Verbal and nonverbal behaviour as a basis for credibility attribution: The impact of task involvement and cognitive capacity

Three experiments were able to demonstrate the usefulness of dual-process models for the understanding of the process of credibility attribution. According to the assumptions of dual-process models, only high task involvement and high cognitive capacity leads to intensive processing of verbal and nonverbal information when making credibility judgments. Under low task involvement and/or low cognitive capacity, people predominantly use nonverbal information for their credibility attribution. In Experiment 1, participants under low or high task involvement saw a film in which the nonverbal behaviour (fidgety vs. calm) and the verbal information (low versus high credibility) of a source were manipulated. As predicted, when task involvement was low, only the nonverbal behaviour influenced participants’ credibility attribution. Participants with high task involvement also used the verbal information. In Experiment 2 and 3, the cognitive capacity of the participants was manipulated. Participants with high cognitive capacity, in contrast to those of low cognitive capacity, used the verbal information for their credibility attribution.     

认知需求和认知闭合需求对风险决策中外语效应的影响

外语效应指相比于母语背景,个体在外语背景下风险决策偏差会降低。针对影响外语效应的因素研究大多聚焦于外部因素和与个体外语水平相关的因素,少有研究探讨认知风格的作用。本研究通过524名成人被试,探索认知需求和认知闭合需求对外语效应的影响。结果表明:(1)风险决策中存在外语效应,相比于母语背景,外语背景下框架效应被削弱,且个体更偏向风险寻求。(2)对于认知需求和认知闭合需求都高或都低的个体,语言类型会影响风险决策,在母语环境下倾向于风险规避,在外语环境下倾向于风险寻求;而对于认知需求和认知闭合需求高低不一致的个体,语言类型对其风险决策倾向的影响不显著。本研究为认知风格如何综合影响风险决策提供了进一步的证据。     

Need for Cognition and Affective Orientation as Predictors of Sales Performance: An Investigation of Main and Interaction Effects

Two constructs—need for cognition (NFC) and affective orientation (AO)—might be helpful in explaining and ultimately predicting two measures of sales performance: a self-rated behavioral measure and an objective sales measure. Specifically, we hypothesize (1) a positive relationship between NFC and sales performance; (2) a positive relationship between AO and sales performance; and (3) a positive interaction effect between NFC and AO on sales performance. The results of this study revealed both NFC and AO correlated with self-rated behavioral performance but only NFC correlated with both performance measures; suggesting that need for cognition may be the more influential of the two for sales organizations concerned with selling behaviors as well as sales outcomes. The hypothesized interaction effect was not supported.     

Need for Cognition and false recall

Two experiments investigated whether Need for Cognition (NFC) affected false recall in the Deese-Roediger-McDermott (DRM) paradigm. In the first experiment, participants were presented with DRM lists and given one attempt to recall the items. In the second experiment, participants were presented with DRM lists under full or divided attention and were given three consecutive recall tests. In Experiment 2, high-NFC individuals exhibited increased false recall across successive recall attempts in both the full and divided attention conditions whereas low-NFC individuals did not. Furthermore, high-NFC individuals in the full attention condition exhibited increased levels of true recall across successive tests. These results show that the individual differences in the ways in which individuals process information can affect true and false recall in the DRM task.     

Need for Cognition and Choice Framing Effects

Two experiments tested the hypothesis that framing biases in decision making would affect more strongly individuals with relatively low levels of need for cognition (NC). Participants were classified as high or low NC based on responses to a standard scale and subsequently were exposed to one of two framings of a choice problem. Different choice problems were used in each experiment, modeled after those developed by Kahneman and Tversky. Experiment 1 employed a monetary task and Experiment 2 a medical decision-making task. Consistent with expectations, framing effects on choice were observed in both experiments, but only for low NC participants. High NC participants were unaffected by problem framing, showing that they were less susceptible to attempts to alter their frame of reference.     

The Effects of Need for Cognition and Need for Affect on Partisan Evaluations

The voting behavior literature has advanced two prominent theoretical models of partisanship: the social psychological and rational models. Implicit to both stylized models is the assumption that all partisans process information similarly. Yet, growing research in psychology suggests that individuals possess different motivations when evaluating information. We propose that the applicability of the stylized models of partisanship is conditioned on individuals' need for cognition (NFC) and need for affect (NFA), with the social psychological model being most applicable to individuals who have a high NFA and the rational model most applicable to those with a high NFC. To test this proposition, we fielded a survey in which respondents who identified with the two major political parties in the United States (Democrat or Republican) were randomly assigned factual information that depicted either their party or their opposing party in a negative light. Respondents were then asked to assess the actions of that party and subsequently evaluate both political parties. We find evidence that is generally consistent with the proposition that the stylized models of partisanship are conditionally dependent on the extent to which individuals possess a need to engage in effortful thinking or a need to seek out emotions.     

