Is the Marlboro man the only alternative? The role of gender identity and self-construal salience in evaluations of male models

This research examines how men react to male models in print advertisements. In two experiments, we show that the gender identity of men influences their responses to advertisements featuring a masculine, feminine, or androgynous male model. In addition, we explore the extent to which men feel they will be classified by others as similar to the model as a mechanism for these effects. Specifically, masculine men respond most favorably to masculine models and are negative toward feminine models. In contrast, feminine men prefer feminine models when their private self is salient. Yet in a collective context, they prefer masculine models.These experiments shed light on how gender identity and self-construal influence male evaluations and illustrate the social pressure on men to endorse traditional masculine portrayals. We also present implications for advertising practice.

How to stop binge drinking and speeding motorists : effects of relational-interdependent self-construal and self-referencing on attitudes toward social marketing

How can marketers stop speeding motorists and binge drinking? Two experiments show that the beliefs consumers have about the degree to which they define themselves in terms of their close relationships (i.e., relational-interdependent self-construal (RISC)) offer useful insights into the effectiveness of communications for two key social marketing issues—road safety (Study 1, New Zealand sample) and alcohol consumption (Study 2, English sample). Further, self-referencing is a mechanism for these effects. Specifically, people who define themselves in terms of their close relationships (high-RISCs) respond most favorably to advertisements featuring a dyadic relationship (two people), and this favorable response is mediated by self-referencing. In contrast, people who do not include close relationships in their sense of self (low-RISCs) respond most favorably to self-reference advertisements featuring solitary models.

Oxytocin effects on neural correlates of self-referential processing

Oxytocin (OT) influences how humans process information about others. Whether OT affects the processing of information about oneself remains unknown. Using a double-blind, placebo-controlled within-subject design, we recorded event-related potentials (ERPs) from adults during trait judgments about oneself and a celebrity and during judgments on word valence, after intranasal OT or placebo administration. We found that OT vs. placebo treatment reduced the differential amplitudes of a fronto-central positivity at 220-280 ms (P2) during self- vs. valence-judgments. OT vs. placebo treatment tended to reduce the differential amplitude of a late positive potential at 520-1000 ms (LPP) during self-judgments but to increase the differential LPP amplitude during other-judgments. OT effects on the differential P2 and LPP amplitudes to self- vs. celebrity-judgments were positively correlated with a measure of interdependence of self-construals. Thus OT modulates the neural correlates of self-referential processing and this effect varies as a function of interdependence.

Leadership, self, and identity: A review and research agenda

This article reviews empirical research on the role of follower self-conception in leader-ship effectiveness. and specifies an agenda for future research in this area. The review shows that several aspects of follower self-conception (i.e., self-construal, self-efficacy, self-esteem, and self-consistency) may be affected by leadership. and may mediate the effects of leadership on follower behavior. There also is consistent evidence that follower self-construal moderates the impact of leadership on follower attitudes and behavior. Two key themes for future research are defined. First, future research should focus on the development of theory about the role of relational self-construal in the leadership process. Second, it seems particularly valuable to develop theory about the interplay of different aspects of follower self-conception in leadership effectiveness. including the interactive effects of these aspects of self Working backwards from these theoretical models of follower self-conception, specific leader behavior relevant to these aspects of self should then be identified. (C) 2004 Elsevier Inc. All rights reserved.

Perceivers' impressions of self -presentation tactics: The effects of age and gender

Eighty-four young and 84 older men and women participants, read scenarios in which a male or female target uses either a self-enhancement or a self-deprecation tactic to present him/herself in front of either a close friend or a new acquaintance. Then participants i.e., perceivers) rated their impressions of the self-enhancing or self-deprecating target on six scales: likable, self-knowledgeable, honest, depressed, happy, and anxious. Overall, both young and old perceivers gave more favorable ratings to self-enhancing targets than to self-deprecating targets. Both young and old perceivers' impressions did not differ for a target who presented him/herself in front of a friend or in front of an acquaintance. Also, perceivers completed Singelis' (1994) Self-Construal Measurement, which measures both interdependent and independent self-construals. As predicted, older perceivers had a higher level of interdependent self-construal than did young perceivers. Unexpectedly, female perceivers had a higher level of independent self-construal than did male perceivers. Neither the age-related nor gender-related differences in self-construals were associated with any age-related or gender-related differences in perceivers' impressions of the self-enhancing and self-deprecating targets. That is, the moderator effects of self-construals on the relationships between self-presentation tactic conditions and ratings of targets were not-significant. ^

