Journal of Experimental Psychology: General最新文献

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Whoever is not with me is against me: The "moderate as out-group" effect. 不支持我的人就是反对我的人:“作为外群体的温和派”效应。
IF 3.7 1区 心理学
Journal of Experimental Psychology: General Pub Date : 2026-09-01 Epub Date: 2026-07-27 DOI: 10.1037/xge0001957
Giulia Maimone, Craig R M McKenzie
{"title":"Whoever is not with me is against me: The \"moderate as out-group\" effect.","authors":"Giulia Maimone, Craig R M McKenzie","doi":"10.1037/xge0001957","DOIUrl":"10.1037/xge0001957","url":null,"abstract":"<p><p>Common intuition suggests that expressing moderate views would allow people to appeal to the broadest audience possible. But is that really the case? Do moderates please all sides or please no side? Across five preregistered studies (<i>N</i> = 3,272), we show that people holding a partisan view on a sociopolitical issue perceive moderates (i.e., people disclosing a genuinely nonextreme position) as belonging to the out-group ideology. We find that the \"moderate as out-group\" effect occurs when sociopolitical issues are moralized and, at the same time, the opposing side is perceived to be a threat to oneself, close ones, or society at large. We also present evidence that the effect is due to partisans' perception that moderates lack out-group hate, rather than lack in-group love. In other words, partisans perceive that moderates agree with-or simply do not condemn-the opposing (immoral and threatening) ideology, rather than disagree with their own. Consistent with this, the \"moderate as out-group\" effect occurs when the moderate view is framed as pro-both sides, but it is attenuated when it is framed as pro-neither side. (PsycInfo Database Record (c) 2026 APA, all rights reserved).</p>","PeriodicalId":15698,"journal":{"name":"Journal of Experimental Psychology: General","volume":" ","pages":"2264-2284"},"PeriodicalIF":3.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148591814","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Correction to "The spontaneous prioritization of 'unfinishedness' in perception: A visual Zeigarnik effect" by Ongchoco et al. (2026). 对Ongchoco等人(2026)的“感知中‘未完成’的自发优先级:视觉蔡加尼克效应”的更正。
IF 3.7 1区 心理学
Journal of Experimental Psychology: General Pub Date : 2026-09-01 DOI: 10.1037/xge0001989
Joan Danielle K Ongchoco, Kimberly W Wong, Brian J Scholl
{"title":"Correction to \"The spontaneous prioritization of 'unfinishedness' in perception: A visual Zeigarnik effect\" by Ongchoco et al. (2026).","authors":"Joan Danielle K Ongchoco, Kimberly W Wong, Brian J Scholl","doi":"10.1037/xge0001989","DOIUrl":"10.1037/xge0001989","url":null,"abstract":"<p><p>Reports an error in \"The spontaneous prioritization of \"unfinishedness\" in perception: A visual Zeigarnik effect\" by Joan Danielle K. Ongchoco, Kimberly W. Wong and Brian J. Scholl (<i>Journal of Experimental Psychology: General</i>, 2026[Mar], Vol 155[3], 649-655; see record 2027-10096-001). In the article \"The Spontaneous Prioritization of 'Unfinishedness' in Perception: A Visual Zeigarnik Effect\" by Joan Danielle K. Ongchoco, Kimberly W. Wong, and Brian J. Scholl (Journal of Experimental Psychology: General, 2026, Vol. 155, No. 3, pp. 649-655. https://doi.org/10.1037/xge0001884), there was a coding bug in the shuffling function. As a result,the individual mazes were not randomly ordered or counterbalanced across conditions, as was stated in the paper. (The following abstract of the original article appeared in record 2027-10096-001.) The events that occupy our thoughts in an especially persistent way are often those that are unfinished-from half-written papers to unfolded laundry. These events seem to also be privileged in memory, as in the \"Zeigarnik effect\": When people carry out various tasks, but some are never finished due to extrinsic interruptions, memory tends to be better for those tasks that were unfinished. But just how foundational is this sort of \"unfinishedness\" in mental life? The Zeigarnik effect is often explained by appeal to the salience of goals or the weight of obligation, but might unfinishedness also be spontaneously prioritized even in visual processing-independent of these high-level social/motivational factors? Across four experiments (<i>N</i> = 120), observers viewed paths that gradually unfolded through mazes, from a start point to an end point. Probes briefly appeared along the path, and observers later simply reproduced their positions. Critically, each path either reached its end point or stopped shortly before-remaining visually unfinished. Although this manipulation was entirely task-irrelevant, it greatly influenced performance-with more precise reproductions on unfinished trials. This same pattern held across multiple experiments, even while carefully controlling for various lower level visual properties, and it generalized across different types of displays. This new <i>visual Zeigarnik effect</i> shows how vision extracts an unexpectedly rich property that is usually associated with higher level thought, and how the unfinishedness of events is privileged in the mind at a deep level. (PsycInfo Database Record (c) 2026 APA, all rights reserved).</p>","PeriodicalId":15698,"journal":{"name":"Journal of Experimental Psychology: General","volume":"155 9","pages":"2160"},"PeriodicalIF":3.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148840489","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Generalizing perception-action coupling depends on context: Spatial updating is nonobligatory in virtual but not mixed reality. 广义的感知-行动耦合依赖于上下文:空间更新在虚拟现实中不是强制性的,但在混合现实中不是。
