Lies and bullshit: The negative effects of misinformation grow stronger over time

In a world where exposure to untrustworthy communicators is common, trust has become more important than ever for effective marketing. Nevertheless, we know very little about the long-term consequences of exposure to untrustworthy sources, such bullshitters. This research examines how untrustworthy sources—liars and bullshitters—influence consumer attitudes toward a product. Frankfurt's (1986) insidious bullshit hypothesis (i.e., bullshitting is evaluated less negatively than lying but bullshit can be more harmful than are lies) is examined within a traditional sleeper effect—a persuasive influence that increases, rather than decays over time. We obtained a sleeper effect after participants learned that the source of the message was either a liar or a bullshitter. However, compared to the liar source condition, the same message from a bullshitter resulted in more extreme immediate and delayed attitudes that were in line with an otherwise discounted persuasive message (i.e., an advertisement). Interestingly, attitudes returned to control condition levels when a bullshitter was the source of the message, suggesting that knowing an initially discounted message may be potentially accurate/inaccurate (as is true with bullshit, but not lies) does not result in the long-term discounting of that message. We discuss implications for marketing and other contexts of persuasion.     

Regret in pursuit of change and maintenance goals

Three experiments were conducted investigating feelings of regret following poor decisions involving behaviors that were either typical for the decision-maker or atypical. Using a retrospection paradigm, the present research found that typical behaviors were more regrettable when decisions were in the context of goals to change whereas atypical behaviors were more regrettable in the context of maintenance goals. We ruled out explanations of these effects based on the temporal distance of the decision, behavioral typicality per se, the severity of the decision-outcomes and the ease of recalling the events. Results were discussed from a consistency-fit analysis of regret and decision-making.     

Even better than the real thing: Alternative outcome bias affects decision judgements and decision regret

Three experiments demonstrated that decisions resulting in considerable amounts of profit, but missed alternative outcomes of greater profits, were rated lower in quality and produced more regret than did decisions that returned lesser (or equal) amounts of profit but either did not miss or missed only slightly better alternatives. These effects were mediated by upward counterfactuals and moderated by participants’ orientation to the decision context. That decision evaluations were affected by the availability and magnitude of alternative outcomes rather than the positivity of actual outcomes is counter to the outcome bias effect—a bias in which decisions are rated more positively when they led to more positive outcomes (despite a priori probabilities associated with the decision outcomes). Experiment 3 demonstrated that these effects represent a bias that occurs even when it is clear that the process by which decisions were made followed rational decision processes. This research suggests that when alternative worlds are even better than the desirable outcomes experienced, affect and cognition may be more strongly linked to the magnitude of alternative realities than to obtained outcomes.     

Compensation for Inconsistencies: The Effects of Stereotype Strength on Expectations of Applicants’ Job Success and Satisfaction

This research was designed to examine how exposure to information about a man described in terms of gender-typed, cross gender-typed, or androgynous characteristics affected judgments about his potential satisfaction and suitability for male- and female-dominated occupations. In addition, we examined how this exposure affected judgments about another man who was applying for the same job. Drawing from prior theory and research on the schema maintenance through compensation model (e.g., Seta & Seta, 1993; Seta, Seta, & McElroy, 2003), it was predicted and found that participants with strong gender stereotypes develop compensatory expectancies. Specifically, in comparison to control conditions, participants exposed to information about the first applicant that was inconsistent with a typical man’s behavior expected the second applicant to be especially “macho” and to be unsuitable in and dissatisfied with traditionally, female-dominant occupations. Implications for employment interviews were discussed.     

When More Is Less: An Averaging/Summation Analysis of Social Anxiety

This research explored higher and lower socially anxious individuals' impressions of homogeneous and heterogeneous discussion groups. Based upon an averaging–summation analysis, it was expected that subjects would average their impressions and resultant anxiety in a heterogeneous group. This result was obtained; individuals anticipated experiencing less anxiety in a group composed of 1 faculty and 3 high school students than in a group composed of a single high status discussant. Furthermore, the responses of high and low socially anxious individuals to heterogeneous groups differed. These results suggest that high and low socially anxious individuals may differ in their focus of attention in small groups, resulting in a different weighting of status variables.     

Grigor of Tatev: Treatise against the Tajiks

Written in 1397, at the University of Tatev, the ‘Treatise against the Tajiks’ is an extensive section in Grigor of Tatev's Book of Questions. It is so far the only known text in medieval Armenian literature that deals with Islam on an academic level. An Aristotelian and a Nominalist, Grigor organizes his critique under sixteen ‘questions’ and discusses each in a highly scholastic style. The ‘Tajiks’ are Persian by nationality, non‐Sunnites and judging from the esoteric nature of the beliefs and doctrines ascribed to them, they belong to a sub‐Shi'ite sect. As in medieval Armenian sects—who were known for their Islamic sympathies—the teachings of the Prophet are traced to the heresies of Arius and Cerinthus. The Prophet is presented as a particularly positive figure. Rejecting rationalism in religion, but insisting on the role of reason to maintain doctrinal and practical consistency, and in an ecumenical spirit, Grigor seeks common points between basic Islamic doctrines and Christian sacraments.     

On the other hand am I rational? Hemispheric activation and the framing effect

In recent decades the investigation of framing effects has become the foremost studied phenomenon of rational/irrational decision making. Two experiments were conducted to determine whether the functional specializations of the left and the right hemispheres would produce different responses to a traditional framing task. In Experiment 1, a behavioral task of finger tapping was used to induce asymmetrical activation of the respective hemispheres. In Experiment 2, a monaural listening procedure was used. In both experiments, the predicted results were found. Framing effects were found when the right hemisphere was selectively activated whereas they were not observed when the left hemisphere was selectively activated. The results are interpreted in light of a dual-processing approach of decision-making.     

An overcorrection framing effect

With the “typical” attribute framing manipulation, assimilation effects have often been obtained; people often judge the attributes of a judgmental target more positively when the attributes are framed positively (e.g., 99% pure) than negatively (e.g., 1% impure). Research has not, however, explored or demonstrated the effects of correcting or overcorrecting for the frame's influence. Overcorrection framing occurs when a more positive response is produced by the negative frame. Across three experiments, overcorrection as well as typical framing effects were obtained. In Experiments 1 and 2, overcorrection effects were obtained when participants were prompted to consider complementary information and, in Experiment 3, when the frame's source was described as untrustworthy. In contrast, typical framing effects were obtained when prompts were not supplied and when the frame's source was not described as being untrustworthy. These results supported the unification model that uses a priming analysis to account for assimilation (typical framing) and contrast (overcorrection framing) effects. We discussed how overcorrection is expected with other framing manipulations, such as risky-choice framing. We provided reasons for asymmetrical correction effects and discussed implications of our analysis for holistic/analytical as well as System 1/System 2 processing styles, the influence of different amounts of cognitive resource allocations, and the possibility of a correction process involving averaging.     

To do or not to do: desirability and consistency mediate judgements of regret.

In 4 studies, the authors demonstrated that when errors associated with action were inconsistent with decision nakers' orientation, they were undesirable and produced more regret than did errors associated with inaction. Conversely, when errors associated with action were consistent with decision makers' orientation. they were desirable and produced less regret than did errors associated with inaction. Desirability and consistency mediated this relationship, independent of mutability. These results were obtained when judgments and decisions to act or not act were made in close temporal proximity to one another as well as when participants reflected on their past decisions. The authors provide an analysis of when counterfactuals would and would not be expected to mediate judgments of normality and regret.