Unexpected improvement, decline, and stasis: a prediction confidence perspective on achievement success and failure

The authors hypothesized that reactions to performance feedback depend on whether one's lay theory of intelligence is supported or violated. In Study 1, following improvement feedback, all participants generally exhibited positive affect, but entity theorists (who believe that intelligence is fixed) displayed more anxiety and more effort to restore prediction confidence than did incremental theorists (who believe that intelligence is malleable). Similarly, when performance declined, entity theorists displayed more anxiety and compensatory effort than incremental theorists. However, when performance remained rigidly static despite a learning opportunity, incremental theorists evinced more anxiety and compensatory effort than entity theorists. In Study 2, this pattern was replicated when the entity and incremental theories were experimentally manipulated. Study 3 demonstrated that for both groups, theory violation impairs subsequent task performance. Taken together, these studies provide evidence that lay theory violation and damaged prediction confidence have significant and measurable effects on emotion and motivation. The authors discuss the implications of these findings for the literature on achievement success and failure.     

Implicit negotiation beliefs and performance: experimental and longitudinal evidence

The authors argue that implicit negotiation beliefs, which speak to the expected malleability of negotiating ability, affect performance in dyadic negotiations. They expected negotiators who believe negotiating attributes are malleable (incremental theorists) to outperform negotiators who believe negotiating attributes are fixed (entity theorists). In Study 1, they gathered evidence of convergent and discriminant validity for the implicit negotiation belief construct. In Study 2, they examined the impact of implicit beliefs on the achievement goals that negotiators pursue. In Study 3, they explored the causal role of implicit beliefs on negotiation performance by manipulating negotiators' implicit beliefs within dyads. They also identified perceived ability as a moderator of the link between implicit negotiation beliefs and performance. In Study 4, they measured negotiators' beliefs in a classroom setting and examined how these beliefs affected negotiation performance and overall performance in the course 15 weeks later. Across all performance measures, incremental theorists outperformed entity theorists. Consistent with the authors' hypotheses, incremental theorists captured more of the bargaining surplus and were more integrative than their entity theorist counterparts, suggesting implicit theories are important determinants of how negotiators perform. Implications and future directions are discussed.     

Implicit theories about groups and stereotyping: the role of group entitativity

The consequences of holding an entity (i.e., the belief that a group's characteristics are fixed) or incremental (i.e., the belief that a group's characteristics are malleable) implicit theory about groups was examined for stereotyping and perceptions of group entitativity. Two studies showed that implicit theories about groups affect stereotyping by changing perceptions of group entitativity. Study 1 found that entity theorists were more likely to stereotype than incremental theorists and that perception of group entitativity significantly accounted for this relation. In Study 2, implicit theories of groups were manipulated via instruction set and entity theorists stereotyped more and perceived groups as more entitative than incremental theorists. Again, the effect of implicit theory was significantly, although partially, mediated by perceptions of group entitativity. The roles of implicit theories about groups and perceptions of group entitativity are discussed regarding stereotyping.     

Why do(n't) your partner's efforts at self-improvement make you happy? An implicit theories perspective

People often try to improve their interpersonal skills to satisfy romantic partners. However, when and why a partner appreciates these efforts is an important but underaddressed question. The present research explored how people's theories that interpersonal abilities are either fixed entities or can be changed incrementally affect their responses to relationship partner's efforts at self-improvement. Study 1 validated a new measure for these theories and showed that, compared to the former entity theorists, the latter incremental theorists were less likely to attribute recalled instances of partners' negative behaviors to dispositional causes and perceive these behaviors as fixed and stable. An experiment that induced these different implicit theories (Study 2) and a longitudinal study (Study 3) further demonstrated that perceptions of partners' self-improvement efforts led to greater increases in relationship security and quality among incremental than among entity theorists. How implicit theories may shape the interpersonal dynamics of self-improvement is discussed.     