A comparative analysis of facework strategies of Australians and Sri Lankans working in Australia

This study investigates facework (communicative) strategies of Sri Lankans working in Australia and compares them with strategies used by Australians of European origin working in Australia. The study also explores the values of those Sri Lankans as a reflection of their facework, and how Sri Lankans have adjusted their facework to the Australian culture. The study used a survey questionnaire and interviewed Sri Lankans working in Australia for this investigation. The survey questionnaire was used to understand the facework similarities and difference between the Sri Lankans and Australians as explained in Oetzel and Ting-Toomey’s Face Negotiation Model. The survey revealed that Sri Lankans are higher in interdependent self construal, self face concern and other face concern than the Australians. Nonetheless, Sri Lankans are similar to the Australians in other facework strategies. The interviews clarified that Sri Lankans do not change their values by living in Australia, yet they make some changes to how they do things.

社会困境中的行为决策――社会身份与地位的影响

Social dilemmas are defined as such situations in which short-term individual and long-term collective interests are at odds (Hardin, 1968; Messick & Brewer, 1983). Severe social problems lead more and more researchers to pay attention to the issue of social dilemmas. Until now, research has widely examined the factors influencing cooperation in social dilemmas, and provided solutions to social dilemmas. In the need of theory development, previous research generally simplified the situation of realistic social dilemmas. Therefore, few studies have explored the issue of cooperation in social dilemmas in an intergroup situation. On the other hand, there has been little empirical attention for such issues in countries outside of United States and Western Europe. To meet this gap, the present study grounded itself in social identity theories and examined the effect of unequal group status on behavioral decision making in social dilemmas. To this end, the study designed three experiments to examine how individuals with different group status response psychologically and behaviorally to cooperation in intragroup and intergroup social dilemmas. In experiment 1, the study examined how independent and interdependent self- construals affect cooperative behavior in an intragroup social dilemma. The results showed that when individuals were primed with interdependent (as opposed to independent) self-construal, they consistently contributed highly, regardless of context manipulation. In contrast, those primed with independent self-construal contributed less in the investment game but only when placed in a context where group members were encouraged to think about their individual (versus shared) fate. Results supported the idea that independent self-construal in a low interdependent context produces the most competitive behavior and that this effect was partially mediated by the feeling of interaction within a group. In experiment 2, the study examined how the effect of group status on different level of cooperation in a nested social dilemma was moderated by individual status, and what roles ingroup and superordinate identifications played in the above effect. Results found that individuals in higher status groups tended to allocate more to private account and less to subgroup account compared to those in lower status group; individuals in higher status groups allocated more to higher level accounts than to private account, whereas those in lower status acted in a reverse way. The results indicated that group status (compared to individual status) exerted a positive influence on behavioral decision making in social dilemmas, with higher group status contributing more to subgroup as well as collective interests. Results also found that the effect of group status and/or individual status on cooperation in social dilemmas was moderated by sex. As for individual status, results showed that the effect of individual status on subgroup interest was significantly moderated only by the combination of higher ingroup identification and lower superordinate identification. In experiment 3, the study explored how group stability and cognitive categorization interactively influenced the relationship between group status and behavioral decision making in a social dilemma. Results did not support the prediction that group status and stability interactively affected behavioral decision-making in social dilemmas. However, it was found that this relationship was moderated by which level individuals categorized themselves at. When categorization at the individual level was salient, individuals in high status group contributed more to subgroup account than those in low status group if they perceived a stable status hierarchy; whereas they contributed more to private account and less to collective account if they perceived that the status was instable. On the other hand, when categorization at the subgroup level was salient, individuals in high status group contributed less to collective account than those in low status group if they perceived that the status was stable; whereas they contributed less to private account and more to subgroup account if they perceived an instable status relation. In summary, the present study suggests that cooperation with ingroup forms the basis of social harmony, and higher status for everyone in any given group is a necessary for social development. On the other hand, individuals in higher status group tend to be more selfish once they realize that their current status hierarchy is unstable. However, activating their collective identity will to some degree increase the level of their cooperation with the collective. The study thus provides psychological explanations on how to construct group harmony and management suggestions on how to solve social conflicts.

