The effect of feeling stereotyped on social power and inhibition

An experience sampling study examined the degree to which feeling stereotyped predicts feelings of low power and inhibition among stigmatized and nonstigmatized individuals. For 7 days, participants with a concealable (gay and lesbian), a visible (African American), or no identifiable stigma recorded feelings of being stereotyped, of powerlessness, and of inhibition immediately following social interactions. For members of all three groups, feeling stereotyped was associated with more inhibition, and this relation was partially mediated by feeling low in power. Although stigmatized participants reported feeling stereotyped more often than nonstigmatized participants, they reacted less strongly to the experience, consistent with the presence of buffering mechanisms developed by those living with stigma. African Americans appeared to buffer the impact of feeling stereotyped more effectively than gay and lesbian participants, an effect that was partly attributable to African Americans' higher identity centrality.     

The Influence of Source Physical Attractiveness on Advertising Effectiveness: A Functional Perspective1

High and low self-monitors heard either a physically attractive or unattractive source promote a new product with either strong or weak arguments. High self-monitors were persuaded by the physically attractive source only when she presented strong arguments. In contrast, low self-monitoring individuals were persuaded by the physically attractive source regardless of argument strength. Neither high nor low self-monitors were persuaded by the physically unattractive source, regardless of the quality of the arguments she offered. Cognitive response and recall data suggest that high self-monitors may have been systematically processing the physically attractive source's message and low self-monitors may have been more heuristically processing her message. Results are discussed in terms of their implications for advertising strategies.     

Selective self-categorization: meaningful categorization and the in-group persuasion effect

Research stemming from self-categorization theory (Turner et al., 1987) has demonstrated that individuals are typically more persuaded by messages from their in-group than by messages from the out-group. The present research investigated the role of issue relevance in moderating these effects. In particular, it was predicted that in-groups would only be more persuasive when the dimension on which group membership was defined was meaningful or relevant to the attitude issue. In two studies, participants were presented with persuasive arguments from either an in-group source or an out-group source, where the basis of the in-group/out-group distinction was either relevant or irrelevant to the attitude issue. Participants' attitudes toward the issue were then measured. The results supported the predictions: Participants were more persuaded by in-group sources than out-group sources when the basis for defining the group was relevant to the attitude issue. However, when the defining characteristic of the group was irrelevant to the attitude issue, participants were equally persuaded by in-group and out-group sources. These results support the hypothesis that the fit between group membership and domain is an important moderator of self-categorization effects.     

The sleeper effect in persuasion: a meta-analytic review

A meta-analysis of the available judgment and memory data on the sleeper effect in persuasion is presented. According to this effect, when people receive a communication associated with a discounting cue, such as a noncredible source, they are less persuaded immediately after exposure than they are later in time. Findings from this meta-analysis indicate that recipients of discounting cues were more persuaded over time when the message arguments and the cue had a strong initial impact. In addition, the increase in persuasion was stronger when recipients of discounting cues had higher ability or motivation to think about the message and received the discounting cue after the message. These results are discussed in light of classic and contemporary models of attitudes and persuasion.     

The vulnerability of values to attack: inoculation of values and value-relevant attitudes

Based on the values-as-truisms hypothesis and inoculation theory, two experiments tested whether providing cognitive defenses for the value of equality induces resistance against a message attacking this value. Experiment 1 found that participants who generated cognitive support in an active-supportive or an active-refutational defense were less persuaded by a subsequent message attacking equality than were participants who engaged in no prior defense. Experiment 2 examined the effects of an active-refutational defense and a passive-refutational defense, which simply asked participants to read reasons supporting or opposing equality. Results indicated additive effects of the active and passive defenses, such that participants were most resistant to the anti-equality message when they were given both defenses. Mediational analysis across both experiments revealed that the defenses increased counterargumentation of the anti-equality message, which led to increased post-attack importance of equality and predicted more favorable equality-relevant attitudes and values.     

