Be Strong Enough to Say No: Self-Affirmation Increases Rejection to Unfair Offers

Giving people the words to say no leads them to feel freer to say yes

We examine how to structure requests to help people feel they can say no (or yes) more voluntarily. Specifically, we examine the effect of having the requester provide the request-target with an explicit phrase they can use to decline requests. Part of the difficulty of saying no is finding the words to do so when put on the spot. Providing individuals with an explicit script they can use to decline a request may help override implicit scripts and norms of politeness that generally dictate compliance. This should make individuals feel more comfortable refusing requests and make agreement feel more voluntary. Hence, we hypothesized that telling people how to say no (by providing them with an explicit script) would make compliance decisions feel more voluntary above and beyond merely telling them they can say no. Across two experimental lab studies (N = 535), we find support for this prediction.

A Sense of Scarcity Enhances the Above-Average Effect in Social Comparison

Scarcity refers to a state in which an individual's resources do not satisfy his/her needs. A sense of scarcity evokes negative emotions. A fundamental strategy for coping with this negative threat is for people to emphasize the desirability of their personal traits. In this study, a 2 (sense of scarcity: high or low) × 2 (valence: positive or negative) mixed-design experiment was conducted to examine whether and how a sense of scarcity affected one's self-evaluation. Participants were assigned randomly to a high- or low-scarcity group. The chances of assistance rendered to an individual during a word puzzle task were manipulated to induce a high or low sense of scarcity. Then, participants were asked to make positive and negative trait judgments of themselves compared with their average peers. The results showed that people judged their personalities to be more desirable (i.e., more positive and less negative traits) than their average peers, manifesting the above-average effect. More importantly, people with a high sense of scarcity manifested a greater above-average effect than those with a low sense of scarcity. This study suggests that people could highlight their positive aspects to cope with predicaments in social life.

Longitudinal comparisons of self-affirmation approaches for sun protection

OBJECTIVES

Self-affirmation approaches for health behaviour demonstrate consistent small to medium effects on message acceptance, health intentions and behaviour change. There are several forms of self-affirmation (e.g., values affirmations, implementation intentions), but few empirical comparisons to guide selection in empirical work. Further, there has been little emphasis on the putative mechanisms of self-affirmation driving behaviour change. The current investigation compared a control and four self-affirmation approaches: values, social, implementation intention, and perspective taking.

METHODS

Participants were recruited through CloudResearch (N = 666) and reported baseline sun exposure and protection behaviour at Time 1. One week later (Time 2), returning participants (N = 535) were randomly assigned to condition, viewed a message conveying risks of sun exposure, and reported sun exposure and protection intentions for the next week. Follow-up one week later (Time 3; N = 449) assessed past week sun exposure (i.e., number of days spent outside during peak hours), sun protection behaviour (e.g., sunscreen use), future sun exposure and protection intentions and engagement with resources conveying further health information (i.e., viewing infographics, following links to websites with more information). The association of putative mechanisms with self-affirmation conditions and health outcomes was also examined.

RESULTS

Unexpectedly, there were few differences between self-affirmation conditions and the control on intentions, information seeking, or behaviour at follow-up. At follow-up, perspective circle participants reported fewer days spent outside, spent longer viewing infographics, and, along with social values participants, followed more weblinks seeking information than control participants. The putative mechanisms were unrelated to health outcomes.

CONCLUSIONS

The current investigation was a first step in comparing novel online self-affirmation approaches and had largely null findings. Results suggest that the perspective circle performed best at promoting information seeking and, to some extent, behaviour change. Suggestions for future directions are discussed.

The personality and cognitive traits associated with adolescents' sensitivity to social norms

Little is known about the personality and cognitive traits that shape adolescents' sensitivity to social norms. Further, few studies have harnessed novel empirical tools to elicit sensitivity to social norms among adolescent populations. This paper examines the association between sensitivity to norms and various personality and cognitive traits using an incentivised rule-following task grounded in Game Theory. Cross-sectional data were obtained from 1274 adolescents. Self-administered questionnaires were used to measure personality traits as well as other psychosocial characteristics. Incentivised rule-following experiments gauged sensitivity to social norms. A series of multilevel mixed effects ordered logistic regression models were employed to assess the association between sensitivity to norms and the personality and cognitive traits. The results highlighted statistically significant univariate associations between the personality and cognitive traits and sensitivity to norms. However, in the multivariate adjusted model, the only factor associated with sensitivity to norms was gender. The gender-stratified analyses revealed differences in the personality and cognitive traits associated with sensitivity to norms across genders. For males need to belong was significantly negatively associated with sensitivity to norms in the multivariate model. By comparison, emotional stability was negatively associated with sensitivity to norms for females. This study reinforced the findings from an earlier study and suggested female adolescents had higher levels of sensitivity to norms. The results indicated no consistent pattern between sensitivity to norms and the personality and cognitive traits. Our findings provide a basis for further empirical research on a relatively nascent construct, and bring a fresh perspective to the question of norm-following preferences among this age group.

