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Social Influence最新文献

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The “that’s-not-all” compliance-gaining technique: when does it work? “那不是全部”的获得遵从性的技巧:它什么时候起作用?
IF 1.7 3区 心理学
Social Influence Pub Date : 2019-04-03 DOI: 10.1080/15534510.2019.1634146
Seyoung Lee, Shin-Il Moon, T. Feeley
{"title":"The “that’s-not-all” compliance-gaining technique: when does it work?","authors":"Seyoung Lee, Shin-Il Moon, T. Feeley","doi":"10.1080/15534510.2019.1634146","DOIUrl":"https://doi.org/10.1080/15534510.2019.1634146","url":null,"abstract":"ABSTRACT The that’s-not-all (TNA) compliance-gaining technique offers a product at an initial price and then improves the deal by either lowering the price or adding an extra product before the target responds to the final and adjusted offer. A meta-analysis with 18 comparisons examining the effectiveness of the TNA strategy found that the technique is a reliable method for increasing compliance (r = .16). Moderator analyses showed that the technique is effective when the purchase of a product is requested, when the price of a product offered in the final request is lower, and when the concession size is not too large. It is argued that the principles of hedonic editing and mindlessness account for the TNA effect.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2019-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"90327630","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"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: 3
Creating sanctioning norms in the lab: the influence of descriptive norms in third-party punishment 创建实验室制裁规范:描述性规范对第三方惩罚的影响
IF 1.7 3区 心理学
Social Influence Pub Date : 2019-04-03 DOI: 10.1080/15534510.2019.1641147
Giannis Lois, M. Wessa
{"title":"Creating sanctioning norms in the lab: the influence of descriptive norms in third-party punishment","authors":"Giannis Lois, M. Wessa","doi":"10.1080/15534510.2019.1641147","DOIUrl":"https://doi.org/10.1080/15534510.2019.1641147","url":null,"abstract":"ABSTRACT Third-party punishment is a form of peer-to-peer sanctioning that is influenced by descriptive norms. The present study aims to investigate how aggregate peer punishment and the presence of a free rider who never punishes influences the formation of third-party punishment norms. Participants were exposed to social feedback indicating either low, high, or high & free rider peer punishment. Over time, participants conformed to average peer punishment leading to the emergence and persistence of different sanctioning norms in each group. The presence of one free rider significantly reduced the average punishment and increased the frequency of free riding behavior. These findings highlight the critical role of descriptive norms and suggest the presence of a ‘bad apple’ effect in third-party punishment.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2019-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"89500628","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"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: 2
A second look at partisanship’s effect on receptivity to social pressure to vote 党派之争对社会投票压力接受度的影响再看一遍
IF 1.7 3区 心理学
Social Influence Pub Date : 2019-01-02 DOI: 10.1080/15534510.2019.1572536
Richard E. Matland, G. Murray
{"title":"A second look at partisanship’s effect on receptivity to social pressure to vote","authors":"Richard E. Matland, G. Murray","doi":"10.1080/15534510.2019.1572536","DOIUrl":"https://doi.org/10.1080/15534510.2019.1572536","url":null,"abstract":"ABSTRACT Social pressure can exert a powerful, but sometimes counterproductive, influence on compliance with the social norm of voting. Scholars have tested several implicit social pressure techniques to reduce negative reactions to these methods. Among the most innovative is the use of ‘watching eyes’ in voter mobilization messages. Using three large randomized field experiments, this study attempts to reproduce Panagopoulos and van der Linden’s finding that political partisanship moderates the effect of watching eyes messages on voter turnout. Our findings diverge from previous findings statistically and substantively and indicate partisanship may have limited influence on the effectiveness of watching eyes in mobilizing voters.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2019-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"87943731","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"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: 2
Reassessing the integrated model of advice-giving in supportive interactions: the moderating roles of need for cognition and communication styles 重新评估支持性互动中建议提供的综合模型:认知需求和沟通风格的调节作用
IF 1.7 3区 心理学
Social Influence Pub Date : 2019-01-02 DOI: 10.1080/15534510.2019.1581083
Ildo Kim, Bo Feng, JooYoung Jang, Bingqing Wang
