The influence of self-construals on the ERP response to the rewards for self and mother

Individual self-construal (independent vs. interdependent) could be temporarily modulated by the priming effect. Our previous studies have found that when Chinese participants gambled for mother and for self, outcome feedback evoked comparable neural responses between two conditions. However, it remains unclear if the response to rewards for mother and for self would differ after independence self-construal priming. In this study, we manipulated participants’ self-construal (independent vs. interdependent) before a simple gambling task. The event-related potential (ERP) results reveal that when an interdependent self-construal was primed, the participants exhibited a comparable feedback-related negativity (FRN) elicited by outcome feedback for self and for mother. In contrast, independent self-construal priming resulted in a greater FRN elicited by outcome feedback for self than for mother. Meanwhile, the P3 component was insensitive to self-construal manipulation. These findings indicate the modulation effect of self-construal priming on the response to rewards for others.     

Self-construal and the processing of covariation information in causal reasoning

Causal induction provides a nice test domain for examining the influence of individual-difference factors on cognition. The phenomena of both conditionalization and discounting reflect attention to multiple potential causes when people infer what caused an effect. We explored the hypothesis that individuals with an independent self-construal are relatively less sensitive to context (other causes) than are individuals with an interdependent self-construal in this domain. We found greater levels of conditionalization and data consistent with discounting for participants in whom we primed an interdependent self-construal than for participants in whom we primed an independent self-construal.     

The attractiveness of enriched and impoverished options: culture, self-construal, and regulatory focus

The authors propose that there is a systematic impact of a person's activated self-construal (interdependent vs. independent) on the evaluation of enriched and impoverished options. This hypothesis is tested using a cross-country comparison of participants from China and the United States (Study 1) and by priming self-construal (Study 2) and regulatory focus (Study 3). Results show that people with an independent self-construal and a promotion focus perceive enriched options as more attractive than impoverished options. Conversely, people with an interdependent self-construal and a prevention focus perceive enriched options as less attractive than impoverished options. Mediation analyses show that the effect of cultural orientation operates through self-construal. In turn, self-construal operates through activated regulatory focus. Analysis of cognitive responses shows that the effect of regulatory focus is mediated by positive/negative thoughts about option attributes.     

Self-construal priming modulates the scope of visual attention

Although it is well documented that cultures influence basic cognitive processes such as attention, the underlying mechanisms remain unclear. We tested the hypothesis that self-concepts that characterize people from different cultures mediate the variation of visual attention. After being primed with self-construals that emphasize the Eastern interdependent self or the Western independent self, Chinese participants were asked to discriminate a central target letter flanked by compatible or incompatible stimuli (Experiment 1) or global/local letters in a compound stimulus (Experiment 2). Experiment 1 showed that, while responses were slower to the incompatible than to the compatible stimuli, this flanker compatibility effect was increased by the interdependent relative to the independent self-construal priming. Experiment 2 showed that the interdependent-self priming resulted in faster responses to the global than to the local targets in compound letters whereas a reverse pattern was observed in the independent-self priming condition. The results provide evidence for dynamics of the scope of visual attention as a function of self-construal priming that switches self-concept toward the interdependent or independent styles in Chinese.     

Self-construal priming modulates the scope of visual attention

Although it is well documented that cultures influence basic cognitive processes such as attention, the underlying mechanisms remain unclear. We tested the hypothesis that self-concepts that characterize people from different cultures mediate the variation of visual attention. After being primed with self-construals that emphasize the Eastern interdependent self or the Western independent self, Chinese participants were asked to discriminate a central target letter flanked by compatible or incompatible stimuli (Experiment 1) or global/local letters in a compound stimulus (Experiment 2). Experiment 1 showed that, while responses were slower to the incompatible than to the compatible stimuli, this flanker compatibility effect was increased by the interdependent relative to the independent self-construal priming. Experiment 2 showed that the interdependent-self priming resulted in faster responses to the global than to the local targets in compound letters whereas a reverse pattern was observed in the independent-self priming condition. The results provide evidence for dynamics of the scope of visual attention as a function of self-construal priming that switches self-concept toward the interdependent or independent styles in Chinese.     