Efficiency is prioritised over fairness when distributing joint actions

Individuals have a drive towards maximising action efficiency, which is reflected in action choices that minimise movement costs to reach a goal. In joint actions, actors prioritise joint efficiency or coefficiency, maximising the utility of the joint action even if this comes at a cost to themselves. However, it remains an open question whether actors are willing to unilaterally sacrifice their partner's individual efficiency for the greater good, when forcing a partner to incur additional costs may be interpreted as unfair. In two experiments we explored how participants would choose to distribute a motor task that required either a fair or an unfair distribution of labour. We found that, both whether there was opportunity for reciprocity (Experiment 1) or not (Experiment 2), participants maximised the coefficiency of their joint actions, regardless of how unfair this distribution of labour proved to be regarding the individual action costs. Taken together, our results suggest participants use a rational decision-making framework that prioritises overall efficiency over both individual efficiency and a consideration of fairness.

Self-affirmation enhances the processing of uncertainty: An event-related potential study

We proposed that self-affirmation can endow people with more cognitive resource to cope with uncertainty. We tested this possibility with an event-related potential (ERP) study by examining how self-affirmation influences ambiguous feedback processing in a simple gambling task, which was used to investigate risk decision-making. We assigned 48 participants randomly to the affirmation and non-affirmation (i.e., control) groups. All participants accepted the manipulation first and then completed the gambling task with an electroencephalogram (EEG) recording, in which participants might receive a positive (winning), negative (losing), or ambiguous (unknown valence) outcome after they made a choice. We considered both the feedback-related negativity (FRN) and P3 components elicited by the outcome feedback, which reflected the amount of cognitive resources being invested in the early and late stages of the outcome feedback processing, respectively. ERP results showed that ambiguous feedback elicited a larger FRN among affirmed participants than unaffirmed participants but exerted no influence on the P3. This finding suggests that self-affirmation may help coping with uncertainty by enhancing the early processing of uncertainty.

Social Support Modulates Neural Responses to Unfairness in the Ultimatum Game

The current functional MRI study aimed to investigate how responders' fairness considerations and related decision-making processes were affected by social support in the ultimatum game (UG). During scanning, responders either played the standard UG with proposers (control condition) or played the modified UG in which three unknown observers showed social support for responders by acknowledging proposers' norm violation. Results revealed that participants reported higher unfairness feelings and rejection rates of unfair offers in the social support condition relative to the control condition. At the neural level, compared to the control condition, perception of social support from others induced greater activations of anterior cingulate gyrus and right anterior insula when receiving unfair (vs. fair) offers. The medial prefrontal cortex and right anterior insula were more active when the unfair offers were rejected (vs. accepted) in the social support condition than the control condition. These results highlighted the modulation effect of social support on responders' fairness considerations and related decision-making processes.

Proposal Allocation Ratio as a Moderator of Interpersonal Responsibility Effects on Hostile Decision-Making in the Ultimatum Game

Interpersonal responsibility is an indigenous Chinese personality construct, which is regarded to have positive social functions. Two studies were designed to explore the relationship among interpersonal responsibility, proposal allocation ratio, and responders' hostile decisions in an ultimatum game. Study 1 was a scenario study using a hypothetical ultimatum game with a valid sample of 551 high school students. Study 2 was an experimental study which recruited 54 undergraduate students to play the incentivized ultimatum game online. The results of the two studies showed a significantly negative correlation between interpersonal responsibility and responders' rejection responses only when the proposal allocation ratio was 3:7. In addition, in Study 2, interpersonal responsibility had negative effects on responders' rejection responses under the offer of 3:7, even after controlling for the Big Five personality traits. Taken together, proposal allocation ratio might moderate the effects of interpersonal responsibility on hostile decision-making in the ultimatum game. The social function of interpersonal responsibility might be beyond the Big Five.