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Preparatory Power Posing Affects Nonverbal Presence and Job Interview Performance
Amy Cuddy et al.
Journal of Applied Psychology, forthcoming
Abstract:
The authors tested whether engaging in expansive (vs. contractive) “power poses” before a stressful job interview — preparatory power posing — would enhance performance during the interview. Participants adopted high-power (i.e., expansive, open) poses or low-power (i.e., contractive, closed) poses, and then prepared and delivered a speech to 2 evaluators as part of a mock job interview. All interview speeches were videotaped and coded for overall performance and hireability and for 2 potential mediators: verbal content (e.g., structure, content) and nonverbal presence (e.g., captivating, enthusiastic). As predicted, those who prepared for the job interview with high- (vs. low-) power poses performed better and were more likely to be chosen for hire; this relation was mediated by nonverbal presence, but not by verbal content. Although previous research has focused on how a nonverbal behavior that is enacted during interactions and observed by perceivers affects how those perceivers evaluate and respond to the actor, this experiment focused on how a nonverbal behavior that is enacted before the interaction and unobserved by perceivers affects the actor’s performance, which, in turn, affects how perceivers evaluate and respond to the actor. This experiment reveals a theoretically novel and practically informative result that demonstrates the causal relation between preparatory nonverbal behavior and subsequent performance and outcomes.
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Philip Brenner et al.
Sociological Forum, March 2015, Pages 40–61
Abstract:
This article investigates the effect of the Boston Marathon Bombing on city residents — how the tragic incident changed, or did not change, how Bostonians live in and feel about their community and neighborhoods. Unlike prior research that began weeks or months after a terrorist attack and used retrospective reports, this study spans the focal event. An address-based sample of residents from three neighborhoods, distinct in racial and economic makeup was surveyed by mail using a three-contact protocol. About two-thirds of respondents answered a survey of neighborhood sentiments, and health and well-being in the days before the bombing (N = 581) and slightly over a third answered the survey after the bombing (N = 313). Assessments of safety, city and neighborhood satisfaction and solidarity, mental health, and other key measures vary greatly between the three neighborhoods, which are diverse in racial and economic composition, but also vary in proximity to the bomb site. Net of neighborhood differences, the bombing had a strong negative effect on neighborhood cohesion and reduced use of public transit. Strong interactions are also found between timing of survey completion (pre and post bombing) and neighborhood for assessments of neighborhood solidarity.
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Sensitivity to Perceived Facial Trustworthiness Is Increased by Activating Self-Protection Motives
Steven Young, Michael Slepian & Donald Sacco
Social Psychological and Personality Science, forthcoming
Abstract:
Self-protection motives have been documented to influence a range of intergroup processes, including biased categorization of racially ambiguous targets as out-group members and a heightened ability to discriminate in-group from out-group members. In this work, the influence of self-protective states is extended to interpersonal processes. Specifically, in two experiments we demonstrate that activating self-protection motives (relative to a control experience) leads to more accurate detection of facial cues associated with trustworthiness. In Experiment 1, participants with salient self-protection concerns were better able to distinguish between faces pre-rated as appearing high and low in trustworthiness. In Experiment 2, we used dynamic cues associated with trustworthiness and found that participants with active self-protection goals more accurately distinguished genuine from false smiles. These results are among the first to document the influence of self-protection motives on interpersonal judgments, thereby expanding the scope and focus of fundamental motives research.
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Focus on the success of others leads to selfish behavior
Pieter van den Berg, Lucas Molleman & Franz Weissing
Proceedings of the National Academy of Sciences, 3 March 2015, Pages 2912-2917
Abstract:
It has often been argued that the spectacular cognitive capacities of humans are the result of selection for the ability to gather, process, and use information about other people. Recent studies show that humans strongly and consistently differ in what type of social information they are interested in. Although some individuals mainly attend to what the majority is doing (frequency-based learning), others focus on the success that their peers achieve with their behavior (success-based learning). Here, we show that such differences in social learning have important consequences for the outcome of social interactions. We report on a decision-making experiment in which individuals were first classified as frequency- and success-based learners and subsequently grouped according to their learning strategy. When confronted with a social dilemma situation, groups of frequency-based learners cooperated considerably more than groups of success-based learners. A detailed analysis of the decision-making process reveals that these differences in cooperation are a direct result of the differences in information use. Our results show that individual differences in social learning strategies are crucial for understanding social behavior.
