How the Consideration of Positive Emotions Influences Persuasion: The Differential Effect of Pride Versus Joy

Although pride and joy are both positive emotions, we expected their consideration to affect persuasion differently because of the different perspectives (near vs. distant) and level of abstractness they involve, with pride being more abstract than joy. Therefore, we predicted that when the attitude object is construed at a high level rather than a low level, the consideration of pride is likely to promote more persuasion than the consideration of joy. In three studies, we found that the consideration of pride, when featured in the persuasion message (Studies 1a and 1b) or incidentally (Study 2), increased persuasion more than did the consideration of joy, when the persuasion object was temporally distant compared with temporally near (Studies 1a and 1b) or construed as a high‐level category compared with a more concrete individual (Study 2). These findings advance our understanding of the ways in which specific emotions may affect persuasion, beyond valence. Copyright © 2014 John Wiley & Sons, Ltd.     

The decoy effect as a covert influence tactic

The purpose of this research was to determine whether individuals could use the decoy effect to influence others' choices. In study 1, undergraduates (n = 50) and executive master's of business administration (EMBA) students (n = 24) read an employee selection scenario in which they were randomly assigned to prefer one of two candidates that were equal in overall attractiveness, but that had different strengths and weaknesses. They were then asked to choose one of three inferior candidates to add to the choice set that would make their preferred candidate more likely to be chosen by other decision makers. The “correct” inferior candidate was asymmetrically dominated—dominated by one of the two existing candidates, but not the other. Participants chose the “correct” decoy candidate at better than chance levels. In study 2, undergraduates and EMBA students (total n = 66) completed a set of four decision tasks, in which they were asked to choose from potential decoy alternatives that would highlight their preferred job candidate or the product they preferred to sell to a customer. Participants again chose the correct option at better than chance levels. When participants provided free‐response reasons for their choices, these responses indicated a fairly strong recognition of the influential nature of creating a dominating relationship. Implications for understanding this effect and how it may be used by hiring managers, sales personnel, and others who attempt to influence others people's decisions at work, are discussed. Copyright © 2010 John Wiley & Sons, Ltd.     

Engaging in Distancing Tactics Among Sport Fans: Effects on Self-Esteem and Emotional Responses

Abstract

The authors examined the effects of distancing tactics on self-esteem and emotions, following a win or loss of one's favorite team. They measured state self-esteem and emotional responses of basketball fans as they exited the sport arena after their team had won or lost an official game. Half of the fans were given the opportunity to increase or decrease their association with the team before the measures of self-esteem and emotions; the remaining fans were given the opportunity after the measures. The fans tended to associate more with the team after team success than after team failure. In addition, self-esteem and positive emotions were higher, and negative emotions lower, when measured after, rather than before, the opportunity to increase or decrease association with the team. Those effects were more pronounced among high-team-identification fans than among low-team-identification fans. The results suggest a distinction between the short- and long-term effects of game outcome on the willingness to associate with one's team. In the short term, willingness to associate with the team may oscillate in accordance with team performance, even among high-team-identification fans; in the long term, only high-team-identification fans may maintain their allegiance to the team.     

Uncertainty Orientation in the Group Context: Categorization Effects on Persuasive Message Processing

Abstract

Persuasive messages often originate from in-group or out-group sources. Theoretically, in-group categories could facilitate heuristic-based message processing (because of the attractiveness of in-groups and their social reality cues) or systematic-based processing (because of high personal relevance of the message). The authors expected individual differences in uncertainty orientation and socially based expectancy congruence to be important variables in understanding these processes. Participants were exposed to strong or weak, in-group or out-group messages that were either expectancy congruent (in-group agreement, out-group disagreement) or expectancy incongruent (in-group disagreement, out-group agreement). As predicted, uncertainty-oriented participants increased systematic information processing under incongruent conditions relative to congruent (i.e., relatively certain) conditions; certainty-oriented individuals processed systematically only under congruent conditions. These findings suggest that uncertainty that has been created through social-categorization conflicts is treated differently by people of different personality styles.     

Effects of Suspicion on Willingness to Engage in Systematic Processing of Persuasive Arguments

ABSTRACT

Two experimental studies tested the influence of suspicion on willingness to engage in a systematic analysis of arguments presented to support the introduction of a new comprehensive exam at public universities. The effect of suspicion differed depending on whether it was defined as a source feature or a receptor's personal disposition. Suspicion aroused by a specific source inhibited the systematic processing of the message, overwhelming individual differences in need for cognition. Suspicion as a receptors' stable disposition had the opposite effect. Highly suspicious receptors engaged in a more systematic processing of arguments. Although dispositional suspicion and need for cognition were correlated, the first variable had a significant effect beyond the effect of need for cognition.     

