Mortality Salience Decreases Social Exploration When People Experience Metacognitive Ease Generating Examples of Cultural Value Adherence

In the present research, we integrated terror management theory with work on metacognitive fluency to examine how mortality concerns affect social exploration motives. We hypothesized that mortality salience would decrease desire to explore novel social interactions only when the feeling of being valued by culturally relevant others was secure. Participants (N = 328) reflected on death or physical pain, then generated 3 (metacognitive-ease) or 12 (metacognitive-difficulty) examples of past behaviors that their peers valued (vs. neutral behaviors). Metacognitive fluency was expected to enhance feelings that existing social bonds were secure. Finally, we assessed participants’ desire to explore novel social interactions. Death thoughts decreased participants’ desire to explore novel social interactions when they experienced “ease” generating examples of culturally valued behavior.     

Can you eat it? A link between categorization difficulty and food likability

In the present study we examined whether categorization difficulty regarding a food is related to its likability. For this purpose, we produced stimulus images by morphing photographs of a tomato and a strawberry. Subjects categorized these images as either a tomato or a strawberry and in separate sessions evaluated the food's eatability or the subject's willingness to eat (Experiments 1 and 2) and the likeliness of existence of each food (Experiment 2). The lowest score for ca- tegorization confidence coincided with the lowest scores for eatability, willingness to eat, and likeliness of existence. In Experiment 3, we found that food neophobia, a trait of ingestion avoidance of novel foods, modulated food likability but not categorization confidence. These findings suggest that a high categorization difficulty generally co-occurs with a decrease in food likability and that food neophobia modulates likability. This avoidance of difficult-to-categorize foods seems ecologically valid because before eating we have little information regarding whether a food is potentially harmful.     

Characteristics of the work environment related to older employees' willingness to continue working: intrinsic motivation as a mediator

The relationships between older employees' willingness to continue working and characteristics of the work environment for older workers were investigated, as well as a possible mediation by intrinsic motivation. 103 employees ages 50 to 65 years, from various sectors of the Dutch labor market, completed questionnaires that measured willingness to continue working, intrinsic motivation, organizational stimulation, work variety, work challenge, and job autonomy. Hierarchical regression analyses showed organizational stimulation, as well as the various job characteristics, were positively related to employees' willingness to continue working. Moreover, intrinsic motivation fully mediated the relationship of work variety with willingness to continue working and partially mediated the relationships of organizational stimulation, work challenge, and job autonomy with willingness to continue working. It was concluded that organizations can encourage older workers to work until age 65 and beyond by shifting their focus from extrinsic to intrinsic rewards.     

Family well-being is valued more than personal well-being: A four-country study

Well-being is recognized as a fundamental human goal and a universal human aspiration. However, some cross-country studies suggest that the desirability of the most often studied concept of well-being—personal life satisfaction—varies across countries, and we know little about the desirability of other types of well-being. Extending this novel area of research, we argue that focusing on the family (as compared to the individual) as the subject of well-being may be another important distinction in how well-being is conceptualized and valued. With data collected in four countries that tend to occupy different positions in rankings of personal life satisfaction (i.e., Canada, Colombia, Japan, and Poland), we document that, irrespective of cultural context, family well-being is valued over personal well-being. These findings suggest that policy makers and scientists may need to pay more attention to family well-being than they currently do.

