Compensatory knowledge signaling in consumer word‐of‐mouth

This paper extends prior research on consumer knowledge beliefs and word-of-mouth transmission. Findings from four studies suggest that people compensate for unfavorable discrepancies between their actual and ideal consumer knowledge with heightened efforts to signal knowledgeability through the content and volume of their word-of-mouth transmissions. This compensatory knowledge signaling effect is moderated by the self-concept relevance (psychological closeness) of the word-of-mouth target and lay beliefs in the self-enhancement benefits of transmitting product knowledge. Content analysis of participants' product communications further supports our knowledge signaling account. The relationship between actual:ideal knowledge discrepancies and heightened word-of-mouth intentions is mediated by the specific negative emotion associated with actual:ideal self-discrepancies. Overall, the findings suggest that the relationship between consumer knowledge and word-of-mouth transmission depends not only on what you think you know, but also on what you wish you knew.     

Choice and dissonance in a European cultural context: The case of Western and Eastern Europeans

Prior research demonstrates that members of collectivistic cultures are less likely to reduce cognitive dissonance after making a choice, compared to members of individualistic cultures. This difference has been attributed to different conceptualizations of choice that derive from different self‐construals across cultures. In individualistic cultures, choice leads to stronger commitment to the chosen option compared to collectivistic cultures, because it implicates core aspects of the independent self, such as personal preferences. However, this cultural variation in postchoice dissonance has thus far been studied exclusively by comparing East Asians and North Americans. Building on the assumption that this difference is due to different construals of the self, we conducted an experiment with movie choices using the classic free‐choice paradigm to examine differences in dissonance reduction between Western and Eastern Europeans, two populations known to differ with respect to interdependence. The results show that Eastern Europeans are less likely than Western Europeans to reduce postchoice dissonance by spreading their alternatives. Our findings speak to the generalizability of the hypothesis that in cultures differing in independence or interdependence people also differ in the way they construe choice, as well as in the way the act of choosing affects their self‐concept.     

Self‐absorption paradox is not a paradox: Illuminating the dark side of self‐reflection

Although considered an important component of a healthy personality, self‐reflection has not so far been shown to have any specific benefits for mental health. This research addresses this issue by taking into consideration two important suppressor variables, self‐rumination and the need for absolute truth. The latter is an innovative variable, defined and presented in this research. The first two studies aimed to validate a new measure that acts as an operational definition of the need for absolute truth. The first study was conducted with two group of participants; the first group consisted of 129 females and 67 males, mean age = 20 years, and the second 182 females and 104 males, mean age = 27. In the second study, participants were 22 females and 18 males, mean age = 20.5. In the final study, conducted with 296 female, 163 male participants (mean age = 37), suppressor effects were tested using structural equation modeling. The results showed that by taking account of these two suppressor variables, particularly the need for absolute truth, the expected relationship between self‐reflection and mental health was revealed. The need for absolute truth was shown to be crucial for understanding the effects of self‐reflection on mental health, therefore it should be considered in all processes of psychotherapy.     

Rule‐breaking in an anonymous situation: When people decide to deviate from existing rules

The present study examined how soon people would make a decision to break existing rules in an anonymous situation, with particular attention paid to the degree of anonymity. A total of 100 participants were randomly assigned to either a self‐reward condition or an other‐reward condition, in both of which they were asked to flip a coin twice in each of the four coin‐flip trials to win the assigned reward. As predicted, the results showed that only participants in the self‐reward condition broke the assignment rules for obtaining the reward, and they only did so in the very last coin‐flip trial. In sum, the present findings suggest that people do not break existing rules for material gain as soon as they become anonymized, but some may do so at the very last moment.     