The weight of obesity in evaluating others: a mere proximity effect

Previous research demonstrates that we tend to derogate individuals who are perceived to be in a social relationship with stigmatized persons. Two experiments examined whether this phenomenon also occurs for individuals seen in the presence of an obese person and whether a social relationship is necessary for stigmatization to spread. The results from both experiments revealed that a male job applicant was rated more negatively when seen with an overweight compared to a normal weight female and that just being in the mere proximity of an overweight woman was enough to trigger stigmatization toward the male applicant. Experiment 2 examined possible moderating effects of the proximity finding. Applicants seated next to heavy (vs. average weight) individuals were denigrated consistently regardless of the perceived depth of the relationship, the participant's anti-fat attitudes or gender, and whether or not positive information was presented concerning the woman. The profound nature of the obesity stigma and implications for impression formation processes are discussed.     

The role of self-regulation in derogating attractive alternatives

The present research addresses the question of how romantically involved individuals are able to shield their ongoing romantic relationship from the temptation of attractive alternative partners. Specifically, two studies examined, and supported, the prediction that self-regulation promotes romantically involved individuals’ tendency to derogate attractive others as potential partners. Heterosexual participants responded to pictures of attractive and unattractive opposite-sex others by indicating their interest in these others as potential partners. In both studies the possibility for self-regulation exertion was manipulated (by means of self-regulation depletion in Study 1, and time-pressure in Study 2). When self-regulatory resources were relatively high, romantically involved participants exhibited less interest in attractive opposite-sex others than non-involved participants. However, when self-regulatory resources were low, interest in attractive opposite-sex others did not differ between romantically involved and non-involved participants.     

Processing of persuasive in-group messages

Two studies investigated the processes mediating the persuasive impact of messages representing in-group opinions. In the 1st study, subjects read either a strong or a weak message attributed to either an in-group member or to another group. Subjects were more persuaded by a strong message from the in-group than a weak one, suggesting content-focused processing of the in-group message. Subjects were equally unpersuaded by either a strong or a weak message from the other group, and showed little sign of message processing. In the 2nd study, Ss listened to in-group or other-group messages about issues that varied in their relevance to in-group membership. When the issue was relevant to the in-group, subjects were persuaded by a strong message from the in-group, unpersuaded by a weak message from the in-group, and equally unimpressed by strong and weak messages from the other group. When the issue was irrelevant to the in-group, subjects accepted the position advocated by the in-group regardless of message quality, and again ignored messages from the other group. These results suggest that increased message processing, and not merely the impact of source persuasion cues, can underlie in-group-mediated attitude change.     

Lies and bullshit: The negative effects of misinformation grow stronger over time

In a world where exposure to untrustworthy communicators is common, trust has become more important than ever for effective marketing. Nevertheless, we know very little about the long-term consequences of exposure to untrustworthy sources, such bullshitters. This research examines how untrustworthy sources—liars and bullshitters—influence consumer attitudes toward a product. Frankfurt's (1986) insidious bullshit hypothesis (i.e., bullshitting is evaluated less negatively than lying but bullshit can be more harmful than are lies) is examined within a traditional sleeper effect—a persuasive influence that increases, rather than decays over time. We obtained a sleeper effect after participants learned that the source of the message was either a liar or a bullshitter. However, compared to the liar source condition, the same message from a bullshitter resulted in more extreme immediate and delayed attitudes that were in line with an otherwise discounted persuasive message (i.e., an advertisement). Interestingly, attitudes returned to control condition levels when a bullshitter was the source of the message, suggesting that knowing an initially discounted message may be potentially accurate/inaccurate (as is true with bullshit, but not lies) does not result in the long-term discounting of that message. We discuss implications for marketing and other contexts of persuasion.     

Mood effects on attitude judgments: independent effects of mood before and after message elaboration.

This study investigated the independent effects of induced mood on the encoding of persuasive messages and on the assessment of attitude judgments. In Experiment 1, positive or negative mood was induced either before the encoding of a counterattitudinal message or before the assessment of attitude judgments. When mood was induced before message presentation, Ss in a bad mood were more persuaded by strong than by weak arguments, whereas Ss in a good mood were equally persuaded by strong and by weak arguments. When Ss encoded the message in a neutral mood, however, the advantage of strong over weak arguments was more pronounced when Ss were in a good rather than in a bad mood at the time of attitude assessment. In Experiment 2, Ss exposed to a counterattitudinal message composed of either strong or weak arguments formed either a global evaluation or a detailed representation of the message. Positive, negative, or neutral mood was then induced. Ss in a good mood were most likely and Ss in a negative mood least likely to base their reported attitudes on global evaluations.     

