Personalized persuasion: tailoring persuasive appeals to recipients' personality traits

Persuasive messages are more effective when they are custom-tailored to reflect the interests and concerns of the intended audience. Much of the message-framing literature has focused on the advantages of using either gain or loss frames, depending on the motivational orientation of the target group. In the current study, we extended this research to examine whether a persuasive appeal's effectiveness can be increased by aligning the message framing with the recipient's personality profile. For a single product, we constructed five advertisements, each designed to target one of the five major trait domains of human personality. In a sample of 324 survey respondents, advertisements were evaluated more positively the more they cohered with participants' dispositional motives. These results suggest that adapting persuasive messages to the personality traits of the target audience can be an effective way of increasing the messages' impact, and highlight the potential value of personality-based communication strategies.     

Comparison of Return-on-Effort and Conventional Expectancy Theory Predictions of Work Effort and Job Performance: Results from Three Field Studies

It was predicted that a return-on-effort version of expectancy theory, an approach that examines the incremental benefits associated with increased effort, would yield superior predictions of work effort and job performance, in comparison with the conventional approach. Data were collected from the following three work settings: a manufacturing concern, a supermarket, and a bank. Unlike prior research that has uniformly found superior predictions using the return-on-effort model (and that has uniformly examined student samples), the present research found only modest support. Three possible boundary conditions were discussed—format effects, reward system responsiveness, and ability differences. The latter two, examined empirically via supplementary analyses, provided increased support for the return-on-effort model.     

Retribution and emotional regulation: The effects of time delay in angry economic interactions

Individuals driven by negative emotions often punish non-cooperators at a cost to themselves. The current research demonstrates that, although time delays can attenuate this effect, they can also produce unintended consequences. Five experiments investigated the effects of time delays and thought patterns on punishments in direct and third party interactions. The results show that time delays decreased punishment (Experiment 1) by reducing negative emotions (Experiments 2A and 2B). However, thought patterns during a delay were crucially important (Experiments 3A and 3B): People who engaged in a distraction task punished less; people who engaged in affective rumination punished more; and people who engaged in cognitive reappraisal were unaffected by a delay. These differences meant that, after a time delay, affective ruminators administered greater punishments than cognitive reappraisers or distracted individuals. Implications of these findings for managing punitive impulses via time delays are discussed.     

Diversity in the person,diversity in the group: Challenges of identity complexity for social perception and social interaction

Social psychological research is increasingly coming to grips with the complexity of social identity within the individual, both from the perspective of perceivers trying to form impressions and make judgments about multiply categorizable targets, as well as from the perspective of actors using their different self‐aspects as a framework for guiding their interactions with the social world. I review several contributions to the effort to better understand these issues and then explore some of their possible implications for understanding the nature and consequences of diversity within the group. Copyright © 2009 John Wiley & Sons, Ltd.     

Creating memory illusions: expectancy-based processing and the generation of false memories.

The present research investigated the generation of memory illusions. In particular, it attempted to delineate the conditions under which category-based thinking prompts the elicitation of false memories. Noting fundamental differences in the manner in which expected and unexpected person-related information is processed and represented in the mind, it was anticipated that, via gist-based recognition, participants would display a pronounced propensity to generate expectancy-consistent false memories. The results of three experiments supported this prediction. In addition, the research revealed that participants' false memories were accompanied by the subjective experience of knowing (Expt. 2) and that false recognition was exacerbated under conditions of executive dysfunction (Expt. 3). We consider the theoretical implications of these findings for recent treatments of memory illusions and social cognition.     

Current task activation predicts general effects of advance preparation in task switching

Two experiments investigated the way that beforehand preparation influences general task execution in reaction-time matching tasks. Response times (RTs) and error rates were measured for switching and nonswitching conditions in a color- and shape-matching task. The task blocks could repeat (task repetition) or alternate (task switch), and the preparation interval (PI) was manipulated within-subjects (Experiment 1) and between-subjects (Experiment 2). The study illustrated a comparable general task performance after a long PI for both experiments, within and between PI madipulations. After a short PI, however, the general task performance increased significantly for the between-subjects manipulation of the PI. Furthermore, both experiments demonstrated an analogous preparation effect for both task switching and task repetitions. Next, a consistent switch cost throughout the whole run of trials and a within-run slowing effect were observed in both experiments. Altogether, the present study implies that the effects of the advance preparation go beyond the first trials and confirms different points of the activation approach (Altmann, 2002) to task switching.     

Motor initiation and execution in patients with conversion paralysis

Motor initiation and motor execution in four patients with conversion paralysis were investigated in a non-affected motor modality (speech). In line with the hypothesis of dissociated control in conversion disorder [Cognit. Neuropsychiatry 8 (1) (2001) 21] motor initiation, but not response duration, was expected to be impaired. The motor initiation times (reaction time: RT) and motor execution times (response duration: RD) were compared on four RT-tasks that required the production of a verbal response: a simple choice RT-task, a mental letter rotation task, and an implicit and an explicit mental hand rotation task. Because conversion disorder is expected to primarily involve an impairment in the initiation of movement, we expected the following task characteristics to uniquely affect RT and not RD: type of instruction (implicit versus explicit instructed imagery), angle of rotation, and target arm (affected versus non-affected arm). The results indeed showed the task characteristics to significantly affect the participants' RT and not their RD. It was concluded that conversion paralysis is associated with a specific impairment in the explicit initiation of processes with a spatial and motor component.     

Facing prejudice: implicit prejudice and the perception of facial threat

We propose that social attitudes, and in particular implicit prejudice, bias people's perceptions of the facial emotion displayed by others. To test this hypothesis, we employed a facial emotion change-detection task in which European American participants detected the offset (Study 1) or onset (Study 2) of facial anger in both Black and White targets. Higher implicit (but not explicit) prejudice was associated with a greater readiness to perceive anger in Black faces, but neither explicit nor implicit prejudice predicted anger perceptions regarding similar White faces. This pattern indicates that European Americans high in implicit racial prejudice are biased to perceive threatening affect in Black but not White faces, suggesting that the deleterious effects of stereotypes may take hold extremely early in social interaction.