Frogs and ponds: a multilevel analysis of the regulatory mode complementarity hypothesis

Regulatory mode is a psychological construct pertaining to the self-regulatory orientation of individuals or teams engaged in goal pursuit. Locomotion, the desire for continuous progress or movement in goal pursuit, and assessment, the desire to critically evaluate and compare goals and means, are orthogonal regulatory modes. However, they are also complementary, in that both locomotion and assessment are necessary for effectual goal pursuit. In the present research, the authors sought to demonstrate that multilevel regulatory mode complementarity can positively affect individual-level performance on goal-relevant tasks. The authors recruited 289 employees (177 men, 112 women) from preexisting work teams in workplace organizations in Italy and obtained (a) employees' individual-level scores on the Regulatory Mode Scale and (b) supervisor ratings of each employee's work performance. The results supported the multilevel complementarity hypothesis for regulatory mode. Limitations and recommendations for future research are discussed.     

Making snacking less sinful: (Counter-)moralising obesity in the public discourse differentially affects food choices of individuals with high and low perceived body mass

Objective: As public discourse surrounding obesity highlights the societal costs of obesity and individual’s own responsibility for their weight, being overweight is often framed as immoral. Such ‘moralizing’ messages about being overweight may be a psychological threat for those with high body mass. Attempting to counter-moralise the public discourse (i.e. actively arguing that there is nothing ‘immoral’ about being overweight) may relieve this threat, inducing people, especially those with higher (perceived) weight, to engage in healthier behaviours.

Method: Two experiments were performed among Dutch and US participants. (Counter-)moralisation was manipulated. Body mass and weight-related self-perceptions were measured. The dependent variable was healthy vs. unhealthy snack choice.

Results: (Counter-)moralisation and (perceived) overweight jointly predicted snack choice: counter-moralising messages induced healthy snacking, but only among those who regarded themselves to have a high body mass.

Conclusions: The effects of moralising vs. counter-moralising obesity depended on one’s (perceived) overweight. This suggests that, for people with relatively high weight, the current moralising public discourse on obesity works in counterproductive ways. Campaigns that ‘counter-moralize’ obesity (i.e. that refute moralising messages) are more productive, although they should be tailored to those who see themselves as being overweight.     

Regulatory Mode and Preferred Leadership Styles: How Fit Increases Job Satisfaction

The purpose of this bibliography is to present social psychologists with a comprehensive listing of research works published between 1976 and 1979 by Latin American social psychologists. The bibliography hopes to solve some of the problems encountered by English-speaking psychologists who wish to keep abreast of recent developments in Latin America: Most of the articles are published in Spanish or Portuguese in journals that are difficult to obtain at U.S. or Canadian libraries. This bibliography joins other previous efforts to inform English-speaking psychologists of works carried out in Latin America. Foremost among these are Ardila and Finley's (1975) bibliography on Latin American psychology and Marin's (1978, 1979, 1980) previous bibliographies on Latin American social psychology, Citations included in this bibliography met the following criteria: (1) the work was written by a Latin American or the data was collected in Latin America (throughout the bibliography, Latin America was perceived to be all countries in the .Americas excluding the United States and Canada); (2) the cover date of the publication ranged from 1976 to 1979; and (3) the theme of the article was perceived in Latin America as being within the domain of social psychology. Works are cited by topics, and alphabetically within each topic. All citations include the original title of the article or book and its English translation where appropriate. Each abstract is nonevaluative and includes the most significant aspects of the contents of each citation. Reprints of the articles can be secured by contacting the authors. Their addresses can be obtained by consulting the recent International Directory of Psychologists (Jacobson &; Reinert, 1980), or by writing the author of this bibliography.     

Follower need for cognitive closure as moderator of the effectiveness of leader procedural fairness

Leader procedural fairness is an important factor in leadership effectiveness, but the study of the contingencies of its influence is still in its infancy. Addressing this issue we focus on the moderating role of follower need for cognitive closure, the disposition to reduce uncertainty and swiftly reach closure in judgement and decision. We propose that need for closure captures followers sensitivity to the uncertainty-reducing influence of leader procedural fairness. Across three studies designed to yield complementary evidence (two surveys and a scenario experiment), we find support for the hypothesis that perceived leader procedural fairness has a stronger (positive) relationship with leadership effectiveness for followers higher in need for closure. This support is found across a variety of indicators reflecting different aspects of leadership effectiveness: effort and performance, social identification, job satisfaction, and leader evaluations. We discuss how these findings advance our understanding of the uncertainty-reducing role of leader fairness.     

