Self-generated persuasion: effects of the target and direction of arguments

Previous research has revealed that self-persuasion can occur either through role-playing (i.e., when arguments are generated to convince another person) or, more directly, through trying to convince oneself (i.e., when arguments are generated with oneself as the target). Combining these 2 traditions in the domain of attitude change, the present research investigated the impact on self-persuasion of the specific target of one's own persuasive attempt (i.e., others vs. oneself). We found that the efficacy of self-persuasion depended on whether people believed that they would have to put more or less effort in convincing the self or others. Specifically, we found opposite effects for self-generated arguments depending on whether the topic of persuasion was proattitudinal or counterattitudinal. Across 4 studies, it was shown that when the topic of the message was counterattitudinal, people were more effective in convincing themselves when the intended target of the arguments was themselves versus another person. However, the opposite was the case when the topic was proattitudinal. These effects were shown to stem from the differential effort perceived as necessary and actually exerted in trying to produce persuasion under these conditions.     

Does “g” exist?

Is the nature of intelligence best understood as a single thing (“g”), or as a set of orthogonal variables? It is argued that a set of orthogonal variables is most likely to explain intelligence. Higher-order constructs like metacomponents, Executive Functioning and “g” are suggested to inevitably result from complex systems having interrelated parts. While such constructs may provide indices of the efficiency of such systems, they do not explain how the systems function. Further, neither parsimony, the pervasiveness of such constructs, nor biological reductionism provide adequate justification for invoking higher-order constructs as explanations of intellectual functioning.     

ROLE ENACTMENT AS A SOCIALLY RELEVANT EXPLANATION OF SELF-PERSUASION

This paper reports four tests of Berger's role enactment model of persuasion. The model is addressed to generalizing counter attitudinal communication to social situations when persons find themselves encoding belief-discrepant messages. This encoding takes the form of role enactments which lead to attitude change. Crucial to predicting from the model are variables identifying the communicator's self-perceived role enactment competence (SPREC), post performance evaluation (PPE), information, and role involvement. Studies 1 and 2 found no support for predictions concerning the predictive utility of information but did point to the importance of SPREC and PPE in assessing post enactment attitude. Study 3 tested a re-conceptualization of Berger's model and confirmed a multivariate relationship among SPREC, PPE, message intensity, and attitude change. In Study 4 ego involvement was conceptually linked to role involvement, and results confirmed the SPREC, PPE, involvement, message intensity, and attitude change relationship.     

The Mediated Moderation Model of Interactivity

This paper argues for enhanced consideration of third variables in interactivity research and proposes a “mediated moderation” model to bring increased sophistication to bear on the study of information technology effects. Interactivity, a central phenomenon in new media research, is an elusive concept that has enduringly intrigued and confused scholars. Extant conceptualizations have produced incomplete causal models and have generally ignored the effect of third variables. We conceptualize interactivity as technological attributes of mediated environments that enable reciprocal communication or information exchange, which afford interaction between communication technology and users, or between users through technology. Specifying roles for mediator and moderator variables, this paper proposes a model that incorporates interactive attributes, user perceptions (mediators such as perceived interactivity), individual differences (moderators such as Internet self-efficacy), and media effects measures to systematically examine the definition, process, and consequences of interactivity on users. Lastly, statistical procedures for testing mediated moderation are described.     

中外两种推理理论的实验比较研究

通过两个实验对中国学者提出的“推理题与推理者的推理知识双重结构模型”和Evans提出的“双重加工理论”进行了实验比较研究。实验一通过两种评定方法对相应性质命题进行评定后所得实验结果表明Evans等(1983)有关“信念效应”研究中的“结论可信性”变量可以视为与胡竹菁等(1996)实验中的“内容正确性”变量是同一性质的变量; 实验二根据“形式正确性”和“内容正确性”两个自变量设计的推理实验结果与Evans等(1983)的研究结果基本一致; 但增加“内容熟悉性”这一自变量设计的推理实验结果表明“推理题与推理者的推理知识双重结构模型”比Evans提出的“双重加工理论”能更好地解释推理者对性质三段论的推理结果。     

