Attitude change: persuasion and social influence

Learning moral values: Another's desire to punish enhances one's own punitive behavior

There is little consensus about how moral values are learned. Using a novel social learning task, we examine whether vicarious learning impacts moral values-specifically fairness preferences-during decisions to restore justice. In both laboratory and Internet-based experimental settings, we employ a dyadic justice game where participants receive unfair splits of money from another player and respond resoundingly to the fairness violations by exhibiting robust nonpunitive, compensatory behavior (baseline behavior). In a subsequent learning phase, participants are tasked with responding to fairness violations on behalf of another participant (a receiver) and are given explicit trial-by-trial feedback about the receiver's fairness preferences (e.g., whether they prefer punishment as a means of restoring justice). This allows participants to update their decisions in accordance with the receiver's feedback (learning behavior). In a final test phase, participants again directly experience fairness violations. After learning about a receiver who prefers highly punitive measures, participants significantly enhance their own endorsement of punishment during the test phase compared with baseline. Computational learning models illustrate the acquisition of these moral values is governed by a reinforcement mechanism, revealing it takes as little as being exposed to the preferences of a single individual to shift one's own desire for punishment when responding to fairness violations. Together this suggests that even in the absence of explicit social pressure, fairness preferences are highly labile. (PsycINFO Database Record

Moralized Health-Related Persuasion Undermines Social Cohesion

Integrating theory and research on persuasion, moralization, and intergroup relations, the present research aims to highlight the far-reaching impact of health-related persuasion on society. I propose that governments’ health-related persuasion leads to the emergence of new social norms, and in particular moral norms. Importantly, moral norms provide strong behavioral imperatives and are seen as binding for group members. This suggests that moralized persuasion has a strong potential to divide society along the lines of citizens who conform to and citizens who deviate from health-related moral norms. Thus, departing from the traditional focus on targets of persuasion, the present research focuses on those holding a moralized view on health and lifestyle. Key aspects of social cohesion as defined by the OECD (2011) have been tested across four studies. The main hypothesis tested is that those conforming to the norm (e.g., non-smokers, normal weight people, people with healthy lifestyles) will stigmatize those deviating from the norm (e.g., smokers, overweight people, people with unhealthy lifestyles). Flowing from stigmatization, less inclusion, lower solidarity with and greater endorsement of unequal treatment of those deviating from the moral norm are predicted. Four survey studies (total N = 1568) examining the proposed associations among non-smokers, normal weight people, and employees with healthy lifestyles are presented. The studies provide unanimous support for the hypothesis, with meta-analysis providing further support for the reliability of the findings. Consistent across studies, social cohesion indicators were negatively affected by health moralization through stigmatization of those deviating from health-related moral norms. Findings highlight an under-acknowledged potential of moralized health-related persuasion to divide society, thereby undermining cohesion and the achievement of important societal goals. In the discussion, limitations and relevant routes for future research are highlighted. Recommendations are derived for policy makers, institutions, employers, and individuals.

Expanding the Impact of the Psychology of Working: Engaging Psychology in the Struggle for Decent Work and Human Rights

Building on new developments in the psychology of working framework (PWF) and psychology of working theory (PWT), this article proposes a rationale and research agenda for applied psychologists and career development professionals to contribute to the many challenges related to human rights and decent work. Recent and ongoing changes in the world are contributing to a significant loss of decent work, including a rise of unemployment, underemployment, and precarious work across the globe. By failing to satisfy human needs for economic survival, social connection, and self-determination, the loss of decent work undermines individual and societal well-being, particularly for marginalized groups and those without highly marketable skills. Informed by innovations in the PWF/PWT, we offer exemplary research agendas that focus on examining the psychological meaning and impact of economic and social protections, balancing caregiving work and market work, making work more just, and enhancing individual capacities for coping and adapting to changes in the world of work. These examples are intended to stimulate new ideas and initiatives for psychological research that will inform and enhance efforts pertaining to work as a human right.

