The belief to have fixed or malleable traits and help giving: implicit theories and sequential social influence techniques Two sequential social influence techniques, the foot-in-the-door and the door-in-the-face, seem to be symmetrical, but there are different moderators and quite different mechanisms underlying each of the strategies. What links both techniques is the social interaction between a person presenting a sequence of requests and an interlocutor. The techniques' effectiveness depends on the course and perception of the interaction and the difficulty of (...) requests in the sequence. The aim of the article was to verify various mechanisms of incremental and entity theorists compliance with the FITD and the DITF techniques. In a series of four studies it was shown that incremental theorists comply the FITD technique to a greater extend especially when a sequence of requests meets their mastery style of behavior thus means an interesting challenge to undertake or opportunity to deepen contact with a newly met person. Entity theorists are more prone to the DITF strategy as their helpless style of behavior and sense of guilt are triggered, thus a sequence of decreasing in magnitude demands is perceived as less threatening. (shrink)

To believe is to possess a wide variety of dispositions pertinent to the proposition believed. Among those dispositions are self-ascriptive dispositions. Consequently, being disposed to self-ascribe belief that P is partly constitutive of believing that P. Such self-ascriptive dispositions can be underwritten by any of a variety of mechanisms, acting co-operatively or competitively. But since self-ascriptive dispositions are only partly constitutive of belief, there can be cases in which the self-ascriptive dispositions splinter away from the remaining dispositions. It is then (...) an empirical question how often our self-ascriptive dispositions diverge from the remaining dispositions constitutive of belief. The dispositions will tend to align reliably when possession of the belief in question is normatively neutral, straightforwardly connected to behavior, and most centrally manifested in explicit assertions or judgments. When these three conditions are not met, self-ascription, self-conscious avowal, sincere utterance, and explicit judgment will often diverge from the various other dispositions constitutive of belief. Even self-knowledge of explicit judgment can be problematic when we are attracted to half-empty forms of words or when we are not entirely persuaded of what we are saying. (shrink)

This paper explores a fundamental similarity between cognitive models for crying and conceptions of insight, enlightenment or, in the context of art, “aesthetic experience.” All of which center on a process of initial discrepancy, followed by schema change, and conclude in a personal adjustment or a “transformation” of one’s image of the self. Because tears are argued to mark one of the only physical indicators of this cognitive outcome, and because the process is particularly salient in examples with art, I (...) argue that crying may provide an intriguing marker for empirical study of perceiving art. To explore this parallel, I offer a review of crying theory as well as of tearful cases with art, pointing out the key cognitive elements. I then introduce an expanded crying model, based upon our recent model of art experience which does consider insight and adjustment or application of the self. I also consider multiple emotional and evaluative factors, which may co-vary with crying response. This theoretical discussion is then applied in three exploratory, survey-based studies, conducted within U.K., Japan and U.S. museums, and including what is claimed to be the 20th century’s most tear-inducing abstract paintings. Results showed—with cross-cultural consistency—significant correlation between “feeling like crying” and a collection of responses posited to indicate a full progression to aesthetic experience. This also found correlation to positive assessment of artwork goodness, beauty, understanding of meaning, and to final reported self reflection and epiphany. I argue that, beyond the question of why we may cry, by considering implications of what tears may indicate for information processing, feeling like crying may be a compelling basis for identifying outcomes of perceptual (art) experience. (shrink)

Consumers of software often face an acquisition-mode decision, namely whether to purchase or pirate that software. In terms of consumer welfare, consumers who pirate software may stand in opposition to those who purchase it. Marketers also face a decision whether to attempt to thwart that piracy or to ignore, if not encourage it as an aid to their software's diffusion, and policymakers face the decision whether to adopt interventionist policies, which are government-centric, or laissez faire policies, which are marketer-centric. Here (...) in order to assess the decision-making of all three of these stakeholders, we focus on the consumer's point-of-view as central and examine it by considering on a comparative basis the ethical dimension versus other dimensions, including economic, legal, and other salient consumer behavior considerations. Based on a survey of 689 software consumers conducted over the Internet, the results indicate that ethics as a factor is embedded in a multidimensional set of determinant factors influencing software piracy, including attitudes, legal aspects, social support, perceptions of economic loss and age. Policy and research implications, based on these findings, are provided. (shrink)

This commentary offers a friendly extension of Huang & Bargh's (H&B's) account. Not only do active goals sometimes operate unconsciously to dominate or preempt others, but simultaneously active goals can also collaborate or compromise in shaping behavior. Because neither goal wins complete control of behavior, the result may be that each is only partly satisfied.