Consumers' attributions and brand evaluations in product‐harm crises: The role of implicit theories of personality

This study aims to examine the moderating role of implicit theories of personality in the relationship between corporate recovery strategy (i.e., support versus stonewalling) and consumers' attributions (and brand evaluations). It is suggested that consumers' implicit theories about the fixedness/malleability of personality can affect consumers' attributions and brand evaluations during a product‐harm crisis. In addition, corporate image (i.e., strong versus weak) can moderate the influence of the role of implicit theories of personality. Two experiments were conducted to examine the proposed hypotheses. Results of Experiment 1 show that consumers who endorse entity theory (i.e., entity theorists) are likely to attribute crisis as more internal, stable, and controllable, particularly when they do not have any prior knowledge about the firm. The entity theorists would have more negative brand evaluations than incremental theorists (who endorse incremental theory), when “support” strategy was used by the firm. Results of Experiment 2 show that entity theorists are prone to have more external (internal) and unstable (stable) attributions toward a firm with a strong (weak) corporate image. Furthermore, entity theorists would provide more positive brand evaluations than incremental theorists when “stonewalling” strategy was used by a firm with strong corporate image, but not when “support” strategy was used by a firm with weak corporate image. Managerial implications are provided to managers with regard to product‐harm crisis and recovery strategies. Copyright © 2015 John Wiley & Sons, Ltd.     

内隐人格理论的实体论－渐变论维度研究述评

对内隐人格理论的实体论－渐变论维度的研究是近年来社会认知研究的一个新趋势。研究发现,人们对人的特性（如智力、品德和人格特征等）的内隐认知理论,制约调节着他们对人的行为的理解和反应。人们持有的不同内隐人格理论导致他们不同的社会认知模式和行为反应方式。实体论者由于认为人的特性是固定不变的,而倾向于用抽象概括化的和静态的内在特质来理解人的行为;而渐变论者由于认为人的特性是动态可塑的,而倾向于用影响心理动态过程的内外具体调节因素来理解人的行为。作者在综述有关研究的基础上,进而提出一些新的见解。     

Self-Efficacy in the Face of Threats to Entrepreneurial Success: Mind-Sets Matter

Results from two studies, extending implicit theories to entrepreneurship, demonstrated that incremental theorists (entrepreneurial ability is malleable), compared to entity theorists (entrepreneurial ability is fixed), reported more self-efficacy after threats to personal ability and business success. In Study 1, women induced to hold an incremental theory reported more self-efficacy regarding future entrepreneurial endeavors, compared to women induced to hold an entity theory, after being told entrepreneurial ability is primarily driven by masculine traits (threat condition). Results from Study 2, a sample of business owners, replicated this incremental buffering effect after threats to both men and women's entrepreneurial success (i.e., poor business performance). We discuss results in terms of how mind-sets matter for entrepreneurial endeavors, especially in the face of challenges.     

Implicit theories of emotion: affective and social outcomes across a major life transition

The authors demonstrate that people differ systematically in their implicit theories of emotion: Some view emotions as fixed (entity theorists), whereas others view emotions as more malleable (incremental theorists). Using a longitudinal and multimethod design, the authors show that implicit theories of emotion, as distinct from intelligence, are linked to both emotional and social adjustment during the transition to college. Before entering college, individuals who held entity (vs. incremental) theories of emotion had lower emotion regulation self-efficacy and made less use of cognitive reappraisal (Part 1). Throughout their first academic term, entity theorists of emotion had less favorable emotion experiences and received decreasing social support from their new friends, as evidenced by weekly diaries (Part 2). By the end of freshman year, entity theorists of emotion had lower well-being, greater depressive symptoms, and lower social adjustment as indicated in both self- and peer-reports (Part 3). The emotional, but not the social, outcomes were partially mediated by individual differences in emotion regulation self-efficacy (Part 4). Together, these studies demonstrate that implicit theories of emotion can have important long-term implications for socioemotional functioning.     

The relation between implicit theories of personality and forgiveness

This research examined the effect of implicit theories of personality on interpersonal forgiveness and the mediating mechanism underlying this effect. Two experiments show that incremental personality theorists are less forgiving than entity personality theorists and that this difference can be explained by the incremental theorists’ stronger tendency to appraise the transgressor as responsible for causing the hurtful event. The same findings were obtained regardless of whether forgiveness was measured by self‐report or assessed as responses to anger words in a latency response task.     

