Sequential information processing in persuasion.

We present a theory of sequential information processing in persuasion (SIP). It extends assumptions of the heuristic-systematic model, in particular the idea that information encountered early in a persuasion situation may affect the processing of subsequent information. SIP also builds on the abstraction from content-related dichotomies in accord with the parametric unimodel of social judgment. SIP features one constitutional axiom and three main postulates: (A) Persuasion is the sequential processing of information that is relevant to judgment formation. (1) Inferences drawn from initial information may bias the processing of subsequent information if they are either activated rules or valence expectations that are relevant to the subsequent information. (2) Inferences drawn from initial information are resistant to change. Thus, the interpretation of subsequent information is assimilated to inferences drawn from the initial information. Or, if assimilation is impossible, contrast effects occur. (3) The overall effect of a persuasion attempt corresponds to the recipient's judgment at the moment the processing of information is terminated. We illustrate how our predictions for assimilation and contrast effects may be tested by presenting results from an experiment (N = 216) in which we presented exactly the same arguments but varied the processing sequence. We discuss theoretical and applied implications of sequence effects for persuasion phenomena, as well as challenges for further research developing and testing the theory.

Negative Third-Party Reactions to Male and Female Victims of Rape: The Influence of Harm and Normativity Concerns.

Male and female victims of sexual violence frequently experience secondary victimization in the form of victim blame and other negative reactions by their social surroundings. However, it remains unclear whether these negative reactions differ from each other, and what mechanisms underlie negative reactions toward victims. In one laboratory study (N = 132) and one online study (N = 421), the authors assessed participants' reactions to male and female victims, and whether different (moral) concerns underlay these reactions. The reactions addressed included positive and negative emotions, behavioral and characterological blame, explicit and implicit derogation, and two measures of distancing. It was hypothesized that male victimization would evoke different types of (negative) reactions compared with female victimization, and that normative concerns would predict a greater proportion of the variance of reactions to male victims than female victims. Multivariate analyses of variance (MANOVAs) were conducted to test whether reactions to male and female (non-)victims differed. Multiple regression analyses were conducted to test the influence of gender traditionality, homonegativity, as well as binding and individualizing moral values on participants' reactions. Results revealed that participants consistently reacted more negatively to victims than to nonvictims, and more so to male than to female targets. Binding values were a regular predictor of negative reactions to victims, whereas they predicted positive reactions to nonvictims. The hypothesis that different mechanisms underlie reactions to male versus female victims was not supported. The discussion addresses implications of this research for interventions targeting secondary victimization and for future research investigating social reactions to victims of sexual violence. It also addresses limitations of the current research and considerations of diversity.

Ladies First: Gender Stereotypes Drive Anticipatory Eye-Movements During Incremental Sentence Interpretation.

Immediate contextual information and world knowledge allow comprehenders to anticipate incoming language in real time. The cognitive mechanisms that underlie such behavior are, however, still only partially understood. We examined the novel idea that gender attitudes may influence how people make predictions during sentence processing. To this end, we conducted an eye-tracking experiment where participants listened to passive-voice sentences expressing gender-stereotypical actions (e.g., "The wood is being painted by the florist") while observing displays containing both female and male characters representing gender-stereotypical professions (e.g., florists, soldiers). In addition, we assessed participants' explicit gender-related attitudes to explore whether they might predict potential effects of gender-stereotypical information on anticipatory eye movements. The observed gaze pattern reflected that participants used gendered information to predict who was agent of the action. These effects were larger for female- vs. male-stereotypical contextual information but were not related to participants' gender-related attitudes. Our results showed that predictive language processing can be moderated by gender stereotypes, and that anticipation is stronger for female (vs. male) depicted characters. Further research should test the direct relation between gender-stereotypical sentence processing and implicit gender attitudes. These findings contribute to both social psychology and psycholinguistics research, as they extend our understanding of stereotype processing in multimodal contexts and regarding the role of attitudes (on top of world knowledge) in language prediction.

Ambivalent Stereotypes and Persuasion: Attitudinal Effects of Warmth vs. Competence Ascribed to Message Sources.

