Effects of public and private deviancy on compliance with a request

A confederate requester asked subjects to write letters for an educational campaign after they had completed a battery of tests and received either deviant or nondeviant feedback. Half of the subjects were led to believe that the requester had knowledge of their test performance; the remaining half believed that the confederate did not know their test scores. Within these conditions, some subjects believed that complying with the request would involve future meetings with the requester while others were not led to anticipate any future interaction. As expected, deviants complied more than nondeviants replicating Freedman and Doob's (1968) results; however, neither the secret/known nor the future interaction variations produced effects. Contrary to the prediction that deviants are compliant because they wish to avoid mistreatment, secret deviants complied slightly more than known deviants. Compliance was discussed as instrumental in improving self-image.     

Sequential requests and organ donation

The author investigated the effectiveness of the foot-in-the-door technique as a method of increasing participants' intention to become organ donors. The participants who agreed to a 1st request were presented with a larger request either immediately or 3 days later. The 2nd request was presented either by the same requester or by a different requester. Compared with a control group receiving only the 2nd request, a significant foot-in-the-door effect emerged in all conditions except 1 (same requester-immediate request), in which the participants showed neither more nor less intention to become organ donors than did the control group.     

When Manipulation Backfires: The Effects of Time Delay and Requester on the Foot-in-the-Door Technique

We examined the effects of 2 variables on compliance rates within the foot-in-the-door procedure. Participants who agreed to a small request were presented with a larger request either immediately after the first request or 2 days later. The second request was presented either by the same person or by a different requester. Compared to a control group receiving only the large request, participants were more likely to agree to the second request in all experimental conditions except one. When the same requester presented the second request without delay, participants were less likely than the control group to agree to the target request. This latter condition represents a situation in which typical foot-in-the-door procedures can backfire on the requester.     

Sequential Requests and Organ Donation

Abstract

The author investigated the effectiveness of the foot-in-the-door technique as a method of increasing participants' intention to become organ donors. The participants who agreed to a 1st request were presented with a larger request either immediately or 3 days later. The 2nd request was presented either by the same requester or by a different requester. Compared with a control group receiving only the 2nd request, a significant foot-in-the-door effect emerged in all conditions except 1 (same requester-immediate request), in which the participants showed neither more nor less intention to become organ donors than did the control group.     

Similarity and social interaction: when similarity fosters implicit behavior toward a stranger

People interact more readily with someone whom they think they have something in common with. At a pedestrian crossing, confederates asked participants for the time and, in one condition, said she/he had the same watch as the participant. The amount of time that participants lingered near a confederate was used as the dependent variable. Participants in the similarity condition spent significantly more time near the confederate than when no similarity was manipulated. The results showed that similarity fosters implicit behavior, adding to the growing body of data on the positive effects of similarity and its role in social interaction.     

Similarity and Social Interaction: When Similarity Fosters Implicit Behavior Toward a Stranger

ABSTRACT

People interact more readily with someone whom they think they have something in common with. At a pedestrian crossing, confederates asked participants for the time and, in one condition, said she/he had the same watch as the participant. The amount of time that participants lingered near a confederate was used as the dependent variable. Participants in the similarity condition spent significantly more time near the confederate than when no similarity was manipulated. The results showed that similarity fosters implicit behavior, adding to the growing body of data on the positive effects of similarity and its role in social interaction.     

Examining “fat talk” experimentally in a female dyad: How are women influenced by another woman's body presentation style?

Fat talk, the verbal dissatisfaction that women express about their bodies, was studied in a female dyad whereby participants interacted with a female confederate who either self-derogated, self-accepted, or self-aggrandized. A 2 (participant body esteem: high vs. low) ×3 (confederate style of body image presentation) design was used. Results revealed that participants’ public disclosure of their body image varied according to confederate's style. Consistent with a reciprocity effect, participants disclosed the lowest public body image ratings in the self-derogate condition, with moderate ratings in the self-accept condition, and highest ratings in the self-aggrandize condition. Moreover, participants with low compared to high body esteem stated lower public body image. Participants’ judgments of the confederates’ likeability did not vary as a function of the confederate's body presentational style. Findings support the recursive nature of the social psychology of body image such that personal body image dissatisfaction is partially influenced by fat talk social norms.     