On being happy and gullible: Mood effects on skepticism and the detection of deception

Are we more likely to believe or disbelieve another person depending on our mood state? Based on past research on interpersonal communication and recent work on affect and social cognition, we predicted and found that negative mood increased and positive mood decreased people’s skepticism and their ability to detect deception, consistent with the more externally focused, accommodative processing style promoted by negative affect. After a mood induction using positive, neutral or negative films, participants viewed deceptive or truthful interviews with individuals who denied committing a theft. Judgments of the targets’ guilt and their truthfulness were collected. As predicted, negative mood increased judges’ skepticism towards the targets, and improved their accuracy in detecting deceptive communications, while judges in a positive mood were more trusting and gullible. The relevance of these findings for everyday judgments of trust and the detection of deception are considered, and their implications for recent affect-cognition theories are discussed.     

认知需要与战略决策过程之间的关系

认知需要指人们在信息加工过程中是否愿意投入周密的心考以及能否从深入的思考中获得享受．它反映的是人的认知动机。由于企业管理者在决策过程中涉及诸多处理信息和思考问题的环节,认知需要必然在这一过程中起作用。本研究运用情境案例法探讨了在不确定环境下决策者的认知需要与其在战略决策过程中分析环境和判断战略导向的关系。通过相关分析发现高认知需要者在决策过程中更倾向于关注环境、对环境做出积极判断、强调从长远和全面的角度去分析企业战略。     

Conservatism as motivated avoidance of affect: Need for affect scales predict conservatism measures

We propose that individual differences in the motivation to avoid emotions are related to political conservatism. We argue that because conservatism is concerned with managing uncertainty and emphasizes ego-control, conservative ideologies match with the motivational concerns of those individuals who find emotions to be uncertainty-enhancing and dysfunctional. In a group of 267 participants, positive associations were found between emotion avoidance and right-wing authoritarianism, social dominance orientation, and support for conservative policies. Negative associations were found between emotion approach and conservatism measures.     

Competing roles for the subfactors of need for closure in committing the fundamental attribution error

Webster’s (1993) finding that the need for closure (NFC) trait predicts the fundamental attribution error (FAE) is well-cited but has mixed support. After detailing failed replications and contradictory findings, this article reports an attempt to verify the positive NFC–FAE relation using the questioner–contestant paradigm. Rarely investigated but potentially vital to the field, this research also considered the two orthogonal subfactors of NFC, decisiveness and need for structure (Neuberg, Judice, & West, 1997). Results showed that need for structure predicted, overall NFC partially predicted, but decisiveness attenuated the FAE. Thus, Webster’s finding was both replicated and reversed by different aspects of NFC. Decisiveness adds to a short list of trait moderators of the FAE. Implications are discussed for how to measure NFC.     

认知需求对个体信息加工倾向性的影响

认知需求指"个体参与和享受思考的倾向"。作为一种认知动机,研究者认为其影响了个体信息加工的倾向性。对国外近30年来的相关研究进行回顾,结果显示认知需求主要在努力程度、自主性和结果及其应用范围这三方面影响了个体的信息加工。最后,展望了认知需求的研究趋势,并从认知需求的测量、无关变量的控制、影响的长期性和稳定性,以及情感因素负荷四方面探讨了现有相关研究的不足。     

从认知逻辑视角看西方伦理学的发展

本文希望从认知伦理学的视角出发探讨伦理学的发展,以及人类对道德问题认知的过程与人类一般认知的逻辑之间的一致性。人类认知的逻辑是由概念到判断再到推论的过程,伦理学史由德性伦理学到规范伦理学再到话语伦理学、元伦理学和新德性伦理学的过程,实际上就是人类在道德认知上从概念伦理学到判断伦理学再到推论伦理学最后回归到概念伦理学的过程。     

Explicit and implicit Need for Cognition and bottom-up/top-down attention allocation

Need for Cognition (NFC), the tendency to engage in and enjoy thinking, is usually directly measured via self-report. In order to validate an indirect NFC Implicit Association Test, we followed up on evidence suggesting NFC to be related to electrocortical indicators of bottom-up and top-down attention allocation in an oddball paradigm. In 99 participants, we did not find effects of directly and indirectly measured NFC on the processing of task-irrelevant stimuli, but found a main effect of explicit NFC on bottom-up target processing and an interactive effect of explicit and implicit NFC on top-down target processing. These findings further implicate NFC in the modulation of attention allocation and highlight the usefulness of direct and indirect measures in individual differences research.     