The stereotype content model (Fiske et al., 2002) defines warmth and competence as basic dimensions of social judgment, with warmth often dominating perceptions; it also states that many group-related stereotypes are ambivalent, featuring high levels on one dimension and low levels on the other. Persuasion theories feature both direct and indirect source effects (Bohner et al., 1995). Combining both the approaches, we studied the persuasiveness of ambivalently stereotyped sources. Participants (total n = 296) read persuasive arguments attributed to groups stereotyped as either low in competence but high in warmth (e.g., housewives) or vice versa (e.g., lawyers). In Study 1, high competence/low warmth sources were more persuasive than low competence/high warmth sources. In Study 2, this pattern replicated when an accuracy motive had been induced, whereas it reversed when a connectedness motive had been induced. These source effects were direct, that is, independent of message processing. We discuss our findings in terms of the persuasiveness of warmth vs. competence of the source as being dependent on recipient motivation; we also consider theoretical implications and perspectives for future research.

Sexual Violence-"Victim" or "Survivor": News Images Affect Explicit and Implicit Judgments of Blame.

A pilot study (n = 165) showed that images portraying women who have experienced sexual violence as survivors (e.g., at a self-help group) rather than as victims (e.g., in vulnerable positions) led to more positive ratings of the women depicted. In a subsequent experiment (n = 236), participants viewed either survivor or victim images, read a rape vignette, and completed explicit and implicit measures of blame. Results showed that male (but not female) participants implicitly blamed the woman more after viewing victim images, but explicitly blamed her more after viewing survivor images. Discussion focuses on theoretical and applied implications.

Predicting Sexual Harassment From Hostile Sexism and Short-Term Mating Orientation: Relative Strength of Predictors Depends on Situational Priming of Power Versus Sex.

Previous research has shown that short-term mating orientation (STMO) and hostile sexism (HS) selectively predict different types of sexual harassment. In a priming experiment, we studied the situational malleability of those effects. Male participants could repeatedly send sexist jokes (gender harassment), harassing remarks (unwanted sexual attention), or nonharassing messages to a (computer-simulated) female target. Before entering the laboratory, participants were unobtrusively primed with the concepts of either sexuality or power. As hypothesized, sexuality priming strengthened the link between STMO and unwanted sexual attention, whereas power priming strengthened the link between HS and gender harassment. Practical implications are discussed.

"Passive victim - strong survivor"? Perceived meaning of labels applied to women who were raped.

Three experiments (total N = 464) were conducted in parallel with English- and German-speaking participants to examine the perceived meanings and effects of the labels "victim" versus "survivor" (and their German equivalents) when applied to a woman who was raped. In Study 1 (N = 179), participants read a rape vignette and then rated the meaning of the label it contained (either "victim" or "survivor") on a 15-item semantic differential. Independent of language and participant gender, "survivor" was perceived more positively overall (e.g., as strong, brave, active) than was "victim" (weak, passive, but also innocent). In Study 2 (N = 95), labels were varied within items assessing judgments of an acquaintance-rape case (e.g., "Does the victim [survivor] … carry a certain responsibility for what happened?"), focusing on short-term outcomes. Significant interaction effects of label and participants' gender emerged on case-related judgments. Participants in both language samples judged "survivor" to be a less appropriate term than "victim". In Study 3 (N = 190), participants read a text in which a woman who had been raped labeled herself as either "victim" or "survivor", focusing on the coping with sexual violence. As in Study 2, German-language participants showed no significant effects of the label on their case judgments but rejected the term "survivor" as inappropriate; English-language participants, by contrast, perceived the woman describing herself as "survivor" to be more psychologically stable and regarded the use of both labels as appropriate. Results are discussed in terms of their applied relevance for communicating about sexual violence.

Looking for Blame: Rape Myth Acceptance and Attention to Victim and Perpetrator.

In two studies, the authors examined the influence of rape myth acceptance (RMA) on participants' attention toward the potential victim versus perpetrator in a rape case. In Study 1 ( N = 90), participants selected information that focused on either the male defendant or the female victim. With increasing RMA, participants preferred information that focused on the victim rather than the defendant. In Study 2 ( N = 41), participants viewed photographs depicting both victim and defendant while their eye movements were recorded. With increasing RMA, participants spent less time inspecting the defendant relative to the victim. In both studies, higher RMA predicted stronger anti-victim and pro-defendant judgments, replicating previous research. Taken together, these results support the assumption that RMA guides participants' attention, leading to a focus on the alleged rape victim and away from the alleged perpetrator. Implications of the current research and future directions are discussed.