Which influence tactics lead to sales performance? It is a matter of style

The application of influence is a key behaviour set at the heart of the sales role. But we know little about how or whether influence tactics affect salespeople's actual job performance. We extend existing research on salespeople's use of influence by: (1) showing that influence tactics can be used to predict objective sales performance (and delineating which tactics are most predictive); (2) demonstrating that the effect of tactics on performance varies across salespeople, and these patterns of influence effectiveness allow us to identify different influence ‘styles’ and (3) revealing that the influence styles our data uncover are not consistent with existing theoretical classifications of influence tactics. The article concludes with a discussion of theoretical and managerial implications, and directions for future work.     

Perversion: a clinical possibility

Abstract

Clinical work with perverse patients presents numerous difficulties to psychoanalysis, be that due to the characteristics typical of the perverse structure, which is founded on the mechanism of disavowal, or to the inefficiency of neutrality and free association in this kind of practice. A study of existing literature on the subject and a thorough examination of their own clinical findings led the authors to propose a different kind of strategy for dealing with transference that would make clinical work with these patients plausible and indicate options for the paralyzing position that is imposed on the analyst by the perverse patient in order to derange the analytic process. By proposing an alternative for the “semblance subject-supposed-knowledge,” the authors defend the idea that clinical work with perverse patients is possible, resulting in a subject less captive of the phantasmagoric scene.

Drummond S et al. Perversion: eine klinische Möglichkeit

Klinische Arbeit mit perversen Patienten bildet zahlreiche Schwierigkeiten für die Psychoanalyse, sei es wegen der Eigenart der perversen Struktur, welche durch den Mechanismus der Verleugnung begründet wird oder sei es wegen der Ineffektivität der Neutralität und freien Assoziation bei dieser Art von Praxis. Ein Studium der vorhandenen Literatur über das Thema und eine gründliche Überprüfung eigener klinischer Befunde führte die Autoren dazu, eine unterschiedliche Art von Strategie des Umgangs mit Übertragung vorzuschlagen. Das würde klinische Arbeit mit diesen Patienten plausibel machen und auf Optionen für die paralysierende Position hinweisen, die dem Analytiker durch den perversen Patienten aufgebürdet wird, um den analytischen Prozess zu stören. Ein Alternative für das “semblance subject-supposed knowledge” vorschlagend, verteidigen die Autoren die Idee, daß klinische Arbeit mit perversen Patienten möglich ist, mit dem Ergebnis eines Subjekts, welches weniger durch die phantasmagorische Szene gefesselt ist.

Drummond S et al. perversión: una posibilidad clínica.

El trabajo clínico con pacientes perversos presenta numerosas dificultades para el psicoanálisis, puede ser debido a las características típicas de la estructura perversa, fundamentado en le mecanismo de repudio, o debido a la ineficacia de la neutralidad y asociación libre en este tipo de práctica. Un estudio de la literatura existente sobre el tema y un examen completo de los hallazgos clínicos, llevó a los autores a proponer un tipo diferente de estrategia para el manejo de la transferencia, que pudiera hacer posible el trabajo clínico con estos pacientes, también indicar opciones para la situación de paralización que estos pacientes imponen al analista para desorganizar el proceso analítico. Con la proposición de una alternativa para la “semblance-subject-supposed knowledge(apariencia del sujeto-supuesto saber),” el autor defiende la idea de que el trabajo clínico con pacientes perversos es posible, resultando un asunto menos cautivo de la escena fantasmagórica.     

Socialization tactics: Antecedents for goal interdependence and newcomer adjustment and retention

This study argues that Deutsch's theory of goal interdependence is useful to examine the dynamics of serial and investiture tactics on newcomer adjustment and retention in work team contexts. Structural equation results of interviews of specific incidents collected from one hundred and two newcomers support the hypothesized model that serial and investiture tactics used by teams promote cooperative goal interdependence and weaken competitive goal interdependence and independent goal relationship between newcomers and their teams. Cooperative goals were also found to promote positive attitudes and strong co-worker relationships whereas competitive and independent goals resulted in intentions to quit and low levels of organizational commitment and job satisfaction.     

The Antecedents of Retrieval Inhibition

The subjects were given one of three types of retrieval tests—free-recall, part-list cued-recall, or part-set cued-recall—in a modified directed-remembering study. A directed-remembering effect occurred for free-recall but not for cued-recall, and a blocking effect occurred with “remember” words but not with “forget” words. These results suggested that the same retrieval cues that initiate blocking may alter the impact of the directed-remembering effect.     

高级技工诊断生产活动的认知策略的汇编栅格法研究

本研究采用汇编栅格法探讨了高级技工(专家)诊断人机系统生产活动的认知策略,结果表明:第一,在高级技工的认知结构中,存在着对多因素交互作用下复杂情况进行诊断的认知地图,它以特定方式组合着常见的问题类型和原因特征,是制约技工复杂技能教学成效的关键要素。第二,汇编栅格法是对人机系统中专家的认知结构进行功能模拟的一种有效方法,它不仅在揭示未知的高级技工认知结构时,以其直观的投射方式提供专家启发式策略的新信息,而且在培训和评估复杂技能方面具有可观的应用前景。