Image Theory, Social Identity, and Social Dominance: Structural Characteristics and Individual Motives Underlying International Images

The present study provides an empirical test of international relations image theory and extends the theory by emphasizing that individuals' social identity and social dominance motives contribute to such images. One hundred forty-five Lebanese participants completed a survey that assessed their perceptions of U.S.-Lebanese relations, the images they have of the United States, their social identities, and their social dominance orientations. Participants were more likely to hold the barbarian image of the United States than the enemy, imperialist, or ally images. Participants also tended to perceive the United States as having relatively superior power, inferior cultural status, and goals that are incompatible with those of Lebanon. Consistent with image theory predictions, this constellation of structural perceptions was associated with stronger endorsement of the barbarian image. Furthermore, participants were more likely to endorse the barbarian image of the United States the more they identified with Arabs and Palestinians, the less they identified with Christians and the Western world, and the lower their social dominance orientation. Results highlight the importance of considering both structural characteristics and individual motives underlying international images and demonstrate the need for scholars to move beyond the enemy image of nations when describing international relations.     

Social network composition and attitude strength: Exploring the dynamics within newly formed social networks

Recent evidence suggests that people who are embedded within attitudinally congruent social networks have stronger attitudes than those embedded in attitudinally diverse networks. The current research examines the causal processes responsible for this relation. Two studies capitalized on naturally occurring experiments whereby college students are quasi-randomly assigned to social contexts containing varying levels of attitudinal diversity. Replicating past research, individuals in attitudinally diverse social networks exhibited less resistance to attitude change and less attitude stability than those in more attitudinally congruent networks. Although there was evidence of attitude projection and selective network construction, neither of these processes could account for the relation between social network composition and attitude strength. These findings corroborate and extend previous results, reinforcing the notion that the social context in which people are embedded has important implications for the durability of their attitudes.     

Past decisions do affect future choices: An experimental demonstration

This paper demonstrates experimentally that the mere fact that an alternative was chosen in the past increases the likelihood that it will be re-chosen in the future, when new alternatives are being offered. The experimental design consists of a new variation of the free-choice paradigm that is immune to Chen and Risen’s (2010) criticism of how results have been interpreted in previous studies of post-decision effects. An additional experiment indicates that once participants have chosen a particular alternative they view its characteristics more positively. I suggest that the new design can be used to study various aspects of the effect of past decisions on future ones. In the present paper, I apply it to show that the allocation of limited resources among various uses may be biased in favor of a particular use if it was preferred to another in a previous situation.     

Curiosity Is Contagious: A Social Influence Intervention to Induce Curiosity

Our actions and decisions are regularly influenced by the social environment around us. Can social cues be leveraged to induce curiosity and affect subsequent behavior? Across two experiments, we show that curiosity is contagious: The social environment can influence people's curiosity about the answers to scientific questions. Participants were presented with everyday questions about science from a popular on-line forum, and these were shown with a high or low number of up-votes as a social cue to popularity. Participants indicated their curiosity about the answers, and they were given an opportunity to reveal a subset of those answers. Participants reported greater curiosity about the answers to questions when the questions were presented with a high (vs. low) number of up-votes, and they were also more likely to choose to reveal the answers to questions with a high (vs. low) number of up-votes. These effects were partially mediated by surprise and by the inferred usefulness of knowledge, with a more dramatic effect of low up-votes in reducing curiosity than of high up-votes in boosting curiosity. Taken together, these results highlight the important role social information plays in shaping our curiosity.     

Social Influences on Judgments of Rape Victims: The Role of the Negative and Positive Social Reactions of Others

An experimental study examined whether judgments about a rape victim can be influenced by the social reactions of others, and whether this effect would be moderated by the type of rape (stranger or date rape) or by the gender of the participants. One hundred and ten U.S. college students (90% white; 59% female) responded to rape vignettes in which the type of rape and the social reactions received by the victim (negative, positive, or neutral) were manipulated. People exposed to negative social reactions made less positive judgments. Men and people who read about a date rape also made less positive judgments, but neither variable interacted with type of reactions to impact judgments.     