     

Entrepreneurial Risk Taking Is Related to Mental Imagery: A Fresh Look at the Old Issue of Entrepreneurship and Risk

This paper contributes to the debate concerning determinants of willingness to take entrepreneurial risks and proposes a new approach to this issue. Our theoretical model predicts that entrepreneurs differ from non-entrepreneurs in their willingness to accept business risks because the former produce more vivid and more positive mental images of the consequences of risk taking than the latter. We investigated the psychological processes behind willingness to take business and non-business risks in groups of entrepreneurs and non-entrepreneurs. First, we measured basic risk attitudes. Next, participants were presented with risky scenarios and asked to: (1) produce mental images; (2) evaluate their positivity and vividness; and (3) assess fearfulness evoked by the scenarios as well as risk level and willingness to take risk. Entrepreneurs did not differ from non-entrepreneurs in either their basic risk attitudes or willingness to take non-business risks. However, entrepreneurs declared a greater readiness to take business risks and produced more positive and vivid mental images of business risks. We found that an indirect effect of vividness of mental imagery on declared business risk taking only occurred for entrepreneurs. On a theoretical level, our results show that mental imagery might determine entrepreneurs’ willingness to take business risk.     

Minority Dissent in Organizations: Factors Influencing Willingness to Dissent1

Minority dissent disrupts stability but also stimulates individual creativity, the quality of group decision making, and organizational adaptiveness. It is argued that we know little about antecedents of minority dissent in organizations. To fill this void, managers (N= 108) were asked about their willingness to take up a minority position within their team or work unit. Results showed that willingness to dissent was predicted by the manager's extraversion, as well as by group factors, including possibility for communication, goal clarity, and past neglect of disagreements. Implications for theory and practice are discussed.     

A Social Values Analysis of Self–Other Differences in Decision Making Involving Risk

Three experiments tested our social values analysis of self–other differences in decision making under risk. In Experiment 1, we showed that people make riskier decisions for others in domains where risk taking is valued but not in those where risk is not valued. Experiment 2 documented that it is considered more inappropriate to make a risk-averse decision for another person than for oneself in situations where risk is valued. Experiment 3 showed that self–other differences in decision making occur even when there are no self–other differences in prediction and for decisions made for a typical student as well as for a friend. We use these results to argue that decision making for others is based predominantly on the perceived value placed on risk, leading to a norm for how to decide for others in situations where such a social value exists.     

Intergroup threat,knowledge of the outgroup,and willingness to purchase ingroup and outgroup products: The mediating role of intergroup emotions

Established theories have acknowledged that intergroup threat is one of the key determinants of intergroup attitudes and behaviours, but how intergroup threat can affect consumer behaviour remains unclear. Here, four preregistered studies (total N = 988) examined the effect of intergroup threat (manipulated in terms of realistic and symbolic threats) on consumers’ willingness to purchase ingroup and outgroup products. In the context of China–West relations, we measured Chinese consumers’ willingness to purchase Chinese (ingroup) and Western (outgroup) products. These studies together revealed that realistic and symbolic threats (versus control) increased willingness to purchase ingroup products and decreased willingness to purchase outgroup products, regardless of the product category. Studies 3a and 3b also measured knowledge of the outgroup as a potential moderator, revealing that realistic threat (versus control) reduced willingness to purchase outgroup products only among individuals who had less knowledge of the outgroup. Furthermore, Study 3b showed that the intergroup threat manipulation indirectly influenced consumers’ willingness to purchase ingroup/outgroup products through increased anger and decreased hope. We discussed the contributions to the intergroup relations and consumer behaviour literature and the implications for transnational marketing practices, as well as the limitations of this research.     

Negotiating inclusion: Revealing the dynamic interplay between individual and group inclusion goals

We aim to improve our understanding of how perceptions of social inclusion come about, unfold over time, and relate to individual and group outcomes. To do so, we draw on the MARGINI model, which offers a novel theoretical account of inclusion by delineating that inclusion is the result of a dynamic interplay between the individual's motivation to be included in the group (individual inclusion goal) and the group's willingness to include the individual (group inclusion goal). In a longitudinal field study (3 waves) following project teams (n = 304, divided into 46 teams) working on an eight-week consultancy project, we found that individual and group inclusion goals (a) mutually influenced each other over time and (b) in conjunction determined group members' individual outcomes as well as overall group performance. Together, this research sheds new light on the dynamics and effects of inclusion on individuals and groups.     

