Seeing what you want to see: Sexual activation makes potential partners seem more appealing and romantically interested. Gurit E. Birnbaum et al. Journal of Social and Personal Relationships, August 26, 2020. https://doi.org/10.1177/0265407520952162
Abstract: Recent studies have indicated that activation of the sexual system fosters relationship initiation. In three studies, we expand on this work to investigate whether sexual activation encourages initiating relationship with prospective partners by biasing the way they are perceived. In all studies, participants encountered a potential partner and rated this partner’s attractiveness and romantic interest following sexual activation. Participants’ interest in the partner was self-reported or evaluated by raters. Study 1 revealed that sexual activation led participants to perceive potential partners as more attractive and interested in oneself. Study 2 added to these findings, providing a test of sexual priming rather than more general closeness priming. Mediational analyses in Study 3 indicated that heightened romantic interest mediated the link between sexual activation and perceiving potential partners as more interested in oneself. These findings suggest that sexual activation facilitates relationship initiation by motivating projection of one’s desires onto prospective partners.
Keywords: Attraction, dating, impression formation, relationship initiation, sexual desire
Wednesday, August 26, 2020
Forgoing earned incentives to signal pure motives: Financial incentives have self-image costs, those who receive incentives view their actions less positively due to the perceived incompatibility between incentives & intrinsic motives
Forgoing earned incentives to signal pure motives. Erika Kirgios et al. Proceedings of the National Academy of Sciences, July 21 2020, Pages 16891-16897. https://www.pnas.org/content/117/29/16891
Abstract: Policy makers, employers, and insurers often provide financial incentives to encourage citizens, employees, and customers to take actions that are good for them or for society (e.g., energy conservation, healthy living, safe driving). Although financial incentives are often effective at inducing good behavior, they’ve been shown to have self-image costs: Those who receive incentives view their actions less positively due to the perceived incompatibility between financial incentives and intrinsic motives. We test an intervention that allows organizations and individuals to resolve this tension: We use financial rewards to kick-start good behavior and then offer individuals the opportunity to give up some or all of their earned financial rewards in order to boost their self-image. Two preregistered studies -- an incentivized online experiment (n = 763) on prosocial behavior and a large field experiment (n = 17,968) on exercise -- provide evidence that emphasizing the intrinsic rewards of a past action leads individuals to forgo or donate earned financial rewards. Our intervention allows individuals to retroactively signal that they acted for the right reason, which we call “motivation laundering.” We discuss the implications of motivation laundering for the design of incentive systems and behavioral change.
Abstract: Policy makers, employers, and insurers often provide financial incentives to encourage citizens, employees, and customers to take actions that are good for them or for society (e.g., energy conservation, healthy living, safe driving). Although financial incentives are often effective at inducing good behavior, they’ve been shown to have self-image costs: Those who receive incentives view their actions less positively due to the perceived incompatibility between financial incentives and intrinsic motives. We test an intervention that allows organizations and individuals to resolve this tension: We use financial rewards to kick-start good behavior and then offer individuals the opportunity to give up some or all of their earned financial rewards in order to boost their self-image. Two preregistered studies -- an incentivized online experiment (n = 763) on prosocial behavior and a large field experiment (n = 17,968) on exercise -- provide evidence that emphasizing the intrinsic rewards of a past action leads individuals to forgo or donate earned financial rewards. Our intervention allows individuals to retroactively signal that they acted for the right reason, which we call “motivation laundering.” We discuss the implications of motivation laundering for the design of incentive systems and behavioral change.
