Tailoring visual images to fit: Value creation in persuasive messages

The present studies aimed to extend Regulatory Fit Theory in the domain of persuasive communication by (a) using printed advertisement images without any verbal claim, instead of purely or mostly verbal messages; (b) selecting the images to fit the distinct orientations of regulatory mode rather than regulatory focus; and (c) priming regulatory mode orientation instead of relying on chronic prevalence of either locomotion or assessment orientation. We found that recipients primed with a locomotion orientation experienced fit, and were more persuaded, when exposed to “dynamic” versus “static” visual images; conversely, recipients primed with an assessment orientation experienced fit and were more persuaded when exposed to “static” versus “dynamic” images. Our findings show that the experience of fit can be induced by visual messages, resulting in positive effects in terms of attitude toward product advertisement and estimated price of advertised products. Copyright © 2010 John Wiley & Sons, Ltd.     

Motivation in Mental Accessibility: Relevance Of A Representation (ROAR) as a New Framework

The notion of accessibility of mental representations has been invaluable in explaining and predicting human thought and action. Focusing on social cognition, we review the large corpus of data that has accumulated since the first models of mental activation dynamics were outlined. We then outline a framework that we call Relevance of a Representation (or ROAR for short), the main tenant of which is that not all stimulated representations are in fact activated (i.e., influence thought and action processes). More specifically, we propose that the degree to which a representation is available to processes of thought and action is a function of that representation's motivational relevance. We end by demonstrating how the framework enables re-addressing the notions of accessibility, automaticity and selective attention.     

Interplay of Literacy and Orality in Inaugural Rhetoric

Inaugural addresses require a complex interplay of literacy and orality. They are written to be performed, but oral performance is not explicable in terms of textual analyses alone. Texts of the 55 inaugurals of the 42 U.S. presidents and audio recordings of the 16 dating from F. D. Roosevelt were the corpus for this study. The general hypothesis was that changes in media technology and in Presidential governance have moved both text and performance of inaugurals in the twentieth century in the direction of conversational style. Textual response measures were frequency-of-occurrence ratios of words (per paragraph, sentence, punctuation, and discourse marker), of syllables (per paragraph, sentence, word, punctuation, and discourse marker), and of first-person pronominal forms. Performance response measures were speech and articulation rates, percentage of pause time, pause duration, and phrase length. Use of contractions was also analyzed. Textual analyses showed a shortening of units and a shift from singular to plural first-person pronominal forms in the course of 200 years. Performance of the inaugurals over the past 60 years showed no diachronic changes, but was dramatically slower than that of other speech genres. Use of contractions was limited to three recent inaugurals. Various published texts of Reagan's first inaugural and Bush's and Clinton's inaugurals were compared with one another and with the audio recordings and were found to differ from one another in text, punctuation, and format, and from the audio recordings in text. The notion of conversational style is critically discussed, particularly in terms of the boundaries imposed upon it by the norms of both literacy and orality.     

The Loss of Loss Aversion: Paying Attention to Reference Points

We agree with Gal and Rucker ( 2018 , in press) that loss aversion is not as firmly established as typically assumed. We affirm, however, the more general principle put forward within Prospect Theory (D. Kahneman & A. Tversky, 1979), which is that reference points increase people's sensitivity to objective changes in value. We show how the literatures on counterfactual thought, social comparison, and goal pursuit are consistent with the notion that reference points increase sensitivity to change in value, while not being consistent with loss aversion. We then examine, within the framework of Regulatory Focus theory (E. T. Higgins, 1997, 1998), how different reference points combine with characteristics of the actor and the situation to give rise to loss aversion (more sensitivity to negative outcomes than to positive outcomes) as well as to the reverse pattern (more sensitivity to positive outcomes than to negative outcomes). Our review suggests that the status quo, even when used as a reference point, is not necessarily neutral. It also suggests that anchor points other than the status quo may serve as reference points and that people may use more than one reference point simultaneously. More generally, we call for a critical examination of the “bad is stronger than good” principle.     

