The decoy effect as a covert influence tactic

The purpose of this research was to determine whether individuals could use the decoy effect to influence others' choices. In study 1, undergraduates (n = 50) and executive master's of business administration (EMBA) students (n = 24) read an employee selection scenario in which they were randomly assigned to prefer one of two candidates that were equal in overall attractiveness, but that had different strengths and weaknesses. They were then asked to choose one of three inferior candidates to add to the choice set that would make their preferred candidate more likely to be chosen by other decision makers. The “correct” inferior candidate was asymmetrically dominated—dominated by one of the two existing candidates, but not the other. Participants chose the “correct” decoy candidate at better than chance levels. In study 2, undergraduates and EMBA students (total n = 66) completed a set of four decision tasks, in which they were asked to choose from potential decoy alternatives that would highlight their preferred job candidate or the product they preferred to sell to a customer. Participants again chose the correct option at better than chance levels. When participants provided free‐response reasons for their choices, these responses indicated a fairly strong recognition of the influential nature of creating a dominating relationship. Implications for understanding this effect and how it may be used by hiring managers, sales personnel, and others who attempt to influence others people's decisions at work, are discussed. Copyright © 2010 John Wiley & Sons, Ltd.     

Maintaining social initiations of withdrawn handicapped and nonhandicapped preschoolers through a response-dependent fading tactic

The effects of a teacher-implemented intervention and fading package on the social initiations of three withdrawn preschool children were investigated. Subjects' social initiations and any peer responses were recorded sequentially during free play. Intervention involved teacher prompting and contingent praise of specific social initiations (sharing, assisting, verbally organizing play) by each subject toward an available peer. Results indicated that (a) teacher prompts and praise increased the frequency of subjects' target initiation, (b) target initiations typically received a positive peer response, (c) subjects' extended interactions with peers also increased, (d) abrupt, complete removal of teacher prompting resulted in similarly abrupt reductions in subjects' social initiations, whereas response-dependent fading maintained subjects' initiations and interactions above baseline levels. Follow-up data 2 1/2 months later showed that the social initiations and interactions of two of the children remained above baseline levels.This research was supported in part by Grant No. 007802088, U.S. Office of Special Education and Rehabilitation Services, and by Grant No. HD15051 from the National Institute of Child Health and Development. The authors wish to thank John Aiken, Gwen Beegle, Evelyn Parker, and Luis Olivera for their asistance in data collection, and Paula Goodroe, Kathy Green, and the children of the Experimental School for their cooperation in conducting this study.     

Lateral display as a combat tactic in richardson's ground squirrel Spermophilus richardsonii

During fighting, adult ground squirrels frequently face each other laterally, arch the back, and piloerect the tail. In a diurnal species, such distinctive visual cues seem consistent with the suggestion that the lateral display serves a communicatory function. However, a detailed analysis of videotaped sequences of free-living Richardson's ground squirrels from two consecutive mating seasons suggested that the lateral maneuver has a functional role in combat. Because most agonistic encounters involve chasing, the rump is the principal body area bitten. When stationary, however, the opponent's rump is bypassed, and bites are targeted at the shoulders. Defensively, a hip thrust is used to block such attacks to the shoulder by pushing the opponent's head away. Offensively, the lateral maneuver is used to push against the opponent, providing a vantage point from which to lunge at the opponent's shoulders. In addition, the defender can launch counterattacks at the side of the head. The lateral orientation provides the attacker with a means of evading such attacks, by swerving laterally away. In some encounters, both the offensive and defensive variations of the lateral maneuver were used by both opponents, often simultaneously. Therefore, irrespective of the signalling function of the lateral display, much of its occurrence during combat can be explained in terms of its role as a combat tactic. © 1996 Wiley-Liss, Inc.     