IF 3.7 1区 心理学
Journal of Experimental Psychology: General Pub Date : 2026-09-01 Epub Date: 2026-07-30 DOI: 10.1037/xge0001968
Zijian Zhang, Weimin Mou
{"title":"Generalizing perception-action coupling depends on context: Spatial updating is nonobligatory in virtual but not mixed reality.","authors":"Zijian Zhang, Weimin Mou","doi":"10.1037/xge0001968","DOIUrl":"10.1037/xge0001968","url":null,"abstract":"<p><p>People learn perception-action coupling through repeated interactions with environments. With extensive practice, perception-action coupling becomes automatic, and instructions that contradict such coupling are often ignored, suggesting that the coupling becomes obligatory. One theoretical question is how perception-action coupling in learning contexts generalizes to other contexts. Spatial updating, the process by which people revise their spatial relationship to objects during locomotion, is considered both automatic and obligatory in physical environments, making it ideal for studying coupling generalization. This study examined whether spatial updating remains obligatory in immersive virtual and mixed-reality environments. Participants learned an object array from one orientation and performed judgments of relative direction from two imagined and two actual headings, same as or opposite to the learning heading. Spatial updating was indexed by superior pointing performance when imagined and actual headings were aligned rather than when they were misaligned, an aligned-imagined effect. In Experiments 1 and 2, participants learned virtual objects in immersive virtual environments, with the virtual room either removed or retained during testing. In Experiments 3 and 4, participants learned a mixed layout of real and virtual objects. In Experiment 5, participants learned real objects in a physical environment. Despite instructions to suppress spatial updating, sensorimotor alignment effects appeared in Experiments 3, 4, and 5, but not in Experiments 1 and 2. These findings suggest that spatial updating is not obligatory in immersive virtual environments but remains obligatory in mixed-reality and physical environments. More broadly, obligatory coupling may become less obligatory in transfer contexts, depending on context similarity. (PsycInfo Database Record (c) 2026 APA, all rights reserved).</p>","PeriodicalId":15698,"journal":{"name":"Journal of Experimental Psychology: General","volume":" ","pages":"2216-2234"},"PeriodicalIF":3.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148630681","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Task similarity increases difficulty in maintaining but not in switching between tasks. 任务相似性增加了维护任务的难度,但不会增加任务之间切换的难度。
IF 3.7 1区 心理学
Journal of Experimental Psychology: General Pub Date : 2026-09-01 DOI: 10.1037/xge0001978
Marlene Poncet
{"title":"Task similarity increases difficulty in maintaining but not in switching between tasks.","authors":"Marlene Poncet","doi":"10.1037/xge0001978","DOIUrl":"10.1037/xge0001978","url":null,"abstract":"<p><p>Switching tasks and adapting to new situations by appropriately allocating mental resources is crucial for interacting with the world around us. This ability requires cognitive control and includes several operations such as maintaining and modifying task goals, allocating attention to the relevant stimulus, and selecting the appropriate motor command. Surprisingly, although we know that switching between tasks incurs costs, whether the type of activity itself makes any difference has rarely been investigated. This study uses an innovative, well-controlled paradigm that keeps response rules and stimulus set constant across tasks to specifically test how efficiently humans switch between tasks sharing similar versus dissimilar neural processes. We assessed the efficiency of transient and global cognitive control by comparing participants' switch costs, the efficiency of task reconfiguration, and mixing costs, the efficiency of task maintenance. In four experiments, employing different stimuli and tasks, the results consistently show that increased similarity between pairs of tasks increased the difficulty in maintaining the tasks but not in switching between them. This dissociation confirms that switch and mixing costs are independent processes. Importantly, the overlap in neural processing between tasks appears to be detrimental in simultaneously maintaining tasks, potentially due to competition or interference. Distinct task sets are more efficient to maintain than similar ones. (PsycInfo Database Record (c) 2026 APA, all rights reserved).</p>","PeriodicalId":15698,"journal":{"name":"Journal of Experimental Psychology: General","volume":"155 9","pages":"2235-2249"},"PeriodicalIF":3.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148840491","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Correction to "does affective processing require awareness? On the use of the perceptual awareness scale in response priming research" by wentura et al. (2025). 更正“情感处理需要意识吗? ”文图拉等人(2025)在反应启动研究中使用知觉意识量表。
