effective correction.     

Mood and memory for tightly organized social information

The frequently cited finding that mood-congruent information can be better recalled than mood-incongruent information is tested using categorically organized stimulus material which imposes a systematic structure on the recall process. A target person was described with respect to six categories of social behaviour, with predominantly desirable behaviours in some categories and predominantly undesirable behaviours in others. Participants were induced either an elated mood state or a neutral state using Velten's procedure. Instructions (impression formation versus memory) were also manipulated. Although the mood manipulation apparently worked and did influence the impression judgments of the target person, it did not selectively facilitate the recall of mood-congruent material, neither at the level of specific items nor at the categorical level. However, when only deviating behaviours are considered which do not fit the structural constraints, mood-congruent information is indeed better recalled. To interpret these results, it is argued that the manifestation of mood effects depends on the restrictions of different tasks or response modes. Three other findings were obtained: Superior recall of redundant, structurally consistent information compared with deviating information; an advantage of positive over negative information which is confined to the impression formation condition; and, surprisingly, an incongruency effect for the encoding mood which may reflect the deeper processing of incongruent material.     

Adult perceptions of the infant as a function of gender labeling and observer gender

Four hundred sixty four adults rated a videotape of the activities of a 22-month-old infant whose gender was labeled differently with different subject groups. One group was told that the infant was male, a second group was told that the infant was female, and a third group was told that the infant was hermaphrodite, i.e., appeared to have the genitals of both sexes. Some subjects rated each activity as being either masculine or feminine (forced-choice method) while other subjects rated each activity with a neutral choice also available (free-choice method). The data indicate that, for both methodological groups, labeling the infant “male” resulted in significantly more activities being rated masculine than feminine, whereas the converse was true when the infant was labeled “female.” A label of “hermaphrodite” resulted in an approximately equal ratio of activities being rated as masculine and as feminine. There were no significant interaction (Gender Label × Observer Gender) for the forced-choice group, but for the free-choice group, significant interaction between child's gender label and observer's gender was found.     

情境公开性与印象管理动机对建议采纳的影响

实验1和实验2分别探讨在公开和匿名条件下期望印象和印象标签对建议采纳的影响。结果表明：（1）期望印象会影响建议采纳，在公开情境中，当个体期望形成温暖的印象时，会更多采纳建议；当个体期望形成能力印象时，建议采纳程度更低。（2） 印象标签会影响建议采纳，在公开情境中，当个体期望维持原有的温暖印象时，会更多采纳建议；个体期望维持原有的能力印象时，建议采纳程度更低。本研究证明建议采纳过程中存在印象管理机制。     

Cultural differences in the primacy effect for person perception

Previous work has shown there are robust differences in how North Americans and East Asians form impressions of people. The present research examines whether the tendency to weigh initial information more heavily—the primacy effect—may be another component of these cultural differences. Specifically, we tested whether Americans would be more likely to use first impressions to guide person perception, compared to Japanese participants. In this experiment, participants read a vignette that described a target person's behaviour, then rated the target's personality. Before reading the vignette, some trait information was given to create an expectation about the target's personality. The data revealed that Americans used this initial information to guide their judgments of the target, whereas the Japanese sample based their judgments on all the information more evenly. Thus, Americans showed a stronger primacy effect in their impression formation than Japanese participants, who engaged in more data‐driven processing.     

愤怒和悲伤情绪对助人决策的影响:人际责任归因的作用

基于具体情绪理论——评价倾向框架理论(ATF),采用两项研究考察负性情绪愤怒和悲伤对助人决策的影响,并探究人际责任归因在这一关系中的作用。两项研究均采用自传体情绪记忆任务诱发情绪,研究一中自变量情绪为组间变量,包括愤怒、悲伤和中性三个水平,因变量助人决策操作为为他人花费时间;研究二中自变量1为组间变量情绪,包括愤怒和悲伤,自变量2为组内变量人际责任归因,操作为模糊归因、不可控的情景归因、可控的自我归因三种情境,因变量助人决策操作为为他人花费金钱。结果发现:(1)与愤怒情绪相比,悲伤情绪下个体为他人花费的时间和捐助的金钱更多;(2)在模糊的人际责任归因条件下,悲伤个体会比愤怒个体捐助更多的钱。研究表明:同为负性情绪的愤怒和悲伤在助人决策上的作用不同,悲伤个体比愤怒个体做出更多的助人决策;人际责任性归因会影响附带情绪和助人决策的关系。研究结论有助于理解附带情绪对助人决策的影响,进一步丰富并延伸ATF理论的证据和领域,对发挥情境中人际责任归因在助人决策中的作用具有一定的现实意义。     

