Pitch as a Recipient, Channel, and Context Factor Affecting Thought Reliance and Persuasion

Three experiments tested how low versus high pitch generated from sources beyond a message communicator can affect reliance on thoughts and influence recipients' attitudes. First, participants wrote positive or negative thoughts about an exam proposal (Experiments 1, 2) or their academic abilities (Experiment 3). Then, pitch from the message recipient (Experiment 1), channel (Experiment 2), or context (Experiment 3) was manipulated to be high or low. Experiment 1 showed that when participants vocally expressed their thoughts using low (vs. high) pitch, thoughts had a greater effect on attitudes toward exams. Experiment 2 revealed low (vs. high) pitch sounds from the keyboard participants used to write their thoughts produced the same effect on thought usage. Experiment 3 demonstrated that thoughts influenced attitudes more when listed while background music was low (vs. high) Pitch can influence attitudes through a meta-cognitive thought reliance process whether emerging from the recipient, channel, or context.

Power, Self-Esteem, and Body Image

Abstract: We expected power – the perceived capacity to influence others – to be an antecedent of positive body image because power is closely linked to self-esteem, which in turn is linked to body image. In a cross-sectional study ( N = 318), sense of power was positively related to body appreciation and satisfaction with one’s appearance. Self-esteem partially mediated this effect. In an experimental study ( N = 114), participants assigned to a high-power group indicated more body appreciation, reported more body satisfaction, and estimated themselves to be taller than participants assigned to a low-power group. Self-esteem mediated all the effects. Altogether, power affected body image directly but also indirectly through elevated self-esteem. Implications refer to clinical prevention and intervention programs.

Brain dynamics of recommendation-based social influence on preference change: A magnetoencephalography study

People change their preferences when exposed to others' opinions. We examine the neural basis of how peer feedback influences an individual's recommendation behavior. In addition, we investigate if the personality trait of 'agreeableness' modulates behavioral change and neural responses. In our experiment, participants with low and high agreeableness indicated their degree of recommendation of commercial brands, while subjected to peer group feedback. The associated neural responses were recorded with concurrent magnetoencephalography. After a delay, the participants were asked to reevaluate the brands. Recommendations changed consistently with conflicting feedback only when peer recommendation was lower than the initial recommendation. On the neural level, feedback evoked neural responses in the medial frontal and lateral parietal cortices, which were stronger for conflicting peer opinions. Conflict also increased neural oscillations in 4-10 Hz and decreased oscillations in 13-30 Hz in medial frontal and parietal cortices§. The change in recommendation behavior was not different between the low and high agreeableness groups. However, the groups differed in neural oscillations in the alpha and beta bands, when recommendation matched with feedback. In addition to corroborating earlier findings on the role of conflict monitoring in feedback processing, our results suggest that agreeableness modulates neural processing of peer feedback.

The Self-Validating Role of Political Ideology on Political Attitudes

Recently there has been a resurgence of interest in the influence of ideology on the formation and maintenance of political attitudes. Much of this work has examined ideology as an individual difference that influences evaluations of political issues; these studies instead examined how one's ideology explicitly serves to polarize political opinions. Using the self-validation perspective as a theoretical backdrop, two studies examine the role of political ideology in validating thoughts about a political issue. In Study 1, considering one's political ideology after writing about one's attitude toward abortion increased thought confidence and attitude extremity related to abortion. Study 2 utilized a more subtle manipulation of ideology salience and found that political ideology validated thoughts about abortion, but not the issue of changing the legal drinking age (an issue less related to political ideology). These studies suggest that political ideology plays a role in attitude extremity and certainty toward ideology-relevant issues.

The impact of grounded procedures can vary as a function of perceived thought validity, meaning, and timing

Cleansing (separation) inductions reduce the impact of negative and positive reactions, whereas connection manipulations magnify them. We suggest that grounded procedures can produce these effects by affecting the perceived validity of thoughts. In accord with the self-validation theory, we also note the importance of considering how moderators, such as the meaning of the action and the timing of inductions, affect outcomes.

Are Positive Interventions Always Beneficial?

Can people improve their lives by smiling more, trying to have a better posture, and by thinking about good memories? Can individuals become more successful by deliberatively engaging in positive actions and thoughts? Do people feel better by following recommendations from naïve psychology? In the present article we discuss these questions, noting that although some popular interventions thought to be universally beneficial (e.g., inductions of happiness, self-affirmation, empowerment, self-distancing) can sometimes yield positive outcomes, at other times the outcomes can also be negative. Taking an empirical approach based on experimental evidence, we postulate that understanding the underlying processes discovered in the science of persuasion is the key for specifying why, when, and for whom these practical initiatives are more likely to work or to backfire.

Why do employees speak up? Examining the roles of LMX, perceived risk and perceived leader power in predicting voice behavior

Purpose

The purpose of this paper is to understand better why employees voice. Drawing on social information processing theory and insights derived from the literature on power, the authors suggest that leader–member exchange (LMX) fosters voice by reducing the perceived risk of voicing. The authors further contend that high perceived leader power will strengthen this mediated relationship.

Design/methodology/approach

The authors relied on a sample of 265 employee-supervisor dyads collected from Chinese organizations to test the study hypotheses.

Findings

Results indicated that perceived risk of voicing significantly mediated the positive LMX–voice behavior relationship. In addition, perceived leader power strengthened the effect of LMX on voice behavior via perceived risk of voicing. The relationship of LMX to perceived risk of voicing was more negative, and the indirect effect of LMX on voice behavior was more positive when employees perceived that leader power was high.

Practical implications

Organizations seeking to promote voice behaviors should support leaders to develop high-quality relationships with employees. Organizations should also ensure that leaders are sufficiently empowered to fulfill their roles, and ensure that employees are aware of their leaders’ influence.

Originality/value

Findings suggest that, in the context of high quality leader–member relationships, employees’ perceptions of their leaders’ power may help to overcome barriers associated with speaking up. Thus, this study helps explain the conditions that encourage employees to voice.

Social rank: implications for consumers as actors and observers

This review provides an introduction to the relationship between consumers' social rank and their behavior as actors and observers. As actors, people's experience of occupying a position of lower or higher social rank-whether actual or imagined-influences consumer behavior outcomes such as gift giving and luxury consumption. As observers, people exhibit both positive and negative responses to others' signals of social rank. Finally, research opportunities related to power versus status hierarchies, how observers categorize luxury consumption, and observers' ability to correctly assess an actor's social rank are discussed. In total, this review provides a primer on past, present, and future research on the role of social rank in consumer behavior.