Transformational leadership and group interaction as climate antecedents: a social network analysis

In order to test the social mechanisms through which organizational climate emerges, this article introduces a model that combines transformational leadership and social interaction as antecedents of climate strength (i.e., the degree of within-unit agreement about climate perceptions). Despite their longstanding status as primary variables, both antecedents have received limited empirical research. The sample consisted of 45 platoons of infantry soldiers from 5 different brigades, using safety climate as the exemplar. Results indicate a partially mediated model between transformational leadership and climate strength, with density of group communication network as the mediating variable. In addition, the results showed independent effects for group centralization of the communication and friendship networks, which exerted incremental effects on climate strength over transformational leadership. Whereas centralization of the communication network was found to be negatively related to climate strength, centralization of the friendship network was positively related to it. Theoretical and practical implications are discussed.     

Virtual social environments as a tool for psychological assessment: dynamics of interaction with a virtual spouse

Computer games are advocated as a promising tool bridging the gap between the controllability of a lab experiment and the mundane realism of a field experiment. At the same time, many authors stress the importance of observing real behavior instead of asking participants about possible or intended behaviors. In this article, the authors introduce an online virtual social environment, which is inhabited by autonomous agents including the virtual spouse of the participant. Participants can freely explore the virtual world and interact with any other inhabitant, allowing the expression of spontaneous and unprompted behavior. The authors investigated the usefulness of this game for the assessment of interactions with a virtual spouse and their relations to intimacy and autonomy motivation as well as relationship satisfaction with the real-life partner. Both the intimacy motive and the satisfaction with the real-world relationship showed significant correlations with aggregated in-game behavior, which shows that some sort of transference between the real world and the virtual world took place. In addition, a process analysis of interaction quality revealed that relationship satisfaction and intimacy motive had different effects on the initial status and the time course of the interaction quality. Implications for psychological assessment using virtual social environments are discussed.     

Infanticide in rural male cats (Felis catus L.) as a reproductive mating tactic

Here we report six cases of infanticide in the domestic cat directly observed in populations located in the rural environment. This is the first time that infanticide in domestic cats has been witnessed directly and described. All infanticidal males were fully adult and sexually mature unknown males. All kittens killed were within their first week of life. The killing pattern was generally the same as that described in lions. All females reacted aggressively but could not prevent the infanticide. Three hypotheses are discussed : (1) infanticide is a remnant of cat male reproductive strategy selected in the original environment; (2) the conditions of the rural environment have created a selection pressure encouraging a polymorphism of infanticidal and noninfanticidal males to evolve; (3) infanticide is an abnormal behaviour caused by environmental conditions such as human disturbance. Aggr. Behav. 25:445–449, 1999. © 1999 Wiley‐Liss, Inc.     

On the role of social interaction in social cognition: a mechanistic alternative to enactivism

Researchers in the enactivist tradition have recently argued that social interaction can constitute social cognition, rather than simply serve as the context for social cognition. They contend that a focus on social interaction corrects the overemphasis on mechanisms inside the individual in the explanation of social cognition. I critically assess enactivism??s claims about the explanatory role of social interaction in social cognition. After sketching the enactivist approach to cognition in general and social cognition in particular, I identify problems with an enactivist taxonomy of roles for social interaction in the explanation of social cognition (contextual, enabling, and constitutive). In particular, I show that this enactivist taxonomy does not clearly distinguish between enabling conditions and constitutive elements, which would make them in danger of committing the coupling-constitution fallacy found in some attempts to extend cognition. I explore resources enactivism has to more clearly demarcate constitutive parts of a cognitive system, but identify problems in applying them to some of the main cases of social cognition enactivists characterize as being constituted by social interaction. I offer the mechanistic approach to explanation as an alternative that captures much of what enactivists want to say about the relations between social and individual levels, but views social interactions from the perspective of embedded cognition rather than as being constitutive of social cognition.     

Shame-related social anxiety: Replicating a link with various social interaction measures

Abstract

In the present study, 182 young adults (131 men, 51 men: M age=20.2) completed self-report measures of shame and social avoidance/distress, anxiety, desirability, and negative social evaluation. Results supported Lewis (1985) in that shame-proneness was related to social avoidance/distress, interaction anxiety, and fear of negative social evaluation (even when controlling for social desirability). Social distress/avoidance and interaction anxiety also were significant predictors of shame-proneness. Results suggeste that attention to social anxiety may be valuable in the treatment of shameprone individuals.     