Evolving informational credentials: the (mis)attribution of believable facts to credible sources

Three studies demonstrate that individuals often rely on a "belief force equals credible source" heuristic to make source judgments, wherein they assume that statements they believe originate from credible sources. In Study 1, participants who were exposed to a statement many times (and hence believed it) were more likely to attribute it to Consumer Reports than to the National Enquirer. In Study 2, participants read a murder investigation article containing evidence against two suspects from credible and noncredible sources. When participants believed a particular suspect to be guilty, they misattributed evidence incriminating that suspect to the high-credibility source. Study 3 demonstrated that this phenomenon occurs because individuals assume their beliefs are true and that true beliefs come from credible sources; when participants were given feedback that their beliefs were incorrect, the relationship between beliefs and source inferences did not occur.     

Appearance-based inferences bias source memory

Previous research varying the trustworthiness of appearance has demonstrated that facial characteristics contribute to source memory. Two studies extended this work by investigating the contribution to source memory of babyfaceness, a facial quality known to elicit strong spontaneous trait inferences. Young adult participants viewed younger and older babyfaced and mature-faced individuals paired with sentences that were either congruent or incongruent with the target??s facial characteristics. Identifying a source as dominant or submissive was least accurate when participants chose between a target whose behavior was incongruent with facial characteristics and a lure whose face mismatched the target in appearance but matched the source memory question. In Experiment 1, this effect held true when older sources were identified, but not own-age, younger sources. When task difficulty was increased in Experiment 2, the relationship between face?Cbehavior congruence and lure facial characteristics persisted, but it was not moderated by target age even though participants continued to correctly identify fewer older than younger sources. Taken together, these results indicate that trait expectations associated with variations in facial maturity can bias source memory for both own- and other-age faces, although own-age faces are less vulnerable to this bias, as is shown in the moderation by task difficulty.     

Assimilation and contrast in persuasion: the effects of source credibility in multiple message situations

The present research explores a contextual perspective on persuasion in multiple message situations. It is proposed that when people receive persuasive messages, the effects of those messages are influenced by other messages to which people recently have been exposed. In two experiments, participants received a target persuasive message from a moderately credible source. Immediately before this message, participants received another message, on a different topic, from a source with high or low credibility. In Experiment 1, participants' attitudes toward the target issue were more favorable after they had first been exposed to a different message from a low rather than high credibility source (contrast). In Experiment 2, this effect only emerged when a priming manipulation gave participants a dissimilarity mindset. When participants were primed with a similarity mindset, their attitudes toward the target issue were more favorable following a different message from a high rather than low credibility source (assimilation).     

Stigma as ego depletion: how being the target of prejudice affects self-control

This research examined whether stigma diminishes people's ability to control their behaviors. Because coping with stigma requires self-regulation, and self-regulation is a limited-capacity resource, we predicted that individuals belonging to stigmatized groups are less able to regulate their own behavior when they become conscious of their stigmatizing status or enter threatening environments. Study 1 uncovered a correlation between stigma sensitivity and self-regulation; the more Black college students were sensitive to prejudice, the less self-control they reported having. By experimentally activating stigma, Studies 2 and 3 provided causal evidence for stigma's ego-depleting qualities: When their stigma was activated, stigmatized participants (Black students and females) showed impaired self-control in two very different domains (attentional and physical self-regulation). These results suggest that (a) stigma is ego depleting and (b) coping with it can weaken the ability to control and regulate one's behaviors in domains unrelated to the stigma.     

The cultural congruency effect: Culture, regulatory focus, and the effectiveness of gain- vs. loss-framed health messages

The present study contributes a cultural analysis to the literature on the persuasive effects of matching message frame to individuals’ motivational orientations. One experiment examines how members of cultural groups that are likely to differ in their regulatory focus respond to health messages focusing on either the benefits of flossing or the costs of not flossing. White British participants, who had a stronger promotion focus, were more persuaded by the gain-framed message, whereas East-Asian participants, who had a stronger prevention focus, were more persuaded by the loss-framed message. This cultural difference in persuasion was mediated by an interaction between individuals’ self-regulatory focus and type of health message. Thus health messages framed to be culturally congruent led participants to have more positive attitudes and stronger intentions to perform the health behaviors, and the interaction between self-regulatory focus and message frame emerged as the pathway through which the observed cultural difference occurs. Discussion focuses on the integration of individual difference, socio-cultural, and situational factors into models of health persuasion.     