Motorized Recreation Sounds Influence Nature Scene Evaluations: The Role of Attitude Moderators

Soundscape assessment takes many forms, including letting the consequences of the soundscape be an indicator of soundscape quality or value. As a result, much social science research has been conducted to better quantify problem soundscapes and the subsequent effects on humans exposed to them. Visual evaluations of natural environments are one area where research has consistently shown detrimental effects of noisy or anthropogenic soundscapes (e.g., those containing noise from motorized recreation), but the potential moderating role of individual attitudes toward elements within the soundscape has not been sufficiently explored. This study demonstrates that both pro-motorized recreation and pro-motorized recreation management attitudes can alter the effect of motorized recreation noise on scenic evaluations in opposing directions. Pro-recreation attitudes lessen the effect of the soundscape, while pro-management attitudes heighten the negative effect of anthropogenic sounds on scenic evaluation. The implications for other areas of soundscape research, especially with regard to soundscape quality assessment through experienced outcomes, are discussed, including possible strategies for prioritizing known or relevant moderating variables.

Communicated beliefs about action-outcomes: The role of initial confirmation in the adoption and maintenance of unsupported beliefs

As agents seeking to learn how to successfully navigate their environments, humans can both obtain knowledge through direct experience, and second-hand through communicated beliefs. Questions remain concerning how communicated belief (or instruction) interacts with first-hand evidence integration, and how the former can bias the latter. Previous research has revealed that people are more inclined to seek out confirming evidence when they are motivated to uphold the belief, resulting in confirmation bias. The current research explores whether merely communicated beliefs affect evidence integration over time when it is not of interest to uphold the belief, and all evidence is readily available. In a novel series of on-line experiments, participants chose on each trial which of two options to play for money, being exposed to outcomes of both. Prior to this, they were exposed to favourable communicated beliefs regarding one of two options. Beliefs were either initially supported or undermined by subsequent probabilistic evidence (probabilities reversed halfway through the task, rendering the options equally profitable overall). Results showed that while communicated beliefs predicted initial choices, they only biased subsequent choices when supported by initial evidence in the first phase of the experiment. Findings were replicated across contexts, evidence sequence lengths, and probabilistic distributions. This suggests that merely communicated beliefs can prevail even when not supported by long run evidence, and in the absence of a motivation to uphold them. The implications of the interaction between communicated beliefs and initial evidence for areas including instruction effects, impression formation, and placebo effects are discussed.

Negative Gender Ideologies and Gender-Science Stereotypes Are More Pervasive in Male-Dominated Academic Disciplines

Male-dominated work environments often possess masculine cultures that are unwelcoming to women. The present work investigated whether male-dominated academic environments were characterized by gender ideologies with negative implications for women. A survey of 2622 undergraduates across a variety of academic majors examined how gender imbalance within the major corresponded with students’ gender ideologies. We hypothesized that men in male-dominated domains might justify their dominance and prototypical status by adopting gender ideologies and stereotypes that denigrate women and treat men as the normative and superior group. Confirming this hypothesis, men in increasingly male-dominated academic majors were more likely to endorse Assimilationism—that women should adapt and conform to masculine work norms in order to succeed—and Segregationism—that men and women should pursue traditional social roles and careers. Moreover, they were less likely to endorse Gender Blindness—that attention to gender should be minimized. They were also more likely to agree with the gender-science stereotype that men do better in math and science than women. In contrast, gender imbalance in the major did not influence women’s gender ideologies, and women in increasingly male-dominated majors were significantly less likely to endorse the gender-science stereotype.

Promoting information diffusion through interlayer recovery processes in multiplex networks

For information diffusion in multiplex networks, the effect of interlayer contagion on spreading dynamics has been explored in different settings. Nevertheless, the impact of interlayer recovery processes, i.e., the transition of nodes to stiflers in all layers after they become stiflers in any layer, still remains unclear. In this paper, we propose a modified ignorant-spreader-stifler model of rumor spreading equipped with an interlayer recovery mechanism. We find that the information diffusion can be effectively promoted for a range of interlayer recovery rates. By combining the mean-field approximation and the Markov chain approach, we derive the evolution equations of the diffusion process in two-layer homogeneous multiplex networks. The optimal interlayer recovery rate that achieves the maximal enhancement can be calculated by solving the equations numerically. In addition, we find that the promoting effect on a certain layer can be strengthened if information spreads more extensively within the counterpart layer. When applying the model to two-layer scale-free multiplex networks, with or without degree correlation, similar promoting effect is also observed in simulations. Our work indicates that the interlayer recovery process is beneficial to information diffusion in multiplex networks, which may have implications for designing efficient spreading strategies.