Lateral Attitude Change.

The authors propose a framework distinguishing two types of lateral attitude change (LAC): (a) generalization effects, where attitude change toward a focal object transfers to related objects, and (b) displacement effects, where only related attitudes change but the focal attitude does not change. They bring together examples of LAC from various domains of research, outline the conditions and underlying processes of each type of LAC, and develop a theoretical framework that enables researchers to study LAC more systematically in the future. Compared with established theories of attitude change, the LAC framework focuses on lateral instead of focal attitude change and encompasses both generalization and displacement. Novel predictions and designs for studying LAC are presented.

A room with a viewpoint revisited: descriptive norms and hotel guests' towel reuse behavior.

Field experiments on descriptive norms as a means to increase hotel guests' towel reuse [1] were replicated and extended. In two hotels in Germany (Study 1: N = 724; Study 2: N = 204), descriptive norm messages suggesting that 75% of guests had reused their towels, or a standard message appealing to environmental concerns, were placed in guests' bathrooms. Descriptive norm messages varied in terms of proximity of the reference group ("hotel guests" vs. "guests in this room") and temporal proximity (currently vs. two years previous). Reuse of towels was unobtrusively recorded. Results showed that reuse rates were high overall and that both standard and descriptive norm messages increased reuse rates compared to a no-message baseline. However, descriptive norm messages were not more effective than the standard message, and effects of proximity were inconsistent across studies. Discussion addresses cultural and conceptual issues in comparing the present findings with previous ones.

Face the consequences: learning about victim's suffering reduces sexual harassment myth acceptance and men's likelihood to sexually harass.

Prior research has shown that (1) better knowledge about the consequences of rape goes along with less rape-supportive attitudes and lower rape proclivity, and (2) empathy with the victims correlates negatively with sexual aggression. In two experiments, the authors combined these approaches in order to reduce sexual harassment myth acceptance (SHMA) and the likelihood to sexually harass (LSH). In Study 1, 101 male and female university students read a report describing sexual harassment as either serious or harmless, and completed scales assessing dispositional empathy and SHMA. Results showed that higher empathy was associated with lower SHMA; furthermore, learning about the seriousness (vs. harmlessness) of sexual harassment led to lower SHMA, particularly in participants low in empathy. Gender differences in SHMA were fully explained by gender differences in empathy. In Study 2, perspective taking, a crucial aspect of empathy, was manipulated. One hundred nineteen male and female participants read either a neutral text or a description of a sexual harassment case, which was written either from the female target's or from the male perpetrator's perspective; then they completed scales measuring SHMA and (only male participants) LSH. The target's perspective led to lower SHMA and to lower LSH than did the neutral text, whereas no such effect was found for the perpetrator's perspective. Implications for intervention programs are discussed.

"She deserved it": Effects of sexism norms, type of violence, and victim's pre-assault behavior on blame attributions toward female victims and approval of the aggressor's behavior.

Effects of ambivalent sexism, sexism norms, victim behavior, and type of violence on male students' reactions to male violence against women in intimate relationships were examined. Participants judged a scenario depicting an act of sexual or non-sexual violence against a female partner who had either shown overtly sexual or non-sexual behavior toward another man. Generally, high (vs. low) hostile sexism, high (vs. low) hostile sexism norm feedback, and victim's overtly sexual (vs. non-sexual) behavior led to stronger victim blame and perceived approval of the aggressor's behavior. The victim of non-sexual violence was blamed more than the rape victim, particularly if she had behaved in an overtly sexual manner.

Anchoring revisited: the role of the comparative question.

