Too many Asians in universities? The effect of social dominance orientation on support for admissions limits

This paper tests the hypothesis that support for limits on the admission of Asian students into universities is motivated by people’s social motivation—namely, the desire to maintain the status hierarchy. Study 1 found that, among participants who evaluated a proposed limit to the number of Asian applicants admitted to universities, social dominance orientation (SDO) was positively related to policy support. Conversely, among participants who evaluated a proposed limit on White admits, SDO was negatively related to policy support. Study 2 found that the perceived threat of the group getting admitted at high rates explained differential support of policies that seek to limit group-specific admissions. In all, these findings suggest that attitudes toward changes in campus demographics may be rooted in a desire to maintain the status hierarchy.     

Are low‐literate and high‐literate consumers different? Applying resource‐matching theory to ad processing across literacy levels

This research investigates whether low-literate consumers process written advertisements differently than high-literate consumers do. Consistent with resource-matching theory (RMT), the first experiment reveals that, unlike high-literate processors, when low-literate processors read ads of moderate complexity, involvement with the ad does not affect processing. The second experiment extends RMT's applicability to both low- and high-literate consumers by demonstrating that low-literate processors' reading outcomes mirror those of high-literate processors when ads are written to reflect their reading capability.     

Whatever? The effect of social exclusion on adopting persuasive messages

The aversive state of social exclusion can result in a broad range of cognitive deficits. Being unable or unmotivated to process relevant information, we assumed that social exclusion would also affect the success of persuasive attempts. We hypothesized that socially excluded people would adopt attitudes regardless of persuasion quality. In three studies using different manipulations of social exclusion and persuasion, we showed that participants who were socially excluded adopted persuasive messages regardless of argument quality. In contrast, this undifferentiated response was not shown by socially included participants who were more persuaded by high- compared to low-quality arguments. In Study 3, we moreover revealed that this pattern could only be replicated in reliable situations—that is, when the communicator appeared credible. These findings support the assumption that social exclusion can lead to reduced processing of information.     

The effect of question order on evaluations of test performance: Can the bias dissolve?

Question difficulty order has been shown to affect students’ global postdictions of test performance. We attempted to eliminate the bias by letting participants experience the question order manipulation multiple times. In all three experiments, participants answered general knowledge questions and self-evaluated their performance. In Experiment 1, participants studied questions and answers in easy–hard or hard–easy question order prior to taking a test in the same order. In Experiment 2, participants took the same test twice in the opposite question order (easy–hard then hard–easy, or hard–easy then easy–hard). In Experiment 3, participants took two different tests in the opposite question order (easy–hard then hard–easy, or hard–easy then easy–hard). In all three experiments, we were unable to eliminate the bias, which suggests that repeated exposure is insufficient to overcome a strong initial anchor.     

Are members of low status groups perceived as bad, or badly off? Egalitarian negative associations and automatic prejudice

Three studies explored the hypothesis that implicit measures of prejudice can tap negative, yet egalitarian associations. In Study 1, automatically associating African Americans with oppression predicted greater automatic prejudice. In Studies 2 and 3, classically conditioning associations between the novel group Noffians and words like oppressed, maltreated, and victimized led to greater automatic prejudice against Noffians. Results suggest that White Americans’ negative automatic associations with African Americans may partly result from associating members of low status groups with unfair circumstances. Because automatic associations predict prejudiced behaviors, the burden of proof is on those wishing to argue that egalitarian negative associations complicate the assessment of automatic attitudes rather than contribute to prejudiced responses. Discussion focuses on the implications of egalitarian negative associations for the theory and measurement of automatic prejudice.     

Why does social dominance orientation decrease with university exposure to the social sciences? The impact of institutional socialization and the mediating role of “geneticism”

Why does university exposure to a hierarchy‐attenuating (HA) academic major (e.g., social science) lead to a decrease in anti‐egalitarianism and group domination (social dominance orientation, SDO)? The reason for this well‐documented phenomenon remains unclear. In the social sciences, the origins of differences in both behavior and personality are attributed more to social and environmental factors than to genetic ones. We hypothesized that the normative and informational influences of this academic major would lead to perceptions that genes have a less important role than nurture in the shaping of human behavior and personality. Our main hypothesis was confirmed. Decreased SDO among psychology students was mediated significantly by a decrease in belief in genetic determinism, the factor we called “geneticism.” Copyright © 2008 John Wiley & Sons, Ltd.     