群体认同对极端群体行为的影响：中介及调节效应的检验

采用问卷调查法,以上海三所高校的467名大学生为被试,检验群体认同对极端群体行为（为群体牺牲意愿）的影响及其内在心理机制。结果表明：（1）群体认同对为群体牺牲意愿有显著的预测作用;（2）积极情感和否认态度完全中介群体认同对为群体牺牲意愿的影响,且积极情感在群体认同和否认态度之间担当部分中介角色;（3）抗伤害信念在积极情感和为群体牺牲意愿之间起调节作用。     

Neural mechanisms of social influence

The present investigation explores the neural mechanisms underlying the impact of social influence on preferences. We socially tagged symbols as valued or not – by exposing participants to the preferences of their peers – and assessed subsequent brain activity during an incidental processing task in which participants viewed popular, unpopular, and novel symbols. The medial prefrontal cortex (mPFC) differentiated between symbols that were and were not socially tagged – a possible index of normative influence – while aspects of the striatum (the caudate) differentiated between popular and unpopular symbols – a possible index of informational influence. These results suggest that integrating activity in these two brain regions may differentiate objects that have become valued as a result of social influence from those valued for non-social reasons.     

Secondary school pupils’ views of their school peer counselling for bullying service

Pupils (n=99) from two secondary schools in the UK were interviewed to investigate their views and experiences of the peer counselling for bullying service set up in their school. They were asked about various things concerning (1) the characteristics of the service and service providers that they valued and (2) their reasons for not using the service. Overall, a majority of participants reported a willingness to use this type of service and they identified numerous characteristics that they valued, including peer counsellors with good listening skills who were trustworthy and maintained confidentiality. A noteworthy proportion of participants also wanted the service to provide advice on solving bullying‐related problems. Some barriers to using the service were also identified, including fear of being stigmatised. Responses offered by girls and boys, and by users and non‐users of the service, were compared and several significant differences emerged. The results are discussed in terms of the implications for adults who run this type of service and the peer counsellors who deliver it.     

The influence of perceived warmth and competence on realistic threat and willingness for intergroup contact

Unwillingness for contact with outgroup members is a form of prejudice. In two studies, we tested the proposition that perceived competence has an indirect effect on willingness for intergroup contact through its effect on realistic threat, and that perceived warmth moderates this relationship. In Study 1, Hong Kong students (N = 144) rated the perceived warmth and competence of an outgroup, Mainland Chinese students, as well as the extent to which they perceived the group as presenting a realistic threat, and willingness for contact with them. In Study 2 (N = 205), we attempted to manipulate the warmth (high vs. low) and competence (high vs. low) of an unfamiliar outgroup, and tested the effects on realistic threat and willingness for intergroup contact. In both studies, we found an interaction effect between warmth and competence in the prediction of realistic threat. When the outgroup was perceived as warm, competence was found to have a negative association with realistic threat (Study 1), whereas when the outgroup was perceived as lacking warmth, competence was found to have a positive association with realistic threat (Study 2). In both studies, perceived warmth moderated the indirect effect of perceived competence on willingness for intergroup contact. Implications for the role of warmth and competence stereotypes in threat perception and prejudice are discussed.     

寻求者的注视方向对建议者建议提出的影响

基于信号理论, 研究采用3个依次递进的实验, 分别以大学生群体和在职员工为被试, 探讨了建议寻求者的注视方向对建议者建议提出意愿的影响。结果发现：(1)当建议寻求者的注视方向为正视时, 能够促进建议者提出建议的意愿, 建议者感知到的角色期待在其中起到了中介作用。(2)当建议者的拒绝敏感性高时, 寻求者的注视方向对建议提出意愿有显著影响; 当建议者的拒绝敏感性低时, 这种影响减弱或消失; 此外, 拒绝敏感性也调节了角色期待感知的中介效应。     

