When fit fosters favoring: The role of private self-focus

The present research extends work on the ‘the value from fit’ principle by showing that regulatory fit effects on persuasion and behavioral compliance are stronger for people high, as opposed to low, in private self-focus. Previous research has shown that people high in private self-focus are strongly affected by external information. In the current work, we demonstrated that people high (vs. low) in private self-focus are more persuaded by information that matches (vs. mismatches) activated self-knowledge.     

Higher-order factors of the Big Five predict exploration and threat in life stories

Research has not previously examined whether higher-order traits of the Big Five are related to characteristics of life story narratives. The current study explored possible links between the broad dispositions of Stability (comprising the shared aspects of Agreeableness, Conscientiousness, and Emotional Stability) and Plasticity (comprising the shared aspects of Extraversion and Openness) with narrative accounts of threat and exploration in the life-stories of 128 adults. Stability was inversely related to construals of threat in narratives, and Plasticity was positively related to exploration in narratives after controlling for the suppressor effects of demographic variables. These findings add to the research linking higher-order factors of the Big-Five to important domains as well as research linking dispositional traits to narrative identity.     

Portrayal of personality in Victorian novels reflects modern research findings but amplifies the significance of agreeableness

All literature embodies an implicit theory of personality and human nature (Hogan, 1976). The research described here investigates the implicit personality theory embedded in the behavior of 435 characters in 143 canonical Victorian novels. Characters were rated on the Web by 519 scholars and students of 19th-century British literature. Ratings included the characters’ goals, success in achieving goals, mate preferences and strategies, and personality according to the Five Factor Model. Results suggest that novels by Victorian authors largely reflect personality and human nature as understood by modern personality psychology, but Victorian authors amplify the significance of agreeableness and thus, whether intentionally or not, encourage cooperative impulses in readers.     

Confidence via correction: The effect of judgment correction on consumer confidence

At times, consumers are motivated to reduce the influence of a product recommendation on their judgments. Based on previous research, it is unclear whether this correction process will increase or decrease consumers' confidence in their judgments. We find that source credibility moderates the effect of correction on confidence: correction decreases confidence when a product recommendation comes from a high credibility source but increases confidence when the same message comes from a low credibility source. As a result, correction increases the effectiveness of recommendations from low credibility sources on purchase intentions. Notably, this “confidence via correction” effect is further moderated by elaboration, such that the effect is attenuated for high elaboration consumers. Our results have implications for understanding consumers' reactions to persuasive messages and for both marketing practitioners and consumer protection agencies using correction cues to influence message persuasiveness.     

Aging and the segmentation of narrative film

The perception of event structure in continuous activity is important for everyday comprehension. Although the segmentation of experience into events is a normal concomitant of perceptual processing, previous research has shown age differences in the ability to perceive structure in naturalistic activity, such as a movie of someone washing a car. However, past research has also shown that older adults have a preserved ability to comprehend events in narrative text, which suggests that narrative may improve the event processing of older adults. This study tested whether there are age differences in event segmentation at the intersection of continuous activity and narrative: narrative film. Younger and older adults watched and segmented a narrative film, The Red Balloon, into coarse and fine events. Changes in situational features, such as changes in characters, goals, and objects predicted segmentation. Analyses revealed little age-difference in segmentation behavior. This suggests the possibility that narrative structure supports event understanding for older adults.     

When the “Charm of Three” Fades: Mental Imagery Moderates the Impact of the Number of Ad Claims on Persuasion

Given the prevalence of imagery appeals in today’s marketplace, the current research studies the role of mental imagery in how consumers process and react to advertisements with different numbers of ad claims. Past research has proposed “three” as the magical number of ad claims that maximizes persuasion, with more than three ad claims increasing skepticism and reducing evaluation. In the current research, we replicate this so-called “charm of three” effect, but only when consumers do not engage in mental imagery; when they do, however, we find that the effect is moderated, in that more ad claims beyond three produces more favorable product evaluation. Additionally, we provide evidence that the moderating effect of mental imagery is driven by transportation and skepticism toward the ad claims, with mental imagery increasing transportation and decreasing skepticism when there are more than three ad claims. Our research contributes to a better understanding of the “charm of three” effect, its boundary conditions, and underlying mechanism.     

