Marc-André Reinhard

Listening, not watching : Situational familiarity and the ability to detect deception

In 4 experiments, the authors investigated the influence of situational familiarity with the judgmental context on the process of lie detection. They predicted that high familiarity with a situation leads to a more pronounced use of content cues when making judgments of veracity. Therefore, they expected higher classification accuracy of truths and lies under high familiarity. Under low situational familiarity, they expected that people achieve lower accuracy rates because they use more nonverbal cues for their veracity judgments. In all 4 experiments, participants with high situational familiarity achieved higher accuracy rates in classifying both truthful and deceptive messages than participants with low situational familiarity. Moreover, mediational analyses demonstrated that higher classification accuracy in the high-familiarity condition was associated with more use of verbal content cues and less use of nonverbal cues.

Factors underlying expectancies of success and achievement: the influential roles of need for cognition and general or specific self-concepts.

It has been assumed that task-specific self-concepts are more important than general self-concepts in determining expectancies of success and subsequent achievement. The authors argue here that the influence varies depending on need for cognition (NFC). Findings from Study 1 (N=104) showed that expectancies of success in an academic task could be predicted from specific self-concept for individuals with a high NFC and from general self-concept for individuals with a low NFC. In Study 2 (N=193), where cognitive load was manipulated, given a high cognitive load, only general self-concept was predictive of success expectancies, independent of NFC. In Study 3 (N=197), given a high relevance of correct expectancy ratings, only specific self-concept was predictive of expectancies and actual achievement, independent of NFC. In Studies 4 and 5, the results from Study 1 concerning the prediction of expectancies (as well as achievement) reappeared in a physical and a social domain.

Motivational determinants of systematic processing: Expectancy moderates effects of desired confidence on processing effort

Extending the motivational assumptions of the heuristic-systematic model (Chaiken, Liberman, & Eagly, 1989), the authors hypothesized that a discrepancy between desired and actual judgmental confidence raises processing effort only if the expectancy that processing will increase confidence is high. In Experiment I, university students expected to review information for upcoming social judgments. Desired confidence was varied through low versus high task importance. To manipulate expectancy, low versus high perceived processing efficacy was induced via feedback. As predicted, high- (as compared to low-) importance participants expressed greater interest in receiving information and selected more information when perceived efficacy was high, and this effect was mediated via a heightened discrepancy between desired and actual confidence. These effects were not obtained under low perceived efficacy. In Experiment 2, students processed a persuasive message. Only high importance conditions were studied; processing efficacy and argument strength were manipulated. As predicted, high- (but not low-) efficacy participants processed the message systematically, as indicated by a different impact ofargument strength and by mediational path analyses. It is argued that the precision ofsocial judgment models would benefit from an explicit consideration of processing- and outcome-related expectancy variables.

Need for cognition, task difficulty, and the formation of performance expectancies.

In the present article, the authors analyze how performance expectancies are generated and how they affect actual performance. The authors predicted that task difficulty would affect performance expectancies only when cognitive motivation (i.e., need for cognition [NFC]) and cognitive capacity are high. This should be the case because analyzing task difficulty is a process requiring cognitive capacity as well as cognitive motivation. The findings supported the expected NFC x Difficulty interaction for the formation of performance expectancies (Study 1, Study 2), but only when cognitive capacity was high (Study 2). The authors also predicted that expectancies would affect actual performance only if the task is difficult and if task difficulty is taken into account when the expectancy is generated. This hypothesis was supported: Significant relations between performance expectancies and actual performance were found only for difficult tasks and for participants higher in NFC. Studies 5 and 6 showed clear evidence that the NFC x Difficulty interaction could not be explained by differences in the use of task-specific self-concepts. The findings were robust across academic, social, and physical tasks.

Alltagsvorstellungen über inhaltliche Kennzeichen von Lügen

Zusammenfassung: In dieser Studie wurde untersucht, welche inhaltlichen Kriterien Laien benutzen, um uber konkrete Aussagen ein Urteil zu fallen. Die Versuchspersonen beurteilten Transkripte von wahren und falschen Aussagen auf ihre Glaubwurdigkeit und gaben anschliesend frei drei Grunde fur ihr Urteil an. Die Grunde wurden kategorisiert und in Bezug auf ihren Zusammenhang mit dem objektiven bzw. dem subjektiv beurteilten Wahrheitsgehalt der Aussagen regressionsanalytisch nach dem Brunswikschen Linsenmodell ausgewertet. Es zeigte sich, dass naive Urteiler vor allem auf logische Konsistenz achten. Im Gegensatz zu den von Experten benutzten Wahrheitskriterien nannten in dieser Studie Laien auch ein Lugenkriterium, den fantastisch-romanhaften Charakter der Aussage als Begrundung fur ihr Glaubwurdigkeitsurteil, welches jedoch weder das subjektive Glaubwurdigkeitsurteil noch den objektiven Wahrheitsgehalt vorhersagte. Expertise, verstanden als ahnliche eigene Erfahrung, konnte am besten sowohl das subjektive G...

