Neurophysiological and behavioral evidence that self-uncertainty salience increases self-esteem striving

Yang, Qing; Ybarra, Oscar; Bos, Kees van den; Zhao, Yufang; Guan, Lili; Cao, Yunfei; Fang, Li; Huang, Xin

doi:10.1016/j.biopsycho.2019.02.011

Cited by 8 publications

(9 citation statements)

References 71 publications

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“…Buhr's original scale includes 27 items and four factors, while Dai's 21-items revised scale has two factors: uncertainty-related "negative belief and emotional experience" (e.g., "Uncertainty makes me uneasy, anxious, or stressed") and "behavioral dysfunction and negative self-reference" (e.g., "I can't stand being undecided about my future"), running from 1 "not at all characteristic of me" to 5 "entirely characteristic of me". Previous research has used the Chinese scale (e.g., Yang et al, 2019), but did not test the structural validity. Therefore, to ensure its psychometric properties, we first ran item analyses and results showed that all items had high correlations with scale total score (rs > 0.50).…”

Section: Intolerance Of Uncertaintymentioning

confidence: 99%

Intolerance of uncertainty, future time perspective, and self-control

Yang

Bos

2021

Personality and Individual Differences

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Section: Intolerance Of Uncertaintymentioning

confidence: 99%

Intolerance of uncertainty, future time perspective, and self-control

Yang

Bos

2021

Personality and Individual Differences

Self Cite

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“…The manipulation check of self-uncertainty was carried out by presenting subjects with 15 words describing emotions (6 positive words: secure, excellent, happy, smart, successful, lovable, meaningful; 6 negative words: depressed, empty, lonely, ashamed, stupid, confused, anxious; and 1 word related to the independent variable: uncertainty) and asking them to judge the intensity of the A theoretical model of the moderating effect of tolerance of uncertainty. Wang et al 10.3389/fpsyg.2022.1066938 Frontiers in Psychology 04 frontiersin.org word corresponding to the emotion (Watson et al, 1988;Yang et al, 2019). The questionnaire used a 7-point Likert scale (1 = "extremely weak, " 7 = "extremely strong").…”

Section: Experimental Design and Materialsmentioning

confidence: 99%

“…In Group A, subjects were asked to choose to give up their seats to a pregnant woman or a disabled person on a bus. The subjects in Group A were required to choose to give up their seats to a pregnant woman or a disabled person on a bus, while the subjects in Group B were required to choose to give up their seats to an elderly person or a disabled person, after which they completed the self-uncertainty scale ( Yang et al, 2019 ). An independent-samples t -test was used to analyze the data.…”

Section: Experiments 1: the Effect Of Moral Self-uncertainty On Consp...mentioning

confidence: 99%

The link between self-uncertainty and conspicuous consumption: Tolerance of uncertainty as a moderator

Wang

Zhu²,

Zhao³

et al. 2023

Front. Psychol.

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This study, based on self-affirmation theory, aims to investigate the impact of self-uncertainty on individual consumption behavior. Self-uncertainty was categorized into moral, cognitive, and interpersonal self-uncertainty, and different types of self-uncertainty were manipulated through four experiments, including a moral dilemma, a recall paradigm, and a picture quiz task written by E-Prime software to examine the effects of different types of self-uncertainty on conspicuous consumption and their possible boundary conditions. Our results show that moral, cognitive, and interpersonal self-uncertainty contribute to a stronger tendency to engage in conspicuous consumption. Our results also suggest that tolerance of uncertainty moderates the effect of self-uncertainty on conspicuous consumption, meaning that subjects with a high tolerance of uncertainty are less inclined to engage in conspicuous consumption than those with a low tolerance of uncertainty, even if they have high self-uncertainty. This study may provide an explanation for conspicuous consumption behavior, further validating the theory of compensatory consumption. Additionally, the results from this study also provide a reference for understanding people’s decision-making behavior in an uncertain social context and can provide new guidance to control irrational consumption behavior.

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“…Sometimes, societal changes and personal life events could make one feel uncertain about self and life. UMM states that people experiencing uncertainty try to cope with the uncertainty and at least to reduce subjective uncertainty (Van den Bos and Lind, 2002; Yang et al ., 2019; Brown et al ., 2021). Prior research has shown that self-verification generates a sense of stability and order (Swann and Read, 1981; Min et al ., 2020), which confers psychological benefits used to keep a coherent self-concept (Kitirattarkarn et al ., 2021).…”

Section: Introductionmentioning

confidence: 99%

What makes a self-deprecating advertisement more persuasive? The role of self-uncertainty

Liu

Gao

2023

APJML

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PurposeThe purpose of this paper is to examine the interesting but largely unexamined impact of self-uncertainty on the persuasiveness of self-deprecating advertisement.Design/methodology/approachIn the present research, the experimental design and survey methods are used to collect data. Furthermore, the ANOVA and bootstrap analysis methods are adopted to verify whether a self-deprecating advertisement is more persuasive for consumers experiencing self-uncertainty and explore the mediating role of self-verification.FindingsStudy 1 indicates that people experiencing self-uncertainty are more likely to engage in actual self-verification. Study 2 demonstrates that consumers experiencing self-uncertainty are more likely to purchase products in a self-deprecating advertisement (vs. self-enhancing advertisement), and actual self-verification motive underlies this effect. In Study 3, a novel boundary condition for the main effect–product type (hedonic vs. utilitarian) is found, and it further reveals that the impact of self-uncertainty on the persuasiveness of self-deprecating advertisement will attenuate when the advertised product is utilitarian.Practical implicationsThis research reveals that self-deprecating advertising is more desirable for consumers who experience self-uncertainty. Based on the conclusions in this paper, the self-deprecating advertising is more attractive and desirable for consumers who are reminded about their personal uncertainties. Thus, marketers could employ self-deprecating (vs. self-enhancing) advertisement to promote products. For example, in order to promote the waterproof function of iPhone 12, Apple China released a self-deprecating advertisement of “Splash proof and water resistant. Don't worry, iPhone.”Originality/valueFirst, this research not only sheds new light on the relationship between self-uncertainty and the persuasiveness of self-deprecating advertisement but also verifies the mediating role of self-verification motive in this relationship. Moreover, this research reveals that self-uncertainty is a significant factor in how people react to the self-deprecating advertisement. It is noteworthy that the self-uncertainty effect is more likely to be found when the advertised product is related to hedonic or experiential consumption as opposed to utilitarian consumption.

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Neurophysiological and behavioral evidence that self-uncertainty salience increases self-esteem striving

Cited by 8 publications

References 71 publications

Intolerance of uncertainty, future time perspective, and self-control

Intolerance of uncertainty, future time perspective, and self-control

The link between self-uncertainty and conspicuous consumption: Tolerance of uncertainty as a moderator

What makes a self-deprecating advertisement more persuasive? The role of self-uncertainty

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