How are social identities linked to self-conception and intergroup orientation? The moderating effect of implicit theories

Social identity approaches assume that social identification affects both self-conception and intergroup orientation. The authors contend that such social identification effects are accentuated when people hold a fixed view of human character and attribute immutable dispositions to social groups. To these individuals, social identities are immutable, concrete entities capable of guiding self-conception and intergroup orientation. Social identification effects are attenuated when people hold a malleable view of human character and thus do not view social identities as fixed, concrete entities. The authors tested and found support for this contention in three studies that were conducted in the context of the Hong Kong 1997 political transition, and discussed the findings in terms of their implications for self-conceptions and the meaning of social identification.     

Showing to friends or strangers? Relationship orientation influences the effect of social exclusion on conspicuous consumption

Previous research has shown that social exclusion can lead individuals to engage in conspicuous consumption, but these studies did not focus on the relationship between the excluder and the excluded, that is, whether they were friends or strangers. The present research aims to address this gap by taking relationship orientation as a boundary condition between social exclusion and conspicuous consumption. The results of Experiment 1 demonstrate that individuals who are communal relationship oriented (e.g., friends) will prefer conspicuous consumption more when they are socially excluded than when they are socially included. In contrast, there is no significant difference for exchange‐oriented individuals (e.g., strangers). Experiment 2 further confirms the hypothesis and establishes the underlying mechanism by showing that self‐esteem plays an intermediary role in the effect of social exclusion and relationship orientation on conspicuous consumption. The theoretical and practical implications of these results are discussed.     

The effect of question order on evaluations of test performance: how does the bias evolve?

Weinstein and Roediger (Memory & Cognition 38:366-376, 2010) found that manipulating the order of questions on a general knowledge quiz resulted in differing evaluations of performance at the end of the quiz: Irrespective of their actual performance, participants were consistently more optimistic about their performance when questions were given in an easy-to-hard order. In the present experiment, the participants were stopped 10 times throughout a 100-item test and asked to evaluate their performance on the last 10 questions they had answered, as well as rating their impressions of the test so far and predicting their final performance. Arranging the questions from the easiest to the hardest produced more optimistic performance evaluations on each block than did an analogous hard-easy question order, even though performance on the two versions did not differ significantly as a function of question order. Furthermore, the ratings of item difficulty on each block of 10 questions were asymmetrical in the two conditions, with a higher sensitivity to increasing as compared to decreasing question difficulty. On the other hand, the item-by-item ratings and predictions remained unaffected by question order. Our findings are best explained by an anchoring interpretation, which suggests that students fail to adjust their evaluations of performance as the difficulty of the questions changes across the test.     

What to diffuse in a gender‐specific store? The effect of male and female perfumes on customer value and behaviour

Sensory marketing can be an efficient way to involve consumers in the store environment. Diffusing a pleasant ambient scent that matches with the store setting is often used to create pleasant shopping experiences. The aim of this study is to extend scent marketing research: (i) by examining the effect of pleasant ambient scent on the different dimensions of customer value; and (ii) by exploring whether product‐scent incongruity can have a positive effect on consumer evaluations. A field experiment with 182 participants showed that a pleasant gender‐incongruent ambient perfume positively influences different dimensions of customer value as compared to the absence of a perfume. Moreover, a gender‐incongruent perfume also leads to a more positive evaluation of the play, product excellence, and social dimension of customer value as compared to a gender‐congruent perfume. A pleasant gender‐congruent ambient perfume, on the other hand, only has a positive effect on the aesthetic dimension of customer value as compared to the absence of a perfume. The observed ambient scent effects do not differ between men and women. These results are in contrast with existing literature. However, an explanation for this undocumented effect can be found in the mate attraction theory. Copyright © 2015 John Wiley & Sons, Ltd.     

