Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting

The purpose of this study was to examine the effects of a situational constraint —an externally set goal — and related cognitive variables — outcome expectancies, perceived self-competency, and goal commitment — on the performance and goal setting of 79 novice negotiators. Expectancy judgments affected goal commitment but not performance or goal choice. Subjects assigned difficult goals were more profitable and set harder new goals than subjects assigned easier goals. Machiavellianism had a powerful effect on performance and exerted more causal influence on self-set goals than actual performance or prior goals. Unexpectedly, role assignment proved to be an important determinant of performance. A decision science perspective was utilized to explain the results.     

Adaptive thinking: Can adaptive dispositional attributions protect against the harmful effects of maladaptive situational attributions?

ObjectivesThe study was designed to examine if dispositional team-referent attributions moderate relationships between situational team-referent attributions and collective efficacy.DesignIn this cross-sectional design investigation, team athletes completed measures of dispositional team-referent attributions, situational team-referent attributions, and collective efficacy. Team outcome (i.e., win-loss status) was recorded.MethodAthletes (N = 163) on sport teams (K = 17) completed a measure of dispositional team-referent attributions (i.e., attributional style). They also completed a measure of situational team-referent attributions in reference to their most recent team competition and a measure of collective efficacy in reference to their next upcoming team competition.ResultsFollowing team victory, simple slopes analysis revealed a moderating effect such that adaptive dispositional team-referent attributions appeared to protect against the effects of maladaptive situational team-referent attributions on collective efficacy. This trend was demonstrated across stability and globality attribution dimensions. Following team defeat, no significant interaction effects were observed.ConclusionsThe results suggest that developing adaptive dispositional attributions after success may protect athletes from experiencing deleterious effects of maladaptive situational attributions. Future research is needed to confirm these results and understand how these results can be applied to attributional retraining interventions in sport.     

The effects of empathy and outcome on attribution: An examination of the divergent-perspectives hypothesis

Based on the theoretical ideas of Jones and Nisbett (Jones et al. Attribution: Perceiving the cause of behavior. New York: General Learning Press, 1971), and the recent findings of Regan and Totten (Journal of Personality and Social Psychology, 32, 1975, 850–856), the present study assumed that from an attributional standpoint empathic observers and actors are functionally equivalent. On this basis it was predicted that empathic, relative to nonempathic, observers would make outcome attributions which have been typically found for actors themselves: They would attribute an actor's success to dispositional causes, but an actor's failure to situational causes. After instructions to empathize with the target, or to observe him, subjects watched a videotape of a target male attempting to make a good first impression on a female. Subjects later learned that the target had either succeeded or failed at making a good first impression, and were asked to make causal attributions for his outcome. As predicted, instructions to empathize led to dispositional attributions for success and situational attributions for failure, while standard observation instructions resulted in dispositional causal attributions regardless of outcome. The results were interpreted as supporting the contention that differential information processing may sufficiently account for the effects of outcome on causal attributions.     

Causal attribution and dispositional inference: Evidence of inconsistent judgments

Two experiments examined whether individuals who ascribe the disparity in the performances of two actors to situational constraints adequately adjust their dispositional inferences to reflect their own perceptions of causality. Using the quiz-game format of L. D. Ross, T. M. Amabile, and J. L. Steinmetz (1977, Journal of Personality and Social Psychology, 35, 485–494), the effects of the subjects' awareness of the role-determined, self-presentation advantage of the questioner on their dispositional inferences concerning the quiz-game participants are noted. It is hypothesized that subjects who indicated full awareness of the determining force of the situation would nevertheless draw more favorable dispositional inferences about the questioner than about the contestant. The prediction is confirmed. Although the situationally aware subjects rate the questioner and contestant more similarly than do the other subjects, they still rate the questioner higher in knowledge, memory, and education. The results of Experiment 2 indicate that increasing the salience of the subjects' assessment of the situational advantage of the questioner does not eliminate the disparity. It is proposed that the fudamental attribution error represents more a failure to adjust trait inferences for causal attributions than a misperception of causality. Implications concerning the relationship between knowledge of causality and social judgment and the utility of the distinction between “perceived causality” and “higher order causal inferences” are discussed.     