What is the Impact of Placement Type on Educational and Health Outcomes of Unaccompanied Refugee Minors? A Systematic Review of the Evidence

Record numbers of unaccompanied refugee minors have been arriving in high-income countries since 2015. Child welfare agencies and non-governmental organisations tasked with providing services have struggled to cope with demands on their services as a result. Despite this, there is little research on how best to meet their needs and in particular what services can mitigate the psychological difficulties they face. As a result, the evidence base for social services for refugee children remains very limited. This paper is a systematic review and meta-analysis of the evidence on the relationship between care placement type and the educational, mental health and physical health outcomes of unaccompanied refugee minors. We searched ten databases and identified 3877 citations which were screened for inclusion. Nine studies were included in the final review, with seven included in the meta-analysis. Eight studies examined the link between accommodation type and mental health outcomes, and two analysed the relationship between accommodation type and education. There were no studies looking at physical health outcomes. Included studies suggest that foster care and placements that are culturally sensitive may be associated with better mental health outcomes. This review highlights the paucity of research on the impact of services provided by child welfare agencies and non-governmental organisations.     

The Insularity of Anglophone Philosophy: Quantitative Analyses

Abstract

We present evidence that mainstream Anglophone philosophy is insular in the sense that participants in this academic tradition tend mostly to cite or interact with other participants in this academic tradition, while having little academic interaction with philosophers writing in other languages. Among our evidence: In a sample of articles from elite Anglophone philosophy journals, 97% of citations are citations of work originally written in English; 96% of members of editorial boards of elite Anglophone philosophy journals are housed in majority-Anglophone countries; and only one of the 100 most-cited recent authors in the Stanford Encyclopedia of Philosophy spent most of his career in non-Anglophone countries writing primarily in a language other than English. In contrast, philosophy articles published in elite Chinese-language and Spanish-language journals cite from a range of linguistic traditions, as do non-English-language articles in a convenience sample of established European-language journals. We also find evidence that work in English has more influence on work in other languages than vice versa and that when non-Anglophone philosophers cite recent work outside of their own linguistic tradition it tends to be work in English.     

Effective Challenge Regulation Coincides with Promotion Focus-Related Success and Emotional Well-Being

Beyond a hedonic model of the good life—approach pleasure and avoid pain—evidence is accumulating across species that well-being depends on potentially painful goal pursuit processes, like effort, engagement, and discovery. We hypothesized that daily challenges may provide a unique opportunity to fulfill such processes and that challenges would be more relevant within the promotion (gain-focused) than prevention (nonloss-focused) motivational system. Accordingly, we predicted that: (1) individuals who tend to be successful versus unsuccessful in achieving promotion-type goals would be better at managing daily challenges; and (2) challenge dysregulation would undermine promotion-related well-being (depressive symptoms) more than prevention-related well-being (anxiety symptoms). Across three studies, we find evidence in support of these hypotheses. Notably, as we find consistent evidence that too many and too few challenges may be damaging to mental health, we conclude that effective challenge regulation—not minimization—is likely to be a necessary component of optimal well-being.     

Tactics of manipulation

Manipulation is one means by which environments are altered to correspond to characteristics of individuals. We conducted two studies to identify the manipulation tactics that people use to elicit and terminate the actions of others. Factor analyses of four instruments revealed six types of tactics: charm, silent treatment, coercion, reason, regression, and debasement. Tactics of manipulation showed strong individual difference consistency across contexts. The charm tactic, however, was used more frequently for behavioral elicitation, whereas the coercion and silent treatment tactics were used more frequently for behavioral termination. Manipulation tactics covaried significantly across self-based and observer-based data sources with personality scales of Neuroticism, Extraversion, Ambitious-Lazy, Arrogant-Unassuming, Quarrelsome-Agreeable, and Calculating and with characteristics of subjects' social environments. We draw implications for an interactionist framework of person-environment correspondence, for an expansion of the taxonomic task that faces personality psychology, and for identifying links between personality and other scientific disciplines.