Less is sometimes more: How repetition of an antismoking advertisement affects attitudes toward smoking and source credibility

Research on effects of message repetition suggested an inverted U-shaped relationship between the number of message repetitions and the attitude toward the message content. Furthermore, it was indicated that when people are processing persuasive health messages, they use source credibility as a cue for judgments about the message. Built on that, repetition of an antismoking advertisement should initially increase source credibility and negative attitudes toward smoking. But when repetition rises to an excessive level, source credibility decreases, what in turn should decrease negative attitudes toward smoking. This study (N = 276) provided strong support for the hypothesized inverted U-shaped relationship. This effect was mediated by perceived source credibility and remained unaffected by smoking behavior. Implications are discussed.

Mortality salience increases personal relevance of the norm of reciprocity.

Research on terror management theory found evidence that people under mortality salience strive to live up to salient cultural norms and values, like egalitarianism, pacifism, or helpfulness. A basic, strongly internalized norm in most human societies is the norm of reciprocity: people should support those who supported them (i.e., positive reciprocity), and people should injure those who injured them (i.e., negative reciprocity), respectively. In an experiment (N = 98; 47 women, 51 men), mortality salience overall significantly increased personal relevance of the norm of reciprocity (M = 4.45, SD = 0.65) compared to a control condition (M = 4.19, SD = 0.59). Specifically, under mortality salience there was higher motivation to punish those who treated them unfavourably (negative norm of reciprocity). Unexpectedly, relevance of the norm of positive reciprocity remained unaffected by mortality salience. Implications and limitations are discussed.

Situational Familiarity, Efficacy Expectations, and the Process of Credibility Attribution

Four experiments investigated the influence of situational familiarity within a judgmental context on the process of credibility attribution. We predicted that high familiarity with a situation would lead to higher efficacy expectations for, and a more pronounced use of, verbal information when making judgments of credibility. Under low situational familiarity, judges were expected to experience higher efficacy expectations for, and a more pronounced use of, nonverbal information. In Experiments 1 through 4, participants under low or high situational familiarity saw a film in which nonverbal cues (fidgety vs. calm movements) and verbal content cues (low vs. high plausibility) were manipulated. As predicted, when familiarity was low, only the nonverbal cues influenced participants’ judgments of credibility. In contrast, participants in the high familiarity condition used only the verbal cues. Experiments 3 and 4 showed that efficacy expectations regarding verbal and nonverbal information, but not processing motivation, drive this familiarity effect.

Too exhausted to see the truth: Ego depletion and the ability to detect deception

In two experiments, recent findings showing the detrimental role of regulatory depletion in decision making are extended to the field of deception detection. In both experiments, the state of ego depletion was induced by having judges inhibit versus non-inhibit a dominant response while transcribing a text. Subsequently they judged true or deceptive messages of different stimulus persons with regard to their truthfulness. In both experiments, ego-depleted judges scored significantly lower on detection accuracy than control judges. Signal detection measures showed that this effect was not due to differences in judgmental bias between the two conditions. In Experiment 2, it was shown that the lower detection accuracy in the state of ego depletion was due to a feeling of difficulty of relying on verbal content information. Practical implications of the current findings are discussed.

How affective states, task difficulty, and self-concepts influence the formation and consequences of performance expectancies.

Positive versus negative affective states are associated with the use of broad versus specific knowledge structures. We predicted that specific self-concepts and task difficulty would affect performance expectancies only for individuals in a negative mood; for individuals in a positive mood, only the general self-concept, but not task difficulty, would affect performance expectancies. In an experiment, we manipulated task difficulty and mood, and we assessed self-concepts, performance expectancies, and task performance. The expected interactions for the formation of performance expectancies (mood×general self-concept, mood×specific self-concept, mood×difficulty) were found. Concerning the consequences of performance expectancies, we predicted that expectancies would affect actual performance only if the task was difficult and if task difficulty was taken into account when the expectancy is generated. This hypothesis was supported: The relationship between performance expectancies and actual performance was significant only for difficult tasks and given negative mood.