Philosophers and psychologists generally hold that, in light of the empirical data, a subject lacks infallible access to her own mental states. However, while subjects certainly are fallible in some ways, I show that the data fails to discredit that a subject has infallible access to her own occurrent thoughts and judgments. This is argued, first, by revisiting the empirical studies, and carefully scrutinizing what is shown exactly. Second, I argue that if the data were interpreted to rule out all (...) such infallibility, the relevant psychological studies would be self-effacing. For they adopt a methodology where a subject is simply presumed to know her own second-order thoughts and judgments--as if she were infallible about them. After all, what she expresses as her second-order judgment is trusted as accurate without independent evidence — even though such judgments often misrepresent the subject’s first-order states. The upshot is that such studies do not discredit all infallibility hypotheses regarding self-attributions of occurrent states. (shrink)

We propose two fundamentally different motives for helping: gaining pleasure and fulfilling one’s duty (‘‘pressure’’). Using the newly developed pleasure and pressure based prosocial motivation scale, we demonstrated the distinctiveness of pleasure and pressure based prosocial motivation in three studies. Although the two motives exhibited different relations to a variety of personality characteristics, they were similarly related to trans-situational helping. Of particular interest, pleasure based prosocial motivation was positively related to self-actualization, self-esteem, life satisfaction, and positive affect and negatively related (...) to negative affect. On the contrary, pressure based prosocial motivation was unrelated to self-actualization, self-esteem, life satisfaction, and positive affect but positively related to negative affect. These results qualify research showing that prosocial life goals generally increase subjective well-being. (shrink)

Moral identity has been touted as a foundation for understanding moral agency in organizations. The purpose of this article is to review the current state of knowledge regarding moral identity and highlight several promising avenues for advancing current understandings of moral actions in organizational contexts. The article begins with a brief overview of two distinct conceptual perspectives on moral identity—the character perspective and the social-cognitive perspective—that dominate extant literature. It then discusses varying approaches that have been taken in attempting to (...) measure moral identity. The final two sections of the article review empirical findings regarding the antecedents and consequences of moral identity, respectively. Mechanisms and situational factors that are pertinent to moral agency in organizations are emphasized in both sections. (shrink)

Despite recognition as an important, potentially unifying construct within the social sciences and humanities, value lacks an overarching theoretical framework. One theory within the social sciences, personal construct theory, is suggested as a theoretical foundation for human values, and an attempt to situate values within this theory is presented. It is argued that human values are core constructs in the language of personal construct theory, while ordinary beliefs are peripheral constructs. Various implications and applications of this formulation are discussed.

Ss, holding either extreme or moderate initial attitudes, wrote counterattitudinal essays in a test of contradictory hypotheses derived from Festinger’s cognitive dissonance theory and Bem’s self-perception theory. The results indicated, as predicted by dissonance theory, that Ss holding extreme initial attitudes showed more attitude change after counterattitudinal advocacy than Ss holding moderate initial attitudes. It was demonstrated that the results were not due to regression effects, to the production of differentially persuasive essays across the extremity conditions, or to the fact (...) that Ss holding extreme attitudes had more ’’room for. (shrink)

William James’s theory of emotion has been controversial since its inception, and a basic analysis of Cannon’s critique is provided. Research on the impact of facial expressions, expressive behaviors, and visceral responses on emotional feelings are each reviewed. A good deal of evidence supports James’s theory that these types of bodily feedback, along with perceptions of situational cues, are each important parts of emotional feelings. Extensions to James’s theory are also reviewed, including evidence of individual differences in the effect of (...) bodily responses on emotional experience. (shrink)

How is it that many schizophrenics identify certain instances of verbal imagery as hallucinatory? Most investigators have assumed that alterations in sensory features of imagery explain this. This approach, however, has not yielded a definitive picture of the nature of verbal hallucinations. An alternative perspective suggests itself if one allows the possibility that the nonself quality of hallucinations is inferred on the basis of the experience of unintendedness that accompanies imagery production. Information-processing models of “intentional” cognitive processes call for abstract (...) planning representations that are linked to goals and beliefs. Unintended actions - and imagery - can reflect planning disruptions whereby cognitive products do not cohere with concurrent goals. A model of schizophrenic speech disorganization is presented that postulates a disturbance of discourse planning. Insofar as verbal imagery can be viewed as inwardly directed speech, a consequence of such planning disturbances could be the production of unintended imagery. This link between the outward disorganization of schizophrenic speech and unintended verbal imagery is statistically supported by comparing the speech behavior of hallucinating and nonhallucinating schizophrenics. Studies of “borderline” hallucinations during normal, “goal-less” relaxation and drowsiness suggest that experiential unintendedness leads to a nonpathological variant of hallucinatory otherness that is correctable upon emerging from such passive cognitive states. This contrasts with the schizophrenic case, where nonconcordance with cognitive goals reinforces the unintendedness of verbal images and sustains the conviction of an external source. This model compares favorably with earlier models of verbal hallucinations and provides further evidence for a language production disorder in many schizophrenics.Short Abstract: How is it that many schizophrenics identify certain instances of verbal imagery as hallucinatory? This paper proposes that the critical feature identifying hallucinations is the experience of unintendedness. This experience is nonpathological during passive conscious states but pathological if occurring during goal-directed cognitive processing. A model of schizophrenic speech disorganization is presented that postulates a disturbance of discourse planning that specifies communicative intentions. These alterations could generate unintended verbal imagery as well. Statistical data are offered to support the model, and relevant empirical studies are reviewed. (shrink)