Causal attributions for behaviors consistent or inconsistent with an actor's personality traits: Differences between those offered by actors and observers

The present research was designed to investigate differences in the attributions offered from the actor's perspective and the observer's perspective. It was predicted that causal attributions for behaviors inconsistent with an actor's personality traits would be more situational when offered from the actor's perspective than when offered from the observer's perspective. In contrast, it was predicted that causal attributions for behaviors consistent with an actor's personality traits would be more dispositional when offered from the actor's perspective than when offered from the observer's perspective. Consistent with these hypotheses, extraverts explained introverted behaviors and introverts explained extraverted behaviors more situationally from the actor's perspective than from the observer's perspective. Furthermore, extraverts explained extraverted behaviors and introverts explained introverted behaviors more dispositionally from the actor's perspective than from the observer's perspective. These differences in the attributions offered by actors and observers were attenuated but not eliminated when attributors had access to useful situational information with which to apply the discounting principle.     

Dispositional attribution: multiple inferences about motive-related traits

This research views dispositional inference as a process whereby perceivers integrate multiple inferences about a target person's motives and traits. The findings suggest that although perceived motives may stimulate extra attributional processing (S. Fein, 1996), the content of the inferred motive is important as well. Perceivers learned about situational forces implying that a target person had free choice, no choice, or an ulterior motive for helpful behavior. Inferences about the target's helpfulness differed depending on whether the target's behavior was attributed to an obedience motive (no-choice condition) or to a selfish motive (ulterior-motive condition). In general, inferences about motives were more predictive of dispositional inferences than were global causal attributions (to situational vs. dispositional forces) or base rate assumptions.     

Causal Attribution and Perceived Realism of Stories

Just as people generate causal explanations for social events around them, story readers usually generate inferences about causality of events when reading a story. The attribution literature suggests that, when judging events that happen to others, people spontaneously generate dispositional explanations for negative events and situational explanations for positive events and the reverse when judging events that happen to themselves. Three experiments examined how these spontaneously generated inferences of causality interacted with causal explanations provided by the text of a story to influence perceived realism. The results indicate that the relationship between spontaneously generated causal attributions and information supplied by the story had little influence on realism judgments about story characters or about other people. When evaluating the story scenario for the self, however, results of all three experiments show that people find information consistent with their own spontaneous attributions more realistic. The results contribute to our understanding of the psychological processes that may drive realism evaluations of stories and possible contrasting mechanisms between attributions in story worlds and the social world.     

Stress coping and the adjustment process among university freshmen

The purpose of the present study was to investigate causal relationships between dispositional and situational coping and health status in university freshmen. Two hundred and twenty-nine university freshmen completed questionnaires at Time 1 (immediately after university matriculation) and at Time 2 (approximately three months later) in a short-term, prospective study. Structural equation modeling was used to analyze causal relationships between four coping strategies (i.e., emotion expression, emotional support seeking, cognitive reinterpretation, and problem solving) and four health status variables (i.e., somatic symptoms, anxiety and insomnia, social dysfunction, and depression). Increases in dispositional coping predicted increases in situational coping at certain time points. In addition, increases in dispositional emotion-focused coping, such as emotion expression and emotional support seeking, predicted poor health status. This relationship was mediated by situational coping variables. Finally, increases in dispositional problem-focused coping, such as cognitive reinterpretation and problem solving, predicted better health status. This relationship was direct or indirectly mediated by situational coping variables. Our data suggest that the use of coping skills such as cognitive reinterpretation and problem solving may promote better health and adaptation in university freshmen.     

Telling what they want to know: participants tailor causal attributions to researchers' interests

Based on a conversational analysis of experimental procedures and consistent with the principle of relevance, we predicted that participants' verbal responses will be influenced by their tacit inferences about the researcher's epistemic goals, derived from their knowledge of the researcher's academic affiliation. We tested this prediction in a core area of social‐personality and cultural psychology, causal attribution. University students provided causal attributions about mass murder cases, while the questionnaire identified the researcher either as a social scientist or a personality psychologist. The results indicated that attributions were overall more situational than dispositional, and as predicted, this main effect was qualified by an interaction between conversational cue and type of attribution. Thus, participants gave relatively more situational explanations when the letterhead of the questionnaire identified the researcher as a social scientist compared to when the researcher was identified as a personality psychologist. The reverse pattern emerged for dispositional attributions. Methodological and conceptual implications are discussed. Copyright © 1999 John Wiley & Sons, Ltd.     

