Disparate roads to certainty processing strategy choices under need for closure

This paper describes a programme of research addressing an intriguing inconsistency in research findings about cognitive processes under a high need for cognitive closure (NFC). While early studies demonstrated that individuals who seek closure opt for closed-minded cognitive strategies, a growing body of research has identified a number of circumstances in which individuals who are high in NFC engage in effortful, open-minded information processing to an even greater extent than their low NFC counterparts. This has posed the challenge of delineating the circumstances under which people motivated to reduce uncertainty (i.e., attain closure) engage in effortful and open-minded cognition from those situations in which they rely on simplistic, low-effort strategies. This also calls for theoretical advancement in NFC theory. We discuss our proposed solution to this puzzle and the implications of this model for real-world social phenomena.     

Positive mood boosts the expression of a dispositional need for closure

Three studies (N=539) examined the hypothesis that positive mood increases the degree to which epistemic motivation, i.e., the need for closure (NFC), affects the way in which an individual processes information (heuristic vs. systematic processing). In each of the studies, different methods of operationalising mood were used: in Study 1, mood was measured as a state; in Study 2, mood was induced by asking participants to recall emotional events; and in Study 3, mood was induced by emotional pictures. The styles of information processing that were utilised by our participants were operationalised in terms of their preferences for (Study 1) and ability to recall (Studies 2 and 3) schema-consistent and schema-inconsistent information. Taken together, the results of the three studies show that only under positive mood, NFC level of an individual is consistent with his or her style of information processing, that is, only under positive mood is there a negative relationship between the NFC level of an individual and the utilisation of schema-inconsistent information. Our results can be explained in terms of the effect that mood has on an individual's perceived ability to achieve NFC.     

Need for closure and heuristic information processing: The moderating role of the ability to achieve the need for closure

In contrast to the ample research that shows a positive relationship between the need for closure (NFC) and heuristic information processing, this research examines the hypothesis that this relationship is moderated by the ability to achieve closure (AAC), that is, the ability to use information‐processing strategies consistent with the level of NFC. Three different operationalizations of heuristic information processing were used: recall of information consistent with the impression (Study 1); pre‐decisional information search (Study 2); and stereotypic impression formation (Study 3). The results of the studies showed that there were positive relationships between NFC and heuristic information processing when participants assessed themselves as being able to use cognitive strategies consistent with their level of NFC (high AAC). For individuals with low AAC, the relationships were negative. Our data show that motivation–cognition interactions influence the information‐processing style.     

Prosocial thinkers and the social transmission of justice

Feeling the sting of another's injustice is a common human experience. We adopt a motivated information processing approach and explore how individual differences in social motives (e.g., high vs. low collectivism) and epistemic motives (e.g., high vs. low need for closure) drive individuals' evaluative and behavioral reactions to the just and unjust treatment of others. In two studies, one in the laboratory (N = 78) and one in the field (N = 163), we find that the justice treatment of others has a more profound influence on the attitudes and behaviors of prosocial thinkers, people who are chronically higher (vs. lower) in collectivism and lower (vs. higher) in the need for closure. In all, our results suggest that chronically higher collectivism and a lower need for closure work in concert to make another's justice relevant to personal judgment and behavior.     

Framing effects: An analytic-holistic perspective

Under what conditions, why, and for whom are framing effects most likely? In this paper, we build on the existing literature (e.g., Chaiken, 1987; Epstein, Lipson, Holstein, & Huh, 1992; Evans & Over, 1996; Fiske & Neuberg, 1990; Payne, Bettman, & Johnson, 1988; Simon, 1956; Sloman, 1996; Stanovich & West, 2000), in providing answers to these questions. We hypothesized that individuals who engage a decision task with an analytic/systematic versus holistic/heuristic processing style are especially insensitive to the influence of framing effects. Therefore, we predicted that the way in which a decision is framed should have a relatively weak influence on those who were either induced (Experiment 1) or predisposed (Experiment 2) to adopt a predominantly analytic/systematic versus holistic/heuristic processing style. The results of both experiments supported this position.     

Affect‐as‐Information about Processing Styles: A Cognitive Malleability Approach

Over the past three decades research has overwhelmingly supported the notion that positive affect promotes global, abstract, heuristic information processing whereas negative affect promotes local, detailed, and systematic processing. Yet despite the weight of the evidence, recent work suggests that such a direct relationship may be highly tenuous. In line with the affect‐as‐information account, we maintain that affective cues are adaptive and serve to provide individuals with information about their current psychological environment. We argue that these cues do not directly produce specific processing styles, but instead confer value on whatever processing inclination is dominant at the time. Positive affect (e.g., happiness) tends to promote reliance on currently dominant processing inclinations, whereas negative affect (e.g., sadness) tends to inhibit such reliance. Thus the impact of affect on processing is highly malleable and depends on both the type of processing that is currently active and the information provided by affective cues.     