The Prototypical Majority Effect Under Social Influence

Majority views are reported with greater confidence and fluency than minority views, with the difference increasing with majority size. This Prototypical Majority Effect (PME) was attributed generally to conformity pressure, but Koriat et al. showed that it can arise from the processes underlying decision and confidence independent of social influence. Here we examined the PME under conditions that differ in social influence. In Experiment 1, a robust PME emerged in the absence of information about the majority views, but the provision sof that information increased the choice of the majority view and magnified the PME. In Experiment 2, a PME emerged in a minority-biased condition that misled participants to believe that the majority view was the minority view, but the PME was stronger in a majority-biased condition. The results were discussed in terms of a dual-process view: The PME observed under social influence may contain externally driven and internally driven components.

Default neglect in attempts at social influence

Current theories suggest that people understand how to exploit common biases to influence others. However, these predictions have received little empirical attention. We consider a widely studied bias with special policy relevance: the default effect, which is the tendency to choose whichever option is the status quo. We asked participants (including managers, law/business/medical students, and US adults) to nudge others toward selecting a target option by choosing whether to present that target option as the default. In contrast to theoretical predictions, we find that people often fail to understand and/or use defaults to influence others, i.e., they show "default neglect." First, in one-shot default-setting games, we find that only 50.8% of participants set the target option as the default across 11 samples (n = 2,844), consistent with people not systematically using defaults at all. Second, when participants have multiple opportunities for experience and feedback, they still do not systematically use defaults. Third, we investigate beliefs related to the default effect. People seem to anticipate some mechanisms that drive default effects, yet most people do not believe in the default effect on average, even in cases where they do use defaults. We discuss implications of default neglect for decision making, social influence, and evidence-based policy.

Using Social Media Data to Understand the Impact of Promotional Information on Laypeople's Discussions: A Case Study of Lynch Syndrome

Background

Social media is being used by various stakeholders among pharmaceutical companies, government agencies, health care organizations, professionals, and news media as a way of engaging audiences to raise disease awareness and ultimately to improve public health. Nevertheless, it is unclear what effects this health information has on laypeople.

Objective

This study aimed to provide a detailed examination of how promotional health information related to Lynch syndrome impacts laypeople’s discussions on a social media platform (Twitter) in terms of topic awareness and attitudes.

Methods

We used topic modeling and sentiment analysis techniques on Lynch syndrome–related tweets to answer the following research questions (RQs): (1) what are the most discussed topics in Lynch syndrome–related tweets?; (2) how promotional Lynch syndrome–related information on Twitter affects laypeople’s discussions?; and (3) what impact do the Lynch syndrome awareness activities in the Colon Cancer Awareness Month and Lynch Syndrome Awareness Day have on laypeople’s discussions and their attitudes? In particular, we used a set of keywords to collect Lynch syndrome–related tweets from October 26, 2016 to August 11, 2017 (289 days) through the Twitter public search application programming interface (API). We experimented with two different classification methods to categorize tweets into the following three classes: (1) irrelevant, (2) promotional health information, and (3) laypeople’s discussions. We applied a topic modeling method to discover the themes in these Lynch syndrome–related tweets and conducted sentiment analysis on each layperson’s tweet to gauge the writer’s attitude (ie, positive, negative, and neutral) toward Lynch syndrome. The topic modeling and sentiment analysis results were elaborated to answer the three RQs.

Results

Of all tweets (N=16,667), 87.38% (14,564/16,667) were related to Lynch syndrome. Of the Lynch syndrome–related tweets, 81.43% (11,860/14,564) were classified as promotional and 18.57% (2704/14,564) were classified as laypeople’s discussions. The most discussed themes were treatment (n=4080) and genetic testing (n=3073). We found that the topic distributions in laypeople’s discussions were similar to the distributions in promotional Lynch syndrome–related information. Furthermore, most people had a positive attitude when discussing Lynch syndrome. The proportion of negative tweets was 3.51%. Within each topic, treatment (16.67%) and genetic testing (5.60%) had more negative tweets compared with other topics. When comparing monthly trends, laypeople’s discussions had a strong correlation with promotional Lynch syndrome–related information on awareness (r=.98, P<.001), while there were moderate correlations on screening (r=.602, P=.05), genetic testing (r=.624, P=.04), treatment (r=.69, P=.02), and risk (r=.66, P=.03). We also discovered that the Colon Cancer Awareness Month (March 2017) and the Lynch Syndrome Awareness Day (March 22, 2017) had significant positive impacts on laypeople’s discussions and their attitudes.