The role of attachment in responses to victims of life crises

Attachment effects on affect, cognitions, and behavior during an interaction with a confederate who purportedly had cancer and whose attachment orientation had been manipulated in a prior context were examined among 241 participants. Results supported theoretically derived predictions: Participant anxious attachment predicted anxiety, participant avoidant attachment predicted supportiveness, and participant avoidant attachment interacted with confederate avoidant attachment to predict rejection. Results suggest (a) the importance of attachment in predicting interpersonal responses in a nonromantic stressful context, (b) that anxious attachment is an important predictor of anxiety in a situation with implicit support demands, (c) that avoidant attachment is a potentially important predictor of the likelihood of supportive responses to victims, and (d) that attachment orientation can be successfully manipulated in experimental studies of attachment.     

Close interpersonal proximity modulates visuomotor processing of object affordances in shared,social space

Research suggests that the human brain codes manipulable objects as possibilities for action, or affordances, particularly objects close to the body. Near-body space is not only a zone for body-environment interaction but also is socially relevant, as we are driven to preserve our near-body, personal space from others. The current, novel study investigated how close proximity of a stranger modulates visuomotor processing of object affordances in shared, social space. Participants performed a behavioural object recognition task both alone and with a human confederate. All object images were in participants’ reachable space but appeared relatively closer to the participant or the confederate. Results revealed when participants were alone, objects in both locations produced an affordance congruency effect but when the confederate was present, only objects nearer the participant elicited the effect. Findings suggest space is divided between strangers to preserve independent near-body space boundaries, and in turn this process influences motor coding for stimuli within that social space. To demonstrate that this visuomotor modulation represents a social phenomenon, rather than a general, attentional effect, two subsequent experiments employed nonhuman joint conditions. Neither a small, Japanese, waving cat statue (Experiment 2) nor a metronome (Experiment 3) modulated the affordance effect as in Experiment 1. These findings suggest a truly social explanation of the key interaction from Experiment 1. This study represents an important step toward understanding object affordance processing in real-world, social contexts and has implications broadly across fields of social action and cognition, and body space representation.     

Foot-in-the-door technique and reduction of driver’s aggressiveness: A field study

Research has reported that the foot-in-the-door technique is effective at increasing helping behavior. However, the effect of this technique on negative social behavior has never been examined. A field experiment was conducted to explore whether this technique could reduce aggressiveness. Drivers waiting at a traffic light were blocked by an experimental car. In the Foot-in-the-door condition, when the traffic light was red, a passerby confederate asked the driver for directions to a well-known store located in the area of the experiment. The confederate then thanked the driver and walked off in the direction indicated. In the control condition, no request was addressed to the car driver. When the traffic light turned green, the experimental car pretended to be blocked by an engine problem. The number of drivers who honked at the target car and the amount of time that elapsed before the drivers responded by honking their horns were the dependent variables. It was found that fewer drivers honked in the Foot-in-the-door condition and drivers who honked displayed their behavior later than those in the control condition. Self-perception theory was used to explain these results.     

Increasing compliance with a request: two touches are more effective than one

Touch procedures have been shown to increase the likelihood of compliance with requests. But the effect of subsequent touches following a classical touch procedure has not been investigated. It was predicted that two touches would lead to more compliance than one touch. 180 male and 180 female bystanders were asked to fill in a short or long questionnaire by a female confederate. They were touched by the confederate either once, twice, or not at all. Results showed that there was more compliance in the two-touch than in the one-touch condition, and when the participants were touched by the confederate. These findings support the hypothesis. Moreover, whereas participants were less likely to fill in the long questionnaire in the no-touch condition, touch procedures led to more compliance whatever the questionnaire length. Also, touch was more effective when a female confederate made the request to a male participant.     