A motivated information processing perspective on the antecedents of empowering leadership

Empowering leadership is an important influence on team effectiveness. This makes the question of what the antecedents of team empowering leadership are an important issue to consider. To address this question, we propose a motivated information processing perspective that holds that engaging in empowering leadership is based on social information processing, and that there are individual differences in how elaborate that information processing is. We argue that a key consideration in shifting control from the leader to the team is the extent to which empowering leadership is driven by leaders’ consideration of their trust in the team (i.e., an instance of social information processing), and that leader need for closure (a trait capturing the disposition to carefully consider decisions and actions) moderates the relationship between leader trust in team and empowering leadership. A survey of N = 156 work teams supported these hypotheses.     

Consumer response to interruption features and need for cognitive closure

Prior research on interruptions focuses entirely on the process being interrupted and assumes interruption homogeneity. Across two studies, we examine how heterogeneous features of interruptions (i.e., timing, frequency, and perceived pleasantness) and consumer individual differences (i.e., need for cognitive closure (NFCC)) impact consumer response toward a product. We find interruption features have opposing effects on consumer response for consumers high versus low in NFCC—depending upon the perceived valence of the interruption. Specifically, individuals with high NFCC respond better to a product when interruptions are perceived to be pleasant and occur late or infrequently. In contrast, those who have low NFCC respond better to a product when interruptions are perceived to be pleasant and occur early or perceived to be unpleasant and occur infrequently. The role of interruption pleasantness is discussed in terms of its predictive power for perceived pleasant but not perceived unpleasant interruptions. Finally, study findings are placed within marketing contexts that guide managerial implications. Copyright © 2013 John Wiley & Sons, Ltd.     

The relationship between need for closure and memory for schema-related information among younger and older adults

Two studies were conducted to examine the relationships among need for closure (NFC) and schematic information processing in younger and older adults. The results show increased NFC to be associated with less schematic processing (i.e., less memory for schema-consistent items, and more memory for schema-irrelevant items, out of all items memorized correctly), among older than younger adults. The findings of the studies are interpreted as demonstrating the age-associated deficit in information processing consistent with the level of NFC. Moreover, the results indicate that positive mood may play a role in facilitating information processing consistent with the level of NFC among older and younger adults. Finally, we present a framework for predicting when older adults will and will not effectively use schematic processing, considered a compensatory strategy for decline in cognitive abilities.     

An Information Processing Theory of Ambivalence

This paper analyzes the sources of ambivalence toward political parties and candidates. We propose and test an information-processing theory of ambivalence in which systematic processing is hypothesized to heighten partisan and candidate ambivalence. We show that ambivalence is linked to several dispositional sources of systematic processing, including individuals' information, motivation, and cognitive style. Specifically, we find that ambivalence tends to be greater among the well informed and those who are high in need for cognition while it tends to be lower among those motivated by directional goals. Collectively, our results suggest that levels of partisan and candidate ambivalence are greatest among those most likely to engage in effortful processing of information and that these effects are independent of value conflict. The results further suggest that the effects of effortful processing on ambivalence are moderated by attitude commitment.     

Opening the Closed Mind: The Effect of Exposure to Literature on the Need for Closure

The need for cognitive closure has been found to be associated with a variety of suboptimal information processing strategies, leading to decreased creativity and rationality. This experiment tested the hypothesis that exposure to fictional short stories, as compared with exposure to nonfictional essays, will reduce need for cognitive closure. One hundred participants were assigned to read either an essay or a short story (out of a set of 8 essays and 8 short stories matched for length, reading difficulty, and interest). After reading, their need for cognitive closure was assessed. As hypothesized, when compared to participants in the essay condition, participants in the short story condition experienced a significant decrease in self-reported need for cognitive closure. The effect was particularly strong for participants who were habitual readers (of either fiction or non-fiction). These findings suggest that reading fictional literature could lead to better procedures of processing information generally, including those of creativity.     

Fahrenheit 9‐11, Need for Closure and the Priming of Affective Ambivalence: An Assessment of Intra‐affective Structures by Party Identification

This study extends priming research in political communication by focusing on an alternative political information source (i.e., Michael Moore’s Fahrenheit 9‐11), affect rather than cognitions, and the existence of intra‐affective ambivalence. In addition, two moderator variables are analyzed: political party identification and need for closure. There is a statically significant three‐way interaction between the viewing of F 9‐11, political party identification, and need for closure relative to the dependent variable of affective ambivalence toward George W. Bush. High need for closure Republicans who viewed F 9‐11 exhibited pronounced levels of Bush‐affective ambivalence. In addition, high need for closure Independents who viewed F 9‐11 exhibited far lower ambivalence toward Bush relative to their control group peers. The findings are discussed relative to the roles performed by emerging alternative political media and the expansion of the theory of priming within the context of political communication.     

Individual differences in trait urgency moderate the role of the affect heuristic in adolescent binge drinking

This study investigated the roles of the affect heuristic and outcome beliefs in explaining the relationship between negative urgency and adolescent binge drinking behaviour. The sample consisted of 391 Australian high school students, who were selected to be low or high on urgency. We hypothesised that highly urgent adolescents would be more likely than adolescents low in urgency to utilise the affect heuristic (i.e., to rely upon affective input) when making alcohol-related decisions. Multiple-group path analysis supported this prediction. Adolescents high in urgency exhibited greater use of the affect heuristic by displaying a direct path from affective associations to binge drinking; whereas adolescents low in urgency exhibited greater reliance upon rational processing by displaying an indirect path via outcome beliefs.     