When motivation backfires: Optimal levels of motivation as a function of cognitive capacity in information relevance perception and social judgment

Motivation and cognitive capacity are central variables in major models of social judgment and persuasion. However, the exact nature of their interplay in judgment processes has remained ambiguous. The present paper reports on two experimental studies tackling this issue. In Study 1 we demonstrated a cross-over pattern of means for the interaction effect of motivation and cognitive capacity on judgment, with high motivation being beneficial under high cognitive capacity but detrimental under low cognitive capacity. This effect was explained by the participants’ subjective perception of information relevance. In Study 2, the role of information relevance was further investigated, showing that for highly motivated participants, judgment was differently affected by information with low versus high relevance when cognitive capacity was high but not when it was low. In the discussion, we elaborate on these effects, advocating a more dynamic perspective on (social) judgment, acknowledging the conditional (opposite) effects of motivation, in function of cognitive capacity.     

On the psychology of time in action: regulatory mode orientations and procrastination

Six studies explored the relations of the regulatory modes of locomotion and assessment to individuals' tendency toward procrastination. Across academic and organizational contexts, and a variety of ways of assessing procrastination, the authors found assessment to be positively related to procrastination and locomotion to be negatively related to procrastination. Discussion considered implications of these findings to task environments that may instill the tendencies toward locomotion or assessment and to task requirements where timeliness and punctuality are (or are not) prioritized.     

The persuasive effects of framing messages on fruit and vegetable consumption according to regulatory focus theory

According to Regulatory Focus theory (RFT), outcomes in persuasive messages can be framed in four different ways, as gains, non-gains, losses or non-losses. In study 1, the persuasiveness of all four frames was compared and the presence/absence effect that was expected on the basis of the feature-positive effect was verified: Statements about present outcomes (gain, loss) were more persuasive than those about absent outcomes (non-gain, non-loss). However, this study failed to support the prediction that a gain-framed message would be more persuasive than a loss-framed message when promoting a prevention behaviour. Study 2 was designed to examine the latter finding. It was hypothesised that the threat posed by the loss-framed message in study 1 was too low to elicit a defensive reaction. Therefore, in study 2, the personal relevance of the gain and the loss framed message was manipulated. Consistent with predictions, the gain-framed message was more persuasive than the loss-framed message, but only when the message was personalised to increase self-relevance. Moreover, the effect was due to a significant drop in persuasion in the loss condition, probably caused by a defensive reaction. These data shed a new light on the findings of past framing studies.     

Informational length and order of presentation as determinants of persuasion

The present paper explores the notion that an important difference between prior operational definitions of “cue” or “heuristic” information versus “message argument” information has to do with differential processing difficulty, and relative ordinal position of these two information types. In previous work, “cue/heuristic” information typically differed from “message argument” information not only in its contents, but also in it being (1) briefer, and (2) presented prior to the message information. We find that it is relative brevity and ordinal position rather than contents that ultimately explain the differences in persuasive impact between “cue/heuristic” versus “message argument” information. In so far as both “cues” and “message arguments” can vary in brevity and order with which they are presented, these findings are consistent with the view that these two information types do not necessarily differ in their persuasive impact.     

A needs-based model of reconciliation: satisfying the differential emotional needs of victim and perpetrator as a key to promoting reconciliation

The authors propose that conflict threatens different psychological resources of victims and perpetrators and that these threats contribute to the maintenance of conflict (A. Nadler, 2002; A. Nadler & I. Liviatan, 2004; A. Nadler & N. Shnabel, in press). On the basis of this general proposition, the authors developed a needs-based model of reconciliation that posits that being a victim is associated with a threat to one's status and power, whereas being a perpetrator threatens one's image as moral and socially acceptable. To counter these threats, victims must restore their sense of power, whereas perpetrators must restore their public moral image. A social exchange interaction in which these threats are removed should enhance the parties' willingness to reconcile. The results of 4 studies on interpersonal reconciliation support these hypotheses. Applied and theoretical implications of this model are discussed.