Conclusions

There is evidence that participative social media platforms, namely Twitter, offer unique opportunities to inform cancer communication surveillance and to explore the mechanisms by which these new communication media affect individual health behavior and population health.

Gender Differences in Resistance to Schooling: The Role of Dynamic Peer-Influence and Selection Processes

Boys engage in notably higher levels of resistance to schooling than girls. While scholars argue that peer processes contribute to this gender gap, this claim has not been tested with longitudinal quantitative data. This study fills this lacuna by examining the role of dynamic peer-selection and influence processes in the gender gap in resistance to schooling (i.e., arguing with teachers, skipping class, not putting effort into school, receiving punishments at school, and coming late to class) with two-wave panel data. We expect that, compared to girls, boys are more exposed and more responsive to peers who exhibit resistant behavior. We estimate hybrid models on 5448 students from 251 school classes in Sweden (14-15 years, 49% boys), and stochastic actor-based models (SIENA) on a subsample of these data (2480 students in 98 classes; 49% boys). We find that boys are more exposed to resistant friends than girls, and that adolescents are influenced by the resistant behavior of friends. These peer processes do not contribute to a widening of the gender gap in resistance to schooling, yet they contribute somewhat to the persistence of the initial gender gap. Boys are not more responsive to the resistant behavior of friends than girls. Instead, girls are influenced more by the resistant behavior of lower status friends than boys. This explains to some extent why boys increase their resistance to schooling more over time. All in all, peer-influence and selection processes seem to play a minor role in gender differences in resistance to schooling. These findings nuance under investigated claims that have been made in the literature.

I-Challenges: Influencing Others’ Perspectives by Mentioning Personal Experiences in Therapeutic Community Group Meetings

In this article, I examine the communicative practice of mentioning a personal experience as a vehicle for challenging a peer’s perspective. I study this in the context of therapeutic community (TC) group meetings for clients recovering from drug misuse. Using conversation analysis, I demonstrate that TC clients use this practice, which I call an I-challenge, to influence how their peers make sense of their own experiences and to do so without commenting on those peers’ experiences and perspectives. This study highlights the power of talking in the first person as a means of influencing others—a notion previously made popular by Thomas Gordon’s work on “I-messages.” Additionally, this study illustrates a novel way of studying social influence. Whereas previous research in social psychology has focused on the cognitive constraints behind phenomena of social influence and persuasion, here I contribute to understandings of the interactional norms underlying the organization of influence as a structured and coordinated domain of social action.

Motivated malleability: Frontal cortical asymmetry predicts the susceptibility to social influence

Humans, just as many other animals, regulate their behavior in terms of approaching stimuli associated with pleasure and avoiding stimuli linked to harm. A person's current and chronic motivational direction - that is, approach versus avoidance orientation - is reliably reflected in the asymmetry of frontal cortical low-frequency oscillations. Using resting electroencephalography (EEG), we show that frontal asymmetry is predictive of the tendency to yield to social influence: Stronger right- than left-side frontolateral activation during a resting-state session prior to the experiment was robustly associated with a stronger inclination to adopt a peer group's judgments during perceptual decision-making (Study 1). We posit that this reflects the role of a person's chronic avoidance orientation in socially adjusted behavior. This claim was strongly supported by additional survey investigations (Studies 2a, 2b, 2c), all of which consistently revealed that trait avoidance was positively linked to the susceptibility to social influence. The present contribution thus stresses the relevance of chronic avoidance orientation in social conformity, refining (yet not contradicting) the longstanding view that socially influenced behavior is motivated by approach-related goals. Moreover, our findings valuably underscore and extend our knowledge on the association between frontal cortical asymmetry and a variety of psychological variables.

