Motivation in Personal Construct Theory: A Conceptual Critique

Kelly's attempt to derive apparently motiwtional phenomena (hostility, guilt, etc.) solely from the confirmation or disconfirmation of personal constructs cannot adequately explain such phenomena. His account of hostility assumes that some beliefs are so resistant to change that the person seeks to compel confirmation of them; however, this resistance is incompatible with Kelly's own Choice Corollary. Anxiety is said to derive from the fact that disconfirmation would leave one's world in chaos, but “chaos” is shown to be an illogical concept. Humor, in turn, cannot be explained just by cognitive incongruity, since incongruity may as well lead to anxiety or hostility. Finally, guilt cannot be explained without reference to underlying fears of punishment and their rationalization in terms of supposedly objective moral concepts. Nevertheless, Kelly's Repertory Grid technique, supplemented by laddering, may be useful in indicating primary needs, moral convictions, and sources of anxiety.     

Construction of Smoking-Relevant Risk Perceptions Among College Students: The Influence of Need for Cognition and Message Content1

Changing smokers' health-risk perceptions has been difficult. This study tested whether need for cognition (NC)—a factor within Petty & Cacioppo's (1986) elaboration likelihood model that reflects the preference for effortful cognitive information processing—moderated responses to a smoking risk message intervention. College smokers (n=227) evaluated a fact-based or emotion-based smoking risk pamphlet or a control pamphlet. Among occasional but not daily smokers, NC interacted as hypothesized with type of message to moderate risk perceptions. Among participants with higher NC, the fact-based message produced the greatest increase in risk perception; whereas among participants with lower NC, the emotion-based message produced the greatest change. Findings demonstrate that individual differences in cognitive processing can influence the potency of health-risk messages.     

Influence of Hostile Media Perception on Willingness to Engage in Discursive Activities: An Examination of Mediating Role of Media Indignation

This study examines the mediating role of media indignation, a set of negative emotional reactions to media coverage perceived to have partisan bias, between hostile media perception (HMP) and its consequences in behavioral willingness, more specifically, willingness to engage in discursive activities. It is examined together with a cognitive pathway through individuals' inference on opinion climate. Data from a web-based survey of university students (N = 696) on three controversial issues were analyzed. Findings showed that the degree of perceived partisan bias in mainstream media coverage on an issue was positively related to the intensity of media indignation and levels of incongruity between one's own opinion and perceived majority opinion. Media indignation in turn had a significant and positive effect on willingness to engage in discursive activities across all three issues, mediating the effect of HMP on behavioral willingness, whereas self-majority opinion incongruity did not. Theoretical implications of the findings are discussed.     

Classroom context,teacher expectations,and cognitive level: Predicting children's math ability judgments

Classroom practices that make ability differences salient communicate differential teacher expectations for students. This study reports on a new observational tool for measuring Classroom Ability-based Practices (CAP) and explores how young children's self-perceptions of ability in mathematics are related to their teachers' expectations for them and to their cognitive reasoning skills in classrooms that vary in usage of such ability-differentiated practices. The sample consisted of 193 children and their teachers in 15 first grade classrooms. The CAP was a reliable measure of ability-based differential teacher treatment and showed criterion validity as a moderator variable in predicting children's ability perceptions. In highly ability-differentiating classrooms, children's self-ratings were more congruent with teachers' expectations of students' mathematics ability. Also in highly ability-differentiating classrooms, higher cognitive levels predicted lower self-ability ratings in math. These findings extend our understanding of the social and cognitive factors that shape young children's self-judgments of math competence.     

Behavioral Complexity Is in the Eye of the Beholder Effects of Cognitive Complexity and Message Complexity on Impressions of the Source of Comforting Messages