{"title":"Reassessing the integrated model of advice-giving in supportive interactions: the moderating roles of need for cognition and communication styles","authors":"Ildo Kim, Bo Feng, JooYoung Jang, Bingqing Wang","doi":"10.1080/15534510.2019.1581083","DOIUrl":"https://doi.org/10.1080/15534510.2019.1581083","url":null,"abstract":"ABSTRACT The present study reassessed the effectiveness of the Integrated Model of Advice-giving with participants of varying levels of need for cognition (NFC) and different communication styles (high- and low-context communication styles). Participants (N = 828) were randomly assigned to read one of 33 versions of conversation in which they received advice from a friend. Results showed that NFC moderated the effect of presence of emotional support on recipients’ evaluations of facilitation of coping. Communication styles moderated the effect of presence of emotional support on recipients’ evaluation of facilitation of coping and their intention to implement advice.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2019-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"90367416","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"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
Social mindfulness in the real world: the physical presence of others induces other-regarding motivation 现实世界中的社会正念:他人的实际存在引发了与他人相关的动机
IF 1.7 3区 心理学
Social Influence Pub Date : 2018-10-02 DOI: 10.1080/15534510.2018.1544589
N. J. Van Doesum, Johan C. Karremans, Rosanne C. Fikke, M. A. de Lange, P. V. van Lange
{"title":"Social mindfulness in the real world: the physical presence of others induces other-regarding motivation","authors":"N. J. Van Doesum, Johan C. Karremans, Rosanne C. Fikke, M. A. de Lange, P. V. van Lange","doi":"10.1080/15534510.2018.1544589","DOIUrl":"https://doi.org/10.1080/15534510.2018.1544589","url":null,"abstract":"ABSTRACT Two studies show that being socially mindful only requires a minimal social context: The presence of a specific other is enough to bring out greater social mindfulness in a one-shot social decision-making task that focuses participants’ decisions on leaving or limiting other people’s choice. Study 1 contrasts a control condition (with no second chooser) with two conditions in which a confederate chooses after the participant. We find that participants are socially mindful by leaving choice to the confederate more often. Study 2 reveals that a specified, identifiable other is left choice more often than an unspecified next chooser. The physical presence of others may thus be enough to elicit greater social mindfulness as manifested in simple and low-cost social decision-making.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2018-10-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"77567481","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"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: 18
Social consensus influences ethnic diversity preferences 社会共识影响种族多样性偏好
IF 1.7 3区 心理学
Social Influence Pub Date : 2018-10-02 DOI: 10.1080/15534510.2018.1540358
Fredrik Jansson, Moa Bursell
{"title":"Social consensus influences ethnic diversity preferences","authors":"Fredrik Jansson, Moa Bursell","doi":"10.1080/15534510.2018.1540358","DOIUrl":"https://doi.org/10.1080/15534510.2018.1540358","url":null,"abstract":"ABSTRACT There is widespread segregation between workplaces along ethnic lines. We expand upon previous research on segregation and social influence by testing the effect of the latter on personal diversity preferences, specifically in employees’ selection into hypothetical workplaces. In a survey study with 364 European American respondents in three waves, participants complied with social consensus preferences for either more or less workplace diversity. The new preference was sufficiently internalized to be retained largely unaltered a week later. Simulations suggest a self-reinforcing effect, where accurate social consensus information may be sufficient to change preferences. Given that initial choices were polarized, perceived social consensus can vary highly between people in society, and influencing this perception may feed back into greater acceptance of minorities.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2018-10-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"86431833","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"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: 6
Altruistic indulgence: people voluntarily consume high-calorie foods to make other people feel comfortable and pleasant 利他放纵:人们自愿消费高热量食物，使他人感到舒适和愉快
IF 1.7 3区 心理学
Social Influence Pub Date : 2018-10-02 DOI: 10.1080/15534510.2018.1546616
Youjae Yi, Jacob C. Lee, Saetbyeol Kim
{"title":"Altruistic indulgence: people voluntarily consume high-calorie foods to make other people feel comfortable and pleasant","authors":"Youjae Yi, Jacob C. Lee, Saetbyeol Kim","doi":"10.1080/15534510.2018.1546616","DOIUrl":"https://doi.org/10.1080/15534510.2018.1546616","url":null,"abstract":"ABSTRACT We explored a novel phenomenon where people in certain social contexts voluntarily consume high-calorie foods with the altruistic motive of making other people feel comfortable and pleasant. We hypothesized that people are likely to choose a high-calorie food, especially around others with whom they have communal relationships (e.g., friends), because of the desire to induce in others feelings of pleasantness rather than guilt. A field study at a café shows that this phenomenon emerges in the real world, and a scenario-based experiment supports our altruistic account with mediation analyses. The alternative explanation of a social acceptance account is ruled out.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2018-10-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"86341533","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"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: 7