Moral contagion effects may be explained more by self-presentation (observers infer immorality by association) than by physical contamination
Reputation management as an alternative explanation for the “contagiousness” of immorality. Tom Kupfer & Roger Giner-Sorolla. Evolution and Human Behavior, Aug 20 2020. https://doi.org/10.1016/j.evolhumbehav.2020.08.005
Abstract: Previous findings showing that people are reluctant to contact morally disgusting objects such as Nazi clothing have been interpreted as showing that immorality is perceived as physically contaminating. However, self-presentation concerns could underlie the apparent contagiousness of immorality: associating visibly with immoral stimuli risks reputation damage because observers infer immorality by association. In a scenario, participants preferred to wear a Nazi armband under rather than over their clothing, despite the under choice requiring skin contact (Study 1). And participants reported being primarily motivated by reputation, not contamination. Studies 1a and 1b revealed that, when public display was kept constant to minimize reputation concerns, skin contact increased discomfort by a small amount. A lab study using a real Nazi armband showed that the preference for hiding the armband was stronger with an audience (Study 2). Changing perspective in Study 3, third parties judged targets who made direct contact with the armband as less immoral, and even less contaminated, than those who displayed the armband. Another scenario in Study 4 revealed a strong effect of public display, but no effect of skin contact, on negative feelings about wearing an immoral t-shirt. Overall, findings suggest that apparent moral contagion effects may be explained more by self-presentation than by contamination.
Abstract: Previous findings showing that people are reluctant to contact morally disgusting objects such as Nazi clothing have been interpreted as showing that immorality is perceived as physically contaminating. However, self-presentation concerns could underlie the apparent contagiousness of immorality: associating visibly with immoral stimuli risks reputation damage because observers infer immorality by association. In a scenario, participants preferred to wear a Nazi armband under rather than over their clothing, despite the under choice requiring skin contact (Study 1). And participants reported being primarily motivated by reputation, not contamination. Studies 1a and 1b revealed that, when public display was kept constant to minimize reputation concerns, skin contact increased discomfort by a small amount. A lab study using a real Nazi armband showed that the preference for hiding the armband was stronger with an audience (Study 2). Changing perspective in Study 3, third parties judged targets who made direct contact with the armband as less immoral, and even less contaminated, than those who displayed the armband. Another scenario in Study 4 revealed a strong effect of public display, but no effect of skin contact, on negative feelings about wearing an immoral t-shirt. Overall, findings suggest that apparent moral contagion effects may be explained more by self-presentation than by contamination.
Having photos of close others in sight decreases the hegemony of an economic schema in people’s minds, which in turn decreases their propensity to commit unethical behavior
Show me the ... family: How photos of meaningful relationships reduce unethical behavior at work. Ashley Hardin, Christopher Bauman & David Mayer. Organizational Behavior and Human Decision Processes, November 2020, Pages 93-108. https://www.sciencedirect.com/science/article/abs/pii/S0749597820303629
Abstract: Environmental cues in the workplace influence unethical behavior, but the effects of these cues are less well understood than the effects of individual differences and social aspects of situations on unethical behavior. In this paper, we examine a common but underappreciated aspect of workspaces: photos of close others. Drawing on the literatures on symbols at work and behavioral ethics, we theorize that having photos of close others in sight decreases the hegemony of an economic schema in people’s minds, which in turn decreases their propensity to commit unethical behavior. Supporting our theory, a field survey and three experiments find a negative relationship between displaying photos of close others at work and financial transgressions and indicate that a decrease in the salience of the economic schema is a mechanism that drives the effect. We discuss implications of the results for the literatures on behavioral ethics, symbols at work, and work-life integration.
Abstract: Environmental cues in the workplace influence unethical behavior, but the effects of these cues are less well understood than the effects of individual differences and social aspects of situations on unethical behavior. In this paper, we examine a common but underappreciated aspect of workspaces: photos of close others. Drawing on the literatures on symbols at work and behavioral ethics, we theorize that having photos of close others in sight decreases the hegemony of an economic schema in people’s minds, which in turn decreases their propensity to commit unethical behavior. Supporting our theory, a field survey and three experiments find a negative relationship between displaying photos of close others at work and financial transgressions and indicate that a decrease in the salience of the economic schema is a mechanism that drives the effect. We discuss implications of the results for the literatures on behavioral ethics, symbols at work, and work-life integration.
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