From chair to "chair": a representational shift account of object labeling effects on memory

What are the consequences of calling things by their names? Six experiments investigated how classifying familiar objects with basic-level names (chairs, tables, and lamps) affected recognition memory. Memory was found to be worse for items that were overtly classified with the category name--as reflected by lower hit rates--compared with items that were not overtly classified. This effect of labeling on subsequent recall is explained in terms of a representational shift account, with labeling causing a distortion in dimensions most reliably associated with the category label. Consistent with this account, effects of labeling were strongly mediated by typicality and ambiguity of the labeled items, with typical and unambiguous items most affected by labeling. Follow-up experiments showed that this effect cannot be explained solely by differences in initial encoding, further suggesting that labeling a familiar image distorts its encoded representation. This account suggests a possible mechanism for the verbal overshadowing effect (J. W. Schooler & T. Y. Engstler-Schooler, 1990).     

汉语第三人称单数代词对人物性别判定的影响

采用启动范式考察汉语第三人称单数代词对人物性别判定的影响.实验l发现,“他”导致被试更多地将人物判定为男性,“她”使被试产生更多的女性意象,中性句引起的偏差较小.PMB程度无性别差异.实验2表明,“他”导致被试更多地将中性人物判定为男性,将部分女性误判为男性.     

Atypicality and the two fundamental dimensions: Applying the negativity effect on warmth to group perception

The person perception literature has shown that negative information on warmth influences impression formation more than other kinds of information. In the present paper, we argue for the usefulness of using the knowledge accumulated on the negativity effect on warmth when studying how members of a group who are disconfirming the group stereotype are perceived. We show that negative divergent information on warmth is perceived as more surprising because it appears to be more discrepant than positive divergent information on warmth or than competence information. We also show how stereotype holders protect their stereotype by rating the surprising incoherent information as atypical. Results are discussed in terms of the necessity to apply our knowledge of the two fundamental dimensions of social perception and their properties to typicality ratings and, beyond them, to stereotype change research. Copyright © 2009 John Wiley & Sons, Ltd.     

Causal Attributions for Poorly Performing Projects: Their Effect on Project Continuation Decisions

This study examined the escalation problem within an attribution theory framework. Students read a case scenario containing causal attribution information that described a poorly performing project under their supervision. They made estimates of its future success, as well as a decision whether to continue it. Perceived stability of causality had the primary effect on expectancy of success. A project whose performance downturn was attributed to a stable cause had a lower expectancy. Locus of causality had a smaller but still significant effect. Project downturns attributed to internal causes had a lower expectancy. Expectancy of success was significantly correlated with project continuation decisions. Discrepancies between these results and those reported by Staw and Ross (1978) are accounted for in terms of Weiner's (1985, 1986) attributional analysis.     

Explicit Persuasive Intent and Its Impact on Success at Persuasion—The Determining Roles of Attractiveness and Likeableness

The effect on the impact of a message of explicitly stating a desire to persuade can depend on the communicator's physical attractiveness. Experiment 1 confirmed this possibility. Attractive male and female salespersons induced more positive attitudes and stronger intentions to purchase a product when they explicitly stated their desire to influence potential buyers. In contrast, unattractive salespersons were less likely to induce a favorable attitude toward the product under these conditions. Experiment 2 replicated these effects and provided evidence that they are mediated by the attribution of self‐serving motives to the salesperson. A 2‐step process of impression formation and attribution was used to describe the mechanisms underlying these effects.