Political identity, preference, and persuasion 政治认同、偏好和说服
IF 1.7 3区 心理学
Social Influence Pub Date : 2018-09-12 DOI: 10.1080/15534510.2018.1518786
Claire Heeryung Kim, Dahee Han, A. Duhachek, Zakary L. Tormala
{"title":"Political identity, preference, and persuasion","authors":"Claire Heeryung Kim, Dahee Han, A. Duhachek, Zakary L. Tormala","doi":"10.1080/15534510.2018.1518786","DOIUrl":"https://doi.org/10.1080/15534510.2018.1518786","url":null,"abstract":"ABSTRACT The current research examines how political identity shapes preferences for objects and messages that highlight either equality or hierarchy. We find that liberals show a greater preference for an object associated with less as opposed to more hierarchy, whereas conservatives do not exhibit such a preference (Study 1). We also find that liberals are more persuaded by persuasive appeals that endorse equality rather than hierarchy, whereas conservatives are less sensitive to this distinction (Study 2). Finally, we identify the moderating role of political identity salience: When one’s political identity is made salient, liberals show an increased preference for messages highlighting equality, whereas conservatives become more persuaded by messages highlighting hierarchy (Study 3).","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2018-09-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"73628489","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"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: 12
Help me Obi-Wan: the influence of facial dominance on perceptions of helpfulness 救救我欧比旺:面部优势对助人认知的影响
IF 1.7 3区 心理学
Social Influence Pub Date : 2018-07-03 DOI: 10.1080/15534510.2018.1500944
Shlomo Hareli, Michael Smoly, U. Hess
{"title":"Help me Obi-Wan: the influence of facial dominance on perceptions of helpfulness","authors":"Shlomo Hareli, Michael Smoly, U. Hess","doi":"10.1080/15534510.2018.1500944","DOIUrl":"https://doi.org/10.1080/15534510.2018.1500944","url":null,"abstract":"ABSTRACT We all occasionally need the help of others whom we do not know well. In four studies, we studied the influence of the facial appearance of both the potential helper and the help seeker on such a decision. In three studies (1a-1c), across different help domains, participants rated a person with submissive facial appearance as more likely to help. This was mediated via the perception of the submissive person as caring and helpful. The notion that submissive individuals will be perceived as more likely to help when a dominant person asks was only supported in the context of financial help. The preference for a submissive potential helper was also found when participant had to choose a helper for themselves (Study 2). (120 words)","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2018-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"88345515","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"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: 3
When i’m right you’re wrong: attitude correctness facilitates anger and approach motivation toward opposing individuals 当我是对的时候，你就是错的:正确的态度有助于愤怒和对对立个体的接近动机
IF 1.7 3区 心理学
Social Influence Pub Date : 2018-07-03 DOI: 10.1080/15534510.2018.1491888
Elizabeth M. Niedbala, Zachary P. Hohman, Jada S. Elleby
{"title":"When i’m right you’re wrong: attitude correctness facilitates anger and approach motivation toward opposing individuals","authors":"Elizabeth M. Niedbala, Zachary P. Hohman, Jada S. Elleby","doi":"10.1080/15534510.2018.1491888","DOIUrl":"https://doi.org/10.1080/15534510.2018.1491888","url":null,"abstract":"ABSTRACT Attitude correctness and attitude clarity define the broader concept, attitude certainty. Repeating one’s attitude to oneself causes attitude clarity, while learning that the majority of others agree with you causes attitude correctness. The current research tests how attitude correctness influences emotions and behavioral intentions toward individuals with opposing attitudes. We predicted that compared to clarity, those high in attitude correctness would feel more anger toward an opposing individual and a stronger desire to confront, oppose, and argue with them. Results across two studies supported predictions; believing that you hold the same attitude as the majority sparks feelings of anger toward individuals with differing viewpoints. The current work contributes to our understanding of heated debates and ugly confrontations.","PeriodicalId":46580,"journal":{"name":"Social Influence","volume":null,"pages":null},"PeriodicalIF":1.7,"publicationDate":"2018-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"91037914","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"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: 4
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