The influence of implicit theories and message frame on the persuasiveness of disease prevention and detection advocacies

This research investigates the effectiveness of health message framing (gain/loss) depending on the nature of advocacy (prevention/detection) and respondents’ implicit theories (entity/incremental). Three experiments demonstrate that for detection advocacies, incremental theorists are more persuaded by loss frames. For prevention advocacies, incremental theorists are more persuaded by gain frames. For both advocacies (detection and prevention), entity theorists are not differentially influenced by frame. However, entity theorists are message advocacy sensitive such that they are more persuaded by prevention than detection advocacies, regardless of the message frame. These results are robust for measured as well as manipulated implicit theories and for different health contexts.     

Against the odds: academic underdogs benefit from incremental theories

An implicit theory of ability approach to motivation argues that students who believe traits to be malleable (incremental theorists), relative to those who believe traits to be fixed (entity theorists), cope more effectively when academic challenges arise. In the current work, we integrated the implicit theory literature with research on top dog and underdog status to predict self-efficacy in an academic context. To examine our predictions, we assessed college students’ (N  =  165) implicit theories of mathematical ability and manipulated their underdog versus top dog status in a math competition. We hypothesized that holding an incremental (vs. entity) theory would interact with competition status (underdog vs. top dog) to predict mathematical self-efficacy. When in an underdog position, incremental (vs. entity) theories boosted students’ mathematical self-efficacy. Moreover, a mediated moderation model revealed that the experience of less helplessness accounted for greater self-efficacy in mathematical ability among academic underdogs with incremental (vs. entity) theories. Implications for teaching practices are discussed.     

Making judgments about ability: the role of implicit theories of ability in moderating inferences from temporal and social comparison information

Two studies examined the novel proposal that implicit theories of intelligence (C. S. Dweck & E. L. Leggett, 1988) moderate both the effects of performance trends on ability inferences and the perceived diagnosticity of temporal versus normative feedback. Results from 613 adolescents and 42 teachers confirmed that entity theorists perceived initial outcome as more diagnostic and inferred higher ability in another (Study 1) and in the self (Study 2) in a declining outcome condition; incremental theorists perceived last outcome as more diagnostic and inferred higher ability in an ascending condition. Experimental induction of beliefs about ability had similar effects. As predicted, self-appraisal was affected more by temporal feedback among incremental theorists and by normative feedback among entity theorists. Results help resolve prior mixed findings regarding order effects and responses to temporal and normative evaluation.     

Violations of implicit theories and the sense of prediction and control: implications for motivated person perception

Beginning with the assumption that implicit theories of personality are crucial tools for understanding social behavior, the authors tested the hypothesis that perceivers would process person information that violated their predominant theory in a biased manner. Using an attentional probe paradigm (Experiment 1) and a recognition memory paradigm (Experiment 2), the authors presented entity theorists (who believe that human attributes are fixed) and incremental theorists (who believe that human attributes are malleable) with stereotype-relevant information about a target person that supported or violated their respective theory. Both groups of participants showed evidence of motivated, selective processing only with respect to theory-violating information. In Experiment 3, the authors found that after exposure to theory-violating information, participants felt greater anxiety and worked harder to reestablish their sense of prediction and control mastery. The authors discuss the epistemic functions of implicit theories of personality and the impact of violated assumptions.     

The association between implicit theories of personality and the attributional process

The influence of implicit theories of personality (entity vs. incremental theorists; see Dweck, Chiu and Hong, 1995) on the stages of the Sequential Operations Model of attribution (Gilbert, Pelham, and Krull, 1988) was investigated. Two hundred eighty Norwegian participants were given a Norwegian translation of the implicit personality theories measure. Participants then read two essays, one advocating the pro-life position and the other advocating the pro-choice position on the abortion issue. The essay positions were ostensibly assigned rather than freely chosen by the author. After each essay, participants were asked to rate the essay position and the true attitude of the author. Entity and incremental theorists showed no differences in their ratings of the essay position; however, entity theorists made significantly stronger correspondent inferences about the author's attitude than did incremental theorists. These results support the contention that entity theorists engage in less attributional correction than incremental theorists.     

Implicit theories and motivational focus: Desired future versus present reality

People’s beliefs concerning their abilities differ. Incremental theorists believe their abilities (e.g., intelligence) are malleable; entity theorists believe their abilities are fixed (Dweck in Mindset: the new psychology of success. Random House, New York, 2007). On the basis that incremental theorists should emphasize improving their abilities for the future, whereas entity theorists should emphasize demonstrating their abilities in the present reality, we predicted that, when thinking about their wishes, compared to entity theorists, incremental theorists focus more toward the desired future than the present reality. We assessed participants’ motivational focus using a paradigm that differentiated how much they chose to imagine the desired future versus the present reality regarding an important wish (Kappes et al. in Emotion 11: 1206–1222, 2011). We found the predicted effect by manipulating (Study 1) and measuring implicit theories (Study 2), in the academic (Study 1) and in the sport domain (Study 2).     

