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.     

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.     

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。     

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.     

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.     

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.     

Sexuality And The Internet

Supporters of dominant scientific theories sometimes attack competing, less favoured theories in ways that conflict with expectations of proper scientific behaviour, for example by using double standards. To reduce concern about their actions, supporters can use a variety of techniques: cover up the violation of expectations; devalue the competing theory and its advocates; interpret the process as proper; use expert panels, meetings and other formal processes to give a stamp of approval to the dominant view; and intimidate opponents. These are the same five methods used regularly by perpetrators of actions widely seen as unjust, such as violent attacks on peaceful protesters. When these methods fail, the attack can backfire on the attackers. Orthodox scientists’ treatment of the theory that AIDS originated from contaminated polio vaccines used in Africa in the 1950s illustrates how this framework can be applied to science. Opponents of this theory have used all five methods of inhibiting concern about violations of expected scientific behaviour. This analysis shows why supporters of orthodoxy have a tactical advantage over challengers.     

An experimental test of the relationship between voice intonation and persuasion in the domain of health

Objective: In the process of behaviour change, intonation of speech is an important aspect that may influence persuasion when auditory messages are used. In two experiments, we tested to what extent different levels of intonation are related to persuasion and whether for some recipients the threat posed by the message information might become too strong to face.

Design: In Study 1, 130 respondents listened to a health message with either a low, moderate or high level of intonation. In Study 2 (N?=?143), the same manipulations of intonation were applied but half of the respondents were affirmed before they listened to the persuasive message. Intention to increase fruit and vegetable intake was used as a dependent variable.

Results: Both studies showed that high intonation led to a significant drop in intention among respondents who perceived their own health as good. After self-affirmation, persuasion was increased.

Conclusion: A high level of intonation seems to induce self-regulatory defences in people who do not see the necessity to change their health behaviour, whereas people with poor perceived health might perceive potential to change. The use of a normal level of intonation in auditory health messages is recommended.