When people estimate a numeric value after judging whether it is larger or smaller than a high or low anchor value (comparative question), estimates are biased in the direction of the anchor. One explanation for this anchoring effect is that people selectively access knowledge consistent with the anchor value as part of a positive test strategy. Two studies (total N = 184) supported the alternative explanation that people access knowledge consistent with their own answer to the comparative question. Specifically, anchoring effects emerged when the answer to the comparative question was unexpected (lower than the low anchor or higher than the high anchor). For expected answers (lower than the high anchor or higher than the low anchor), however, anchoring effects were attenuated or reversed. The anchor value itself was almost never reported as an absolute estimate.

Investigating the association between valence and elevation with an implicit association task that requires upward and downward responding / Investigando la asociación entre la valencia y la elevación con una tarea de asociación implícita que requiere respuestas ascendentes y descendentes

In three experiments (total N = 96), we investigated the origins of effects of associations between affective valence and spatial elevation (or verti-cality). To that end, we used a congruence measure. We used spatial and affective stimuli, like the words "up" and "happy". Spatial stimuli had to be categorized as elevated or less elevated and affective stimuli as positive or negative. Critically, in congruent conditions, associated spatial and affective stimuli required the same response and less associated stimuli required different responses, whereas in incongruent conditions, associated spatial and affective stimuli required different responses, but less associated stimuli required the same response. The results supported the assumption that valence-elevation associations exist in semantic memory: faster responses in congruent than incongruent conditions were observed with (I) words (Experiments 1 and 2), (II) pictures and words (Experiment 3), and (III) increased as a function of the centrality of the spatial meaning for the spatial words (Experiments 1 vs. 2). We discuss the implications of our results for the Implicit Association Test (IAT).

En tres experimentos (N = 96) se investigaron los orígenes de los efectos de las asociaciones entre la valencia afectiva y la elevación espacial (o verticalidad). Para tal fin, se utilizó una medida de congruencia. Se usaron estímulos espaciales y afectivos, como las palabras "arriba" y "feliz". Los estímulos espaciales tenían que ser categorizados como elevados o menos elevados y los estímulos afectivos como positivos o negativos. En las condiciones congruentes, los estímulos asociados espacial y afectivamente requerían la misma respuesta y los estímulos menos asociados diferentes respuestas, mientras que en las condiciones incongruentes, los estímulos asociados requerían respuestas diferentes, y los estímulos menos asociados la misma respuesta. Los resultados apoyaron la hipótesis de que existen asociaciones de valencia-elevación en la memoria semántica. Se observaron respuestas más rápidas en las condiciones congruentes que en las incongruentes con (1) palabras (Experimentos 1 y 2), (II) imágenes y palabras (Experimento 3), y (III) incrementando en función de la centralidad del significado espacial de las palabras espaciales (such as the present one a Experimentos 1 vs 2). Se discuten las implicaciones de nuestros resultados para el Test de Asociación Implícita (IAT).

Metacognitive aspects of rape myths: subjective strength of rape myth acceptance moderates its effects on information processing and behavioral intentions.

The authors present a metacognitive approach to influences of rape myth acceptance (RMA) on the processing of rape-related information and rape proclivity. In Study 1, participants (N = 264) completed an RMA scale and subsequently reported the subjective strength (e.g., importance, certainty) of their RMA. Then they read about a rape case, viewed a photograph of the alleged crime scene, and rated the defendant's guilt on several items. Depending on condition, the photograph contained either RMA-applicable stimuli (e.g., alcoholic beverages) or neutral stimuli. Higher RMA predicted lower ratings of defendant guilt especially when applicable stimuli were present and RMA was strong. Study 2 (N = 85) showed that RMA-related attitude strength also moderated the effect of RMA on self-reported rape proclivity. Results of both studies indicate that the subjective strength of rape-related beliefs may be reliably assessed and serves as an important moderator of effects of RMA. The implications of these findings for prevention programs as well as future directions for research are discussed.

Flirting with disaster: short-term mating orientation and hostile sexism predict different types of sexual harassment.

