The role of situational involvement in consumers' attitude polarization

This investigation examines the effect of consumers' situational involvement on attitude polarization. The level of involvement of subjects with well-developed restaurant schemas was manipulated, and evaluations of a group of restaurants were obtained on three different occasions under conditions favorable to attitude polarization. Contrary to expectations, the evaluations exhibited no tendency toward greater extremity, even when situational involvement was high. Although inconsistent with some previous findings about attitude polarization, the results are explained in terms of schema complexity and structure. Managerial implications are discussed.     

Cardiovascular reactivity and interpersonal influence: active coping in a social context

Previous studies have demonstrated that effortful attempts to secure positive outcomes or avoid negative outcomes produce significant increases in systolic blood pressure (SBP), diastolic blood pressure (DBP), and heart rate (HR). Although these effects of active coping on cardiovascular reactivity are central in current psychosomatic theories, virtually all of the research to date has used impersonal, asocial tasks. Our two studies examined the cardiovascular effects of effortful attempts to influence other people. In Study 1, male subjects attempting to influence the opinions of their discussion partner to improve their own chances of winning money displayed significantly greater SBP, DBP, and HR reactivity. In Study 2, we obtained similar effects on SBP and DBP reactivity in men and women, while both preparing an influence attempt and making that attempt. Furthermore, reactivity levels were larger as the magnitude of incentive for successful persuasion increased. Implications of this interpersonal equivalent of active coping for the development of cardiovascular disease are discussed.     

Dimensions of appraisal and physiological response in emotion

Appraisal theorists propose physiological activity in emotion to be systematically organized around appraisal of the adaptational significance of the environment in ways that promote two functions commonly ascribed to emotion: communication and preparation for coping. However, relations between appraisal and physiological activity remain largely untested. This article reviews existing evidence to generate specific hypotheses linking appraisal to physiological activity and presents an imagery-based experimental test of a subset of these hypotheses. No evidence was found for a relation between other-agency and the eyebrow frown, but brow activity and heart rate were affected by effort-related appraisals: Anticipated effort influenced heart rate, and perceived goal-obstacles influenced the eyebrow frown. Implications of the findings and theoretical approach are discussed.     

Effects of coping skills training on generalized self-efficacy and locus of control

A number of studies have shown that mastery experiences strengthen self-efficacy expectancies that are specific to the mastery situation. In this study I assessed the effects of cognitive-behavioral coping skills training on generalized expectancies concerning self-efficacy and locus of control in test-anxious college students. Compared with a waiting-list control group, the trained subjects exhibited significant decreases on trait and state measures of test anxiety and a higher level of academic performance on classroom tests, as well as changes in specific self-efficacy expectancies relating to test-anxiety management and academic performance. Consistent with generalization predictions derived from self-efficacy theory, the coping skills group also exhibited decreases in general trait anxiety and increased scores on a trait measure of generalized self-efficacy. Locus of control was unaffected by the program, and changes in general self-efficacy were unrelated to changes in locus of control, suggesting the possibility that different parameters of experience are related to changes in the two types of generalized expectancies.     

Eyewitness accuracy and confidence: within- versus between-subjects correlations

Previous researchers using between-subjects comparisons have found eyewitness confidence and accuracy to be only negligibly correlated. In this study, we examined the predictive power of confidence in within-subject terms. Ninety-six subjects answered, and made confidence ratings for, a series of questions about a crime they witnessed. The average between-subjects and within-subject accuracy-confidence correlations were comparably low: r = .14 (p less than .001) and r = .17 (p less than .001), respectively. Confidence is neither a useful predictor of the accuracy of a particular witness nor of the accuracy of particular statements made by the same witness. Another possible predictor of accuracy, response latency, correlated only negligibly with accuracy (r = -.09 within subjects), but more strongly with confidence (r = -.27 within subjects). This pattern was obtained for both between-subjects and within-subject comparisons. The theoretical and practical implications of these results are discussed.     

Identifying the psychopath: The relation of Cleckley's criteria to the interpersonal domain

The relationship between interpersonal behaviour variables has been shown to be defined by a circular ordering, or circumplex, within the framework of a two-dimensional space. It is proposed that Cleckley's criteria of psychopathy represent one axis of this system, hostility vs warmth. It is also proposed that these criteria alone are not sufficient to identify a homogeneous group of deviant persons. Observer ratings of the behaviour of institutionalized mentally-disordered offenders were obtained for Cleckley's criteria and for behavioural dimensions of impulsive aggression and sociability. Cleckley's criteria were found to describe a unitary dimension whose relationship to other variables was consistent with the circumplex model. Cluster analysis of the ratings identified two distinct groups of high scorers on Cleckey's criteria, who were also significantly differentiated by self-report personality variables. Only one of these groups showed the combination of lack of warmth or affection and lack of behavioural control which several investigators consider necessary to define psychopathy. Relationships among individual rating items and some of the personality variables closely approximated the expected circular ordering. Reference to this interpersonal circumplex appears to reconcile some of the differences in current conceptualizations of psychopathic personality.     

The inequivalence of self-reports of Type A behavior: Differential relationships of the Jenkins Activity Survey and the Framingham cale with affect,stress, and control

The Jenkins Activity Survey (JAS) and the Framingham Type A Scale (FTAS) have been found to have different psychological correlates. The JAS is typically unrelated to anxiety, while the FTAS is consistently correlated with trait anxiety. The present study of 200 male and female college students clarifies further the psychological heterogeneity of these measures. Enhanced motivation to control the environment has been suggested as an underlying psychological component of Type A behavior (Glass, 1977). Dysphoric emotions and the perception of more environmental stresses, on the other hand, are typical of neuroticism or negative affectivity (Watson & Clark, 1984). Although the results indicate that the JAS and FTAS are highly correlated, the JAS is more closely related to control motivation than is the FTAS. Further, compared to the JAS, the FTAS is more closely correlated with dysphoric emotions and perceived daily stresses. Thus, the results indicate that the JAS is closely correlated with core psychological components of the Type A pattern, while the FTAS has a relatively unique association with general emotional distress. Such differences may account for the fact that these measures are related to different disease end points.     

The borderline hypertensive rat (BHR): A new model for the study of environmental factors in the development of hypertension

While many studies have attempted to produce hypertension through the use of various environmental Stressors, few have succeeded in producing chronic elevations in blood pressure beyond levels considered to be borderline hypertensive (140–160 mm Hg systolic). The problem with most studies stems from the use of genetically normotensive animals and the selection of Stressors to which animals readily adapt. A new approach is suggested, which recognizes the role of genetics in human essential hypertension. Animals with one hypertensive parent do not develop spontaneous hypertension but show a more sensitive cardiovascular response to environmental Stressors than animals with normotensive parents. Preliminary studies revealed that animals with a mixed genetic history of hypertension develop spontaneous borderline hypertension. When subjected to shock-shock conflict, these borderline hypertensive rats (BHR) developed permanent hypertension that failed to abate even after a ten-week, shock-free recovery period. The hypertension was accompanied by elevated heart weight to body weight ratios and by significant cardiac pathology. Subsequent work has demonstrated that these animals also become hypertensive when fed a high-sodium diet. Finally, in a series of exercise studies, we found that BHRs subjected to a shock stressor were protected against stress-induced hypertension if they exercised daily. The potential of this model for studies of the mechanisms by which environmental variables produce permanent hypertension is discussed.