In the Aftermath of Invalidation: Shaping Judgment Rules on Learning That Previous Information Was Invalid

This study explores whether and how judgment procedures used in evaluating product information are modified after consumers have found that information they had received in the past was invalid. It shows that, following exposure to invalidating messages, respondents tend to switch their dominant mode of processing. In particular, those who focused on the source in making a judgment prior to invalidation (i.e., those using simple processing) switch to a more complex processing of the product information. In contrast, those who previously relied on product information simplify their processing and consider information they have about the source in making judgments. The results are consistent with a cognitive resource explanation that attributes switch in processing mode to the enhanced cognitive demands imposed by attempts to cope with the invalidation.     

Perceiving Racism in Ambiguous Situations: Who Relies on Easy-to-Use Information?

Abstract

In situations that are ambiguous with regard to the presence of discrimination, how do people arrive at their conclusions that discrimination has (or has not) taken place? This question was examined from a motivated social cognition perspective via the interaction of two factors: the prototype effect—the notion that ambiguously discriminatory behavior is more likely to be perceived as discriminatory when the executor is prototypical and the need for cognitive closure—the tendency to jump hastily to and seize on an answer. Results provided replicating evidence of the prototype effect among European American participants but not among African American participants. Specifically, European Americans were likely to perceive ambiguously racist behavior enacted by a prototypical executor (i.e., a White person) as more discriminatory than the same behavior exhibited by a non-prototypical executor (i.e., a Black person). African American participants, on the other hand, showed no reliance on this simple cognitive heuristic. Furthermore, results showed that European Americans with a higher need for cognitive closure were more likely to rely on the easy-to-use information offered by prototypes. These findings are discussed from a motivated social cognition perspective.     

The mere perception of elaboration creates attitude certainty: exploring the thoughtfulness heuristic

Attitude theory has long proposed a mechanism through which antecedents of message elaboration produce attitude strength consequences. However, little direct evidence exists for the intervening process. The proposed thoughtfulness heuristic holds that perceiving that more thought has taken place leads to greater attitude certainty. Two roles were established for this heuristic: first as a mediator of the impact of antecedents of elaboration on attitude certainty and second as a way to influence attitude certainty independent of actual elaboration. In Studies 1 and 2, antecedents of elaboration (need for cognition, distraction) impacted attitude certainty because they impacted the actual amount of processing, which in turn affected perceptions of the amount of processing. In Studies 3 and 4, a manipulation of perceived thought impacted certainty independent of actual thought (i.e., after thinking had already occurred). Furthermore, the thoughtfulness heuristic was shown to influence behavioral intentions, establishing perceived amount of processing as both a mediator and an independent cause of attitude strength consequences.     

Impaired processing of prosodic and musical patterns after right hemisphere damage

The distinction between the processing of musical information and segmental speech information (i.e., consonants and vowels) has been much explored. In contrast, the relationship between the processing of music and prosodic speech information (e.g., intonation) has been largely ignored. We report an assessment of prosodic perception for an amateur musician, KB, who became amusic following a right-hemisphere stroke. Relative to matched controls, KB's segmental speech perception was preserved. However, KB was unable to discriminate pitch or rhythm patterns in linguistic or musical stimuli. He was also impaired on prosodic perception tasks (e.g., discriminating statements from questions). Results are discussed in terms of common neural mechanisms that may underlie the processing of some aspects of both music and speech prosody.     

Motivational determinants of reasoning about social relations: The role of need for cognitive closure

The role of need for cognitive closure (NFCC) in reasoning about social relations was investigated. Participants learned pairwise liking/disliking relations between people who could also be categorised on the basis of nationality and then had to group them into social cliques. The social clique structures were either consistent or inconsistent with the nationality categorisation, and the diagnostic information that was necessary to determine the number of cliques appeared either early or late in the information sequence. We expected participants under conditions of high (vs low) NFCC to rely more on heuristic processing. As predicted, high (vs low) NFCC participants were less accurate in their representations of cliques when the clique structure was inconsistent with the nationality category (Study 1 and 2) and when the diagnostic information was presented late (Study 1). The implications regarding the influence of NFCC on reasoning and the role of specific NFCC manipulations are discussed.     

The effect of personal attitudes on information processing biases in religious individuals

Selective exposure, the confirmation bias of preferring attitude-consistent over attitude-inconsistent information, is empirically a well-established phenomenon of human behaviour. However, most of the research on selective exposure has been conducted either on what material participants select or what they attend to once the material is presented. We extended a selective exposure paradigm by measuring biases at both the selection and the reading stages of information processing. After Christian participants (n?=?41) were asked about their views on tithing (a religious practice of giving charity), selective exposure biases were not systematic but were moderated by participants’ views on tithing. That is, those who were in favour of tithing showed a preference for anti-tithing material (i.e. attitude-inconsistent material), whereas those who were not in favour of tithing also showed a preference for anti-tithing material (i.e. attitude-consistent material). Our study indicates that resistance to persuasion might in some cases depend on attitude direction.