Methods for Influencing Social Policy: The Role of Social Experiments

Research methods in community psychology have grown more diverse since the Swampscott conference, but rigorous social experiments maintain a place among the multiplicity of methods that can promote community psychology values. They are particularly influential in policy circles. Two examples of social experiments to end homelessness for different populations illustrate their role. Both studies show that offering extremely poor and disenfranchised people autonomy and the resources they seek works better than “helping” them to overcome deficits in ways designed by well‐meaning service providers. Experiments are neither the first nor the last method community psychologists should employ, but are a critical part of the field's armamentarium for systems change.     

Alternative approaches for thinking about and modeling consumer decisions in relationships

Simpson, Griskevicius, and Rothman identify an understudied area in consumer research (namely, decision making in social relationships), propose an important starting point for enquiry (a dyadic framework), and suggest many fruitful moderators for study that can be incorporated in their framework. After pointing out some boundary conditions and opportunities for future research concerning their suggestions, I consider a recent approach in psychology that applies to a relatively circumscribed domain of social relationships (i.e., the social relations model) and then briefly review an emerging approach (plural subject theory applied to goal-directed behavior) that goes beyond the social relations model and better fits certain psychological and social psychological phenomena in consumer behavior.     

Beyond attitude consensus: The social context of persuasion and resistance

The current research presents a new type of social context effect on attitude certainty. It is proposed that when people receive persuasive messages, they appraise their attitudes not only in terms of whether they are shared or not shared by others, but also in terms of whether they are based on similar or dissimilar assessments of the information presented. In two experiments, participants were presented with persuasive messages. In Experiment 1, they were induced to perceive that they responded favorably (persuasion) or unfavorably (resistance) to the message arguments. In Experiment 2, they were allowed to vary in their actual message responses. In both experiments, message response similarity—the degree to which people perceived that their evaluations of persuasive arguments were shared or unshared by others—moderated the classic effect of attitude similarity on attitude certainty. In particular, attitude similarity only affected attitude certainty under conditions of message response similarity. When message responses were believed to be dissimilar, attitude similarity had no effect on attitude certainty.     

Mediating Role of Memory of Another Person's Choicein Social Influence on Preference

We often tend to fit our subjective preference with those of others after merely being faced with what other people prefer. This is known as social conformity. However, it is still unclear how the impact of such a social influence on subjective preference is modulated by the personal characteristics of the other person (e.g., whether the person is trustworthy) and the explicit memory of those personal characteristics (e.g., remembering who evaluated the objects). To clarify explicit memory's underlying role regarding social influence, we asked participants to evaluate their preference for abstract paintings both before and after observing binary choices made by others whose behaviors could be labeled as trustworthy, neutral, or untrustworthy. The results showed the following: (a) even without explicit memory of who made a choice and which painting was chosen, the participants preferred chosen over unchosen paintings; and (b) such preference changes were modulated by the subjective trustworthiness of others only when they explicitly remembered who made a choice.     

Our Followers Are Lions,Theirs Are Sheep: How Social Identity Shapes Theories About Followership and Social Influence

Two studies examine how self‐categorization theory can be used to refine our understanding of people's implicit theories about followership and social influence. Results from Study 1 show that perceivers regard followers of a group they themselves identify strongly with (rather than not at all) to be more representative of the prototype of effective followers (displaying enthusiasm, industry, good citizenship) and to be less representative of the antiprototype of effective followers (displaying conformity, incompetence, and insubordination). Results are replicated in a second experiment in which we compare the views of those self‐categorizing as either Republican or Democrat responding to followers of the Republican and Democratic Party. Results of Study 2 replicate those of Study 1 and also reveal qualitative differences in the preferred influence strategy for dealing with followers. Specifically, respondents seek to engage in persuasion when trying to change the behavior of ingroup followers, while resorting to coercion when trying to change the behavior of outgroup followers. Our results are the first to provide evidence that perceivers' theories about what followers are like and how they are influenced most effectively are structured by perceivers' identification (and dis‐identification) with the particular groups that leaders are championing.     

