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Smile when you say that: Effects of willingness on dispositional inferences |
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| Authors: | Douglas S Krull Charles R Seger |
| Institution: | a BEP 353, Department of Psychology, Northern Kentucky University, Highland Heights, KY 41099, USA b Department of Psychological and Brain Sciences, Indiana University, 1101 E. 10th Street, Bloomington, IN 47405-7007, USA c Department of Marketing, University of Texas at San Antonio, One UTSA Circle, San Antonio, TX 78249-0631, USA |
| Abstract: | A large body of research has investigated how perceivers integrate a target’s behavior with information about situational forces. However, little research has investigated how the willingness with which a behavior is performed affects inferences. Two experiments examined the effect of behavioral willingness on dispositional inferences. In experiment 1, a target’s willingness to help had a strong effect on inferences. In experiment 2, effects of willingness were even stronger under cognitive load. Implications are discussed. |
| Keywords: | Willingness Distancing cues Attribution Cognitive load |
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