Prototypes reflect normative perceptions: implications for the development of reasoned action theory

The reasoned action approach is one of the most successful behavioral theories in the history of social psychology. This study outlines the theoretical principles of reasoned action and considers when it is appropriate to augment it with a new variable. To demonstrate, we use survey data collected from a 4 to 17 year old U.S. adolescents to test how the 'prototype' variables fit into reasoned action approach. Through confirmatory factor analysis, we find that the prototype measures are normative pressure measures and when treated as a separate theoretical construct, prototype identity is not completely mediated by the proximal predictors of behavioral intention. We discuss the assumptions of the two theories and finally consider the distinction between augmenting a specific theory versus combining measures derived from different theoretical perspectives.

With the Right Map, Survey Key Driver Analysis Can Help Get Organizations to the Right Destination

Cucina, Walmsley, Gast, Martin, and Curtin (2017) raise an important issue in evaluating whether our current approaches for key driver analysis on employee opinion survey data are indeed best practices. As has been argued elsewhere (Putka & Oswald, 2016; Scherbaum, Putka, Naidoo, & Youssefnia, 2010), there is and can be misalignment between current and best practices. We agree with Cucina et al. that our field should engage in larger discussion of these issues. That discussion is critical, as industrial and organizational (I-O) psychologists are competing with those outside our field who have either little knowledge of best practices in data analysis (but who have been empowered by technology that automates the analysis) or little knowledge of psychology (but a great deal of knowledge in big data analytical techniques). I-O psychologists are in the vanguard of survey data analysis (Ducey et al., 2015), and we have a responsibility to maintain the standards of our field as well as to wield our influence to guide other practitioners outside our field on sound theoretical and analytical approaches.

Should They Also Have Babies? Community Attitudes Toward Sexual and Reproductive Rights of People Living With HIV/AIDS in Nigeria

BACKGROUND

People living with HIV have the right to healthy, satisfying sex lives and to appropriate services to ensure their sexual and reproductive health, including having healthy children. The reproductive rights of people living with HIV/AIDS are, however, often met with skepticism and discrimination, despite recent advances in HIV treatment.

OBJECTIVE

To assess the attitudes of community members in Kano, Nigeria, toward the right of persons living with HIV/AIDS to have healthy sexual relationships and bear children.

METHODS

A cross-section of 399 adults was interviewed using pretested structured questionnaires. Logistic regression analysis was used to obtain adjusted estimates for predictors of agreement with the rights of persons with HIV/AIDS to bear children.

FINDINGS

A substantial proportion of respondents (28.6%) strongly agreed and agreed (10.5%) that persons with HIV/AIDS should not be allowed to marry. More than a fifth of the respondents disagreed (16.0%) and strongly disagreed (8.0%) with the rights of HIV-infected persons to bear children. Agreement with the statement "HIV-infected persons should have biological children" was independently associated with higher educational status (adjusted odds ratio: 2.26, 95% confidence interval: 1.82-6.73) and awareness of prevention of mother-to-child HIV transmission effectiveness (adjusted odds ratio: 2.53, 95% confidence interval: 1.92-5.37). Of those who agreed that HIV-infected persons should have children (n = 253), 17.8% and 26.1% strongly agreed and agreed, respectively, that persons living with HIV/AIDS should be restricted to having fewer children. Further, 11.5% and 4.8% of respondents disagreed and strongly disagreed, respectively, that infertile HIV-infected couples should receive fertility treatment.

CONCLUSIONS

People living with HIV/AIDS face discriminatory attitudes to their reproductive rights in northern Nigeria. There is a need for effective, culturally appropriate information, education, and communication approaches to improving community perceptions of sexual and reproductive rights of people living with HIV/AIDS.