The effects of option framing on consumer choices: Making decisions in rational versus experiential processing modes

• In the marketplace, consumers often encounter framed scenarios for optional product features, whereby they can add desired product options to a base model or delete undesired product options from a fully loaded model. The results of two experiments show that such option framing can influence consumers' decision making regarding the total number of finally chosen product options. Also, consumers' processing modes – rational versus experiential, can influence their choice behavior under option framing. Specifically, consumers choose a higher number of options in the delete (versus add) frame, and the effect is magnified when making decisions in an experiential mode, and it is diminished when making decisions in a rational mode. Moreover, cognitive constraints further moderate these effects.

Copyright © 2009 John Wiley & Sons, Ltd.     

Differential information use for near and distant decisions

Whether choosing a cell phone, a senator, or a kitchen appliance, consumers today quickly find themselves awash in information from commercials, magazines, and websites. Whereas some of this information is broad, decontextualized, and abstracted across multiple individuals and instances, other information is more closely tied to a single experience within one specific context. The present research asks: under what circumstances do people rely on abstracted averages, and when are they swayed by another individual’s particular experience? Across three studies, we show that temporal distance increases the relative weight placed on aggregate vs. individualized information when participants are asked to choose between two sleeping pills, migraine medications, or kitchen appliances, and that this process impacts not only evaluation but also willingness to pay and choice. Potential implications for evaluation, decision-making, and base-rate utilization are discussed.     

Processes of Social Influence on Sampling Behavior: The Effect of Other's Positive Attitude and Receiver's Prior Experience

Studies about attitude formation have pointed out the importance of sampling behavior. When thinking about actual social interaction scenes, it may be better to consider them as attitude-updating processes between those who have already formed attitudes based on some experience. Sixty-five participants took part in the experiment, in which the other's positive attitude and the participant's own prior experience were manipulated. After participants had been presented five types of puzzles (experience: direct vs. indirect), which had been made to improve analytic ability, their attitudes towards the puzzles were measured (“pre attitude”). They were shown the other's positive attitude (inconsistent vs. consistent), and they were given 10 min of free time before “testing on their analytic ability.” The amount of time spent on each puzzle was recorded to index sampling behavior and the attitudes towards the puzzles were measured after the free time (“post attitude”). The results of analyses showed that the other's positive attitude increased sampling behavior when the participant's attitude was positive (first-ranked) and negative (fifth-ranked), and that prior experience and sampling contributed to attitude change for the first-ranked puzzle. Those who had had direct experience and those who had spent more time sampling this puzzle tended to maintain their previous positive attitude. The potential boundary conditions of social influence on sampling behavior are discussed.     

Social influence and perceived organizational support: A social networks analysis

We suggest that employees’ perceptions of organizational support (POS) are not solely a product of independent evaluations of treatment offered by the organization, but are also shaped by the social context. We argue that coworkers will directly (through inquiry via cohesive friendship and advice ties) and indirectly (through monitoring of employees structurally equivalent in advice and friendship networks) affect employees’ perceived organizational support. Network studies in the admissions department of a large public university and a private company specializing in food and animal safety products indicate that employees’ POS are similar to those of coworkers with whom they maintain advice relationships as well as to those who hold structurally equivalent positions in organizational friendship and advice networks. Our work contributes to organizational support theory by developing and testing a theoretical explanation for the relationship between the social context and perceptions of support among employees. Implications for research and practice are offered.     