IF 3.7 1区 心理学
Journal of Experimental Psychology: General Pub Date : 2026-09-01 DOI: 10.1037/xge0001996
{"title":"Correction to \"does affective processing require awareness? On the use of the perceptual awareness scale in response priming research\" by wentura et al. (2025).","authors":"","doi":"10.1037/xge0001996","DOIUrl":"10.1037/xge0001996","url":null,"abstract":"<p><p>Reports an error in \"Does affective processing require awareness? On the use of the Perceptual Awareness Scale in response priming research\" by Dirk Wentura, Michaela Rohr and Markus Kiefer (<i>Journal of Experimental Psychology: General</i>, 2025[Jan], Vol 154[1], 128-151; see record 2025-42197-001). follow up analysis of the data showed the original was incorrect. The data has been corrected. (The following abstract of the original article appeared in record 2025-42197-001.) Masked priming paradigms are frequently used to shine light on the processes of nonconscious cognition. Introducing a new method to this field, Lähteenmäki et al. (2015) claimed that affective priming requires awareness. Specifically, they administered a subjective rating task after the priming task in each trial to directly assess awareness of the prime. Their main result was a lack of priming for subjectively unaware primes. In four experiments, we compared their method with the traditional paradigm, that is, a single-task priming phase followed by a direct test of prime recognition. We used faces with anger versus sadness expressions as primes and targets; emotion categorization was the task. In contrast to Lähteenmäki et al., primes and targets were drawn from different sets, such that priming effects can be unequivocally attributed to the processing of evaluative features. In Experiments 1a, b, we followed their approach of using different prime durations to produce variance in awareness ratings. With a duration of 40 ms, significant priming effects for subjectively unaware primes were found. This duration was also associated with priming effects in the traditional paradigm with near-zero objective prime categorization, suggesting that priming does not require awareness. In Experiment 2a, employing a constant 40-ms duration, we replicated the traditional effect. However, the parallel Experiment 2b with subjective awareness ratings produced a null result at a sharply increased response time level. We conclude that the claim that affective processing requires awareness is not justified. Subjective trial-by-trial visibility ratings can severely alter processing strategies in response priming paradigms. (PsycInfo Database Record (c) 2026 APA, all rights reserved).</p>","PeriodicalId":15698,"journal":{"name":"Journal of Experimental Psychology: General","volume":"155 9","pages":"2198"},"PeriodicalIF":3.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148840502","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Verbal recoding underlies visual ambiguity resolution, even in a nonlinguistic context. 即使在非语言环境中,言语编码也是视觉歧义解决的基础。
IF 3.7 1区 心理学
Journal of Experimental Psychology: General Pub Date : 2026-09-01 DOI: 10.1037/xge0001979
Angelle Antoun, Jacqueline Zhang, Fei Xu, Benjamin Wilson
{"title":"Verbal recoding underlies visual ambiguity resolution, even in a nonlinguistic context.","authors":"Angelle Antoun, Jacqueline Zhang, Fei Xu, Benjamin Wilson","doi":"10.1037/xge0001979","DOIUrl":"10.1037/xge0001979","url":null,"abstract":"<p><p>In language, word order can be used to help disambiguate the grammatical category (noun, verb, etc.) to which an unfamiliar or ambiguous word belongs. We have recently demonstrated that the order of stimuli impacts how ambiguous stimuli are subsequently categorized, even in a nonlinguistic context. However, it remains possible that participants may linguistically recode these stimuli (i.e., giving abstract shapes \"names\"), such that this effect is still based in the language system. Here, we adapted our previous nonlinguistic paradigm assessing the impact of sequence order on categorization but with the addition of two interference conditions: one interfering with phonological systems of linguistic recoding and the other with visuospatial memory. We found that while the nonlinguistic, visuospatial interference task had no impact on the sequence categorization effect, the linguistic interference task substantially reduced this effect. These results suggest that even though the task uses nonlinguistic stimuli, participants appeared to recode this information linguistically and, thus, that this effect may be a feature of language, rather than a more domain-general cognitive process. (PsycInfo Database Record (c) 2026 APA, all rights reserved).</p>","PeriodicalId":15698,"journal":{"name":"Journal of Experimental Psychology: General","volume":"155 9","pages":"2151-2160"},"PeriodicalIF":3.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.ncbi.nlm.nih.gov/pmc/articles/PMC13523025/pdf/","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148840546","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