Where to seat the applicant? How spatial distance influences the effect of self‐promotion on interviewer evaluations

In high‐stakes contexts such as job interviews, people seek to be evaluated favorably by others and they attempt to accomplish such favorable judgments particularly through self‐promotional behaviors. We sought to examine the persuasiveness of job candidates’ self‐promotion by examining job applicants’ subjective hireability from the perspective of construal‐level theory. Construal‐level theory states that perceptions occur from different levels of psychological distance (i.e., distal vs. proximal). This distance is created by other dimensions of distance (e.g., spatial or social distance) and affects how individuals construe incoming information. From a large distance, people more readily process abstract information, whereas from a close distance, people more readily process concrete information. Specifically, construal compatibility occurs when abstract versus concrete features of a stimulus match the psychological distance experienced by message‐recipients. Construal compatibility (vs. incompatibility) makes evaluations (e.g., of messages) more favorable. To apply this principle to self‐promotion, we created self‐promotional videos of a job interview, in which the applicant sat either far away from or close to the hiring manager (manipulating psychological distance); the applicant, then, used either direct or indirect self‐promotion (manipulating message construal level). The results showed participants reported stronger intention to hire the applicant when distance matched (vs. did not match) the type of self‐promotion the applicant used.     

What can I gain as a mentor? The effect of mentoring on the job performance and social status of mentors in China

In this study, we examine how mentoring benefits mentors as well as how team cohesiveness affects mentoring relationships and resulting benefits. We followed 512 formal mentors in a Chinese manufacturing firm for six months and collected data in three phases and from three sources. The findings reveal that the amount of mentoring provided is positively related to mentors' in‐role job performance and social status. These relationships were fully mediated by mentors' personal learning and social interaction quality, respectively. Team cohesiveness, however, did not moderate these relationships. Our empirical findings have implications for understanding how mentors' careers can benefit from being a mentor.     

Do you feel happy when other members look happy? Moderating effect of community-level social capital on interconnection of happiness

One's happiness is expected to be affected by the happiness of surrounding others. This socio-psychological nature of happiness, however, has not been fully examined in the literature of social psychology. The current study examined if this “psychological interconnection of happiness” occurs when (i) individuals have strong personal social capital and/or (ii) individuals belong to a community where other members have strong social capital. We analysed a large social survey dataset sampled from 408 communities in Japan (N = 7295). The psychological interconnection of happiness was measured by calculating the correlation between individual happiness and perceived community happiness. The multilevel analyses revealed that the psychological interconnection of happiness was moderated by community-level social capital above and beyond individual-level social capital, while individual-level social capital did not have a significant moderation effect.     

To whom does voice in groups matter? Effects of voice on affect and procedural fairness judgments as a function of social dominance orientation

The authors investigated the effects of voice--the opportunity to provide input in decision-making processes--on perceptions of procedural fairness. In particular, the authors studied the moderating role of social dominance orientation (SDO) in shaping this relation. SDO is an important individual differences variable that causes people to favor unequal relationships within and between social groups. Results revealed that voice was more strongly related to fairness judgments when participants had a high rather than low SDO. Moreover, positive affect mediated this moderation effect. The authors interpreted these results to indicate that high-SDO participants were especially sensitive to voice manipulations because such manipulations enhance perceptions of control over group resources and outcomes. The authors conclude by discussing alternative explanations based on other fairness theories.     

Are support and social comparison compatible? Individual differences in the multiplexity of career‐related social networks

Social networks are crucial for helping people in their careers. Moreover, social identity is reflected in and influenced by individuals’ networks. To date, there is little knowledge on how these different functions of networks might interact. A survey in which 450 individuals provided information on 2,499 contacts in their social networks indicated both multiplexity and segmentation in networks. Contacts tended either to provide psychosocial support only or to provide instrumental support and serve as a standard for social comparison. The segmentation was stronger for individuals with an independent career orientation than for promotion‐oriented individuals. These findings contribute to the literature on social networks and careers by providing insights into how career orientation affects the multiplexity in career‐related social networks.     