如何解决团队创新悖论?基于成员认知风格“组型”与“构型”视角的探究

如何提升团队创新绩效?这是近年来管理实践界与学术界共同关注的热门话题。鉴于创新是一项兼具“探索”与“利用”双元特征的活动, 懂得如何平衡二者之间的悖论关系就成为提升团队创新绩效的关键。基于成员认知风格的微观视角, 从“组型”与“构型”两方面探索了解决这一悖论关系的方法。具体而言：(1)成员认知风格组型与团队领导行为之间的互补效应有助于解决团队创新悖论; (2)在合理的“成员认知风格-工作角色要求”构型基础上, 营造良好的团队协作氛围, 有助于解决团队创新悖论。进一步地, 还基于阴阳哲学思想研究了解决团队创新悖论的内在机制。为论证相关理论命题, 将开展三个研究模块, 采用定量与定性相结合的研究方法对提出的研究模型进行检验。相关发现不仅有助于丰富从微观视角研究团队创新前因、悖论管理方法的理论成果, 还将为企业的创新管理实践提供建议。     

Teaching mands for information using speech generating devices: A replication and extension

Approximately 30% of individuals diagnosed with autism spectrum disorder (ASD) fail to develop vocal communication and, therefore, use some form of augmentative or alternative communication system. The current study replicates and extends previous research on teaching “Who?” and “Which?” mands for information to 3 young children diagnosed with ASD using a speech generating device. Procedures were evaluated using a multiple baseline across participants design. All participants learned to mand for information and, subsequently, used the information to access preferred items.     

Modeling Common Traits and Method Effects in Multitrait-Multimethod Analysis

Method effects often occur when constructs are measured by different methods. In traditional multitrait-multimethod (MTMM) models method effects are regarded as residuals, which implies a mean method effect of zero and no correlation between trait and method effects. Furthermore, in some recent MTMM models, traits are modeled to be specific to a certain method. However, often we are not interested in a method-specific trait but in a trait that is common to all methods. Here we present the Method Effect model with common trait factors, which allows modeling “common” trait factors and method factors that represent method “effects” rather than residuals. The common trait factors are defined as the mean of the true-score variables of all variables measuring the same trait and the method factors are defined as differences between true-score variables and means of true-score variables. Because the model allows estimating mean method effects, correlations between method factors, and correlations between trait and method factors, new research questions may be investigated. The application of the model is demonstrated by 2 examples studying the effect of negative, as compared with positive, item wording for the measurement of mood states.     

Theory and Effects in Consumer Psychology

Drawing on Calder, Brendl, Tybout, and Sternthal’s (2021) discussion of constructs and variables, I suggest that the verification approach’s focus on variables fosters a plethora of disconnected “effects” and a dearth of integrative theorizing in consumer behavior research. I discuss how publication practices and incentive structures are likely to contribute to these phenomena.     

Are all experiences of fit created equal? Two paths to persuasion

Regulatory fit influences the effectiveness of persuasion through two paths: 1) a “feeling right” as “feeling good about the target” effect where feeling right is a positive feeling that transfers positivity directly to the target, similar to “feelings as information” or fluency effects, and 2) a “feeling right” as “feeling confident about the evaluation” effect where feeling right is feeling confident about one's evaluative judgments of the target that increases reliance on those evaluations. We propose that the involvement with an attitude-related issue in a persuasion message is one key factor that determines when each effect will occur. Five studies demonstrate that under high involvement, fit increased reliance on evaluative reactions to the target, making a target of a positive advocacy message evaluated as more positive and a target of a negative advocacy message evaluated as more negative; and under low involvement, fit increased the positivity of feelings toward the target regardless of the valence of the message advocacy, making the evaluation of the target more positive for either a positive or negative advocacy message.     