A two-dimensional framework for prior knowledge in goal-directed navigation. 目标导向导航中先验知识的二维框架。
IF 3.7 1区 心理学
Journal of Experimental Psychology: General Pub Date : 2026-09-01 Epub Date: 2026-07-13 DOI: 10.1037/xge0001950
Yingyan Chen, Phillip M Newman, Sydney Hicks, Yedege Serik, Jonathan W Kelly, Timothy P McNamara, Xiaoli Chen
{"title":"A two-dimensional framework for prior knowledge in goal-directed navigation.","authors":"Yingyan Chen, Phillip M Newman, Sydney Hicks, Yedege Serik, Jonathan W Kelly, Timothy P McNamara, Xiaoli Chen","doi":"10.1037/xge0001950","DOIUrl":"10.1037/xge0001950","url":null,"abstract":"<p><p>Spatial navigation involves integrating spatial cues with prior spatial knowledge to remember locations and maintain orientation. This study examined the influence of spatial priors (preexisting knowledge about spatial parameters) using a spatial memory task in desktop virtual reality. We proposed a novel two-dimensional framework for categorizing spatial priors based on spatial reference frame (allocentric vs. egocentric) and temporal scale (global vs. local). Participants memorized and later reproduced target locations. The spatial compactness of the target distribution was manipulated to vary the precision of the allocentric global prior. A central tendency effect, where responses were biased toward the target distribution centroid, indicated reliance on the allocentric global prior. Bias was stronger with more precise distributions, indicating greater reliance on the more precise allocentric global prior. Bidimensional regression analysis revealed additional influences from the egocentric global and egocentric local priors, but not from the allocentric local prior. These findings support the proposed framework and demonstrate that multiple forms of prior knowledge simultaneously guide navigation behavior. This work provides a foundation for future studies linking prior knowledge to spatial navigation and broader cognitive processes. (PsycInfo Database Record (c) 2026 APA, all rights reserved).</p>","PeriodicalId":15698,"journal":{"name":"Journal of Experimental Psychology: General","volume":" ","pages":"2285-2319"},"PeriodicalIF":3.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148436885","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Revisiting the noun bias: How frequency explains cross-linguistic differences in noun and verb production across early childhood. 重新审视名词偏见:频率如何解释幼儿时期名词和动词产生的跨语言差异。
IF 3.7 1区 心理学
Journal of Experimental Psychology: General Pub Date : 2026-09-01 Epub Date: 2026-08-06 DOI: 10.1037/xge0001964
Gary Jones, Francesco Cabiddu, Pablo Aros Muñoz, Jens Roeser, Wenchong Du, Caroline F Rowland
{"title":"Revisiting the noun bias: How frequency explains cross-linguistic differences in noun and verb production across early childhood.","authors":"Gary Jones, Francesco Cabiddu, Pablo Aros Muñoz, Jens Roeser, Wenchong Du, Caroline F Rowland","doi":"10.1037/xge0001964","DOIUrl":"10.1037/xge0001964","url":null,"abstract":"<p><p>Frequency of occurrence is one of the main drivers of children's early vocabularies. However, multiple authors have concluded that it fails to account for one of the most important phenomena in word learning-the order in which children acquire nouns and verbs. Across many languages, there is an early noun bias despite nouns occurring far less frequently than verbs in caregiver speech. In this study we use large-scale caregiver-child corpora and a computational model to reexamine noun and verb learning in English, German, Spanish, and Mandarin. Our results show clear evidence for variations in the strength of the noun bias across languages that can be directly explained by a combination of the number of different nouns and verbs used by caregivers and their <i>sufficient frequency</i>: how often most nouns and verbs need to occur in caregiver speech to be learned. Our findings provide further evidence for frequency shaping early children's language development, in this case mapping onto the relative distributions of nouns and verbs in their mental lexicons. (PsycInfo Database Record (c) 2026 APA, all rights reserved).</p>","PeriodicalId":15698,"journal":{"name":"Journal of Experimental Psychology: General","volume":" ","pages":"2199-2215"},"PeriodicalIF":3.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148684824","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
The (anti-)conformity strategy space: How flexible is social learning when group membership and incentive alignment vary? (反)从众策略空间:当群体成员和激励对齐变化时,社会学习有多灵活?