Figural emphasis and person perception

Based on Jones and Nisbett's (1972) proposition that actor-observer differences in causal attributions derive from differences in attentional focus, it was hypothesized that observers' focus of attention would influence their causal attributions for an actor's behavior. More specifically, it was predicted that the behavior of an actor who was the focus of attention by virtue of some salient physical attribute would be attributed by observers more to dispositional causes and less to situational causes than would the behavior of a less physically salient actor. The manipulations of physical salience were based upon Gestalt laws of figural emphasis in object perception. They included brightness (Study I), motion (Study II), pattern complexity (Study III), and contextual novelty (Studies IV and V). The results revealed that the salinece of the actors' environments (i.e., the other people present) rather than the salience of the actor him/herself had the most consistent influence on causal attributions. When environmental salience was high, behavior was attributed relatively more situationally than when it was low. Prior research findings are considered in light of the proposition that causal attributions for an actor's behavior vary only with the salience of his/her environment, and additional implications of this phenomenon are suggested. Some ambiguities in the application of Gestalt principles to the perception of people are discussed.     

An Examination of the Actor-Observer Effect in Young Drivers' Attributions for Their Own and Their Friends' Risky Driving

The attributions of 70 young drivers for their own and their friends' risky driving were examined using open-ended questions to determine if there were self-other differences consistent with the actor-observer effect. Six response categories were created, 4 of which were rated as more dispositional than situational by a subsample of the participants and 2 of which were rated as more situational than dispositional. While the largely dispositional category "Showing off, acting cool" was used significantly more for friends than for self, and the largely situational "In a hurry, late" was used significantly more for self than for friends, there was only limited support for the actor-observer effect overall. The participants also rated their friends as taking more risks than themselves. The actor-observer differences are suggested to be influenced primarily by motivational factors and the context in which young people observe their friends' driving. New approaches to traffic safety interventions are suggested.     

Empathy and attribution: turning observers into actors.

A laboratory experiment was conducted to test Jones and Nisbett's information-processing explanation of the often-observed tendency for individuals (actors) to provide relatively more situational and less dispositional causal attributions for their behavior than those provided by observers of the same behavior. According to this explanation, aspects of the situation are phenomenologically more salient for actors, whereas characteristics of the actor and his behavior are more salient for observers. To test this explanation, the phenomenological perspective of observers are altered without making available any additional information. Subjects watched a videotape of a get-acquainted conversation after instructions either to observe a target conversant or to empathize with her. As predicted, taking the perspective of the target through empathy resulted in attributions that were relatively more situational and less dispositional than attributions provided by standard observers. The results support Jones and Nisbett's information-processing explanation of actor-observer attributional differences, and shed additional light on the process of empathy.     

Perceived Organisational Support as a Mediator of the Relationship of Perceived Situational Factors to Affective Organisational Commitment

This paper examines the role of perceived organisational support as a mediator of the relationship between perceived situational factors and affective organisational commitment. Perceived situational factors examined were: procedural justice, distributive justice, communication satisfaction with supervisor, and labor–management relationship climate. Analysis of data from a sample of 185 pharmaceutical sales representatives from India indicated that perceived organisational support fully mediates the relationship between each of these perceived situational variables and affective commitment to the organisation.     

Attributional inference across cultures: similar automatic attributions and different controlled corrections

Five studies examined the automatic and controlled components of attributional inference in U.S. and East Asian (EA) samples. Studies 1 through 3 used variations of the "anxious woman" paradigm, manipulating the inferential goal (dispositional or situational) and the normative impact of situational constraint information (discounting or augmenting). In each study, U.S. and EA participants under cognitive load produced strong automatic attributions to the focus of their inferential goal (dispositional or situational). Compared with the U.S. cognitive load participants, U.S. no load participants corrected their attributions according to the normative rules of inference. In contrast, EA no load participants corrected in the direction of situational causality, even when the specific content of the situational information provided should have promoted stronger dispositional inferences. Studies 4 and 5 examined and ruled out alternative accounts. Results are discussed in terms of a situational causality heuristic present in EA individuals.     