The effects of independent and interdependent self-construals on reactions to transgressions: distinguishing between guilt and shame

The self-conscious emotions of guilt and shame are commonly distinguished by the self-reflective processes that foster these emotions. Distinctions based on resulting behavioral reactions, however, have been questioned in recent studies highlighting the role of different self-motivations. The current work draws on the self-construal literature to further clarify the antecedents and consequences of guilt and shame. We hypothesized that conceptualizing the self as independent from (vs. interdependent with) others fosters behavior-related (vs. self-related) cognitions typically associated with guilt (vs. shame). Additionally, we predicted that the deleterious consequences of shame for externalizing blame are more characteristic of independent (vs. interdependent) selves. These hypotheses were supported across two studies that measured (Study 1) and primed (Study 2) self-construals. Overall, our results suggest that the cognitive reactions associated with guilt and shame are differently encouraged by independent and interdependent self-construals.     

Don't stand so close to me: the effects fo self-construal in interpersonal closeness

Abstract— Three studies investigated the effects of self-construal activation on behavior conducive to interpersonal proximity. Study 1 revealed that compared with control participants, participants who were primed with the independent (or personal) self sat further away from where they anticipated another person would sit in a waiting room. Results of Study 2 indicated that participants primed with the interdependent (or social) self sat closer to the anticipated other person than did those primed with the independent self. Finally, Study 3 used the chronic self-construal of participants to predict the seating distance in dyadic settings. Results showed that greater independence of participants' self-construals was associated with greater spatial distance during the interaction. Together, the studies provide clear evidence that self-construal activation automatically influences interpersonal behavior as reflected in the actual distance between the self and others. Results are discussed in terms of the functions and motives connected to self-construals.     

自我建构对内群体、外群体参照效应的影响

内群体身份被视为群体自我,也存在与个体自我类似的信息精细加工效应,并受到文化的影响。自我建构是文化在个体层面的体现,本研究通过两个实验考察自我建构内、外群体参照信息加工的作用。实验1选用记忆参照实验,实验2选用提取诱发遗忘实验,通过代词圈点法启动自我建构,两个实验共同发现：独立自我建构启动时,存在内群参照效应;而互依自我建构启动条件下,内群体信息加工优势消失,没有出现内群参照效应。     

"I" Value Freedom, But "We" Value Relationships: Self-Construal Priming Mirrors Cultural Differences in Judgment

The distinction between relatively independent versus interdependent self-construals has been strongly associated with several important cultural differences in social behavior. The current studies examined the causal role of self-construal by investigating whether priming independent or interdependent self-construals within a culture could result in differences in psychological worldview that mirror those traditionally found between cultures. In Experiment 1, European-American participants primed with interdependence displayed shifts toward more collectivist social values and judgments that were mediated by corresponding shifts in self-construal. In Experiment 2, this effect was extended by priming students from the United States and Hong Kong with primes that were consistent and inconsistent with their predominant cultural worldview. Students who received the inconsistent primes were more strongly affected than those who received the consistent primes, and thus shifted self-construal, and corresponding values, to a greater degree.     

When women can’t do math: The interplay of self-construal, group identification, and stereotypic performance standards

The present research examined the interplay of self-construal (independent vs. interdependent), gender group identification, and performance standards (positive vs. negative) on women’s math performance. Female participants were given a subtle self-prime prior to completing a math test under conditions where either a positive or negative group-based performance standard was rendered accessible. We report an interactive effect of self-construal, gender identification, and performance standard such that a negative (compared to a positive) standard decreased performance under interdependent self-prime (“we”) conditions, whereas the reverse pattern emerged under independent self-prime (“I”) conditions. Importantly, we observed this interplay of performance standards and self-construal only in individuals who self-identify with their gender group whereas performance outcomes of low identifiers were not affected by the experimental manipulations.     

It takes two to mimic: behavioral consequences of self-construals

The present studies demonstrated the moderation of self-construal orientation on mimicry. Recent research has indicated that an interdependent self-construal is associated with assimilation of the other to the self whereas an independent self-construal is associated with minimizing the influence of others on the self (H. R. Markus & S. Kitayama, 1991; D. Stapel & W. Koomen, 2001). Therefore, the authors hypothesized that an interdependent self-construal would be associated with more mimicry than an independent self-construal. When self-construal orientations were experimentally primed, as in Studies 1 and 2, independent self-construals produced less nonconscious mimicry than interdependent self-construals. When self-construals were examined as cultural differences with either a chronically dominant independent (Americans) or interdependent (Japanese) construal of the self, these results were replicated.     

