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The Effects of Majority Versus Minority Source Status on Persuasion: A Self-Validation Analysis
"... The present research proposes that sources in the numerical majority (vs. minority) can affect persuasion by influencing the confidence with which people hold their thoughts in response to the persuasive message. Participants received a persuasive message composed of either strong or weak arguments ..."
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The present research proposes that sources in the numerical majority (vs. minority) can affect persuasion by influencing the confidence with which people hold their thoughts in response to the persuasive message. Participants received a persuasive message composed of either strong or weak arguments that was presented by a majority or a minority source. Consistent with the self-validation hypothesis, we predicted and found that the majority (vs. minority) status of the source increased the confidence with which recipients held their thoughts. As a consequence, majority (vs. minority) sources increased argument quality effects in persuasion when source status information followed message processing (Experiment 1). In contrast, when the information regarding source status preceded (rather than followed) the persuasive message, it validated the perception of the position advocated, reducing message pro-cessing. As a consequence of having more confidence in the position advocated before receiving the message, majority (vs. minority) sources reduced argument quality effects in persuasion (Experiment 2). Finally, Experiment 3 isolated the timing of the source status manipulation, revealing that sources in the numerical majority (vs. minority) can increase or decrease persuasion to strong arguments depending on whether source status is introduced before or after processing the message.
Defensive Self-Esteem Impacts Attention, Attitude Strength, and Self-Affirmation Processes
, 2011
"... This is a PDF file of an unedited manuscript that has been accepted for publication. As a service to our customers we are providing this early version of the manuscript. The manuscript will undergo copyediting, typesetting, and review of the resulting proof before it is published in its final form. ..."
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This is a PDF file of an unedited manuscript that has been accepted for publication. As a service to our customers we are providing this early version of the manuscript. The manuscript will undergo copyediting, typesetting, and review of the resulting proof before it is published in its final form. Please note that during the production process errors may be discovered which could affect the content, and all legal disclaimers that apply to the journal pertain. ACCEPTED MANUSCRIPT The implications of defensive self-esteem 1
Possible Selves and Self-Doubt: A Poverty of Desired Possibility
"... Three studies tested whether self-doubt stems more from the absence of a strong desired self or the presence of a strong undesired self. Across studies, participants completed individual difference measures and then imagined a desired, neutral, or undesired possible self and completed strength measu ..."
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Three studies tested whether self-doubt stems more from the absence of a strong desired self or the presence of a strong undesired self. Across studies, participants completed individual difference measures and then imagined a desired, neutral, or undesired possible self and completed strength measures for the imagined possible self. As predicted, compared to low self-doubt participants, high self-doubt participants reported less confidence in imagined desired selves and were slower to respond to desired self-consistent terms; however, they did not differ on explicit (confidence) or implicit (response speed) strength measures for imagined neutral or undesired selves. Moreover, the weaker desired selves imagined by high self-doubt participants predicted lower performance (compared to low self-doubt participants) on a final achievement test. Finally, the interactive effect of self-doubt and imagery on performance held after controlling for self-esteem and self-concept clarity but, consistent with predictions, was mediated by strength of the possible self. Keywords self-doubt, possible selves, mental strength, self-regulation, performance There are very few certainties left in modern life (e.g., Carroll, 2010). People experience rapid and unexpected changes in their personal (e.g., divorce, relocation) and professional lives
The persuasiveness of the strawman rhetorical technique
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, 2009
"... The straw man technique takes place when an opponent's argument or position is distorted or oversimplified so that it can easily be refuted. Two experiments assessed the technique's effectiveness. Participants read two passages ostensibly written by two people competing for a public offic ..."
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The straw man technique takes place when an opponent's argument or position is distorted or oversimplified so that it can easily be refuted. Two experiments assessed the technique's effectiveness. Participants read two passages ostensibly written by two people competing for a public office, the second of which did or did not include a straw man argument. In Experiment 1, participants led to believe that the office was of low personal relevance were more persuaded by the straw man technique. In Experiment 2, participants low in need for structure were less persuaded when a candidate used the technique. Our research therefore suggests that whereas the straw man may be effective when motivation to elaborate is low, the technique may be unsuccessful or even backfire when such motivation is high.
Upward Self-Revision: Constructing Possible Selves
"... This research examined how and when people engage in upward self-revision to embrace new possible selves in response to social validation. First, the present study (n 67) predicted and found that upward self-revision was more likely to occur when validations fully specify the meaning of the positiv ..."
