Aggressive primes can increase reliance on positive and negative thoughts affecting self-attitudes

Briñol, Pablo; Petty, Richard E.; Requero, Blanca

doi:10.1080/15298868.2016.1255251

Cited by 11 publications

(12 citation statements)

References 82 publications

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“…Another pose potentially related to confidence is when people make aggressive or threatening facial expressions. Briñol, Petty, and Requero (2017) showed that the effect of the direction of thoughts (positive vs. negative) on selfevaluation was greater after people engaged in a behavior associated with threat to others (i.e., having participants show their canine teeth as if they were about to attack, which is a posture associated with high confidence) than after engaging in a control embodiment induction (i.e., participants covering their teeth with their lips in a neutral pose).…”

Section: Confident Posturesmentioning

confidence: 99%

Meaning Moderates the Persuasive Effect of Physical Actions: Buying, Selling, Touching, Carrying, and Cleaning Thoughts as If They Were Commercial Products

Briñol¹,

Petty²,

Santos³

et al. 2017

Journal of the Association for Consumer Research

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We review research showing that the meaning of physical actions matters, that meaning can vary, and that the key element of meaning to affect judgments is the perceived validity of the thoughts. This article first describes studies on embodied persuasion for which changing the meaning of a behavior also changes the effect of that behavior on attitudes. Second, this article focuses on the impact of objects that people wear on their judgments. The last section covers a paradigm in which thoughts are treated as if they were consumer products (e.g., buying vs. selling thoughts). Across these three sections, we argue that judgmental effects having to do with the physical actions and physical objects associated with concepts such as intelligence, power, and happiness, all can work by the same mechanism. That is, the important factor concerns the impact each of these has on the perceived validity of one's thoughts.

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Section: Confident Posturesmentioning

confidence: 99%

Meaning Moderates the Persuasive Effect of Physical Actions: Buying, Selling, Touching, Carrying, and Cleaning Thoughts as If They Were Commercial Products

Briñol¹,

Petty²,

Santos³

et al. 2017

Journal of the Association for Consumer Research

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“…Although our analysis was focused on positive inductions, it is important to note that negative inductions can also produce either negative or positive outcomes when examined from the point of view of the processes by which they operate. For example, research has shown that aggressive displays following thinking enhanced reliance on both positive and negative thoughts (Briñol, Petty, & Requero, 2017). In fact, beyond readiness to attack, the general feeling of confidence that emerges from being prepared can be misattributed to any thoughts in mind at the time, including positive and negative thoughts irrelevant to the original domain of preparation (Carroll et al, 2020).…”

Section: Resultsmentioning

confidence: 99%

Are Positive Interventions Always Beneficial?

et al. 2020

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Can people improve their lives by smiling more, trying to have a better posture, and by thinking about good memories? Can individuals become more successful by deliberatively engaging in positive actions and thoughts? Do people feel better by following recommendations from naïve psychology? In the present article we discuss these questions, noting that although some popular interventions thought to be universally beneficial (e.g., inductions of happiness, self-affirmation, empowerment, self-distancing) can sometimes yield positive outcomes, at other times the outcomes can also be negative. Taking an empirical approach based on experimental evidence, we postulate that understanding the underlying processes discovered in the science of persuasion is the key for specifying why, when, and for whom these practical initiatives are more likely to work or to backfire.

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“…Furthermore, the perceived validity of these thoughts can be manipulated by other techniques such as having participants engage in confident (vs. doubtful) actions (e.g., Briñol, DeMarree, & Petty, ), or by empowerment (e.g., DeMarree, Briñol, & Petty, ; Gandarillas et al, ), or by activating confident emotions such as anger and disgust (Ashtom‐James & Tracy, ; Briñol, Petty, & Requero, ; Briñol et al, ; Hodson & Costello, ), or by providing them with convergent (vs. divergent) evidence matching their thoughts (Clark, Wegener, Briñol, & Petty, ; Clark et al, ), or by highlighting the entitativity nature of their groups (Clark & Thiem, ), or merely by priming the concept of justice (Santos & Rivera, ).…”

Section: Discussionmentioning

confidence: 99%

Attitudes toward hiring people with disabilities: A meta‐cognitive approach to persuasion

Requero¹,

Santos

Paredes

et al. 2020

J Applied Social Pyschol

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Attitudes toward hiring people with disabilities are becoming critical for promoting diversity and egalitarianism within organizations. The few interventions designed to promote positive attitudes toward people with disabilities have relied on changing either the direction and/or the amount of thoughts people generate with regard to this discriminated, understudied group. In the present research, we examine the impact of a different psychological process of attitude change based on meta‐cognition, or thinking about thinking. We used a meta‐cognitive approach to changing prejudiced attitudes because thoughtful processes are often overlooked or denied with regard to this particular group. Specifically, we explored the impact of thought confidence on attitude change across two studies designed to change attitudes toward the incorporation of people with disabilities in companies. In each study, participants first generated either positive or negative thoughts about the proposal (thought valence manipulation). Then, the confidence in those thoughts was measured (Study 1) or manipulated (Study 2). In concert with the self‐validation hypothesis, results showed that when thought confidence was relatively high (vs. low), thought valence had a greater impact on attitudes. Thus, thought valence was more predictive of attitudes when participants were confident in their thoughts. Specifically, confidence in thoughts enhanced persuasion for positive thoughts but reduced persuasion for negative thoughts. These findings provide insights into assessing effects of interventions aiming at improving attitudes toward the inclusion of minority groups in organizations.

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Aggressive primes can increase reliance on positive and negative thoughts affecting self-attitudes

Cited by 11 publications

References 82 publications

Meaning Moderates the Persuasive Effect of Physical Actions: Buying, Selling, Touching, Carrying, and Cleaning Thoughts as If They Were Commercial Products

Meaning Moderates the Persuasive Effect of Physical Actions: Buying, Selling, Touching, Carrying, and Cleaning Thoughts as If They Were Commercial Products

Are Positive Interventions Always Beneficial?

Attitudes toward hiring people with disabilities: A meta‐cognitive approach to persuasion

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