Overlapping Mechanisms in Implying and Inferring

Prior psychological work on Gricean implicature has revealed much about how listeners infer (comprehension) but little about how speakers imply (production). This is surprising given the inherent link between the two. This study aimed to obtain a more integral understanding of implicatures by investigating the processes that are shared between inference and implication. In two experiments, a participant and a confederate engaged in a dialogue game that invited the use of implicatures. In each there was a global priming manipulation, in which a confederate predominantly used implicit or explicit utterances, and a local priming manipulation, in which the utterance structure varied from trial to trial. Participants could choose whether to imply or use an explicit expression. Our results revealed that speaker and listener align on their use of implicatures. We interpret the local priming results as providing evidence of shared implicature representations between speaker and listener, and the global priming results as a form of audience design. We also present a model of implicature production that explains our findings.     

Touch, compliance, and awareness of tactile contact

Many experimental studies have shown that touch increases compliance with a request; however, the difference between the effect of touch on compliance between participants who notice and those who do not notice such contact remains in question. An experiment was conducted in which a female confederate asked 368 female smokers to give her a cigarette. In the Touch condition, when making her request, the confederate slightly touched the participant on her forearm. Analysis showed the touch was associated with significantly higher compliance to the request, and a difference was evident in the Touch condition between subjects who had noticed the tactile contact and those who had not.     

The World Wide Wait: Exploring Physiological and Behavioral Effects of Download Speed

ABSTRACT

When people use humorous media content, their behavior and assessments of the content may depend on the emotional expressions (e.g., laughter) of those around them. In a laboratory experiment in which 80 participants watched a movie clip with a confederate who either laughed or remained silent, we identified two parallel processes. The confederate’s laughter induced behavioral responses in our participants (laughing or smiling). Through those responses, a corresponding appraisal of the media content was generated: The content was rated funnier in comparison to situations in which the confederate did not laugh. This effect corresponds to emotional contagion processes and was especially pronounced in introverts. Additionally, participants who were low in conscientiousness directly elevated their funniness ratings (more than their own emotional expressions would suggest) when the confederate laughed. Those who were high in conscientiousness, however, lowered their ratings of the content’s funniness in the presence of a laughing confederate. This finding suggests the existence of an additional cognitive process that links confederate’s laughter and participant’s content ratings beyond automatic contagion. Participants with low conscientiousness use the confederate’s laughter as a heuristic cue for the content’s funniness, while highly conscientious participants discount the confederate’s laughter as a cue for content funniness.     

The influences of partner accuracy and partner memory ability on social false memories

In this study, we examined whether increasing the proportion of false information suggested by a confederate would influence the magnitude of socially introduced false memories in the social contagion paradigm Roediger, Meade, & Bergman (Psychonomic Bulletin & Review 8:365–371, 2001). One participant and one confederate collaboratively recalled items from previously studied household scenes. During collaboration, the confederate interjected 0 %, 33 %, 66 %, or 100 % false items. On subsequent individual-recall tests across three experiments, participants were just as likely to incorporate misleading suggestions from a partner who was mostly accurate (33 % incorrect) as they were from a partner who was not at all accurate (100 % incorrect). Even when participants witnessed firsthand that their partner had a very poor memory on a related memory task, they were still as likely to incorporate the confederate’s entirely misleading suggestions on subsequent recall and recognition tests (Exp. 2). Only when participants witnessed firsthand that their partner had a very poor memory on a practice test of the experimental task itself were they able to reduce false memory, and this reduction occurred selectively on a subsequent individual recognition test (Exp. 3). These data demonstrate that participants do not always consider their partners’ memory ability when working on collaborative memory tasks.     