Clinical depression and day-to-day social interaction in a community sample

Adult participants recruited from the community, one half of whom met criteria for clinical depression, described their day-to-day social interactions using a variant of the Rochester Interaction Record. Compared with the nondepressed participants, depressed participants found their interactions to be less enjoyable and less intimate, and they felt less influence over their interactions. Differences between the two groups in intimacy occurred only in interactions with close relations and not in interactions with nonintimates, and differences in influence were more pronounced for those who were cohabiting than for those who were not. There were no differences in how socially active depressed and nondepressed people were or in the amount of contact they had with different relational partners.     

Behavioral confirmation in social interaction: From social perception to social reality

A perceiver's actions, although based upon initially erroneous beliefs about a target individual may channel social interaction in ways that cause the behavior of the target to confirm the perceiver's beliefs. To chart this process of behavioral confirmation, we observed successive interactions between one target and two perceivers. In the first interaction, targets who interacted with perceivers who anticipated hostile partners displayed greater behavioral hostility than targets whose perceivers expected nonhostile partners. Only when targets regarded their actions as reflections of personal dispositions did these behavioral differences in hostility persevere into their subsequent interactions with naive perceivers who had no prior knowledge about them. Theoretical implications of the behavioral confirmation construct for social perception processes are discussed.     

Identity and influence in social interaction

Researchers studying argumentation often make the simplifying assumption that rational persuasion can be studied independently from the processes through which social identities are established and maintained. However, developments in the study of message design, particularly the groundbreaking work of Brown and Levinson (1978, 1987) on politeness, suggests that in practice the multiple functions of messages are intertwined in message structure and effects. In contrast to the view that identity issues distort rational processes in communication, both the communication of identity and the use of identity-based appeals in social influence are best seen as prototypical examples of rationality in message design.     

Attachment styles in everyday social interaction

For seven days, participants described the important interactions they had using a variant of the Rochester Interaction Record and reported their attachment style using Bartholomew's four‐category system. A series of multilevel random coefficient analyses found that across all interactions securely attached participants, compared to those who were insecurely attached, found their interactions to be more intimate and more positive emotionally. Secure participants also felt that others were more responsive to them and their needs. Secure–insecure differences were most pronounced when secure and dismissive avoidant participants were compared. Differences between secure and fearful types were minimal. In contrast, differences in reactions to interactions with close and not close friends were more pronounced for fearful types than for secures, dismissing, or preoccupied types. These results highlight the importance of distinguishing fearful and dismissive avoidance. Copyright © 2002 John Wiley & Sons, Ltd.     

The role of testosterone in social interaction

Although animal researchers established the role of testosterone as a 'social hormone' decades ago, the investigation of its causal influence on human social behaviors has only recently begun. Here, we review and discuss recent studies showing the causal effects of testosterone on social interactions in animals and humans, and outline the basic neurobiological mechanisms that might underlie these effects. Based on these recent findings, we argue that the role of testosterone in human social behavior might be best understood in terms of the search for, and maintenance of, social status.     

Ownership as a social status

The authors suggest that ownership may be one of the critical entry points into thinking about social constructions, a kind of laboratory for understanding status. They discuss the features of ownership that make it an interesting case to study developmentally. In particular, ownership is a consequential social fact that is alterable by an individual, even a child. Children experience changes in ownership in a way they do not experience changes in other social facts (such as word meanings or social norms). Ownership is also an individual rather than a general property; two objects can be identical, but differ in ownership.     

Violence as a social fact

This paper describes a class of social acts called “violent acts” and distinguishes them from damaging acts. The former are successfully performed if they are apprehended by the victim, while the latter, being not social, are successful only as long as the intended damage is realized. It is argued that violent acts, if successful, generate a social relation which include the aggressor, the victim and, if the concomitant damaging act is satisfied, the damage itself.