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Roman Trötschel et al.
Journal of Personality and Social Psychology, March 2015, Pages 417-435
Abstract:
Although abundant negotiation research has examined outcome frames, little is known about the procedural framing of negotiation proposals (i.e., offering my vs. requesting your resources). In a series of 8 experiments, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their own resource, rather than the counterpart’s, is the accentuated reference resource in a transaction. First, senders of proposals revealed a stronger concession aversion when they offered their own rather than requested the counterpart’s resources — both in buyer-seller (Experiment 1a) and in classic transaction negotiations (Experiment 2a). Expectedly, this effect reversed for recipients: When receiving requests rather than offers, recipients experienced a stronger concession aversion in buyer-seller (Experiment 1b) and transaction negotiations (Experiment 2b). Experiments 3−5 investigated procedural frames in the interactive process of negotiations — with elementary schoolchildren (Experiment 3), in a buyer-seller context (Experiments 4a and 4b), and in a computer-mediated transaction negotiation void of buyer and seller roles (Experiment 5). In summary, 8 experiments showed that negotiators are more concession averse and claim more individual value when negotiation proposals are framed to highlight their own rather than the counterpart’s resources.
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Effect of Income on Trust: Evidence from the 2009 Crisis in Russia
Maxim Ananyev & Sergei Guriev
University of California Working Paper, January 2015
Abstract:
This paper draws on a natural experiment to identify the relationship between income and trust. We use a unique panel dataset on Russia where GDP experienced an 8 percent drop in 2009. The effect of the crisis had been very uneven among Russian regions because of their differences in industrial structure inherited from the Soviet times. We find that the regions that specialize in producing capital goods, as well as those depending on oil and gas, had a more substantial income decline during the crisis. The variation in the industrial structure allows creating an instrument for the change in income. After instrumenting average regional income, we find that the effect of income on generalized social trust (the share of respondents saying that most people can be trusted) is statistically and economically significant. Controlling for conventional determinants of trust, we show that 10 percent decrease in income is associated with 5 percentage point decrease in trust. Given that the average level of trust in Russia is 25%, this magnitude is substantial. We also find that post-crisis economic recovery did not restore pre-crisis trust level. Trust recovered only in those regions where the 2009 decline in trust was small. In the regions with the large decline in trust during the crisis, trust in 2014 was still 10 percentage points below its pre-crisis level.
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The Lure Technique: Replication and Refinement in a Field Setting
Marie Marchand, Robert-Vincent Joule & Nicolas Guéguen
Psychological Reports, February 2015, Pages 275-279
Abstract:
Many techniques designed to gain compliance to a request are presented in the social psychological literature. However, the lure technique has received little attention from scientists. This technique, also called bait-and-switch, is used to influence people's choices and involves three stages: (1) individuals are led to make a rewarding decision to carry out a given behavior; (2) they are informed of the impossibility of carrying out this behavior; (3) a new but less rewarding decision is proposed. Only one formal study has been published on this technique, which failed to control two key methodological factors: the status of the participants and the solicitor, and the delay between the initial decision and the target request. These two factors were controlled in this study. Outside a French campus, 40 female students in the 18–22 age range were solicited by a student to participate in a pleasant experiment for which they would be remunerated. One minute after accepting, they were informed that the number of participants was reached, and they were no longer needed. The solicitor then proposed a different task that was less interesting and not remunerated. Greater compliance with the final request was found in the lure condition (70%) than in the control condition (35%) in which the final request was addressed immediately. The results confirm the effectiveness of the lure technique to increase compliance and show that its effectiveness is not dependent on the solicitor's status.
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Jeffrey Osgood & Mark Muraven
Basic and Applied Social Psychology, January/February 2015, Pages 68-80
Abstract:
In three studies, ego-depleted participants reported the same level of affective/cognitive concern for others as control participants, but behaved less prosocially. In Study 1, participants had to sustain cooperation to increase the joint payout to themselves and another player. In Study 2, participants had to restrict their use of a shared resource. In Study 3, ego-depletion failed to produce effects on several measures of concern for others despite large effects found with other manipulations. Results suggest ego-depletion influences behavior by reducing one's ability or motivation to overcome egotistic desires when helping others comes at a cost to the self.