Subliminal priming and persuasion: Striking while the iron is hot

Three studies demonstrated that subliminally priming a goal-relevant cognition (thirst in Studies 1 and 2; sadness in Study 3) influenced behavior (in Study 1) and enhanced the persuasiveness of an ad targeting the goal (in Studies 2 and 3) when people were motivated to pursue the goal (when they were thirsty in Studies 1 and 2; when they expected to interact with another person in Study 3). These results suggest that subliminal priming can be used to enhance persuasion, but only when certain conditions are met. Both the priming of goal-relevant cognitions and the motive to pursue the goal were necessary for ads targeting the goal to be more persuasive. The implications of these results for the role of functionality in subliminal priming and for the use and abuse of subliminal priming in persuasion are discussed.     

The cost of lower self-esteem: testing a self- and social-bonds model of health

The authors draw upon social, personality, and health psychology to propose and test a self-and-social-bonds model of health. The model contends that lower self-esteem predicts health problems and that poor-quality social bonds explain this association. In Study 1, lower self-esteem prospectively predicted reports of health problems 2 months later, and this association was explained by subjective reports of poor social bonds. Study 2 replicated the results of Study 1 but used a longitudinal design with 6 waves of data collection, assessed self-reports of concrete health-related behaviors (i.e., number of visits to the doctor and classes missed due to illness), and measured both subjective and objective indicators of quality of social bonds (i.e., interpersonal stress and number of friends). In addition, Study 2 showed that poor-quality social bonds predicted acute drops in self-esteem over time, which in turn predicted acute decreases in quality of social bonds and, consequently, acute increases in health problems. In both studies, alternative explanations to the model were tested.     

Don't take another bite: how sociocultural norms for appearance affect women's eating behavior

Four studies tested the impact of exposure to thin images on women's eating behavior. In Study 1, women who were exposed to commercials containing thin models ate less in a taste test than women exposed to neutral commercials. The next two studies revealed that the impact of the thin images could be reduced by challenging the sociocultural norms for appearance. In Study 2, including images of relatively heavier women who have been successful in life (an indirect challenge to the norm) attenuated the impact of the thin images on women's eating behavior. Study 3 demonstrated that convincing women that their peers do not endorse the sociocultural norms also reduced the impact of the thin images. In Study 4, we found that exposure to thin images led to activation of an association between heaviness and rejection and that the more this association was activated, the less participants ate.     

Making the Punishment Fit the Crime and the Criminal: Attributions of Dangerousness as a Mediator of Liability1

This research examines how individuals use information regarding characteristics of crimes (e. g., crime severity) and characteristics of the offender (e. g, prior criminal record) to form an impression of the criminal as dangerous to society, and to make liability judgments. Two studies presented college students and community members with crime scenarios and asked for ratings of crime severity, likelihood of recidivism, perceived dangerousness of the offender, and liability. Type of crime, severity. and likelihood of recidivism significantly predicted both liability and perceived dangerousness. Further more, in crimes against people only, the effects of severity and recidivism on liability were partially mediated by individuals' perceptions of the offender as criminally dangerous. The discussion examines the implications of these findings for attribution theory and sentencing in the criminal‐justice system.     

Alcohol myopia and condom use: can alcohol intoxication be associated with more prudent behavior?

We tested 2 competing theories about the effects of alcohol on intentions to engage in risky behavior. Disinhibition predicts that intoxicated people will exhibit risky behavior regardless of environmental cues, whereas alcohol myopia (C. M. Steele & R. A. Josephs, 1990) predicts that intoxicated people will be more or less likely to exhibit risky behavior, depending on the cues provided. In 4 studies, we found an interaction between intoxication and cue type. When impelling cues were present, intoxicated people reported greater intentions to have unprotected sex than did sober people. When subtle inhibiting cues were present, intoxicated and sober people reported equally cautious intentions (Studies 1-3). When strong inhibiting cues were present, intoxicated people reported more prudent intentions than did sober people (Study 4). We suggest that alcohol myopia provides a more comprehensive account of the effects of alcohol than does disinhibition.     

The nonverbal mediation of self-fulfilling prophecies in interracial interaction

Two experiments were designed to demonstrate the existence of a self-fulfilling prophecy mediated by nonverbal behavior in an interracial interaction. The results of Experiment 1, which employed naive, white job interviewers and trained white and black job applicants, demonstrated that black applicants received (a) less immediacy, (b) higher rates of speech errors, and (c) shorter amounts of interview time. Experiment 2 employed naive, white applicants and trained white interviewers. In this experiment subject-applicants received behaviors that approximated those given either the black or white applicants in Experiment 1. The main results indicated that subjects treated like the blacks of Experiment 1 were judged to perform less adequately and to be more nervous in the interview situation than subjects treated like the whites. The former subjects also reciprocated with less proximate positions and rated the interviewers as being less adequate and friendly. The implications of these findings for black unemployment were discussed.