DISCRIMINANT FUNCTION IN A PROFILE PATTERN OF KEY-COMMUNICATORS IN AN INDIAN VILLAGE

On sélectionne deux groupes distincts (les “ communicateurs ”-clefs et les non “ communicateurs ”) dans une communauté villageoise de L'Inde sur la base des interactions personnelles qui déterminent la diffusion à L'intérieur du village de trois nouvelles techniques agricoles. Les deux types de personnes diffèrent (.01) relativement à 8 variables : statut socio-économique, relation avec L'origine du changement, comportement vis-à-vis de L'innovation, popularité, personnification du fermier idéal, aptitude à la communication, taille de L'exploitation, autorité en matière d'opinion, mais ne présentent pas de différences relativement à quatre autres (amour du changement, conservatisme, fatalisme, cosmopolitisme). Une analyse de type D² portant sur six de ces variables prises ensemble donne un F significatif; sur la base de ces résultats, on peut établir un profil caractéristique des “ communicateur ”-clefs.     

Opacity and the double life of singular propositions

In this paper I analyze David Kaplan?s essay “Opacity”. In “Opacity” Kaplan attempts to dismiss Quine?s concerns about quantification across intensional (modal and intentional) operators. I argue that Kaplan succeeds in showing that quantification across intensional operators is logically coherent and that quantified modal logic is strictly speaking not committed to essentialism. However, I also argue that this is not in and of itself sufficient to support Kaplan?s more ambitious attempt to move beyond purely logical results and provide unified, uncontroversial interpretations of both “believes” and “necessarily”. In the paper I raise several questions about the subject matter of logic and the role of semantics, with special focus on singular propositions.     

Afterword: Elaborating Health and Medicine’s Publics

This essay argues that medical and health humanists interested in the rhetorical work of publics can extend their research by attending to embodiment and infrastructure. In addition to discussing how such strategies are illustrated in the essays appearing in this special issue, I relate them to the rhetorical study of personal health records (PHRs) as described in consumer-directed arguments. I conclude by posing two questions to health and medical humanists: “How do discursive constructions of publics and more specific instantiations of embodied experiences mutually shape each other?” and “What do the infrastructures of health and medical users look like and involve in their enactment?”     

Discussion of “I’mprovisation–Therapists’ Subjective Experience during Improvisational Moments in the Clinical Encounter”

The first part of this article discusses Romanelli, Tishby, and Moran’s qualitative research on the impact of training clinicians’ “skill-sets” derived from improvisational theater. Categories of experience were discerned from the data, along with findings of the impressive positive effects from the training on the clinicians’ ability to better respond to unpredictable “improvisational moments” in psychotherapy. The second part elaborates on how the authors' research represents a welcome addition to a larger conversation about how drama theory “puts” “flesh and blood” on the “bones” of Relational Metapsychology, which entails theories of process and change, rooted in an information theory based epistemology in contrast to Freud’s archaic and deeply flawed Metapsychology ensconced in a psychic energy theory epistemology. Finally, the authors’ lends to advocacy for clinical training in drama and improvisation being added to clinically based curriculums.     

Teaching the Aesthetics of Music Today

What sense does it make to teach the aesthetics of music today? The discussion begins with the illusion of identifying music and language, by regarding language as communication. We use words and propositions in thinking about music, but music is “something other” than words. An analysis of Cook’s conception of a musicographic network leads to thinking about the non-verbal existence of musical works and musical experience.     

条件推理:“演绎”与“概率”两种实验研究范式之比较

本研究通过推理心理学研究中的“演绎”和“概率”两种实验范式设计对同一个班级的大学生参与者(实验一中N=57,实验二中N=43)进行先后两次有关条件推理的实验研究后,得出如下主要结果:(1)推理者在对不同的“纯形式条件命题本身的认可度”以及对由它们各自建构的同类型推理题的推理结果之间的作答反应模式之间的差异都很小且具有较高的一致性;(2)对由不同的“含具体内容的假言命题”本身的认可度之间以及由它们建构的同类型条件推理题的推理结果之间具有较大的差异性;(3)推理者对“演绎”和“概率”两种不同实验范式分别建构的内容近似的推进题进行推理时具有大致相同的作答反应趋势。由此可以推论推理者在“概率推理实验范式”中的作答或推理结果可以被视为只是对“演绎推理实验范式”的相应推理题给出“概率解”的心理加工过程。     

Fitting identity in the reasoned action framework: A meta-analysis and model comparison