Understanding the relation between the need and ability to achieve closure: A single paper meta-analysis assessing subscale correlations

The need for closure and the ability to achieve closure are generally thought to be independent from one another. However, previous researchers have found inconsistent relations between these two variables, possibly due to measurement scale modifications that slightly shifted how the underlying constructs were assessed. The present research attempted to address some of these methodological issues with previous research by conducting a single-paper meta-analysis on the correlations between the ability to achieve closure scale and the full need for closure scale and each of its five subscales. Across six university student samples (N = 1983), the full need for closure scale and most of its subscales were significantly negatively correlated with the ability to achieve closure. This finding suggests that the ability to achieve closure affects the costs and benefits of closure and therefore, consistent with lay epistemic theory, the ability to achieve closure predicts individual differences in the need for closure.     

Detecting true and false opinions: The Devil's Advocate approach as a lie detection aid

We examined the efficacy of a new approach to detect truths and lies in expressing opinions: the Devil's Advocate approach. Interviewees are first asked an opinion eliciting question that asks participants to argue in favour of their personal view. This is followed by a Devil's Advocate question that asks participants to argue against their personal view. People normally think more about reasons that support rather than oppose their opinion. Therefore we expected truth tellers to provide more information and shorter latency times in their responses to the opinion eliciting question than to the Devil's Advocate question. Liars are expected to reveal the opposite pattern as the Devil's Advocate question is more compatible with their beliefs than is the opinion eliciting question. In Experiment 1, we interviewed seventeen truth tellers and liars via the Devil's Advocate approach and measured the difference in number of words and latency times to the two questions. Our hypotheses were supported. In Experiment 2, 25 observers were shown these interviews, and made qualitative judgements about the statements. Truth tellers' opinion eliciting answers were seen as more immediate and plausible and revealed more emotional involvement than their Devil's Advocate answers. No clear differences emerged in liars' answers to the two types of question. We conclude that the Devil's Advocate approach is a promising lie detection approach that deserves attention in future research.     

Religiosity, Religious Doubt, and the Need for Cognition: Their Interactive Relationship with Life Satisfaction

Previous research has found a consistent, negative relationship between holding religious doubts and mental well-being, and a small positive relationship between religiosity and mental well-being. To assess the interrelationship between religious doubt, religiosity, and need for cognition on life satisfaction, a survey was administered to an almost exclusively Christian sample of 192 Americans drawn from undergraduates and alumni of a small mid-western college, undergraduates from a small south-eastern college, and several churches from the metro-Detroit area. Zero-order correlations revealed relationships between religiosity and life satisfaction, as well as religious doubt and life satisfaction. Hierarchical multiple regression analyses revealed that the three-way interaction of religiosity, religious doubt, and the need for cognition was predictive of life satisfaction. Significant two-way interactions also emerged for both gender and religiosity, and gender and religious doubt as predictors of life satisfaction. Based upon these findings, counseling applications are discussed, and the importance of probing for interactions in research on religious influences on well-being is espoused. Portions of this research were presented at the 2004 Annual Convention of the American Psychological Association, Honolulu, HI.     

It takes one to know one: Relationship between lie detection and psychopathy

We investigated primary and secondary psychopathy and the ability to detect high-stakes, real-life emotional lies in an on-line experiment (N = 150). Using signal detection analysis, we found that lie detection ability was overall above chance level, there was a tendency towards responding liberally to the test stimuli, and women were more accurate than men. Further, sex moderated the relationship between psychopathy and lie detection ability; in men, primary psychopathy had a significant positive correlation with the ability to detect lies, whereas in women there was a significant negative correlation with deception detection. The results are discussed with reference to evolutionary theory and sex differences in processing socio-emotional information.     

Relationships Between Need for Cognition,Knowledge, and Verbal Ability

The authors investigated the relationships between need for cognition. knowledge, and verbal ability. Participants completed scales that measured their need for cognition, verbal ability, and knowledge about people and events that occurred during the Vietnam War era. Correlational analyses showed that the participants' need for cognition scores were modestly but positively correlated with verbal ability and knowledge and that verbal ability and knowledge were also positively correlated. The correlation between need for cognition and knowledge was small but significant when verbal ability was controlled. The conclusion drawn from these results is that need for cognition contributes to the acquisition of knowledge beyond the contribution of verbal ability.     

Individual differences in need for cognition and decision-making competence among leaders

When making decisions, people sometimes deviate from normative standards. While such deviations may appear to be alarmingly common, examining individual differences may reveal a more nuanced picture. Specifically, the personality factor of need for cognition (i.e., the extent to which people engage in and enjoy effortful cognitive activities; Cacioppo & Petty, 1982) may moderate decision makers’ susceptibility to bias, as could personality factors associated with being a leader. As part of a large-scale assessment of high-level leaders, participants completed a battery of decision-making competence and personality scales. Leaders who scored higher on need for cognition performed better on two of four components of a decision-making competence measure: framing and honoring sunk costs. In addition, the leader sample performed better than published controls. Thus, both individual differences in need for cognition and leadership experience moderate susceptibility to decision biases. Implications for broader theories of individual differences and bias are discussed.