Approaching Success or Avoiding Failure? Approach and Avoidance Motives in the Work Domain

In our set of studies, we extended research on approach and avoidance motivations by investigating (i) motives in a work setting, (ii) interactions among approach and avoidance motives, and (iii) motives at implicit levels. Results of Studies 1 through 3 provided support for the construct validity of our work motives measure by demonstrating that approach and avoidance work motives are markers of more general approach and avoidance temperaments, they are distinct from other individual difference variables commonly studied by organisational psychologists (e.g. conscientiousness, regulatory focus and cognitive ability) and they are stable over time. In Studies 4 through 7, we confirmed our predictions that approach and avoidance motives predict employees' goal orientations, job appraisals and attitudes (e.g. job satisfaction and perceived support) and supervisor‐rated job behaviours (e.g. task performance and citizenship behaviour). Importantly, we provide the first empirical evidence that approach and avoidance motives interact to predict task performance and that the motives operate at implicit levels. Copyright © 2012 European Association of Personality Psychology     

What emotional reactions can tell us about the nature of others: An appraisal perspective on person perception

The present research aimed to assess how people use knowledge about the emotional reactions of others to make inferences about their character. Specifically, we postulate that people can reconstruct or “reverse engineer” the appraisals underlying an emotional reaction and use this appraisal information to draw person perception inferences. As predicted, a person who reacted with anger to blame was perceived as more aggressive, and self-confident, but also as less warm and gentle than a person who reacted with sadness (Study 1). A person who reacted with a smile (Study 1) or remained neutral (Study 2) was perceived as self-confident but also as unemotional. These perceptions were mediated by perceived appraisals.     

Mind-reading in strategic interaction: The impact of perceived similarity on projection and stereotyping

In social dilemmas, negotiations, and other forms of strategic interaction, mind-reading—intuiting another party’s preferences and intentions—has an important impact on an actor’s own behavior. In this paper, we present a model of how perceivers shift between social projection (using one’s own mental states to intuit a counterpart’s mental states) and stereotyping (using general assumptions about a group to intuit a counterpart’s mental states). Study 1 extends prior work on perceptual dilemmas in arms races, examining Americans’ perceptions of Chinese attitudes toward military escalation. Study 2 adapts a prisoner’s dilemma, pairing participants with outgroup targets. Study 3 employs an ultimatum game, asking male and female participants to make judgments about opposite sex partners. Study 4 manipulates perceived similarity as well as counterpart stereotype in a principal–agent context. Across the studies, we find evidence for our central prediction: higher levels of perceived similarity are associated with increased projection and reduced stereotyping.     

Motivated social categorization: fundamental motives enhance people's sensitivity to basic social categories

This article presents an evolutionary framework for identifying the characteristics people use to categorize members of their social world. Findings suggest that fundamental social motives lead people to implicitly categorize social targets based on whether those targets display goal-relevant phenotypic traits. A mate-search prime caused participants to categorize opposite-sex targets (but not same-sex targets) based on their level of physical attractiveness (Experiment 1). A mate-guarding prime interacted with relationship investment, causing participants to categorize same-sex targets (but not opposite-sex targets) based on their physical attractiveness (Experiment 2). A self-protection prime interacted with chronic beliefs about danger, increasing participants' tendency to categorize targets based on their racial group membership (Black or White; Experiment 3). This work demonstrates that people categorize others based on whether they display goal-relevant characteristics reflecting high levels of perceived desirability or threat. Social categorization is guided by fundamental evolved motives designed to enhance adaptive social outcomes.     

Synchrony and the social tuning of compassion

Although evidence has suggested that synchronized movement can foster cooperation, the ability of synchrony to increase costly altruism and to operate as a function of emotional mechanisms remains unexplored. We predicted that synchrony, due to an ability to elicit low-level appraisals of similarity, would enhance a basic compassionate response toward victims of moral transgressions and thereby increase subsequent costly helping behavior on their behalf. Using a manipulation of rhythmic synchrony, we show that synchronous others are not only perceived to be more similar to oneself but also evoke more compassion and altruistic behavior than asynchronous others experiencing the same plight. These findings both support the view that a primary function of synchrony is to mark others as similar to the self and provide the first empirical demonstration that synchrony-induced affiliation modulates emotional responding and altruism.     