The role of the self-concept and the social context in determining the behavior of power holders: self-construal in intergroup versus dyadic dispute resolution negotiations

In this work, the authors explored how a person's view of himself or herself might determine his or her use of power in a complex dispute resolution negotiation. In 3 studies of asymmetric power in negotiations, the authors demonstrated that the impact of power on motivation and behavior is moderated by both a person's self-view and the social context. In Study 1, the results revealed that in a one-on-one dispute, powerful individuals primed to hold an interdependent (as opposed to independent) self-construal are more generous in resolving their disputes with low-powered opponents. Study 2 replicated this finding but revealed a different pattern in intergroup disputes, in which powerful interdependent teams of negotiators are actually less generous than are independent teams. Study 3 provided a conceptual replication of Study 2, with the use of chronic measures of self-construal and self-reported measures of behavior. Results suggest that an interdependent self-construal may lead to a more benevolent use of power in dyadic conflicts but more exploitive uses of power in intergroup conflicts. Implications for the understanding of power and self-construal are discussed.     

Contextualized self: when the self runs into social dilemmas

Research on the construction of self and of others has indicated that the way that individuals construe themselves and others exerts an important influence on their cognition, emotion, and even behavior. The present study extends this line of research to mixed-motive situations in which short-term individual and long-term collective interests are at odds. In addition, this study associates the importance of context interdependence, and specifically its interaction with independent self-construal, with an individual's cooperative behavior. We used a priming task to manipulate the level of self-construal and also manipulated the degree of interdependent context by giving participants a chance to assign rewards either to their group members or to themselves alone. The results showed that when participants received interdependent (as opposed to independent) self-construal priming, they consistently contributed highly, regardless of context manipulation. In contrast, those primed with an independent self-construal contributed less in the investment game, but only when placed in a context where group members were encouraged to think about their individual (versus mutual) fate. In this situation they contributed the least to the group in the game. These findings indicate that independent self-construal in a low interdependence context produces the most competitive behavior. The results also showed that how participants felt about their interaction with other group members mediated the effect of context interdependence on cooperative behavior, and possibly that was especially the case for independent self-construal. The results demonstrate that the self can be contextualized and embedded in the social contexts and symbolic systems within which people live.     

Cultural Values and Performance Appraisal: Assessing the Effects of Rater Self-Construal on Performance Ratings

Much of the prior research investigating the influence of cultural values on performance ratings has focused either on conducting cross-national comparisons among raters or using cultural level individualism/collectivism scales to measure the effects of cultural values on performance ratings. Recent research has shown that there is considerable within country variation in cultural values, i.e. people in one country can be more individualistic or collectivistic in nature. Taking the latter perspective, the present study used Markus and Kitayama's (1991) conceptualization of independent and interdependent self-construals as measures of individual variations in cultural values to investigate within culture variations in performance ratings. Results suggest that rater self-construal has a significant influence on overall performance evaluations; specifically, raters with a highly interdependent self-construal tend to show a preference for interdependent ratees, whereas raters high on independent self-construal do not show a preference for specific type of ratees when making overall performance evaluations. Although rater self-construal significantly influenced overall performance evaluations, no such effects were observed for specific dimension ratings. Implications of these results for performance appraisal research and practice are discussed.     

Self-construal as a predictor of communal and exchange orientation in Taiwan and the USA

Based on a three-dimensional model of self-construal (independent, collective interdependent, and relational interdependent self-construal), the present study investigated whether self-construal systematically related to exchange and communal orientation with data (357 participants) collected in Taiwan ( N  = 178) and the USA ( N  = 179). United States participants scored significantly higher on all scales except for relational interdependent self-construal. Females exhibited significantly higher scores for relational interdependent self-construal and communal orientation. As predicted, independent self-construal was related to exchange orientation and relational interdependent self-construal was related to communal orientation. However, in contrast to what was expected, collective interdependent self-construal was only marginally related to communal orientation. The findings for scales revised for validity were compared with scales including all items. This comparison disclosed differences for exchange orientation.     