Can Implicit Theory Influence Construal Level?

Beliefs about stability and change are captured by individuals’ implicit theories. Incremental‐theorists believe that human traits and world‐dispositions are malleable and can change through effort, whereas entity‐theorists believe that human traits and world‐dispositions are fixed. In this research we find that the implicit theory an individual holds influences an important aspect of the cognitive process, namely, the level of construal at which information is processed. In three studies we demonstrate that, compared to entity‐theorists, incremental‐theorists adopt a more abstract level of information construal, and the increased cognitive flexibility afforded by an incremental‐theory mindset explains this effect.     

Judging a Book by its Cover: The Influence of Implicit Self‐Theories on Brand User Perceptions

Do people judge others based on the brands they use? Prior research finds evidence to this effect, yet we argue this phenomenon is far from universal. Drawing on research on implicit self‐theories, we find that only entity (but not incremental) theorists are prone to judging people based on their brand use (Studies 1 and 2). We show that entity theorists infer that people use brands to signal who they are to others, thereby forming perceptions of these people based on the personality of the brands they use, but incremental theorists are reluctant to make inferences about brand users’ signaling motives (Studies 3, 4, and 5). When tendencies to make signaling inferences are reduced, entity theorists no longer judge people based on their brand use (Studies 3 and 4). Furthermore, even incremental theorists judge people based on their brand use when given the information that their brand use is not driven by situational forces, but is potentially driven by a signaling motivation (Study 5).     

内隐人格理论对他人印象加工策略的影响

从表征状态与他人知觉信息加工方式两个角度探讨了内隐人格理论对他人印象加工策略的影响。首先采用自编的童话情境测验对120名被试的内隐人格理论进行维度分析, 甄选出持不同内隐人格理论的被试(实体论42人、渐变论48人)。随后使用错觉关联效应的实验范式, 要求两类被试(持不同内隐人格理论及其指向性情境)对他人行为信息进行判断, 记录自由回忆和频率估计的差异值。结果发现：持不同内隐人格理论的个体在知觉他人时采用不同的信息加工方式。实体论者通常采用启发式加工, 渐变论者通常采用分析式加工。实体论者在进行启发式加工时, 通过对他人行为信息的即时性判断形成他人印象; 渐变论者在进行分析式加工时, 对他人行为信息进行记忆性判断, 最终依赖情境信息形成他人印象。     

Voicing conflict: preferred conflict strategies among incremental and entity theorists

The way individuals choose to handle their feelings during interpersonal conflicts has important consequences for relationship outcomes. In this article, the authors predict and find evidence that people's implicit theory of personality is an important predictor of conflict behavior following a relationship transgression. Incremental theorists, who believe personality can change and improve, were likely to voice their displeasure with others openly and constructively during conflicts. Entity theorists, who believe personality is fundamentally fixed, were less likely to voice their dissatisfactions directly. These patterns were observed in both a retrospective study of conflict in dating relationships (Study 1) and a prospective study of daily conflict experiences (Study 2). Study 2 revealed that the divergence between incremental and entity theorists was increasingly pronounced as conflicts increased in severity: the higher the stakes the stronger the effect.     

内隐人格观对承诺升级的影响——成功期望的中介效应

研究旨在探讨内隐人格观对承诺升级的影响以及期望在其中的中介作用。研究1比较了个体的实体启动、渐变启动和无启动对照三种条件下,个体的承诺升级倾向是否受不同启动类型的影响。结果发现,被启动渐变论的被试与无启动和实体启动的被试相比,前者表现出更多的承诺升级倾向。研究2使用情景模拟任务,分析了个体不同内隐人格观与承诺升级的关系,并在此基础上探讨了成功期望的中介作用。结果发现:(1)个体越倾向渐变论则更多的产生承诺升级行为;(2)成功期望在内隐人格观与承诺升级的关系中起完全中介作用。