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This research examined how and when people engage in upward self-revision to embrace new possible selves in response to social validation. First, the present study (n 67) predicted and found that upward self-revision was more likely to occur when validations fully specify the meaning of the positive discrepancy between the desired self and the alternative self into the explicit prospect of the desired self as more likely to occur. Second, initial elevations in self-confidence mediated the effect of social valida-tions on possible selves. The discussion focuses on implications and future directions of the present work. Possible selves are the mental representations of one’s hopes and fears; they are personalized goal representa-tions of the self in desired or undesired future end states (Markus & Ruvolo, 1989). Although possible selves exist only in the mind’s eye, they provide very real adaptive benefits: (a) standards for evaluating present selves and (b) powerful incentives that motivate action
Why Religion’s Burdens Are Light: From Religiosity to Implicit Self-Regulation
"... To maintain religious standards, individuals must frequently endure aversive or forsake pleasurable experiences. Yet religious individuals on average display higher levels of emotional well-being compared to nonreligious individuals. The present article seeks to resolve this paradox by suggesting th ..."
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To maintain religious standards, individuals must frequently endure aversive or forsake pleasurable experiences. Yet religious individuals on average display higher levels of emotional well-being compared to nonreligious individuals. The present article seeks to resolve this paradox by suggesting that many forms of religion may facilitate a self-regulatory mode that is flexible, efficient, and largely unconscious. In this implicit mode of self-regulation, religious individuals may be able to strive for high standards and simultaneously maintain high emotional well-being. A review of the empirical literature confirmed that religious stimuli and practices foster implicit self-regulation, particularly among individuals who fully internalized their religion’s standards. The present work suggests that some seemingly irrational aspects of religion may have important psychological benefits by promoting implicit self-regulation. Keywords automatic process, implicit process, self-regulation, religion Take my yoke upon you, and learn of me For my yoke is easy, and my burdens are light Edwin Hawkins Singers, after Matthew 11:29-30 Virtually all religions teach their members to uphold sacred
Schweitzer, 2005), increase stereotyping and prejudice
"... 1995). And the root of all this evil? The popular view, reflected in Emerson’s quote, is that anger has destructive consequences at least in part because angry people do not process information carefully, fully, or rationally. Despite the evidence that anger biases thinking in certain ways, however, ..."
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1995). And the root of all this evil? The popular view, reflected in Emerson’s quote, is that anger has destructive consequences at least in part because angry people do not process information carefully, fully, or rationally. Despite the evidence that anger biases thinking in certain ways, however, there is little direct empirical evidence regarding the impact of anger on the quality or quantity of informa-tion processing. The experiments reported here used a dual-processing framework to directly investigate whether anger impedes information processing. Dual-process models provide a framework for think-ing about how anger might influence information pro-cessing (see Sloman, 1996; Smith & DeCoster, 2000, for reviews). Although models differ significantly, many con-verge on the idea that individuals can make judgments about identical information based on two distinct modes of processing. Analytic processing is characterized by effortful, deliberate, and meticulous scrutiny and evalua-tion of information content. Because analytic processors
Stress and Treatment
"... The following full text is a publisher's version. For additional information about this publication click this link. ..."
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The following full text is a publisher's version. For additional information about this publication click this link.
Self-Ambivalence and Resistance to Subtle Self-Change Attempts
, 2010
"... Recent research has demonstrated the malleability of self-views to subtle situational influence but has not uncovered features of the self-concept representation that make it susceptible to such change. Using research on attitude ambivalence as a foundation, the current article predicted that the se ..."
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Recent research has demonstrated the malleability of self-views to subtle situational influence but has not uncovered features of the self-concept representation that make it susceptible to such change. Using research on attitude ambivalence as a foundation, the current article predicted that the self would be most likely to respond to a subtle change induction when the targeted self-beliefs were objectively ambivalent (e.g., possessed both positive and negative features). Using self-esteem conditioning (Experiment 1) and outgroup stereotype priming (Experiment 2), it was found that people were more susceptible to subtle change inductions as objective self-ambivalence increased. Notably, the consistency between dominant self-views (positive or negative) and the change induction did not influence these results. These effects held for objective ambivalence, but not subjective ambivalence, and only when the objective ambivalence measure was relevant to the change induction. Mechanisms of the observed moderation and the implications of self-ambivalence for understanding self-change are discussed.
Self-Ambivalence and Resistance to Subtle Self-Change Attempts
, 2010
"... Recent research has demonstrated the malleability of self-views to subtle situational influence but has not uncovered features of the self-concept representation that make it susceptible to such change. Using research on attitude ambivalence as a foundation, the current article predicted that the se ..."
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Recent research has demonstrated the malleability of self-views to subtle situational influence but has not uncovered features of the self-concept representation that make it susceptible to such change. Using research on attitude ambivalence as a foundation, the current article predicted that the self would be most likely to respond to a subtle change induction when the targeted self-beliefs were objectively ambivalent (e.g., possessed both positive and negative features). Using self-esteem conditioning (Experiment 1) and outgroup stereotype priming (Experiment 2), it was found that people were more susceptible to subtle change inductions as objective self-ambivalence increased. Notably, the consistency between dominant self-views (positive or negative) and the change induction did not influence these results. These effects held for objective ambivalence, but not subjective ambivalence, and only when the objective ambivalence measure was relevant to the change induction. Mechanisms of the observed moderation and the implications of self-ambivalence for understanding self-change are discussed.