Integrating Content and Structure Aspects of the Self: Traits,Values, and Self‐Improvement

Research on the structure of the self has mostly developed separately from research on its content. Taking an integrative approach, we studied two structural aspects of the self associated with self‐improvement—self‐discrepancies and perceived mutability—by focusing on two content areas, traits and values. In Studies 1A–C, 337 students (61% female) reported self‐discrepancies in values and traits, with the finding that self‐discrepancies in values are smaller than in traits. In Study 2 (80 students, 41% female), we experimentally induced either high or low mutability and measured perceived mutability of traits and values. We found that values are perceived as less mutable than traits. In Study 3, 99 high school students (60% female) reported their values, traits, and the extent to which they wish to change them. We found that values predict the wish to change traits, whereas traits do not predict the wish to change values. In Study 4, 172 students (47.7% female) were assigned to one of four experimental conditions in which they received feedback denoting either uniqueness or similarity to others, on either their values or their traits. The results indicated that feedback that one's values (but not traits) are unique affected self‐esteem. Integrating between theories of content and structure of the self can contribute to the development of both.     

Advice as a form of social influence: Informational motives and the consequences for accuracy

In this article, we ask how well people fulfill informational motives by using the judgments of others. We build on advice‐taking research from the judgment and decision making literature, which has developed a distinct paradigm to test how accurately people incorporate information from others. We use a literature review to show that people have mixed success in fulfilling informational motives—they increase their accuracy through the use of advice, but not as much as they could. We develop insights about how people perceive advisors and try to pursue advice—and where their perceptions may lead them astray. We conclude by proposing that future work further investigate the reasons people fail to use advice by building on the current advice taking paradigm used in judgment and decision making, but with a richer understanding of advice taking as a dynamic process that often entails complex decisions and normative motives.     

Haptic form perception: relative salience of local and global features.

When we examine objects haptically, do we weight their local and global features as we do visually, or do we place relatively greater emphasis on local shape? In Experiment 1, subjects made either haptic or visual comparisons of pairs of geometric objects (from a set of 16) differing in local and global shape. Relative to other objects, those with comparable global shape but different local features were judged less similar by touch than by vision. Separate groups of subjects explored the same objects while wearing either thick gloves (to discourage contour-following) or splinted gloves (to prevent enclosure). Ratings of similarity were comparable in these two conditions, suggesting that neither exploratory procedure was necessary, by itself, for the extraction of either local or global shape. In Experiment 2, haptic exploration time was restricted to 1, 4, 8, or 16 sec. Limiting exploration time affected relative similarity in objects differing in their local but not their global shape. Together, the findings indicate that the hepatic system initially weights local features more heavily than global ones, that this differential weighting decreases over time, and that neither contour-following nor enclosure is exclusively associated with the differential emphasis on local versus global features.     

Integrating behavioral-motive and experiential-requirement perspectives on psychological needs: a two process model

Psychological need theories offer much explanatory potential for behavioral scientists, but there is considerable disagreement and confusion about what needs are and how they work. A 2-process model of psychological needs is outlined, viewing needs as evolved functional systems that provide both (a) innate psychosocial motives that tend to impel adaptive behavior and (b) innate experiential requirements that when met reinforce adaptive behavior and promote mental health. The literature is reviewed to find support for 8 hypotheses derived from this model: that certain basic psychosocial motives are present at birth; that successful enactment of these motives supports the functioning and wellness of all humans; that individual differences in these motives develop in childhood; that these strong motive dispositions tend to produce the satisfying experiences they seek; that motive dispositions do not moderate the effect of motive-corresponding need satisfaction on well-being but do moderate the effect of assigned goal-type on rated self-concordance for those goals; that need dissatisfaction and need satisfaction correspond to the separable behavioral-motive and experiential-reward aspects of needs; and that motives and needs can become decoupled when chronic dissatisfaction of particular requirements warps or depresses the corresponding motives, such that the adaptive process fails in its function. Implications for self-determination theory and motive disposition theory are considered.     

自我建构对口碑两极分化产品偏好的影响及作用机制

口碑两极分化的产品, 指那些被许多消费者评价好的同时又被其他许多消费者评价不好的产品。随着个性化消费时代的到来, 满足个性化需求的产品遭受褒贬不一的口碑越来越普遍。当面临口碑两极分化的产品, 消费者如何认知? 哪些因素会影响消费者对口碑两极分化产品的偏好? 其中间机制与边界条件是什么? 回答这些问题对企业有效开展营销具有重要意义。口碑两极分化会提高消费者的购物风险感知, 引发“冲突”联想, 同时还可能使得消费者对目标产品产生感知独特性。这些特征契合了自我建构理论中独立型自我建构与依存型自我建构个体在独特性需求、冲突解决风格与调节定向方面的行为差异, 因而自我建构是影响口碑两极分化产品偏好的重要前因变量, 且独特性需求、冲突解决风格与调节定向是三条中介路径。购物风险水平、购物任务情境、消费场合公开性以及产品类型是以上中介效应的边界条件。     