IF 3.7 1区 心理学
Journal of Experimental Psychology: General Pub Date : 2026-08-31 DOI: 10.1037/xge0001993
Lukas von Flüe, Sonja Vogt, Charles Efferson
{"title":"The (anti-)conformity strategy space: How flexible is social learning when group membership and incentive alignment vary?","authors":"Lukas von Flüe, Sonja Vogt, Charles Efferson","doi":"10.1037/xge0001993","DOIUrl":"https://doi.org/10.1037/xge0001993","url":null,"abstract":"<p><p>People often look to what most others are doing for guidance, yet the same majority can be informative in one setting and misleading in another. We examined how people interpret social frequency information when group membership and payoff alignment vary. In an incentivized experiment, demonstrators first learned through private feedback which option maximized their own payoff. Social learners received no outcome feedback and decided only after observing demonstrators' choices. This separation ensured that the social signal reflected demonstrators' private learning rather than mutual influence among simultaneously observing learners. We varied whether demonstrators were ingroup or outgroup members and whether their incentives were aligned or misaligned with the social learner's. The same majority could therefore point to the best option in one context and to the worst option in another. The design thus tested whether people interpreted the same signal differently across contexts. Performance was highest when demonstrators were aligned with the learner's incentives, especially when those demonstrators were also ingroup members, even though group membership was induced by minimal cues. Cognitive load reduced memory performance but did not measurably alter the use of social information. We repeated the design in Switzerland and Kenya to study how findings extend across distinct participant pools. Individual strategies were heterogeneous in both sites but more dispersed in Kenya. These findings show that people do not treat the same social frequency signal as interchangeable across contexts defined by group membership and incentive alignment, and they highlight the value of studying social learning across distinct participant pools. (PsycInfo Database Record (c) 2026 APA, all rights reserved).</p>","PeriodicalId":15698,"journal":{"name":"Journal of Experimental Psychology: General","volume":" ","pages":""},"PeriodicalIF":3.7,"publicationDate":"2026-08-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148865191","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Asking open-ended questions promotes personal goal attainment in integrative negotiations. 在整合谈判中,提出开放式问题可以促进个人目标的实现。
IF 3.7 1区 心理学
Journal of Experimental Psychology: General Pub Date : 2026-08-31 DOI: 10.1037/xge0001990
Matteo Di Stasi, Alison Wood Brooks, Jordi Quoidbach
{"title":"Asking open-ended questions promotes personal goal attainment in integrative negotiations.","authors":"Matteo Di Stasi, Alison Wood Brooks, Jordi Quoidbach","doi":"10.1037/xge0001990","DOIUrl":"https://doi.org/10.1037/xge0001990","url":null,"abstract":"<p><p>Prior research suggests that asking more questions improves outcomes in cooperative conversations, and a vast wisdom literature espouses the power of asking questions during conflictual conversations, too: Negotiation experts suggest that questions invite counterparts to disclose information and, in doing so, put askers at an informational advantage. But is this advice necessary-and is it effective? We analyzed 61,057 speech turns from transcripts of 309 dyadic integrative negotiations and used natural language processing to estimate how often people ask questions, what types of questions they ask, and how well question-asking predicts personal goal attainment (Study 1; <i>n</i> = 618 MBA students). Open-ended questions were rare, occurring about once every 4 min (8% of turns). Yet, asking more open-ended questions was robustly associated with personal gains. Closed-ended questions and nonquestion statements were not reliably related to personal gains. We then tested causality in live chat negotiations: Participants who were instructed to ask open-ended questions achieved higher personal gains than those instructed to ask closed-ended questions or to only make statements (Study 2; <i>n</i> = 1,452 online participants), and those instructed to prepare open-ended questions before their interactions outperformed those instructed to prepare statements (Study 3; <i>n</i> = 372 online participants). In all studies, the benefits of open-ended questions were tied to increased information elicitation and greater value creation. Collectively, these findings offer empirical support for the widely accepted-but rarely tested-claim that negotiators (and conversationalists broadly) focus excessively on influencing (by making statements) at the expense of learning (by asking questions). (PsycInfo Database Record (c) 2026 APA, all rights reserved).</p>","PeriodicalId":15698,"journal":{"name":"Journal of Experimental Psychology: General","volume":" ","pages":""},"PeriodicalIF":3.7,"publicationDate":"2026-08-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148865223","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
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