蒙、汉大学生的自我构念对知觉加工的影响

首先考察蒙古族和汉族大学生的自我构念特点,并在文化启动下探查自我构念启动对知觉加工的影响。研究发现:(1)内蒙古蒙古族大学生和汉族大学的自我构念表现为互依型倾向,更倾向整体优势知觉加工,蒙古国古大学生表现出独立型倾向,更倾向于局部优势知觉加工。(2)文化启动条件下,自我构念的即时变化影响知觉的加工,独立性自我构念启动下显示出局部加工优先,互依自我构念启动下显示出整体加工优先。该结果提示,不同文化语景的内蒙古和蒙古国的蒙古族个体的自我构念有着差别,文化的嵌入性可促使个体获得主流文化的自我构念,并对知觉过程有影响作用。     

消费者自我构念、独特性需求与品牌标识形状偏好

市场上品牌标识形状各具形态,它们已成为吸引消费者眼球的重要品牌要素,如何设计出科学实效的品牌标识形状已成为营销策略中基础而又关键的内容。什么形状的品牌标识更能获得目标群体的偏爱?本文从自我构念的水平视角出发,推论认为不同自我构念的个体在"独特性需求"上具有显著差异,由此形成对多角和圆润的品牌标识形状的偏好差异,独特性需求在自我构念与品牌标识形状偏好之间起中介作用。文章通过4个实验,一致证实独立型自我构念的消费者独特性需求更高,偏爱多角的品牌标识;相依型自我构念的消费者,独特性需求更低,偏爱圆润的品牌标识。但上述效应只存在于公开产品购买情境,当消费者购买和使用私人产品时,无论个体的自我构念是独立型还是相依型,他们对品牌标识多角与圆润的偏好没有显著差异。本文推进了自我构念、独特性需求、品牌标识形状等领域的理论研究,为企业在设计、调整品牌标识形状及制定配套营销策略方面提供了丰富的战略启示。     

Bicultural mind, self-construal, and self- and mother-reference effects: Consequences of cultural priming on recognition memory

Two experiments showed that American (vs. Chinese) culture priming influences Beijing Chinese undergraduates’ self-construal and its attendant memory strategies. Following American culture priming (vs. Chinese culture priming or control), the participants used relatively more independent self-statements and fewer interdependent self-statements to describe the self (Experiment 1). They also performed more poorly in a delayed recognition test if they had encoded the study materials (personality adjectives) with reference to the mother (Experiment 2). These results demonstrate the activation effect of culture on self-construal and its attendant memory processes. The results also show that biculturals can access different cultural conceptions of the self and change cognitive strategies flexibly in response to cues of changing cultural demands in the immediate context.     

自我构念启动对空间参照框架的影响

采用圈代词启动法及空间参照框架判断任务,探究自我构念启动能否改变被试对空间参照框架判断的认知加工过程。结果发现:(1)客体中心参照框架判断的整体正确率大于自我中心参照框架判断;(2)仅在独立型自我构念启动的一致条件下,被试的自我中心参照框架判断正确率高于客体中心参照框架的判断正确率;(3)独立型自我构念使男性更少受到自我中心干扰。结果表明,独立型自我构念启动可能对自我中心参照框架判断具有促进效应,但互倚型自我构念启动不能促进客体中心参照框架判断。     

A Cultural Model of Creative and Conforming Behavior

This study investigated the cultural influences on creative and conforming behavior. Three sets of hypotheses were developed. First, it was predicted that there was a negative association between creative and conforming behavior (Hypothesis 1). Second, it was predicted that cultural individualism-collectivism had a positive impact on independent self-construal (Hypothesis 2A) and a negative impact on interdependent self-construal (Hypothesis 2B). Third, it was predicted that independent self-construal had a positive impact on creative behavior (Hypothesis 3A) and a negative impact on conforming behavior (Hypothesis 3B) and that interdependent self-construal had a negative impact on creative behavior (Hypothesis 3C) and a positive impact on conforming behavior (Hypothesis 3D). These hypotheses were embedded in a theoretical model of behavior with cultural individualism/collectivism as the antecedent variable, independent and interdependent self-construals as the mediating variables, and creative and conforming behaviors as the outcome variables. To test this theoretical model of behavior, 158 White undergraduates from Australia (who represented individualistic members) and 186 Chinese undergraduates from Singapore (who represented collectivistic members) responded to a survey containing relevant scales to measure the constructs in this study. SEM results provided support for this theoretical model of behavior, as well as for the various hypothesized relationships embedded within it. On the basis of these significant findings, the need to consider the cultural context when promoting individual creativity was highlighted.