Resisting persuasion by illegitimate means: a metacognitive perspective on minority influence

The present research tests a new metacognitive perspective on resistance in minority influence situations. It is proposed that when people initially resist persuasive messages from sources in the numerical minority, they can lose attitude certainty if they perceive that they have based their attitudes on the source's minority status and also believe this is an illegitimate basis for resistance. In three studies, participants were presented with a message from a minority source. In Study 1, participants became less certain of their attitudes after resisting this message. In Study 2, this effect only emerged when participants were led to believe they had based their attitudes on the source's minority status and this was an illegitimate thing to do. In Study 3, this effect was shown to have implications for persuasion in response to a second message. The implications of these findings for classic minority influence effects are discussed.     

Complaining about a compliment: Evaluating attributions of positive outcomes to discrimination

People evaluate stigmatized group members negatively when they attribute negative personal outcomes to discrimination, even when discrimination is the likely cause. The present studies examined whether similar interpersonal costs exist for attributing a positive personal outcome to discrimination in the context of positive stereotypes. In Study 1, 129 participants read an excerpt written by an Asian student who attributed an unexpectedly high essay grade to discrimination, writing quality, or easy grading. Participants evaluated the student least favourably when he attributed the positive outcome to discrimination. In Study 2, 140 participants evaluated a successful Asian job applicant less favourably than a successful, white applicant, although both applicants attributed the positive outcome to group membership. The implications for how stigmatized group members perceive and respond to prejudice and discrimination are discussed.     

Minority versus majority influence and uncertainty orientation: processing persuasive messages on the basis of situational expectancies

The authors examined the effects of uncertainty orientation on processing persuasive messages from minority sources versus majority sources. The authors gave participants a proattitudinal or counterattitudinal message that either a numerical majority or a numerical minority endorsed and that contained strong or weak arguments. In support of the hypothesis that was related to message scrutiny, uncertainty-oriented individuals engaged in greater message scrutiny when the Source-Position (i.e., minority/majority-pro/con) pairing was imbalanced (in majority-con, minority-pro conditions) than when it was balanced (in majority-pro, minority-con conditions). Certainty-oriented participants showed the opposite pattern, scrutinizing the message more when the situation was balanced than when the situation was imbalanced. Support for the hypothesis that was related to nonsystematic processing was less clear because the majority appeared to have played a greater role in accounting for the aforementioned interaction than did the minority. Additional analyses supported this interpretation. However, in all cases, individual differences in uncertainty orientation moderated strength and direction of information processing.     

When appearance concerns make women look bad: Solo status and body image concerns diminish women’s academic performance

Women entering male-dominated fields often find themselves the only women present, i.e., they experience solo status. Solo status diminishes women’s performance when women are negatively stereotyped in the testing domain (Inzlicht & Ben-Zeev, 2000) or when the performance is public (Sekaquaptewa & Thompson, 2002). Because women experience greater body image concerns than men and underperform when these concerns are high (Fredrickson, Roberts, Noll, Quinn, & Twenge, 1998), body image concerns may also cause diminished performance in solo women. Women were given a stigmatized (i.e., heavy) or neutral appearance (via a manipulated photograph), then tested as either solos or non-solos. Results showed that women performed more poorly when given a stigmatized appearance and placed under solo status compared to when only one of these factors were present. Social identity threat concerns (Steele, Spencer, & Aronson, 2002) mediated the solo status effect on performance for women given a stigmatized appearance.     

Changing prejudiced attitudes by thinking about persuasive messages: implications for resistance

This research showed that changing attitudes toward stigmatized groups can result from both the simple processes that require little thinking and the traditional elaborative forms of persuasion that require high thinking processes. Importantly, even when the obtained attitude change was equivalent for situations in which there was high and low message elaboration, the changes produced in high thinking conditions were found to be more resistant to further attacks than equivalent changes produced by less thoughtful mechanisms. Not only were those attitudes more resistant as measured objectively (Study 1) but participants also perceived their attitudes to be subjectively more resistant (Study 2). These studies suggest that examining the processes by which prejudice is changed can be important for understanding the consequences and long‐term implications of treatments and campaigns oriented to changing attitudes toward stigmatized groups.