The Human Empowerment Sequence and the Development of Libertarian Values: A Theoretical and Empirical Adjustment to the Human Empowerment Sequence

Building on the work of Inglehart and colleagues, Welzel sets out a step-by-step theory explaining how democracies arise from processes of modernization. The intermediary stages in the causal chain he sets out explain the connection between action resources and emancipatory values. In short, Welzel provides strong evidence that people must first have the material, intellectual, and connective resources to exercise certain freedoms before they develop values that will motivate them to seek out those freedoms. Although we are convinced by much of Welzel’s argument, we also note a substantial overlap between these intermediary stages of Welzel’s theory and the individual-level authoritarianism literature. Integrating current theory on authoritarianism into Welzel’s thesis at the point of overlap provides for a distinct set of hypotheses and a more nuanced understanding of how individual differences work in Welzel’s theory. Analyses of data from Wave 5 of the World Values Survey and Vanhanen provide some initial evidence in support of our amended view of the intermediary stages of Welzel’s modernization thesis.

Helping Made Easy

Abstract. Previous work has shown that self-generating arguments is more persuasive than reading arguments provided by others, particularly if self-generation feels easy. The present study replicates and extends these findings by providing evidence for fluency effects on behavioral intention in the realm of helping. In two studies, participants were instructed to either self-generate or read two versus ten arguments about why it is good to help. Subsequently, a confederate asked them for help. Results show that self-generating few arguments is more effective than generating many arguments. While this pattern reverses for reading arguments, easy self-generation is the most effective strategy compared to all other conditions. These results have important implications for fostering behavioral change in all areas of life.

How Can Respectfulness in Medical Professionals Be Increased? A Complex But Important Question

Respectfulness is demanded of doctors and predicts more positive patient health-related outcomes, but research is scarce on ways to promote it. This study explores two ways to conceptualize unconditional respect from medical students, defined as respect paid to people on the basis of their humanity, in order to inform strategies to increase it. Unconditional respect conceptualized as an attitude suggests that unconditional respect and conditional respect are additive, whereas unconditional respect conceptualized as a personality trait suggests that people who are high on unconditional respect afford equal respect to all humans regardless of their merits. One hundred and eighty-one medical students completed an unconditional respect measure then read a description of a respect-worthy or a non-respect-worthy man and indicated their respect towards him. The study found a main effect for unconditional respect and a main effect for target respect-worthiness but no interaction between the two when respect paid to the target was assessed, supporting the attitude-based conceptualization. This suggests that unconditional respect can be increased through relevant interventions aimed at increasing the relative salience to doctors of the human worth of individuals. Interventions to increase unconditional respect are discussed.

Risky Behaviors: Integrating Adolescent Egocentrism with the Theory of Planned Behavior

Of all age groups, adolescents are at the highest risk for experiencing negative health outcomes associated with risky behaviors. Persuasive messages targeting adolescents that urge them to refrain from tobacco use and alcohol consumption have not been met with great success, perhaps in part due to adolescent egocentrism. The utility of the theory of planned behavior applied to health outcomes has been supported across multiple health behaviors for adults. Perhaps integrating the two constructs of adolescent egocentrism with the three components of the theory of planned behavior will better enable researchers to persuade adolescents to refrain from risky behaviors, leading to improved health outcomes.

Factors that influence the acceptance of telemetry by emergency medical technicians in ambulances: an application of the extended technology acceptance model

OBJECTIVE

The aim of the study was to verify the effects of patient factors perceived by emergency medical technicians (EMTs) as well as their social and organizational factors on prehospital telemetry use intention based on the technology use intention and elaboration likelihood models.

MATERIALS AND METHODS

This is a retrospective empirical study. Questionnaires were developed on the basis of clinical factors of 72,907 patients assessed by prehospital telemetry from January 1, 2009 to April 30, 2012 by reviewing their prehospital medical care records and in-hospital medical records. Questionnaires regarding the social and organizational factors of EMTs were created on the basis of a literature review. To verify which factors affect the utilization of telemetry, we developed a partial least-squares route model on the basis of each characteristic. In total, 136 EMTs who had experience in using prehospital telemetry were surveyed from April 1 to April 7, 2013. Reliability, validity, hypotheses, and the model goodness of fit of the study tools were tested.

RESULTS

The clinical factors of the patients (path coefficient=-0.12; t=2.38), subjective norm (path coefficient=0.18; t=2.63), and job fit (path coefficient=0.45; t=5.29) positively affected the perceived usefulness (p<0.010). Meanwhile, the clinical factors of the patients (path coefficients=-0.19; t=4.46), subjective norm (path coefficient=0.08; t=1.97), loyalty incentives (path coefficient=-0.17; t=3.83), job fit (path coefficient=-0.32; t=7.06), organizational facilitations (path coefficient=0.08; t=1.99), and technical factors (i.e., usefulness and ease of use) positively affected attitudes (path coefficient=0.10, 0.58; t=2.62, 5.81; p<0.010). Attitudes and perceived usefulness significantly positively affected use intention.

