Pavlov's Mice, Pfungst's Horse, and Pygmalion's PONS: Some Models for the Study of Interpersonal Expectancy Effects*

Rosenthal, Robert

doi:10.1111/j.1749-6632.1981.tb34472.x

Cited by 23 publications

(19 citation statements)

References 19 publications

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“…Second, the paths in the hypothesized model are undoubtedly more complex in the population. Similar to other models of interpersonal expectancy effects (e.g., Rosenthal, 1981), the paths in the present study, and perhaps the paths in most structural equation models of this kind, are bi-directional and continually changing. Third, the present study assessed leaders' performance expectations and liking for their workgroup followers, while the assessment of LMX and employee performance targeted a specific focal employee (i.e., target followers).…”

Section: Limitationsmentioning

confidence: 69%

Leaders' conceptions of followers: Implications for naturally occurring Pygmalion effects

Whiteley

Johnson

2012

The Leadership Quarterly

107

164

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Section: Limitationsmentioning

confidence: 69%

Leaders' conceptions of followers: Implications for naturally occurring Pygmalion effects

Whiteley

Johnson

2012

The Leadership Quarterly

107

164

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“…This process is well-documented in the empirical literature and has been implicated in a diverse set of outcomes including student achievement, academic and income inequalities among demographic groups, war and conflict, stock market fluctuations, business productivity, the quality of health care, and the longevity of close relationships (Blanck, 1993; Jussim, Eccles, & Madon, 1996; Snyder & Stukas, 1999). The causal path linking perceivers’ false beliefs to targets’ outcomes has been a primary interest of behavioral scientists for nearly 60 years and is the focus of numerous studies and meta-analytic investigations (see Brophy, 1983; Harris & Rosenthal, 1985; Rosenthal, 1973, 1981, for reviews).…”

Section: Discussionmentioning

confidence: 99%

The mediation of mothers' self-fulfilling effects on their children's alcohol use: Self-verification, informational conformity, and modeling processes.

Madon

Guyll

Buller

et al. 2008

Journal of Personality and Social Psychology

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This research examined whether self-fulfilling prophecy effects are mediated by self-verification, informational conformity, and modeling processes. The authors examined these mediational processes across multiple time frames with longitudinal data obtained from two samples of mother -child dyads (N 1 = 487; N 2 = 287). Children's alcohol use was the outcome variable. The results provided consistent support for the mediational process of self-verification. In both samples and across several years of adolescence, there was a significant indirect effect of mothers' beliefs on children's alcohol use through children's self-assessed likelihood of drinking alcohol in the future. Comparatively less support was found for informational conformity and modeling processes as mediators of mothers' self-fulfilling effects. The potential for self-fulfilling prophecies to produce long lasting changes in targets' behavior via self-verification processes are discussed. KeywordsSelf-fulfilling prophecies; Self-verification; Informational conformity; Modeling; Adolescent alcohol use The Mediation of Mothers' Self-Fulfilling Effects on Their Children's Alcohol Use: Self-Verification, Informational Conformity and Modeling ProcessesSocial psychological theory proposes that people can construct social reality through the process of a self-fulfilling prophecy. A self-fulfilling prophecy occurs when one person (a perceiver) causes her or his false belief about another person (a target) to become true (Merton, 1948). There is broad consensus within the social psychological literature that this process necessarily involves three core, sequential events (Darley & Fazio, 1980;Harris & Rosenthal, Correspondence concerning this article should be addressed to Stephanie Madon, W112 Lagomarcino Hall, Department of Psychology, Iowa State University, Ames, IA 50011. Electronic mail may be sent to madon@iastate.edu. Publisher's Disclaimer: The following manuscript is the final accepted manuscript. It has not been subjected to the final copyediting, fact-checking, and proofreading required for formal publication. It is not the definitive, publisher-authenticated version. The American Psychological Association and its Council of Editors disclaim any responsibility or liabilities for errors or omissions of this manuscript version, any version derived from this manuscript by NIH, or other third parties. The published version is available at www.apa.org/journals/psp. E. E. Jones, 1986;Jussim, 1986;Snyder, 1984). First, a perceiver must hold a false belief about a target. For example, a teacher may overestimate a student's ability, believing that the student is more capable than the student really is. Second, the perceiver's false belief must be communicated to the target by way of the perceiver's behavior toward the target. A teacher who overestimates a student's ability might communicate that belief to the student by calling on that student often, spending extra time with that student, teaching that student especially difficult material, and ...

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“…Recent research on expectancy effects focuses on the process(es) by which these effects operate (Jussim, 1991;Rosenthal, 1973Rosenthal, , 1981. Specifically, the emphasis is on identifying moderators of interpersonal expectancy effects (antecedent individual and situational variables that influence the strength of an expectancy effect) as well as mediators of interpersonal expectancy effects (e.g., the behaviors by which expectancies are communicated between persons).…”

Section: Behavioral Processesmentioning

confidence: 99%

“…Defined as "a transfer of something tangible or intangible, actual or symbolic, between two or more social actors" (Bagozzi, 1979, p. 434), exchange often involves buyer-seller interactions that are influenced by the characteristics of the social actors and the social influence that they exercise. Although researchers have begun to uncover the processes by which interpersonal expectations affect general interactions (e.g., Jussim, 1991;Rosenthal, 1981), it is not clear if or how expectations operate amongst buyers and sellers. The present research explores interpersonal expectancy effects in an effort to understand the behavioral and psychological processes inherent in exchange relations as well as the effects of interpersonal expectations in the context of face-to-face meetings between buyers and sellers.…”

mentioning

confidence: 99%

Expectancy Effects Between Exchange Partners

1998

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Interpersonal expectancy effects research focuses on how one individual's expectations influence another individual's behavior. Also known as self-fulfilling prophecies, interpersonal expectancy effects have been shown to be a significant phenomenon in human interaction. Unfortunately, interpersonal expectancy effects have been virtually neglected in the context of the marketing-exchange process. Hence, two laboratory experiments were conducted to test the effects of experimentally-induced expectations in simulated buyer-seller interactions. Study 1 was run to verify the existence of expectancy effects between buyers and sellers. In an effort to replicate and extend Study 1, Study 2 included authentic buyers, who, prior to actually interacting with a student seller, were given fictitious information regarding their partner. The information corresponded to either a positive or negative norm in exchange (role integrity and opportunism, respectively). Assessments of participants' behavior during the interaction (e.g., time spent talking) and perceptions (e.g., self-report items reflecting participants' liking for each other) revealed that prior expectations affected buyer-seller interactions.

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Pavlov's Mice, Pfungst's Horse, and Pygmalion's PONS: Some Models for the Study of Interpersonal Expectancy Effects*

Cited by 23 publications

References 19 publications

Leaders' conceptions of followers: Implications for naturally occurring Pygmalion effects

Leaders' conceptions of followers: Implications for naturally occurring Pygmalion effects

The mediation of mothers' self-fulfilling effects on their children's alcohol use: Self-verification, informational conformity, and modeling processes.

Expectancy Effects Between Exchange Partners

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