Intuitions about situational correction in self and others

People's attributional phenomenology is likely to be characterized by effortful situational correction. Drawing on this phenomenology and on people's desire to view themselves more favorably than others, the authors hypothesized that people expect others to engage in less situational correction than themselves and to make more extreme dispositional attributions for constrained actors' behavior. In 2 studies, people expected their peers to make more extreme dispositional inferences than they did themselves for a situationally constrained actor's behavior. People's expectation that they engage in more situational correction than their peers was diminished among Japanese participants, who have less desire to view themselves as superior to their peers (Study 3), and among participants who were led to view dispositional attributions more favorably than situational attributions (Study 4).     

Success and satisfaction as a function of environmental constraint and origin-pawn feelings1

This research investigated causal relationships among situational and dispositional determinants of origin-pawn (O-P) feelings and perceptions of task satisfaction and success. Seventy-seven college students performed a task under one of three conditions—freedom, moderate freedom, or high constraint. Analysis of data through multiple regression and path-analytic techniques indicated that O-P feelings are a function of both situation and disposition. While condition and O-P feelings have direct effects on both success and satisfaction, satisfaction is affected more by the situational element of freedom versus constraint than is success. The path analysis tended to support a previously conceptualized causal model of relationships among the variables.     

Measurement and interpretation of situational and dispositional attributions

Four problems with the measurement of situational and dispositional causality are reviewed. These are: the assumption that dispositional and situational causality are inversely linked; the diversity of the causes considered within the situational and dispositional categories; the difficulties of differentiating between causes internal and external to the actor; and the low convergent validity of various closed-ended attribution measures. A study reaffirms the lack of convergence among closed-ended measures and between closed and open-ended measures as well. In a second study, subjects' ratings of closed-ended attributions are taken as indicators that a freely chosen to not freely chosen dimension may better represent subjects' attributional thought than the internal/external dimension does. Open-ended data from the convergence study are recoded using this scheme and achieve significantly better convergence with closed-ended data. The implications of this redefinition for solving the various measurement problems are discussed.     

Perceptions of unresponsive others: Attributions,attraction, understandability,and memory of their utterances

Analyses of the rules governing conversation have frequently pointed to the existence of a rule dictating that responses to others' communications should be relevant. Unfortunately, there have been few systematic theoretical analyses of the consequences of violations of the response relevance rule. The present research was designed to extend our previous analyses of the consequences of responsiveness in dyadic interaction to examine in detail the effects of irrelevant response on processing and retention of response content, and attributions concerning the speaker. It was argued that irrelevant responses will be processed and retained more poorly, because the preceding utterance will provide a less adequate context for their interpretation. In addition, it was argued that unresponsiveness will generally be attributed to the lack of one or more of four factors previously suggested to facilitate responsiveness: attention to the other, understanding of the preceding communication, adequate response repertoire, or motivation to be responsive—along with situational (e.g., distraction) or dispositional (e.g., incompetence) reasons for their absence. These processes were examined in the context of a political debate, in which the relevance of candidates' answers to the questions was varied. As expected, response relevance was shown to facilitate processing (as indexed by ratings of clarity and organization) and retention (both recall and recognition memory) of response content. Further, the unresponsive speaker was perceived to have less clearly understood the questions asked, to possess less knowledge of the facts and understanding of the issues concerning the questions raised, and to be less motivated to discuss the issues raised (as opposed to facilitating his self-presentational goals). Moreover, those attributions were accompanied by attributions of dispositional incompetence. Finally, the unresponsive candidate was perceived as less attractive than the responsive candidate.     

Objective self-awareness,self-esteem and causal attributions for success and failure

A study using 174 males was conducted to examine the effects of objective self-awareness on causal attributions for success and failure. It was predicted that individual's level of self-esteem would mediate the effects of focus of attention on causal attributions. The results showed that attention to the self increased the dispositional attributions made by low self-esteem subjects in failure conditions, and of high self-esteem subjects in success conditions. The implications of the findings for the theory of objective self-awareness and causal attribution processes are discussed.