Recent theorizing suggests that exposure to sophisticated or behaviorally complex messages (i.e., messages that reflect a concern with multiple goals) may enhance the cognitiue development of message recipients. Reasoning that persons attempt to accommodate their cognitive structuring of an environment to the level of complexity in that environment, it was hypothesized that persons exposed to behaviorally complex messages would form more differentiated impressions of the message source than would persons exposed to less complex messages. It was also hypothesized that persons with complex systems of interpersonal constructs would form more differentiated impressions of the message source. Further, because persons with complex systems of interpersonal constructs should better appreciate the richness of behaviorally complex messages, it was hypothesized that message complexity would exert the strongest effect on impression differentiation for those with high levels of cognitive complexity. Participants in the study (410 college students) read a conversation containing comforting messages representing one of three levels of behavioral complexity; they subsequently wrote impressions of the source of these messages and these impressions were scored for the number of attributes they contained. Interpersonal cognitive complexity was assessed with Crockett's (1965) Role Category Questionnaire. Consistent with hypotheses, main effects for behavioral complexity and cognitive complexity were observed on impression differentiation; in addition, the anticipated interaction between message complexity and cognitive complexity was observed.     

Impact of mood,framing, and need for cognition on decision makers' recall and confidence

This study examined the impact of mood, information framing, and need for cognition on participants' amount of recall and level of confidence in a simulated business‐decision‐making setting. No main effect was obtained for either positive or negative mood. However, in support of the congruity–incongruity hypothesis, participants who received mood‐congruent framing information (positive mood/positive framing and negative mood/negative framing) showed significantly better recall and were significantly less overconfident than those who received mood‐incongruent framing information (positive mood/negative framing and negative mood/positive framing). Yet, congruity–incongruity effects were moderated by decision makers' need for cognition and were obtained only among participants' with a lower cognitive processing requirement. Copyright © 2004 John Wiley & Sons, Ltd.     

Reactance and the dynamics of disagreement: multiple paths from threatened freedom to resistance to persuasion

Many experiments show that threats to attitudinal freedom create reactance, but the underlying dynamics of reactance‐based disagreement have not received much attention. The present experiments identified two paths from threats to disagreement. In one path, threats to attitudinal freedom directly motivate disagreement; in the other, negative cognitive responses mediate the threat's effect on disagreement. Two experiments demonstrated the causes and consequences of each path from threat to persuasion. When a communicator threatened freedom at the beginning of the message, unfavorable cognitive responses (counterarguing, negative perceptions of the source's credibility) fully mediated the effect of threat on disagreement. When the threat appeared at the end of the message however, threat had a direct, unmediated effect on disagreement (Experiment 1). The two paths had different consequences for sleeper effects: disagreement rooted in negative cognitive responses persisted, whereas disagreement directly motivated by the threat declined when the threat was removed (Experiment 2). Implications for reactance and for threat‐based sleeper effects are discussed. Copyright © 2006 John Wiley & Sons, Ltd.     

Compréhension et appréciation de l’humour : approche cognitivo-émotionnelle

According to Suls (1972), humor relies on the simultaneous perception of a situation from the perspective of two self-consistent but normally incompatible frames of reference, namely incongruity. The subsequent resolution of the incongruity triggers positive emotional states such as mirth. The aim of the present question review is to highlight that Suls’ theory, though crucial, is insufficient, because it does not sufficiently allow to identify the various assessment processes and the range of emotion that may arise. The present question review is based on four parts. The first part presents the Incongruity-Resolution's model and the supporting research. The second presents four sets of results, which cannot be interpreted in the narrow framework of Suls’ theory. The third part presents empirical research on emotion, highlighting the importance of surprise, as well as positive and negative emotions triggered by humor process. Finally, in the fourth part, we propose a cognitivo-emotional model established on the main results described in this article in order to both complete Suls’ theory and to promote the study of the relationship between the cognitive and emotional aspects of humor.     

When Social Accounts Backfire: The Exacerbating Effects of a Polite Message or an Apology on Reactions to an Unfair Outcome1

We examined the effects of ex ante polite or apologetic messages on an individual's responses to a low (unfair) outcome offered in an ultimatum (take‐it‐or‐leave‐it) situation. Results show that these 2 messages (a) increased, rather than decreased, participants' perceptions of unfairness; and (b) decreased, rather than increased, their acceptance of the outcome. Moreover, participants engaged in more punishing behaviors when the outcome was accompanied by either of the messages than when no account was provided. Further analysis revealed that perceived manipulative intent mediated participants' reactions to the polite message and to the apology. These results indicate that if a message seems insincere and manipulative, it can exacerbate an individual's negative reactions to an unfair outcome accompanying the message.     