Haptic form perception: Relative salience of local and global features

John B. Pierce Laboratory and Yale University, New Haven, Connecticut When we examine objects haptically, do we weight their local and global features as we do visually, or do we place relatively greater emphasis on local shape? In Experiment 1, subjects made either haptic or visual comparisons of pairs of geometric objects (from a set of 16) differing in local and global shape. Relative to other objects, those with comparable global shape but different local features were judged less similar by touch than by vision. Separate groups of subjects explored the same objects while wearing either thick gloves (to discourage contour-following) or splinted gloves (to prevent enclosure). Ratings of similarity were comparable in these two conditions, suggesting that neither exploratory procedure was necessary, by itself, for the extraction of either local or global shape. In Experiment 2, haptic exploration time was restricted to 1, 4, 8, or 16 sec. Limiting exploration time affected relative similarity in objects differing in their local but not their global shape. Together, the findings indicate that the haptic system initially weights local features more heavily than global ones, that this differential weighting decreases over time, and that neither contour-following nor enclosure is exclusively associated with the differential emphasis on local versus global features.     

Preference for Human (vs. Robotic) Labor is Stronger in Symbolic Consumption Contexts

Advances in robotics, automation, and artificial intelligence increasingly enable firms to replace human labor with technology, thereby fundamentally transforming how goods and services are produced. From both managerial and societal points of view, it is therefore important to understand demand‐side incentives for firms to employ human labor. We begin to address this question by examining for which products and services consumers are more likely to favor human (vs. robotic) labor. In six studies, we demonstrate that consumers prefer human (vs. robotic) labor more for products with higher (vs. lower) symbolic value (e.g., when expressing something about one's beliefs and personality is of greater importance). We theorize that this is because consumers have stronger uniqueness motives in more (vs. less) symbolic consumption contexts (and associate human labor more strongly with product uniqueness). In line with this account, we demonstrate that individual differences in need for uniqueness moderate the interaction between production mode and symbolic motives and that a measure of uniqueness motives mediates the effect of consumption context on preferences for human (vs. robotic) production.     

Seeing close others as we see ourselves: One’s own self-complexity is reflected in perceptions of meaningful others

Although past research has established a correspondence between the content of knowledge about the self and close others, the current work evaluated the prediction that the self-concept also influences the structure of these perceptions. Specifically, we expected greater correspondence in the complexity of mental representations between the self and others included in the self. In Study 1, we found that self-complexity was related to the perceived complexity of a close other and that this outcome did not reflect a general tendency to perceive the world in a systematically complex or simple fashion (i.e., cognitive complexity). In Study 2, we found that the correspondence between self-complexity and complexity of representations of others increased for individuals more included in the self. Finally in Study 3, we observed that experimentally manipulating inclusion of other in the self resulted in perceived structural similarity between representations of the self and others. Implications of self-concept representation for social relationships are discussed.     

Experienced and Expected Similarity to Same-Gender Peers: Moving Toward a Comprehensive Model of Gender Segregation

Gender segregation is often explained by children being interested in interacting with other children who behave similarly to themselves. Children??s beliefs about girls and boys (i.e., their gender cognitions) may also play a role in gender segregation, but this idea has received little attention. In this study, we proposed a model of gender segregation that included similarity on gender-typed behavioral qualities (e.g., rough and tumble play) and gender cognitions concerning perceived similarity to same-gender others, and we assessed whether this more comprehensive heuristic model predicted observed peer interactions in young U.S. children (n?=?74; M age = 51 m; middle-class families). A multi-method design was employed including observations of behavior and child reports of gender cognitions. Support was found for the linkages proposed in this comprehensive model for boys; partial support was found for girls. Specifically, the inclusion of gender cognitions was supported for both genders: gender cognitions about perceived similarity related to interactional partner choices for both girls and boys, and accounted for variance in observed partner choices even after behavioral similarity was included in the model. The traditional link concerning behavioral similarity on rough-and-tumble play predicted boys?? but not girls?? interactions. The findings extend knowledge about the role of social cognitions in social behavior, and are consistent with ideas proposed by gender schema theory and other constructivist theories.     