Introducing educators to a psychodynamically informed teaching practice

Abstract

Prompted by the observation that many recently trained teachers find themselves unprepared to cope with many aspects of classroom life despite considerable subject matter competence and technical proficiency, this paper proposes and describes a brief instructional programme designed to enhance teachers' understanding of classroom interactions from a psychodynamic perspective. Published autobiographical accounts of gifted teachers serve as texts for reading and discussion. These personal narratives are conceptualized within psychodynamic frameworks illuminating in meaningful fashion mundane as well dramatic moments in classroom interaction. The course is intended to enhance teacher competence and morale, to stimulate further reflection and to facilitate professional discourse about children and teaching.     

Implications for the self determine benevolence and self-protection in intergroup relations

People often favor groups they belong to over those beyond the in-group boundary. Yet, in-group favoritism does not always occur, and people will sometimes favor an out-group over the in-group. We delineate theoretically when in-group favoritism (i.e., self-protection) and out-group favoritism (i.e., benevolence) should occur. In two experiments, groups’ relative status and competence stereotypes were manipulated; groups’ outcomes were non-contingent in Experiment 1 and contingent in Experiment 2. When allocating reward, members of a low-status group were self-protective, favoring the in-group over the out-group under both non-contingent and contingent outcomes. Those with high status benevolently favored the out-group when outcomes were non-contingent, but were self-protective with contingent outcomes. People were willing to engage in social activities with an out-group member regardless of competence. However, when task collaboration had implications for the self, those with low status preferred competent over less competent out-group members. Traits of high status targets were differentiated by those with low status in both experiments, whereas those with high status differentiated low-status members’ traits only when outcomes were contingent. A general principle fits the data: The implications of intergroup responses for the self determine benevolence and self-protection.     

Self as a second-order object: Reinterpreting the Jamesian “Me”

Existing definitions of the self can be lumped into three groups: self as self-reflectivity, self as self-concept, and self as the individual. This article traces current disagreements over the definition of the self to a crucial ambiguity in William James's original delineation of the “Me.” Implicit in James's delineation was a distinction between first-order objects and second-order objects: while first-order objects are things as they are, independent of the perception of a knowing subject, second-order objects are things as perceived by a knowing subject. This article makes this distinction explicit and argues that the self is a second-order object associated with the first-person or “emic” perspective. Defined as the empirical existence of the individual (first order) perceived by the individual as “me” or “mine” (second order), the self is distinguished from the “I” which is the mental capacity for self-reflection; the self-concept which is the mental representation of the individual's existence; and the individual which is the empirical referent of the self-concept. As a second-order object, the “Me,” i.e., the self, is the unity of the existence and perception of the individual.     

Developing the therapeutic relationship: from 'expert' professional to 'expert' person who stutters

This article looks back over the years and identifies some of the most influential thinkers, writers, and researchers who have had a profound effect on the way the therapy at the Michael Palin Centre for Stammering Children in London has evolved. It tracks the changes that have occurred in theoretical perspective, treatments offered, and the delivery of therapy. In particular this author is interested in the changing nature of the therapeutic relationship between professionals and people who stutter (PWS), and describes the way it has developed from the “expert professional” towards a more collaborative relationship that recognises the “expert patient”. It was inspired by a book written in 1902 by Mr Beasley, a person who stammered. After several unsuccessful attempts to find a ‘cure’ he found his own solution to his stuttering and then used what he had learned to help many others. Much of what he wrote was well ahead of his time and reminds us, the professionals, of the importance of listening to and taking account of the views of PWS in therapy and designing treatment that meets the needs of the individual. This article also looks briefly at evidence based practice (EBP) and the issues involved in measuring outcomes that reflect the complex and individual nature of the problem. Finally the importance of the research in developing the knowledge and skill base of clinicians as well as PWS is acknowledged and discussed and the way ahead signposted.Educational objectives: The reader will learn about (1) the early history and development of stuttering therapy, (2) the influence of a variety of psychotherapeutic approaches, (3) the relevance of designing therapy to meet the needs of the PWS, and (4) discuss the role of ‘common’ factors in EBP.