第三方惩罚与社会规范激活——社会责任感与情绪的作用

社会规范需要被激活才能显著影响个体行为,第三方惩罚（TP）正是这样一个激活的过程。本研究将TP引入独裁者博弈（DG）,社会规范被激活的被试参与了TP与DG,未激活的被试只参与了DG。结果表明,前者在TP之后显著提升了DG中的亲社会行为。进一步的分析发现,在社会规范激活过程中,社会责任感越高的个体被激活的程度越高,对违背社会规范的行为产生的愤怒情绪也越高,从而产生了更高水平的亲社会行为。在排除了实验中其他因素和相关理论的解释后,这一基本的实验结果表明社会规范激活受到社会责任感的影响并伴随着特定情绪的激发。     

Social brain development and the affective consequences of ostracism in adolescence

Recent structural and functional imaging studies have provided evidence for continued development of brain regions involved in social cognition during adolescence. In this paper, we review this rapidly expanding area of neuroscience and describe models of neurocognitive development that have emerged recently. One implication of these models is that neural development underlies commonly observed adolescent phenomena such as susceptibility to peer influence and sensitivity to peer rejection. Experimental behavioural evidence of rejection sensitivity in adolescence is currently sparse. Here, we describe a study that directly compared the affective consequences of an experimental ostracism manipulation (Cyberball) in female adolescents and adults. The ostracism condition led to significantly greater affective consequences in the adolescents compared with adults. This suggests that the ability to regulate distress resulting from ostracism continues to develop between adolescence and adulthood. The results are discussed in the context of models of neurocognitive development.     

Social entrepreneurship: understanding consumer motives for buying The Big Issue

This paper examines consumer response to a particular social entrepreneurship initiative, The Big Issue. Focusing on consumer motivation, the research explores the utilitarian value of the product as compared to the desire to help the homeless as the primary motivation for purchase. The research found that, although the utilitarian value partly motivated purchase, consumers widely perceived there to be a helping dimension to the exchange. Consumers valued the empowerment goals espoused by The Big Issue and found it rewarding to play a part in the empowerment process. The appearance and manner of The Big Issue vendors influenced consumer reactions to the initiative, indicating a need for careful management of ‘beneficiary portrayal’ in this context.     

Influence of Social Perception and Social Monitoring on Structural Priming

Although structural priming has been considered to be an independent cognitive process, recent evidence suggests that structural priming is modulated by sociocognitive factors such as social perception; speakers are more likely to mimic the sentence structure of a socially desirable interlocutor than the structure of a less desirable interlocutor. This study aims to further address the role of sociocognitive factors in language use by investigating how individual differences in social perception and tendency to align with others (i.e., social monitoring) modulate same‐verb structural priming. In particular, we investigate how likely students are to repeat a sentence structure of a teacher depending on their perception of the teacher and their social monitoring tendency. Our results demonstrate that students’ tendency to imitate a sentence structure of the teacher is positively influenced by their perception of the teacher but negatively by social monitoring. We suggest that the effects may be accounted for in terms of their influence on attention and memory encoding.     

Sexual Motives: Cultural,Evolutionary, and Social Psychological Perspectives

Recently, scholars from a variety of disciplines have begun to investigate passionate love, sexual desire, and sexual behavior. Specifically, they have started to ask such questions as: “Why do young men and women engage in sexual liaisons?” “Why do they avoid such encounters?” Unfortunately, in attempting to answer such questions, scholars have generally focused on surveys and experiments within their own disciplines and have accorded scant attention to the discoveries of other disciplines. In this paper, we will begin by discussing three theoretical perspectives that have had the most to say about why young people seek out (or avoid) sex—cultural psychology, evolutionary psychology, and social psychology (where theorists often take a biopsychosocial approach). Then, we will (1) describe the many scales that have been used to assess sexual motives, and (2) review the multidisciplinary data which has been assembled in an attempt to answer the questions as to why people seek out (or avoid) sexual activity. Unfortunately, almost all this research was conducted by Western researchers, investigating the attitudes and behavior of young American men and women, who were heterosexual. (Alas, the wider-ranging data one would wish to consider is as yet only rarely available.) Through this multi-disciplinary synthesis, we hope to demonstrate the impact of culture, social experience, and biological imperatives in shaping young men’s and women’s motives for engaging in sexual encounters and provide a sort of “encyclopedia” of sexual motives measures and research for future scholars.