Looking back or moving on: How regulatory modes affect nostalgia

Nostalgia is defined as the remembrance of prior experiences that are self-relevant, involve close others, and carry a predominantly positive affective tone (Wildschut et al. in J Pers Soc Psychol 91:975–993, 2006). Given nostalgia’s palliative function for coping with negative affect and self-threats (Sedikides et al. in Curr Dir Psychol Sci 17:304–307, 2008), the present research explores a psychological construct related to greater experience of nostalgia: regulatory mode. According to regulatory mode theory (Kruglanski et al. in J Pers Soc Psychol 79:793–815, 2000; Higgins et al. in Adv exp soc psychol 35:293–344, 2003), assessment is the aspect of self-regulation focused on evaluation, whereas locomotion is focused on goal progress. We hypothesized that emphasis of the assessment mode on evaluation would promote nostalgia, while emphasis of the locomotion mode on progress would prevent it. These predictions were corroborated in two studies that assessed regulatory modes as individual difference factors (Study 1) and induced them experimentally (Study 2). Implications of these findings for the self regulation process are considered.     

Need for Closure and the Social Response to Terrorism

It has been long contended that terrorism is a form of psychological warfare with the aim of advancing political objectives through the spreading of fear. The present set of five studies explored the relation between need for closure and the social response to terrorism. We found support for the notion that reminders of terrorist attacks elevate the need for closure and that the need for closure may enhance ingroup identification; interdependence with others; outgroup derogation; and support for tough and decisive counterterrorism policies and for leaders likely to carry out such policies. The implications of this research for the claims of terrorist ideologues regarding the efficacy of terrorism are discussed.     

Prioritizing association strength versus value: the influence of self-regulatory modes on means evaluation in single goal and multigoal contexts

Means of goal attainment are said to be multifinal when they are capable of attaining more than 1 goal at the same time. Such means have an advantage over unifinal means because they have the potential to attain greater overall value. However, they have the disadvantage (relative to unifinal means) of diluting the association between the means and each of the goals (Zhang, Fishbach, & Kruglanski, 2007). In turn,diluted association strength is often interpreted as reduced means’ instrumentality. Given these tradeoffs between value (favoring a multifinal option) and instrumentality (favoring the unifinal option), the question is under what conditions 1 or the other would be selected. Based on regulatory mode theory(Higgins, Kruglanski, & Pierro, 2003; Kruglanski et al., 2000), we predicted and found in 5 experiments that individuals operating in a locomotion self-regulatory mode prefer a unifinal to multifinal means,whereas individuals operating in an assessment mode prefer multifinal to unifinal means. Implications of these findings for self-regulatory phenomena are discussed.     

Motivational underpinnings of social influence in work settings: Bases of social power and the need for cognitive closure

This research explored the notion that the use and efficacy of influence tactics launched from different social power bases depends on influence agents' and recipients' need for cognitive closure. In three separate studies conducted in diverse organizational contexts, it was found that, while overall participants exhibited a preference for soft over hard social influence tactics, this preference becomes less pronounced for supervisors high (versus low) on need for closure and becomes more pronounced for supervisors low on the need for closure. Overall, soft tactics were more beneficial for subordinates' performance than hard tactics; however, the benefits of soft tactics decreased as a function of subordinates' need for closure. Finally, organizational outcomes were improved when recipients who were high (versus low) on the need for closure were exposed to “hard” power tactics and those low (versus high) in the need for closure were exposed to “soft” tactics. Copyright © 2011 John Wiley & Sons, Ltd.     

Persistence of attitude change and attitude–behavior correspondence based on extensive processing of source information

A three‐phase longitudinal study (spread over a month's time) was carried out to investigate attitude's persistence and linkage to behavior as it may be affected by the processing of information about the communication source. The following three independent variables were manipulated: (i) contents of the source of information (implying the communicator to be expert or inexpert on the topic of the communication); (ii) length of the source information (brief versus lengthy); and (iii) message recipients' involvement in the issue at hand (high versus low). Replicating prior research when the source information was brief, it exerted greater persuasive impact under low versus high involvement, and when it was lengthy, it exerted greater persuasive impact under high versus low involvement. Of greater importance, the newly acquired attitudes were more persistent and were linked more strongly to actual behavior when the source information was lengthy (versus brief) provided the recipients had high (versus low) involvement in the issue. These findings were interpreted to mean that just like with the message/issue information in prior research, when processed extensively, source information, too, may contribute to the formation of persistent and behavior‐driving attitudes. Copyright © 2011 John Wiley & Sons, Ltd.     

Contingencies of Exogenous Reward and Task Performance: On the “Minimax” Strategy in instrumental Behavior1

Subjects performed a task in return for monetary payment. In one experimental condition, the subject's pay was contingent on his working at the task for at least the time specified, in another condition, the pay was contingent on the subject's completion of at least the specified output standard; in a third condition, the amount of pay was contingent on the quantity of output. It was found that subjects in the time-contingent condition adhered most closely to the task's time specification, subjects in the standard-contingent condition adhered most closely to the standard specification, and subjects in the output-contingent condition produced the highest quantities of output. The results are discussed in reference to the idea that extrinsically motivated workers act in accordance with a “minimax” strategy: They attempt to perform the bare minimum of work sufficient for the achievement of maximal rewards.     

"Seizing and freezing" on a significant-person schema: need for closure and the transference effect in social judgment

Two experimental studies examined the possibility that the need for cognitive closure (NfCC) affects the tendency to exhibit transference effects in social encounters. They reveal that the transference effect is more pronounced when individuals' (dispositional) NfCC is high (vs. low). In Study 1, this effect is demonstrated with respect to the transference of false memories about a newly encountered target person generalized from one's representation of a significant other. In Study 2, it is demonstrated with respect to the transference of both false memories and affective reaction to a new leader based on one's representation of a past leader. The discussion considers the role of motivation in the transference effect in relation to the social cognitive and psychodynamic views of transference.     

Fully Committed: Suicide Bombers' Motivation and the Quest for Personal Significance

A motivational analysis of suicidal terrorism is outlined, anchored in the notion of significance quest . It is suggested that heterogeneous factors identified as personal causes of suicidal terrorism (e.g. trauma, humiliation, social exclusion), the various ideological reasons assumed to justify it (e.g. liberation from foreign occupation, defense of one's nation or religion), and the social pressures brought upon candidates for suicidal terrorism may be profitably subsumed within an integrative framework that explains diverse instances of suicidal terrorism as attempts at significance restoration , significance gain , and prevention of significance loss . Research and policy implications of the present analysis are considered.     

Let there be no mistake! On assessment mode and the transference effect in social perception

We examined the possibility that assessment regulatory mode orientation affects the tendency to exhibit transference effects in social perception. Based on a social cognitive methodological paradigm devised by Andersen and colleagues [e.g., Andersen, Glassman, Chen, & Cole, 1996], we find that the transference effect is more pronounced when individuals’ (chronic) assessment orientation is low (vs. high). These results suggest that transference is more likely to occur when less attention is directed towards the target of perception.     

Biassed processing of persuasive information: on the functional equivalence of cues and message arguments

Research on persuasion has shown that inferences based on heuristic or peripheral cues can bias the subsequent processing of persuasive messages. Two studies (total N = 296) examined the additional possibilities that a message argument can serve as a biassing factor and cue‐related information can serve as the target of processing bias. It was demonstrated that a message argument can bias (a) the processing of subsequent other message arguments (Study 1) and (b) the processing of subsequent cue information (Study 2). Results are discussed within dual‐process models and the recently developed unimodel of persuasion. Copyright © 2007 John Wiley & Sons, Ltd.