We combine evolutionary and sociocultural accounts of sexual harassment, proposing that sexuality-related and hostility-related motives lead to different types of harassment. Specifically, men's short-term mating orientation (STMO) was hypothesized to predict only unwanted sexual attention but not gender harassment, whereas men's hostile sexism (HS) was hypothesized to predict both unwanted sexual attention and gender harassment. As part of an alleged computer-chat task, 100 male students could send sexualized personal remarks (representing unwanted sexual attention), sexist jokes (representing gender harassment), or nonharassing material to an attractive female target. Independently, participants' STMO, HS, and sexual harassment myth acceptance (SHMA) were assessed. Correlational and path analyses revealed that STMO specifically predicted unwanted sexual attention, whereas HS predicted both unwanted sexual attention and gender harassment. Furthermore, SHMA fully mediated the effect of HS on gender harassment, but did not mediate effects of STMO or HS on unwanted sexual attention. Results are discussed in relation to motivational explanations for sexual harassment and antiharassment interventions.

Protecting self-esteem from stigma: a test of different strategies for coping with the stigma of mental illness.

BACKGROUND: To date, there has been little research into effective strategies for preventing the detrimental effects of stigma on the well-being of people with mental illness. AIM: The present research set out to identify adaptive strategies for dealing with the stigma of mental illness. METHODS: On the basis of the responses of 355 people with mental illness (PWMI) a standardized questionnaire assessing 10 identity management strategies was developed. Participants also reported their personal experiences with stigma, depression and self-esteem. RESULTS: Hierarchical regression analyses showed that after controlling for depression and stigmatizing experiences, the strategies of community involvement, humour and positive ingroup stereotyping were related to higher self-esteem. Secrecy, selective disclosure and attempts at overcompensation or disproving stereotypes were related to lower self-esteem. The following strategies were unrelated to self-esteem: comparing the present social position of PWMI with that in the past, normalization of the illness within a medical model, information seeking and selective withdrawal. CONCLUSIONS: PWMI should be encouraged to seek support within their community and to develop a positive image of their ingroup.

Spanish validation of the Acceptance of Modern Myths about Sexual Aggression scale (AMMSA).

Two studies were conducted with college students to validate the Spanish-language version of the "Acceptance of Modern Myths about Sexual Aggression" scale (AMMSA) (Gerger, Kley, Bohner & Siebler, 2007). This scale assesses modern myths about sexual aggression in a subtle way. In Study 1, 305 students completed the Spanish AMMSA and other scales with related content. In Study 2, 263 participants completed the Spanish AMMSA and answered questions about a hypothetical sexual assault perpetrated by a young man against a female acquaintance. The Spanish AMMSA showed high internal consistency and adequate evidence of validity in both studies. Compared to traditional scales of rape myth acceptance, mean scores on the AMMSA were higher and their distributions more closely approximated normality. These findings suggest that the Spanish version of the AMMSA scale is a useful instrument to study the social perception of sexual aggression.

Acceptance of sexual aggression myths in a representative sample of German residents.

A representative sample of German residents (N = 5397) was surveyed with the aim of studying their acceptance of contemporary rape myths (RMA), using items from the Acceptance of Modern Myths About Sexual Aggression Scale [AMMSA; Gerger et al., 2007] in relation to demographic variables (e.g., gender, age), intolerant belief systems (e.g., sexism, islamophobia), the ideologies of rightwing authoritarianism (RWA), and social dominance orientation (SDO), as well as gender identification. Age showed a U-shaped relationship with RMA, whereas gender was unrelated to RMA. For men (women), greater identification with their gender was associated with higher (lower) RMA. Substantial correlations of RMA with intolerant belief systems support the idea of a schema of intolerance. Although RWA and SDO were both related to RMA, only RWA explained unique variance beyond the effects of intolerant belief systems. Results are discussed in comparison to prior studies using mainly student samples.

Attitudes and attitude change.

Attitudes and attitude change remain core topics of contemporary social psychology. This selective review emphasizes work published from 2005 to 2009. It addresses constructionist and stable-entity conceptualizations of attitude, the distinction between implicit and explicit measures of attitude, and implications of the foregoing for attitude change. Associative and propositional processes in attitude change are considered at a general level and in relation to evaluative conditioning. The role of bodily states and physical perceptions in attitude change is reviewed. This is followed by an integrative perspective on processing models of persuasion and the consideration of meta-cognitions in persuasion. Finally, effects of attitudes on information processing, social memory, and behavior are highlighted. Core themes cutting across the areas reviewed are attempts at integrative theorizing bringing together formerly disparate phenomena and viewpoints.