Facing Europe: visualizing spontaneous in-group projection

Individuals perceive their own group to be more typical of a shared superordinate identity than other groups are. This in-group projection process has been demonstrated with both self-report and indirect measures. The two studies reported here extend this research to the visual level, specifically, within the domain of faces. Using an innovative reverse-correlation approach, we found that German and Portuguese participants' visual representations of European faces resembled the appearance typical for their own national identity. This effect was found even among participants who explicitly denied that one nation was more typical of Europe than the other (Study 1). Moreover, Study 2 provides experimental evidence that in-group projection is restricted to inclusive superordinate groups, as the effect was not observed for visual representations of a category ("Australian") that did not include participants' in-group. Implications for the in-group projection model, as well as for the applicability of reverse-correlation paradigms, are discussed.     

Sales and sincerity: The role of relational framing in word‐of‐mouth marketing

In word-of-mouth marketing, marketers often provide financial rewards for referrals. These rewards introduce a financial motive into an interaction among friends or acquaintances, which may harm the perceived sincerity of the referring customer. We show that this negative effect can be mitigated by disclosing the presence of financial motives, but also by the activation of a market pricing (‘sales’) relationship norm. However, such a norm has a negative effect on compliance with the referral. The effects of relationship norms are strongest when cognitive capacity is impaired, which suggests that the influence of relationship norms occurs outside the awareness of consumers. Conversely, the impact of disclosures is stronger when consumers have full cognitive capacity available.     

The role of affect in attitudes toward organ donation and donor-relevant decisions

We argue that affect plays a vital role in attitudes toward organ donation and that reluctance to become an organ donor is likely to be related to the experience of affective ambivalence. Assessing the affect associated with organ donation could help to predict donor-relevant decisions. Results of a confirmatory factor analysis on 464 students showed that affective evaluations can be distinguished both from cognitive evaluations and from overall evaluations. As expected, affective evaluations revealed ambivalence (using the ‘Griffin’ measure of ambivalence) toward organ donation, whereas the two other types of evaluations did not. Results of a follow-up study using logistic regression (n?=?85), showed that affective evaluations predicted donor-relevant decisions six months later. The present findings support the proposal to include separate affective evaluations in measures of attitudes to organ donation. More general implications for the measurement and structure of attitudes in health related domains are discussed.     

How can you resist? Executive control helps romantically involved individuals to stay faithful

In the present research, we examined why some people have more difficulty than others in staying faithful to their romantic partners. Three studies supported our main prediction that executive control is associated with romantically involved individuals' ability to stay faithful. Study 1 showed that participants with a higher level of executive control reported less difficulty in staying faithful to their partners than did those with lower levels of executive control. In Study 2, romantically involved male participants were placed in a waiting room together with an attractive female confederate. Results showed that participants with a higher level of executive control showed less flirting behavior with the confederate than did those with lower levels of executive control. Study 3 demonstrated that a higher level of executive control was related to a lower expressed desire to meet an attractive other, but only for romantically involved participants. Together, these studies showed that executive control helps romantically involved individuals to deal with the lure of attractive alternatives.     

HIV‐related stigma in social interactions: Approach and avoidance behaviour in a virtual environment

People living with HIV are a stigmatized group in our society, especially homosexual people living with HIV. One of the behavioural manifestations of stigmatization is an increased interpersonal distance kept during social interactions. Immersive virtual environment technology enables the experimental study of social interactions in an accurate and relatively unobtrusive manner. Using a virtual hospital room, we measured to what extent diagnosis (HIV, cancer or broken leg) and sexual orientation (homosexual or heterosexual) were related to approach behaviour (based on the interpersonal distance and the speed of approach), and the degree patients were looked at (as was obtained from an additional exploration of our head orientation data). Moreover, implicit and explicit attitudes were predicted to moderate this relationship. Participants (N = 50) were healthy, heterosexual students. A main effect of diagnosis revealed larger interpersonal distances from patients with HIV than from patients with cancer. Also, an interaction effect demonstrated that distances were largest when the HIV patient was homosexual. Furthermore, a main effect of diagnosis showed that HIV and cancer patients were approached more slowly than broken leg patients, an effect that was larger for HIV than for cancer patients. In addition, head orientation analyses revealed that patients with HIV were relatively ‘looked at’ more often as well as relatively ‘looked away from’ less often than patients with cancer and patients with a broken leg. None of these effects however were found to be moderated by implicit and explicit attitudes. These findings provide behavioural evidence for the stigmatization of people living with HIV and homosexuals with HIV in particular. Copyright © 2015 John Wiley & Sons, Ltd.     

Abstract thinking increases one’s sense of power

One’s subjective sense of power often has greater influence on behavior than the amount of power one actually possesses. We propose that this sense of power may be determined in part by one’s style of information processing. As abstract thought is less constraining than concrete thought, and having power leads to more abstract thought [Smith, P. K., & Trope, Y. (2006). You focus on the forest when you’re in charge of the trees: Power priming and abstract information processing. Journal of Personality and Social Psychology, 90, 578-596.], we predicted that thinking more abstractly would make one feel more powerful. Indeed, in four experiments, abstract thought led to a greater sense of power, greater preference for high-power roles, and more feelings of control over the environment, relative to both a concrete-thought and a control condition. This bidirectional relationship between power and abstract thinking suggests one way in which power hierarchies may be unintentionally perpetuated.