The effects of goal progress cues: An implicit theory perspective

Consumers often encounter goods and services that provide cues to mark their progress. We define the term “goal progress cues” to reflect the diverse category of cues that highlight progress towards a goal. Across a series of three studies, we show that entity theorists, who rely on cues that highlight completion in order to signal their abilities to others, evaluate tasks that include these cues more favorably than those that lack these features. In contrast, incremental theorists, who focus on improving competence, are impacted only by progress cues that highlight learning. We demonstrate these findings across a variety of goal pursuit contexts that represent a mix of customer-centric (retail queues), service-oriented managerial (sales calls), and personal achievement consumer product (mazes) domains using both behavioral and self-reported measures. We conclude with a discussion about the theoretical and substantive implications of our findings.     

媒体多任务的效用：听觉信息干扰和视听信息整合的实验证据

采用心理旋转范式和词汇判断范式,探讨媒体多任务经验不同者,在听觉信息干扰和视听信息整合情境下对图形一致性和真假词的判断表现。结果发现：(1)以判断图形一致性为实验任务,在无声和低音干扰条件下,低经验组的正确率均显著高于高经验组,两组的反应时差异均不显著;在高音干扰条件下,高经验组的反应时显著短于低经验组,正确率则没有显著差异。(2)以真假词判断为实验任务,对真词的判断,在三种听觉条件下,高经验组在语音匹配条件下的反应时最短,与低经验组无显著差异,但正确率显著高于低经验组,与另两种听觉条件没有显著差异;低经验组在语音匹配条件下的反应时显著长于另两种听觉条件,正确率则显著高于无声条件,与不匹配条件差异不显著。对假词的判断,低经验组在三种听觉条件下的反应时均显著短于高经验组,正确率与高经验组均无显著差异。研究表明,媒体多任务经验丰富者相比经验缺乏者受到任务无关的纯短高音干扰的影响要小一些,在需要视听通道语义整合的加工中具有一定的优势。     

社会性线索对内隐和外显元认知监控的影响

本研究以词图匹配材料为学习材料,以“大多数人选择的情况”为社会性线索,通过分析行为表现和眼动指标,探讨了社会性线索对内隐和外显元认知监控的影响。结果显示：（1）第一次信心判断时,外显信心判断显著高估,内隐信心判断较为准确。第二次信心判断时,在线索一致条件下,外显信心判断等级显著高于内隐信心判断。（2）在提供社会性线索阶段和第二次再认阶段,与线索一致条件相比,线索不一致条件下被提示项的注视时间更短,而未提示项的注视时间更长,且个体改变选择的次数显著增多。结果表明：内隐和外显元认知监测存在分离,内隐监测的准确性更高,外显监测受社会性线索的影响更大;而内隐和外显的元认知控制受社会性线索的影响趋同。     

The effect of psychological stress and expectation on auditory perception: A signal detection analysis

Both psychological stress and predictive signals relating to expected sensory input are believed to influence perception, an influence which, when disrupted, may contribute to the generation of auditory hallucinations. The effect of stress and semantic expectation on auditory perception was therefore examined in healthy participants using an auditory signal detection task requiring the detection of speech from within white noise. Trait anxiety was found to predict the extent to which stress influenced response bias, resulting in more anxious participants adopting a more liberal criterion, and therefore experiencing more false positives, when under stress. While semantic expectation was found to increase sensitivity, its presence also generated a shift in response bias towards reporting a signal, suggesting that the erroneous perception of speech became more likely. These findings provide a potential cognitive mechanism that may explain the impact of stress on hallucination‐proneness, by suggesting that stress has the tendency to alter response bias in highly anxious individuals. These results also provide support for the idea that top‐down processes such as those relating to semantic expectation may contribute to the generation of auditory hallucinations.     

I've Got My Eyes on You: Implicit Social‐Pressure Cues and Prosocial Behavior

Explicit social pressure has been shown to be a powerful motivator of prosocial behavior‐like voting in elections. In this study, I report the findings of a randomized field experiment designed to study the impact of more subtle, implicit social‐pressure treatments. The results of the experiment, conducted in the October 2011 municipal elections in Key West, Florida, demonstrate that even subtle, implicit observability cues can effectively mobilize citizens to vote, perhaps as much as explicit surveillance cues. The findings speak more broadly to our understanding of human decision making, and even evolution, and provide fodder for the claim that humans are evolutionarily programmed to respond to certain stimuli. I interpret the evidence to support the notion that evolutionarily charged impulses, like exposure to images that implicitly signal the potential for surveillance and observability, are sufficient to overcome powerful collective action incentives to free ride.     

The vision heuristic: Judging music ensembles by sight alone

Team effectiveness and group performance are often defined by standards set by domain experts. Professional musicians consistently report that sound output is the most important standard for evaluating the quality of group performance in the domain of music. However, across six studies, visual information dominated rapid judgments of group performance. Participants (1062 experts and novices) were able to select the actual winners of live ensemble competitions and distinguish top-ranked orchestras from non-ranked orchestras based on 6-s silent video recordings yet were unable to do so from sound recordings or recordings with both video and sound. These findings suggest that judgments of group performance in the domain of music are driven at least in part by visual cues about group dynamics and leadership.     

Did Somebody See It? Applying the Verifiability Approach to Insurance Claim Interviews

We examined the application of the verifiability approach to insurance claim interviews. The verifiability approach states that truth tellers and liars differ from each other in terms of the number of details they give that can be verified. Eighty‐three true and false insurance claim statements, related to damage, theft, or loss, were coded in terms of ‘witnesses’ (was the incident witnessed by others) and ‘verifiability’ (the number of perceptual and contextual details provided that could be checked by the investigator). We found that the majority of liars, compared with half the truth tellers, described unwitnessed incidents. This difference between the groups allowed for the detection of liars only. Discrimination between liars and truth tellers based on the verifiability of details was not possible. The implications of these findings are discussed. Copyright © 2014 John Wiley & Sons, Ltd.     

Can I borrow your alibi? The applicability of the verifiability approach to the case of an alibi witness

The present experiment tested the applicability of the verifiability approach to the case of an alibi witness. Pairs of truth tellers carried out non-criminal activities. Pairs of liars were separated whereby Member 1 carried out the same non-criminal activities as the pairs of truth tellers while Member 2 committed a mock crime. Participants were asked to provide statements about their whereabouts, whereby pairs of liars were requested to pretend that they carried out Member 1's activities together. Participants were informed that their statements would be assessed in terms of providing verifiable evidence that they had carried out the activities together. Results showed that 88% of the pairs were correctly classified by the verifiability approach. Groups differed in their strategies: Truth-tellers focused mainly on “staying with the truth”, and provided evidence that they were together, whereas liars attempted to make it difficult to refute their claims that they were together.     

Can Everyday Brands Be Threatening? Responses to Brand Primes Depend on Childhood Socioeconomic Status

The current work investigates whether childhood socioeconomic status influences how people respond to brands. Results from two experiments show that, perhaps counterintuitively, everyday brands—and not luxury brands—can threaten the self‐esteem of people who had poor childhoods. Supported by the results of our pilot study, we argue this is because everyday brands represent a material norm that can be difficult for low‐income consumers to achieve. Furthermore, our findings suggest that consumers from poor backgrounds may cope with this threat by becoming morse self‐interested, as indicated by decreased volunteer intentions.