CONCLUSIONS

Factors that influence the use of telemetry by EMTs in ambulances included patients' clinical factors, as well as complex organizational and environmental factors surrounding the EMTs' occupational environments. This suggests that the rapid use intention and dissemination of such systems require EMTs to be supported at both the technical and organizational levels.

Neural signatures of social conformity: A coordinate-based activation likelihood estimation meta-analysis of functional brain imaging studies

People often align their behaviors with group opinions, known as social conformity. Many neuroscience studies have explored the neuropsychological mechanisms underlying social conformity. Here we employed a coordinate-based meta-analysis on neuroimaging studies of social conformity with the purpose to reveal the convergence of the underlying neural architecture. We identified a convergence of reported activation foci in regions associated with normative decision-making, including ventral striatum (VS), dorsal posterior medial frontal cortex (dorsal pMFC), and anterior insula (AI). Specifically, consistent deactivation of VS and activation of dorsal pMFC and AI are identified when people's responses deviate from group opinions. In addition, the deviation-related responses in dorsal pMFC predict people's conforming behavioral adjustments. These are consistent with current models that disagreement with others might evoke "error" signals, cognitive imbalance, and/or aversive feelings, which are plausibly detected in these brain regions as control signals to facilitate subsequent conforming behaviors. Finally, group opinions result in altered neural correlates of valuation, manifested as stronger responses of VS to stimuli endorsed than disliked by others.

Information Acquisition Bias during the Preparation of Group Discussion

The present research investigates whether prospective minority and majority members exhibit information acquisition bias to exert social influence in a forthcoming group interaction. In particular, the question of whether (a) the mere fact of attending to a forthcoming group discussion and (b) group decision rule (majority rule vs. unanimity rule) alter the orientation toward supporting evidence is investigated. This study found that minorities exhibit greater information acquisition bias than equal and majority factions, especially when the minorities expected a group interaction. Group decision rule did not have any significant effect. The absence of effects of group decision rule and the relationship between coalition formation and cognitive processes are discussed.

The Structure and Function of Attitudes Toward Organizational Change

In this article, an attitudinal perspective on organizational members’ reactions to change is proposed and developed. By viewing change as an attitude object in this sense, a richer conceptualization of perceptions of change and reactions to change in terms of emotions, cognitions, and behaviors is achieved. The perspective also frames organizational changes in terms of aspects that are relevant for change recipients because of their relationships with important values that are held by organizational members. To identify classes of beliefs underlying the formation of attitudes toward change, constructs are integrated from theories of job characteristics and organizational justice with the overarching attitude perspective. Research implications of the framework as well as implications for managing change are discussed.

Social Norms and Identity Relevance: A Motivational Approach to Normative Behavior

Two studies demonstrated that greater identification with a group was associated with more positive emotions for members who conformed with versus violated the group’s norms. These effects were found with injunctive norms, which specify what members should do or what they ideally would do, but emerged less consistently with descriptive norms, which specify what members typically do. Descriptive norms affected emotional responses when they acquired identity-relevance by differentiating an important ingroup from a rival outgroup. For these descriptive norms, much like injunctive norms, greater identification yielded more positive emotions following conformity than violation. The authors suggest that positive emotions and self-evaluations underlie conformity with the norms of self-defining groups.

Prosocial Conformity

Generosity is contagious: People imitate others’ prosocial behaviors. However, research on such prosocial conformity focuses on cases in which people merely reproduce others’ positive actions. Hence, we know little about the breadth of prosocial conformity. Can prosocial conformity cross behavior types or even jump from behavior to affect? Five studies address these questions. In Studies 1 to 3, participants decided how much to donate to charities before learning that others donated generously or stingily. Participants who observed generous donations donated more than those who observed stingy donations (Studies 1 and 2). Crucially, this generalized across behaviors: Participants who observed generous donations later wrote more supportive notes to another participant (Study 3). In Studies 4 and 5, participants observed empathic or non-empathic group responses to vignettes. Group empathy ratings not only shifted participants’ own empathic feelings (Study 4), but they also influenced participants’ donations to a homeless shelter (Study 5). These findings reveal the remarkable breadth of prosocial conformity.