Seeing big things: overestimation of heights is greater for real objects than for objects in pictures

In six experiments we demonstrate that the vertical-horizontal illusion that is evoked when viewing photographs and line drawings is relatively small, whereas the magnitude of this illusion when large objects are viewed is at least twice as great. Furthermore, we show that the illusion is due more to vertical overestimation than horizontal underestimation. The lack of a difference in vertical overestimation between pictures and line drawings suggests that vertical overestimation in pictures depends solely on the perceived physical size of the projection on the picture surface, rather than on what is apparent about an object's represented size. The vertical-horizontal illusion is influenced by perceived physical size. It is greater when viewing large objects than small pictures of these same objects, even when visual angles are equated.     

Developmental changes in children's understanding of the similarity between photographs and their referents

In a series of three experiments, we investigated the development of children's understanding of the similarities between photographs and their referents. Based on prior work on the development of analogical understanding (e.g. Gentner & Rattermann, 1991), we suggest that the appreciation of this relation involves multiple levels. Photographs are similar to their referents both in terms of the constituent objects and in terms of the relations among these objects. We predicted that children would appreciate object similarity (whether photographs depict the same objects as in the referent scene) before they would appreciate relational similarity (whether photographs depict the objects in the same spatial positions as in the referent scene). To test this hypothesis, we presented 3-, 4-, 5-, 6-, and 7-year-old children and adults with several candidate photographs of an arrangement of objects. Participants were asked to choose which of the photographs was 'the same' as the arrangement. We manipulated the types of information the photographs preserved about the referent objects. One set of photographs did not preserve the object properties of the scene. Another set of photographs preserved the object properties of the scene, but not the relational similarity, such that the original objects were depicted but occupied different spatial positions in the arrangement. As predicted, younger children based their choices of the photographs largely on object similarity, whereas older children and adults also took relational similarity into account. Results are discussed in terms of the development of children's appreciation of different levels of similarity.     

Perceptions of morality and competence in (non)interdependent games

Individuals’ actions and their stated beliefs affect how others perceive them. In a prisoner’s dilemma, a defector who expects others to cooperate is perceived as less moral than a defector who expects others to defect; a cooperator who expects others to defect is perceived as less competent than a cooperator who expects others to cooperate (Experiment 1). This pattern suggests that in a context of interdependence, a stated expectation that the behavior of others will resemble one’s own may protect one’s social reputation. When outcomes are not interdependent, expectations do not moderate the effects of behavior on reputation (Experiment 2). In such a context, inductive reasoning is sufficient to explain social projection. Both types of results are replicated in a modified N-person social dilemma (Experiment 3), further validating the inductive-reasoning hypothesis.     

Holding a mirror up to the self: egocentric similarity beliefs underlie social projection in cooperation

Similarity between partners entails positive consequences for cooperative interactions. But do people rely on this assumption to construe egocentric judgments about others? Five experiments examined the possibility that people project onto their partners because they believe that similarity to the self leads to success in cooperation. Studies 1a and 1b show that people hold an egocentric similarity belief in cooperation. Studies 2a and 2b test the existence of this belief in more indirect ways. The next three studies manipulate the applicability of the similarity belief and investigate its impact on projection. Study 3 finds that cooperation no longer leads to projection when participants expect a low probability of success. Study 4 replicates this effect in a real cooperative setting. Finally, Study 5 shows that projection occurs only when participants expect their characteristics to be responsible for the success of cooperation. The negative consequences of overestimating similarities in cooperation are discussed.     

The role of similarity in inattentional blindness: Selective enhancement,selective suppression,or both?†

When people selectively pay attention to one set of objects and ignore another, unexpected stimuli often go unnoticed. Noticing rates are higher when the unexpected object matches the features of the attended items and lower when it matches those of the ignored items. No prior studies have fully disentangled these aspects of similarity; in previous work, the unexpected object fell on a continuum between the attended and ignored objects, so increasing the similarity to one set of objects necessarily decreased it to the other. We designed an inattentional blindness task in which we held similarity to the attended set constant and varied it with respect only to the ignored set, or vice versa. In Experiment 1, objects that were more similar to the attended set were noticed more often and objects that were more similar to the ignored set were noticed less often. Experiment 2, using a different set of unexpected objects, replicated the result that similarity to the ignored set affected noticing, but showed no effect of similarity to the attended set. In both experiments, the pattern of noticing rates differed for similarity with respect to the attended and ignored items, suggesting that suppression of ignored objects functions independently of enhancement of attended objects.