Flattery will get you somewhere,sometimes? The effect of flattery and hotel segments on a hotel guests' green behavior

Considering the importance of the hotel guests' behavioral support for the hotels' green corporate social responsibility (CSR), this research examined the persuasive power of flattery in promoting guests' green behaviors. Study 1 revealed that a flattery message significantly increased the hotel guests' towel reuse intentions during their stay and this effect was mediated by their perceptions of the hotel's CSR motives. Study 2 further showed that a feeling of guilt served as another key mediator in the relationship between a flattery message and the guests' responses (i.e., perceived CSR motives, hotel image, attitudes toward a hotel, towel reuse intentions), which was moderated by hotel segment (economy vs. mid-priced vs. luxury). This research provides meaningful insights into the understanding of the consumers' pro-environmental decisions in the service consumption context and explains the underlying cognitive process. Moreover, this research offers an empirical message strategy by hotel segments to effectively promote the hotel guests' green behavior and achieve successful marketing outcomes.     

Korean children's understanding of social media advergames: An exploratory study of ad recognition and skeptical attitudes toward advertising

This study explored Korean children's understanding of social media advergames. In particular, we investigated the effects of ad recognition and skeptical attitudes toward advertising on children's susceptibility to commercial influences. The results of a survey of 556 children, ranging in age from 7 to 11, showed that half of the children could correctly identify the social media advergame as a type of advertising, whereas the other half could not. Comparisons revealed that older students were better at recognizing commercial influences. In terms of children's intention to visit sites featured in advergames, students who were in a lower grade, female, or had high Internet usage were more likely to want to visit the store advertised. After controlling for demographics and media usage, children's ad recognition and skeptical attitudes, as well as the interaction term, were all statistically significant. The results underscore the importance of combining both cognitive and attitudinal advertising literacy.     

Does serving the community also serve the company? Using organizational identification and social exchange theories to understand employee responses to a volunteerism programme

Little is known about how employees might respond to their company's socially responsible business practices. Hypotheses derived from organizational identification and social exchange theories were tested to explain why employees (N=162) may respond positively to their company's volunteerism programme, a programme through which employees could spend time volunteering during their paid work hours. Support was found for mediated effects suggesting that employees' attitude towards the volunteerism programme ultimately predicted outcomes (e.g., intentions to stay) through its effect on organizational identification. Results also showed that exchange ideology moderated the effects of volunteer‐programme attitudes on supervisor‐reported organizational citizenship behaviour measured 6 months later, suggesting that some employees reciprocate the benefits they receive from a volunteerism programme. The implications of these findings are discussed for theory and research, and for leveraging volunteerism programmes and other socially responsible business practices to benefit companies and their employees.     

幽默加工中不一致探测与解决的脑机制分离

本fMRI研究使用“文字背景—漫画图片”实验范式,设计了三种实验条件（可笑、不可笑和无关）,试图对幽默加工中不一致探测与解决的脑机制进行分离。可笑与不可笑条件对比的结果与前人研究一致,证明了新实验范式的有效性。其次,无关与不可笑条件比较,右侧脑岛激活,说明脑岛可能与不一致探测有关。综合分析发现,脑岛与杏仁核可能共同参与了不一致探测加工。此外,结果还第一次区分了幽默加工中不一致解决与一般问题解决的脑区。     

Local News Media Cultivation of Host Receptivity in Plainstown

This message‐system and cultivation analysis investigated the influence of local news on the host receptivity of native‐born “Plainstown” residents toward immigrants. The message‐system analysis revealed that regional television and newspaper immigration coverage was more pessimistic, while local newspaper immigration coverage was more optimistic. A cultivation analysis confirmed that attention to pessimistic coverage interacted with conversations about immigration to reduce host receptivity. This research contributes to the study of cross‐cultural adaptation by constructing and validating a measure of Y. Y. Kim's (2001) concept of host receptivity. By demonstrating that second‐order cultivation is the product of on‐line cognitive processes, this research provided additional validation of Shrum's (2004) online model of second‐order cultivation. Findings suggest that optimistic immigration news frames may facilitate host receptivity.     