The Name Game: How Naming Products Increases Psychological Ownership and Subsequent Consumer Evaluations

Naming products is quite prevalent in American culture; however, we are not aware of any consumer research that explores the effects of this phenomenon. Across three studies, we demonstrate that when consumers name products, their evaluations of those products increase (e.g., attitudes, purchase intentions, and willingness to accept). We find that name fit and creativity as well as subsequent psychological ownership drive this effect. We also demonstrate that the naming effect is quite robust—replicating across multiple products, presentation formats, and populations as well as persisting over time. These results contribute to consumer research by opening up a new substantive line of inquiry into the effects of naming products.     

Relevance of education and intelligence for the political development of nations: Democracy, rule of law and political liberty

Political theory has described a positive linkage between education, cognitive ability and democracy. This assumption is confirmed by positive correlations between education, cognitive ability, and positively valued political conditions (N = 183 − 130). Longitudinal studies at the country level (N = 94 − 16) allow the analysis of causal relationships. It is shown that in the second half of the 20th century, education and intelligence had a strong positive impact on democracy, rule of law and political liberty independent from wealth (GDP) and chosen country sample. One possible mediator of these relationships is the attainment of higher stages of moral judgment fostered by cognitive ability, which is necessary for the function of democratic rules in society. The other mediators for citizens as well as for leaders could be the increased competence and willingness to process and seek information necessary for political decisions due to greater cognitive ability. There are also weaker and less stable reverse effects of the rule of law and political freedom on cognitive ability.     

De‐escalation after repeated negative feedback: emergent expectations of failure

Research on willingness to make marginal investments (e.g., the escalation and sunk cost literatures) has often focused on project completion decisions, such as the “radar‐blank plane.” This paper discusses a fundamentally different type of marginal investment decision, that of couples deciding whether to continue infertility treatment in the face of repeated failures. Two experiments based on this context show that when people face multiple independent chances to achieve a valued goal but are unsure about chances of success, premature quitting or “de‐escalation” is the norm. Repeated negative feedback appears to induce individuals to see each successive failure as more and more diagnostic. As a result, even a short series of failed attempts evokes beliefs that future attempts will also fail. These emergent expectations of failure, generated by causal attribution processes, associative learning, and/or discounting of ambiguous information, appear very compelling and induce people to forgo profitable marginal investments. Copyright © 2004 John Wiley & Sons, Ltd.     

Your love lifts me higher! The energizing quality of secure relationships

Three studies tested and confirmed the hypothesis that secure attachment relationships lead to feelings of security and energy, as well as willingness to explore. In Study 1, priming a secure attachment relationship increased felt security and energy. In Studies 2 and 3, felt energy mediated the effect of (primed) secure attachment relationships on willingness to explore. In Study 3, the effect of (primed) secure attachment relationships on felt energy and willingness to explore was independent of general positive affect. Secure attachments energize partners, thus enabling exploration.     

Examining the Role of Implicit Emotional Judgments in Social Anxiety and Experiential Avoidance

This study sought to examine the relationship of implicit emotional judgments with experiential avoidance (EA) and social anxiety. A sample of 61 college students completed the Emotional Judgment – Implicit Relational Assessment Procedure (EJ-IRAP) as well as a public speaking challenge. Implicit judgments were related to greater self-reported EA, anxiety sensitivity, emotional judgments and social anxiety as well as lower performance ratings and willingness in the public speaking challenge. Effects differed by trial type with “Anxiety is bad” biases related to greater EA/anxiety, while “calm is bad” biases related to lower EA/anxiety (“Good” biases were generally unrelated to outcomes). Implicit emotional judgments moderated the relationship of heart rate during the speech with speech time and willingness, such that increases in heart rate were only related to lower speech time and willingness among those high in implicit judgments. Implicit judgments predicted social anxiety above and beyond self-report EA measures. Implicit emotional judgments appear to have a functional role in EA and anxiety that warrants further research.