Several competing models have been put forth regarding the role of identity in the reasoned action framework. The standard model proposes that identity is a background variable. Under a typical augmented model, identity is treated as an additional direct predictor of intention and behavior. Alternatively, it has been proposed that identity measures are inadvertent indicators of an underlying intention factor (e.g., a manifest-intention model). In order to test these competing hypotheses, we used data from 73 independent studies (total N = 23,917) to conduct a series of meta-analytic structural equation models. We also tested for moderation effects based on whether there was a match between identity constructs and the target behaviors examined (e.g., if the study examined a “smoker identity” and “smoking behavior,” there would be a match; if the study examined a “health conscious identity” and “smoking behavior,” there would not be a match). Average effects among primary reasoned action variables were all substantial, rs = .37–.69. Results gave evidence for the manifest-intention model over the other explanations, and a moderation effect by identity-behavior matching.     

A comparison of information processing and dynamical systems perspectives on problem solving

Abstract

This article compares the information processing and dynamical systems perspectives on problem solving. Key theoretical constructs of the information-processing perspective include “searching” a “problem space” by using “heuristics” that produce “incremental” changes such as reaching a “subgoal” to solve a puzzle. Key theoretical constructs of the dynamical-systems perspective include “positive attractors”, “negative attractors”, and “latent attractors” that can cause large “nonincremental” changes in the possibility of a solution through the “emergence” of new ideas and beliefs that can resolve a conflict. The proposed alignment maps dynamical-system constructs to information-processing constructs: state space to problem space, negative attractor to impasse, positive attractor to productive subgoal, latent attractor to implicit cognition, and nonincremental change to insight. The purpose of the mapping is to explore similarities and differences between these constructs. Research from cognitive and social psychology illustrates how using constructs from both perspectives is helpful. The concluding section on Future Directions recommends an agenda based on three objectives: (1) create ontologies to organise current knowledge, (2) conduct research to obtain new knowledge, and (3) provide education to inform students about this knowledge.     

Dissonance motivation: Its nature,persistence, and reinstatement

This paper examines whether arousal is a necessary component of the motivation to reduce dissonance. Alternative responses to attitude-behavior inconsistency include attitude change, explaining the behavior by a consonant cognition (i.e., low choice), and attributing the dissonance-induced state to an alternative source, such as the purported side effects of an ingested “drug.” For conditions in which there are few consonant cognitions (i.e., high choice), a comparison of different “drug” conditions in which attitude change does or does not occur was expected to clarify which components of the dissonance-induced state mediate attitude change. Attitude change occurred in high choice conditions where the “drug” was described as pleasant, but not in high choice conditions where the “drug” was described as unpleasant or in a low choice condition. In addition, when the “drug” was descibed as arousing there was, if anything, more attitude change than when the “drug” was described as nonarousing. These results suggest that unpleasantness and not arousal per se is the motivating factor in dissonance reduction. The effects of the passage of time and reinstating the counterattitudinal behavior on the alternative responses to attitude-behavior inconsistency were also examined. Subjects returned 2 weeks later, stated their attitudes, recalled their original counterattitudinal essay, and again stated their attitudes. Although there was a general decrease in attitude change during this period, the pattern of attitude change remained basically the same. Attitude change following reinstatement increased from its original level only in those conditions where it had been initially attenuated through misattribution or a consonant cognition.     

Emerging Adults’ Perceptions of Acceptable Behaviors Prior to Forming a Committed, Dating Relationship

Recent available research demonstrates the pervasive use of communication technologies among emerging adults. The utilization of such digital media has redefined the process of contemporary coupling. The determination of appropriate behaviors in pre-romantic relationships differs on the basis of a variety of intrapersonal variables. This study examines the intrapersonal constructs of gender and religious involvement in the determination of acceptable pre-romantic relationship behaviors. Researchers collected data from 1,003 participants (aged 18–25) through an online survey about communication technology and “acceptable” dating behaviors. Data were analyzed using chi-square testing in and between independent variable groups to determine significance. Significant differences in gender and religious involvement were discovered. Application of findings is presented, and future directions for research are set forth.