Are ‘Machiavellian’ Chinese children well‐adapted in the peer group? The relationship between resource acquisition strategies and social functioning and status

The purpose of the present study was to examine the relationship between resource acquisition strategies, social functioning and social status in Chinese children. A sample of nearly 500 Chinese children in elementary schools in Shanghai, China, participated in this study. The authors divided the sample into five resource acquisition strategies; based on self‐reported use of coercive and pro‐social strategies of resource control, they were ‘bistrategic controllers’ (Machiavellians), ‘coercive controllers’, ‘pro‐social controllers’, ‘non‐controllers’, or ‘typicals’. The results revealed that bistrategic controllers were the most effective in resource control, followed by pro‐social and coercive controllers: non‐controllers were the least effective. It also indicated that bistrategic and coercive controllers exhibited poor social functioning and low peer status; in contrast, ‘typical’ controllers emerged as possessing positive social functioning and high peer status. In addition, non‐controllers were not at risk with regard to social competence. The results indicate specific cultural ‘meanings’ of different resource acquisition strategies in Chinese children.     

When's your birthday? The self‐reference effect in retrieval of dates

Material encoded with reference to the self is better remembered. One interpretation of this effect is that the self operates to organise retrieval of memories. We were motivated to find out whether this organisational principle extended to everyday information and for material not explicitly related to the self. Participants generated friends' birthdays from memory and then gave their own birthday. We found that participants were particularly likely to recall birthdays from on or around the date of their own birthday. Thus, memory for birthdays clusters around self‐relevant information, even when there is no specific attempt to recall self‐related material. Birthdays clustered somewhat around the time of testing, important dates in the calendar, and for a close other, but not to the extent of the participants' birthdays. We suggest this is a demonstration of the organisational structure of the self in memory. Copyright © 2010 John Wiley & Sons, Ltd.     

When do low‐power customers complain? The joint effects of chronic sense of personal power and complaint success on complaining intentions

In the customer complaint literature, researchers have found that the lack of an incidental sense of power is one of the reasons why customers do not complain. However, two issues are left unanswered: does a chronic sense of power influence consumer complaining behavior, and how individuals who feel chronically powerless can be encouraged to complain when dissatisfied. The present study is intended to address this topic. Drawing on the approach–inhibition theory of power, we argue that the probability of complaint success increases the complaint behavior of customers with a low chronic sense of power, thereby mitigating the differences in the complaint behavior of consumers with low and high power. The three studies indicated that a low chronic power was negatively associated with complaining intentions and that this association was mitigated by the perceived success of complaining.     

Are integrative or distributive outcomes more satisfactory? The effects of interest‐based versus value‐based issues on negotiator satisfaction

Negotiation research usually distinguishes between integrative and distributive outcomes. Integrative outcomes satisfy the negotiation parties' most important interests (by trading off less important for more important issues). In contrast, distributive outcomes require negotiators to give up their most important interests (as they make concessions on both less and more important issues). Integrative outcomes are more beneficial, but do they offer greater satisfaction? In this research, we hypothesized that satisfaction with integrative versus distributive outcomes depends on whether people negotiate interest‐based or value‐based issues. Three experiments consistently revealed that people in interest‐based negotiations were more satisfied with integrative outcomes, whereas those in value‐based negotiations tended to be more satisfied with distributive outcomes. Copyright © 2014 John Wiley & Sons, Ltd.     

Becoming a high‐fidelity – super – imitator: what are the contributions of social and individual learning?

In contrast to other primates, human children's imitation performance goes from low to high fidelity soon after infancy. Are such changes associated with the development of other forms of learning? We addressed this question by testing 215 children (26–59 months) on two social conditions (imitation, emulation) – involving a demonstration – and two asocial conditions (trial‐and‐error, recall) – involving individual learning – using two touchscreen tasks. The tasks required responding to either three different pictures in a specific picture order (Cognitive: Airplane→Ball→Cow) or three identical pictures in a specific spatial order (Motor‐Spatial: Up→Down→Right). There were age‐related improvements across all conditions and imitation, emulation and recall performance were significantly better than trial‐and‐error learning. Generalized linear models demonstrated that motor‐spatial imitation fidelity was associated with age and motor‐spatial emulation performance, but cognitive imitation fidelity was only associated with age. While this study provides evidence for multiple imitation mechanisms, the development of one of those mechanisms – motor‐spatial imitation – may be bootstrapped by the development of another social learning skill – motor‐spatial emulation. Together, these findings provide important clues about the development of imitation, which is arguably a distinctive feature of the human species.