The pantomime of persuasion: Fit between nonverbal communication and influence strategies

How can we be more successful in persuading others and increase the odds of behavioral compliance? We argue that when a verbal influence strategy is embedded in a nonverbal style that fits its orientation, this boosts the strategy's effectiveness, whereas a misfit attenuates its impact. In field-experiment 1, agents tried to persuade participants in buying a candybox by using an approach-oriented strategy (Door-In-The-Face, DITF). An eager nonverbal style increased the impact of the DITF, whereas vigilant nonverbal cues rendered it ineffective. Conversely, field-experiment 2 showed that an avoidance-oriented strategy (Disrupt-Then-Reframe) benefited from being presented in a vigilant, rather than an eager nonverbal style, which similarly attenuated its impact. Hence, eager nonverbal cues promote the effectiveness of approach-oriented influence strategies whereas vigilant cues do the opposite and increase the impact of avoidance-oriented influence strategies.     

BECOMING BELIEVERS: STUDYING THE CONVERSION PROCESS FROM WITHIN

Abstract Employing an extended case method ethnography ( Burawoy 1998 ), the researcher joined five new members forming a spiritualist's group under the leadership of an experienced advocate. Over a period of eighteen months, the researcher attended all the group's activities and events. Data were collected to reflexively interrogate the process theory of conversion proposed by Lewis Rambo (1993) . The data revealed conversion to be a multifaceted and dynamic process of cognitive change, mediated by structural, and contextual forces. The results provide a reconceptualization of Rambo's theory, presenting a theoretical expansion of the model emphasizing its mechanisms of action. The paper details the composition of the “Interaction‐Commitment” mechanism, operationalized within four submechanisms emanating from Rambo's roles, rituals, rhetoric, and relationships. This longitudinal study shows that most of the hard work toward conversion occurs before any formal interaction with a conversion advocate. Conversion operates most effectively under conditions of cognitive economy wherein the belief path follows a path of least cognitive expenditure.     

The effects of sad mood on memory in older adults: a test of the mood congruence effect

Mood congruence effects have long been studied in younger adults, but not in older adults. Socioemotional selectivity theory (SST) suggests that mood congruence could operate differently in older adults. One hundred and nineteen younger and 78 older adults were randomly assigned to sad or neutral mood inductions, using combined Velten and music induction procedures. Results indicated that during sad mood induction both older and younger adults showed enhanced recall of sad words on delayed word list recall task and in autobiographical memory. However, only older adults displayed mood congruence effects on lexical ambiguity and lower recall of positive words in the word list task. Results provided partial support for developmental effects on mood congruence derived from SST.     

Discrete-trial training for autistic children when reward is delayed: a comparison of conditioned cue value and response marking

Three children with autism were taught to identify pictures of objects. Their speed of acquisition of receptive speech skills was compared across two conditions. In the cue-value condition, a compound audiovisual stimulus was presented after correct responses and again when a primary reinforcer was delivered after a 5-s delay; in the response-marking condition, a second stimulus was presented after both correct and incorrect responses, but not prior to the primary reinforcer. In both conditions primary reinforcement was delayed for 5 s. Although the children learned receptive speech skills in both conditions, acquisition was faster in the cue-value condition.     

Instructions for Authors

Instructions for Authors

Instructions for Authors     

Category coherence and category-based property induction

One important property of human object categories is that they define the sets of exemplars to which newly observed properties are generalized. We manipulated the causal knowledge associated with novel categories and assessed the resulting strength of property inductions. We found that the theoretical coherence afforded to a category by inter-feature causal relationships strengthened inductive projections. However, this effect depended on the degree to which the exemplar with the to-be-projected predicate manifested or satisfied its category's causal laws. That is, the coherence that supports inductive generalizations is a property of individual category members rather than categories. Moreover, we found that an exemplar's coherence was mediated by its degree of category membership. These results were obtained across a variety of causal network topologies and kinds of categories, including biological kinds, non-living natural kinds, and artifacts.     

Highly dominating, highly authoritarian personalities

The author considered the small part of the population whose members score highly on both the Social Dominance Orientation scale and the Right-Wing Authoritarianism scale. Studies of these High SDO-High RWAs, culled from samples of nearly 4000 Canadian university students and over 2600 of their parents and reported in the present article, reveal that these dominating authoritarians are among the most prejudiced persons in society. Furthermore, they seem to combine the worst elements of each kind of personality, being power-hungry, unsupportive of equality, manipulative, and amoral, as social dominators are in general, while also being religiously ethnocentric and dogmatic, as right-wing authoritarians tend to be. The author suggested that, although they are small in number, such persons can have considerable impact on society because they are well-positioned to become the leaders of prejudiced right-wing political movements.