Social Influences in Sequential Decision Making

People often make decisions in a social environment. The present work examines social influence on people's decisions in a sequential decision-making situation. In the first experimental study, we implemented an information cascade paradigm, illustrating that people infer information from decisions of others and use this information to make their own decisions. We followed a cognitive modeling approach to elicit the weight people give to social as compared to private individual information. The proposed social influence model shows that participants overweight their own private information relative to social information, contrary to the normative Bayesian account. In our second study, we embedded the abstract decision problem of Study 1 in a medical decision-making problem. We examined whether in a medical situation people also take others' authority into account in addition to the information that their decisions convey. The social influence model illustrates that people weight social information differentially according to the authority of other decision makers. The influence of authority was strongest when an authority's decision contrasted with private information. Both studies illustrate how the social environment provides sources of information that people integrate differently for their decisions.

The Undecided Have the Key: Interaction-Driven Opinion Dynamics in a Three State Model

The effects of interpersonal interactions on individual’s agreements result in a social aggregation process which is reflected in the formation of collective states, as for instance, groups of individuals with a similar opinion about a given issue. This field, which has been a longstanding concern of sociologists and psychologists, has been extended into an area of experimental social psychology, and even has attracted the attention of physicists and mathematicians. In this article, we present a novel model of opinion formation in which agents may either have a strict preference for a choice, or be undecided. The opinion shift emerges, in a threshold process, as a consequence of a cumulative persuasion for either one of the two opinions in repeated interactions. There are two main ingredients which play key roles in determining the steady states: the initial fraction of undecided agents and the change in agents’ persuasion after each interaction. As a function of these two parameters, the model presents a wide range of solutions, among which there are consensus of each opinion and bi-polarization. We found that a minimum fraction of undecided agents is not crucial for reaching consensus only, but also to determine a dominant opinion in a polarized situation. In order to gain a deeper comprehension of the dynamics, we also present the theoretical framework of the model. The master equations are of special interest for their nontrivial properties and difficulties in being solved analytically.

Not just like starting over - Leadership and revivification of cooperation in groups

We conduct a laboratory experiment to study how, after a history of decay, cooperation in a repeated voluntary contribution game can be revived in an enduring way. Simply starting the repeated game over-a simple fresh start-leads to an initial increase of cooperation, but to a subsequent new decay. Motivated by cooperation decay in organizations we study the potential of three interventions of triggering higher and sustained cooperation, which take place at the same time as a restart. Surprisingly, we find that the detailed explanation of the causes of the decay in cooperation of Fischbacher and Gächter (Am Econ Rev 100:541-556, 2010) combined with an advice on how to prevent decay do not have an effect beyond that of just starting over. In contrast, a one-way free form communication message sent by the leader to the followers strongly revives cooperation. We find evidence that repeated free form communication by the leader further strengthens the reviving effect on cooperation. Combining the two previous interventions does not outperform the pure effect of communication. Our content analysis reveals that leader communication is more people oriented than the expert advice.

Collective norms of engagement link to individual engagement

Purpose

– The purpose of this paper is to apply a group norm approach to explain how average engagement across an organization is related to an individual’s level of engagement.

Design/methodology/approach

– Survey data were collected from over 46,000 participants from 140 organizations. Multi-level analysis tested the hypotheses that similarity (in terms of shared status) and likely interaction would determine the extent a group’s norms affected individual engagement. Normative data and the dependent variable data were provided by different participants.

Findings

– Results supported the aggregation of individuals’ measure of engagement to form three norms within an organization: an employee norm, a manager norm and a senior leader norm. These engagement norms were significantly related to an individual’s engagement at work beyond the effect of both organizational resources and manager support. Individuals were more strongly influenced by the norm of those in the organization with whom they were most similar and with whom they were likely to interact.

Originality/value

– Provides evidence that engagement exists at the group level and that status groups within the organization have norms that independently affect individual-level engagement.