Universal stories: How narratives satisfy core motives

Abstract

For millennia, narratives have been a primary mode of oral discourse. Narrative presentation of information has been shown to facilitate interpersonal and group communication. However, research indicates that narratives are more than merely an adaptive mode of communication. Narrative is a fundamental – and perhaps foundational – element of social and cultural life. The present article posits that the centrality of narrative in social life is due to narrative’s ability to help satisfy the five core social motives, as identified by Fiske belonging, understanding, control, self-enhancement, and trust. In so doing, this article reviews empirical and theoretical work examining basic narrative processes, autobiographical narratives, and entertainment narrative consumption to illustrate how narrative thought helps to satisfies core human motives and in turn, how the narrative construction process informs self and identity formation.     

The Effects of Linguistic Devices on Consumer Information Processing and Persuasion: A Language Complexity × Processing Mode Framework

People—be they politicians, marketers, job candidates, product reviewers, or romantic interests—often use linguistic devices to persuade others, and there is a sizeable literature that has documented the effects of numerous linguistic devices. However, understanding the implications of these effects is difficult without an organizing framework. To this end, we introduce a Language Complexity × Processing Mode Framework for classifying linguistic devices based on two continuous dimensions: language complexity, ranging from simple to complex, and processing mode, ranging from automatic to controlled. We then use the framework as a basis for reviewing and synthesizing extant research on the effects of the linguistic devices on persuasion, determining the conditions under which the effectiveness of the linguistic devices can be maximized, and reconciling inconsistencies in prior research.     

Examining the factor structure of narrative meaning-making for stressful events and relations with psychological distress

This study examined the underlying factor structure of 15 narrative meaning-making indices for narratives of stressful events, and explored the incremental validity of the narrative factor solution over and above general personality traits in predicting various indices of psychological well-being. Two-hundred and twenty four undergraduates (M_age?=?19.2 years, SD_age?=?2.1; 114 males and 110 females; 67.6% Caucasian, 12.0% East Asian, 7.6% African-American, 4.0% South Asian, 2.2% Hispanic, and 6.7% as mixed or Other origin) wrote about the most traumatic experience in their life, and completed a series of psychological questionnaires. The narratives were coded in 15 ways theoretically derived from the narrative meaning-making literature. A series of exploratory structural equation models indicated that a four-factor solution best approximated the data. The four factors were: positive processing, negative processing, integrative meaning, and structure. All four factors related differentially to indices of well-being over and above traits. There appear to be four distinct, but related, factors of narrative meaning-making for memories of stressful events, which shed light on the nuanced relations with well-being.     

“This is My Community”: Reproducing and Resisting Boundaries of Exclusion in Contested Public Spaces

The way that public space is structured has significant implications for identity, social interaction, and participation in society. For those experiencing homelessness, with no or limited private space, survival hinges on the accessibility and livability of public space. However, the increasing privatization of public space in the United States has contributed to the implementation of anti‐homeless ordinances in cities, restricting sitting, standing, panhandling, and sleeping in public. This study analyzes data from interviews with housed and unhoused community members, text from a local policy document, and ethnographic observations to explore how boundaries between “insiders” and “outsiders” are drawn in public space and mediated through individual discourse. Our findings suggest that boundaries of exclusion are constructed through dominant narratives that portray the unhoused as a threat to safety and economic vitality, thus justifying the need for regulation and punishment through the criminalization of homelessness. Yet, informants also demonstrate resistance to this narrative by discussing how criminalization of homelessness perpetuates dehumanization, violence, and economic inequality. Policy implications for the regulation of public space are discussed.