Validity of the Inventory of Interpersonal Problems (IIP-64) for predicting assertiveness in role-play situations

The Inventory of Interpersonal Problems (IIP-64; Horowitz, Alden, Wiggins, & Pincus, 2000) is a self-report measure of maladaptive relationship behavior. Ninety-five adult female participants completed the IIP-64 and then interacted with a same-sex confederate in three diagnostic role plays, designed to evoke assertive responses. After each role play, both the participant and the confederate judged how assertive the participant had been, using two subscales from the Interpersonal Adjective Scales (IAS; Wiggins, 1995). The participants' general self-images, assessed with the IIP-64, were quite congruent with how they judged their own assertiveness in the role plays. But when role-play assertiveness was judged by the confederate, the match with the participants' general self-images was considerably lower. Our results indicate that self-reported interpersonal problems do not converge well with external judgments of interpersonal behavior.     

Both young and older adults discount suggestions from older adults on a social memory test

In the present study, we examined the impacts of participant age and confederate age on social memory processes. During a collaborative recall phase, young and older adult participants were exposed to the erroneous memory reports of a young or an older adult confederate. On a subsequent individual recall test, young and older adult participants were equally likely to incorporate the confederates’ erroneous suggestions into their memory reports, suggesting that participant age had a minimal effect on social memory processes. However, confederate age did have a marked effect: Young adult participants were less likely to incorporate misleading suggestions from older adult confederates and less likely to report “remembering” items suggested by older adult confederates. Critically, older adult participants were also less likely to incorporate misleading information from fellow older adult confederates. Both young and older adult participants discounted older adult confederates’ contributions to a memory test.     

Blood donation and the foot-in-the-door technique: a limiting case.

Three experiments testing the effectiveness of the foot-in-the-door technique for recruiting blood donors consistently failed to demonstrate that this procedure influences either verbal or behavioral compliance, suggesting that the generality of the foot-in-the-door phenomenon is limited. Experiment 1 attempted to demonstrate that an earlier failure of this technique was due to poor operationalization rather than to the magnitude of the critical request or to the invalidity of the phenomenon, but it failed to do so. Experiment 2, designed to more closely resemble other foot-in-the-door studies by using telephone contacts and an initial request for persons to answer questions, was conducted to examine other possible explanations for the two previous failures. This experiment also failed to show any foot-in-the-door effect. Experiment 3 was a conceptual replication of Experiment 2 but used personal contacts. One apparent foot-in-the-door effect emerged in this case, but it was more likely due to a factor other than the experimental treatment. It is concluded that although the foot-in-the-door procedure may indeed influence verbal compliance with requests for minimal forms of aid, it probably will not significantly affect people's willingness to comply with more substantial requests involving behaviors that are psychologically costly to perform.     

Seeing vs. believing: Is believing sufficient to activate the processes of response co-representation?

It has been suggested that the observation of another person's action affects the behavior of the observer because the observation of action leads to the excitation of similar response codes in the observer. It is unknown, however, if one must witness the action or if it is sufficient for one to believe that the other agent is responding for response co-representation to occur. To this end, participants in the present study performed a joint spatial-compatibility task with a confederate when: (1) the confederate sat beside the participant; and, (2) the confederate left the room and told the participant that they would continue to perform their component of the task on a networked computer in another room. Even though participants believed that the confederate performed the task in another room, joint spatial-compatibility was only observed when the confederate was present. These results reveal that the actions of another person may only be represented by the observer when the observer is able to witness a portion of the action.     

Digital chameleons: automatic assimilation of nonverbal gestures in immersive virtual environments

Previous research demonstrated social influence resulting from mimicry (the chameleon effect); a confederate who mimicked participants was more highly regarded than a confederate who did not, despite the fact that participants did not explicitly notice the mimicry. In the current study, participants interacted with an embodied artificial intelligence agent in immersive virtual reality. The agent either mimicked a participant's head movements at a 4-s delay or utilized prerecorded movements of another participant as it verbally presented an argument. Mimicking agents were more persuasive and received more positive trait ratings than nonmimickers, despite participants' inability to explicitly detect the mimicry. These data are uniquely powerful because they demonstrate the ability to use automatic, indiscriminate mimicking (i.e., a computer algorithm blindly applied to all movements) to gain social influence. Furthermore, this is the first study to demonstrate social influence effects with a nonhuman, nonverbal mimicker.