Radzenie sobie z zagrożeniem tożsamości społecznej i osobistej – moderująca rola konstruktu Ja

Wydział Nauk Społecznych: Instytut Psychologiii

Differences in the Effects of Social Context on Emotional Responding

This study compares the effects of social cues on emotional experiences of men and women. Literature suggests that emotional responses are influenced by the presence and expressiveness of other individuals (Hess, Banse, & Kappas, 1995; Jacobs, Manstead, & Fischer, 2001; Fridlund, 1991). We examined whether social cues influence the experience of emotions differently for men and women. Research on gender differences in self-construal (Cross & Madson, 1997) led us to expect that women’s own emotional reactions would be more sensitive to emotional cues from other individuals than men’s.

Mapeando os valores subjetivos dos gerentes de relacionamento em negociações bancárias

No contexto de um mercado tão competitivo, ter equipes bem preparadas e alocadas adequadamente é fundamental para a sobrevivência das empresas. O presente estudo objetiva identificar o reflexo na satisfação dos clientes e nos resultados das empresas, a partir do conhecimento das pessoas que trabalham na linha de frente dessas empresas, aqueles profissionais que exercem um papel importante de negociação, identificando o que eles valorizam subjetivamente em uma negociação. Por meio da ferramenta SVI (Subjective Value Inventory), desenvolvida por Curhan et al (2006), a partir das dimensões de autoimagem independente e interdependente, busca-se identificar os valores subjetivos dos negociadores de um banco de varejo brasileiro, responsáveis por parte significativa das negociações e dos resultados da empresa, relativamente aos sentimentos sobre si mesmos (Self), aos resultados instrumentais, e ao processo e relacionamento (Rapport), utilizando a confiança interpessoal como moderadora nessa relação. Após identificados os valores subjetivos desses negociadores em negociação, relacionar os resultados encontrados com a satisfação dos clientes. Para isso, foi realizada uma pesquisa quantitativa, com a aplicação de um questionário fechado e estruturado a 532 negociadores desse banco que atuam nos estados de Santa Catarina, Rio de Janeiro e Maranhão, responsáveis pelo relacionamento, prospecção e realização de negócios com os clientes da instituição, nos segmentos pessoa física, micro e pequenas empresas e governo. Os dados foram analisados a partir de técnicas estatísticas, utilizando-se o método dos Mínimos Quadrados Parciais. Observou-se que mais de 40% da satisfação de cliente é explicada pelos valores subjetivos dos negociadores. O estudo apontou como resultados, dentre outros, que os gerentes de negócios com autoimagem independente valorizam o Self e os resultados instrumentais em uma negociação, e que a confiança interpessoal cognitiva modera negativamente essa relação. Ainda, que aqueles gerentes de negócios com autoimagem interdependente, valorizam o Rapport em uma negociação e que essa valorização está positivamente relacionada com a satisfação dos clientes.

Construal level and ingroup bias

The causal relationship between mental construal level and ingroup bias remains elusive. This paper uncovers a boundary condition and a mechanism underlying the relationship. We predict and find support for our hypotheses in four experiments conducted in East Asian and Western cultures. Data showed that a high- (vs. low-) level construal activated state belongingness, but had no effect on state rejection, state self-esteem, positive emotion, or negative emotion in participants from Korea (Experiment 1) and Australia (Experiment 3). Moreover, a high- (vs. low-) level construal triggered greater ingroup bias for Koreans (Experiment 2) and Australians (Experiment 3) primed with a relational self, but not for those primed with an independent self. This construal level effect on ingroup bias was eliminated when belongingness was primed at both a high- and a low-level construal; instead, relationals under a low-level construal were more ingroup-biased when they were primed with a belongingness (vs. baseline) condition (Experiment 4). These findings highlight that the relational self is a boundary condition for the construal level-ingroup bias link; belongingness explains the relationship.

Humanizing the self: Moderators of the attribution of lesser humanness to others

Three studies investigated moderators of the tendency to attribute greater humanness to the self than to others, an interpersonal counterpart of outgroup infra-humanization. Study 1 demonstrated that this self-humanizing effect is reduced when the other is the focus of comparison. Study 2 showed that the effect is reduced when the other is individuated. Study 3 indicated that empathy does not moderate self-humanizing: Self-humanizing failed to correlate negatively with dispositional empathy or perspective-taking. Study 3 also indicated that abstract construal moderates the self-humanizing effect using a temporal comparison. Participants rated their future self, but not their past self, as less human than their present self. Studies 1 and 3 also showed that selfhumanizing is greater for undesirable traits: People may view their failings as “only human.” All findings were distinct from those attributable to self-enhancement. Self-humanizing may reflect a combination of egocentrism, focalism, abstract representation of others, and motivated processes.