On differentiating syntactic and semantic features in emerging grammars: Evidence from empty form usage

Recent emphasis on underlying semantic relations in the child's acquisition of grammar has left ignored those cases where syntactic operations can be observed relatively independent of semantic relations. Such operations may reveal optional processes in the child's transition from single-word utterances to grammatical usage that may be related to specific linguistic rather than general cognitive abilities.     

Greenpeace campaign case study — StopEsso

As some corporations begin to enjoy power and influence on a scale comparable with or even more extensive than governments, it is consumers rather than voters who are starting to hold the key to political and social change. Companies which fail to take consumer opinion into account face real threats to their brand image, and ultimately to their bottom line. This case study explores the Greenpeace‐led StopEsso campaign, detailing the campaign history, strategy and tactics, and assessing its impact so far. It shows how negative consumer perceptions of ExxonMobil (Esso), based around the issue of the company's approach to climate change, are damaging the company's interests and that the changing interactions of other key stakeholders with the company could also threaten Exxon's competitiveness. It concludes that as corporate power increases, so must corporate responsibility, for consumers are increasingly unwilling to accept dishonest or unfair behaviour, and increasingly willing to withdraw their financial support for companies which fail to respond to their expectations. Copyright © 2004 Henry Stewart Publications Ltd.     

How do investors make predictions? Insights from analogical reasoning research

Previous work on investor decision making has focused almost exclusively on information specific to the company being judged. Consequently, every decision is viewed as a novel event, disconnected from the investor's existing knowledge. In this study, the analogical reasoning literature provides the theoretical support for arguing that investors frequently utilize existing knowledge as a basis for generating predictions about a company's future. The specific proposal is that investors transfer their existing knowledge via two different forms of analogical reasoning. The first, relational reasoning, is based primarily on structural correspondence between a novel company and an existing schema. The second, literal similarity reasoning, is based primarily on surface correspondence of a novel company and a previously encountered company. Our theoretical framework is tested in a study in which experienced investors predict the outcome of a novel company's strategy after reading about the experiences of other companies who implemented a similar strategy. The results are consistent with the occurrence of both relational and literal similarity reasoning, with relational reasoning emerging as the dominant approach to generating investors' predictions. Copyright © 2000 John Wiley & Sons, Ltd.     

Incongruity versus tension relief

Three experiments employing weight-judgment tasks with the method of constant stimuli were conducted to test between incongruity and tension relief hypotheses of humor. In the first two experiments, the difficulty of the initial judgments and the heaviness of the final comparison weight were varied in order to manipulate tension and incongruity, respectively. Incongruity but not tension manipulations affected both facial expressions and ratings of humor. A third experiment varied the subjects' expectations about the heaviness of the final comparison weight, which was assumed to affect incongruity but not tension. The expectancy manipulations affected facial expressions and ratings of humor. The results of all three experiments supported the incongruity hypothesis but not the relief hypothesis of humor.     

LIMITING THE SCOPE OF THE SPACIAL MODEL OF COMMUNICATION EFFECTS1

An experiment tested the hypothesis that cognitive change resulting from information inputs can be represented as linear motion of concepts in multidimensional space. The theoretical background is reviewed and the mathematical derivation of the hypothesis is given. A set of 15 nations was scaled using Woelfel's Galileo system of multidimensional scaling. Experimental messages were introduced and the posttest interconcept distances compared with those predicted by theory. The crucial partial correlations were low, a failure to confirm the hypothesis. Secondary analyses suggested that the failure may have resulted from inadequate control of message content and failure to ensure that the concepts scaled compose a cognitive domain. The theory made better predictions for a subset of the concepts that might be a domain.     

The Effect of Corporate Social Responsibility (CSR) Activities on Companies With Bad Reputations

Based on theories of attribution and suspicion, three experiments highlight the mediating role of perceived sincerity of motives in determining the effectiveness of CSR activities. CSR activities improve a company's image when consumers attribute sincere motives, are ineffective when sincerity of motives is ambiguous, and hurt the company's image when motives are perceived as insincere. Variables affecting perceived sincerity include the benefit salience of the cause, the source through which consumers learn about CSR, and the ratio of CSR contributions and CSR‐related advertising. High benefit salience of the cause hurts the company, in particular when consumers learn about it from a company source. This backfire effect can be overcome by spending more on CSR activities than on advertising that features CSR.