How Do I Love Thee? Let Me Count the Js: Implicit Egotism and Interpersonal Attraction.

Jones, J. T.; Pelham, Brett W.; Carvallo, Mauricio; Mirenberg, Matthew C.

doi:10.1037/0022-3514.87.5.665

Cited by 216 publications

(258 citation statements)

References 76 publications

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“…Other research has shown that the strength of these effects increases in accordance with the positivity of the individual's self-esteem (Gawronski, Bodenhausen, & Becker, 2007;. For example, if an arbitrary number (the stimulus) becomes associated with an individual's name (a representation of the self) a person's response to that number and to people linked to that number improves (Jones, Pelham, Carvallo, & Mirenberg, 2004). If such automatic effects are possible with abstract numbers, the association of identity dimensions with the self should produce even more pronounced positive effects.…”

Section: The Identity Association Principlementioning

confidence: 77%

Identity-based consumer behavior

Reed

Forehand

Puntoni

et al. 2012

International Journal of Research in Marketing

461

345

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Although the influence of identity on consumer behavior has been documented in many streams of literature, the absence of a consistent definition of identity and of generally accepted principles regarding the drivers of identity-based behavior complicates comparisons across these literatures. To resolve that problem, we propose a simple but inclusive definition of identity. Identity can be defined as any category label with which a consumer selfassociates that is amenable to a clear picture of what a person in that category looks like, thinks, feels and does. Building from this definition, we propose the following five basic principles that can help researchers model the process of identity formation and expression:(1) Identity Salience: identity processing increases when the identity is an active component of the self; (2) Identity Association: the non-conscious association of stimuli with a positive and salient identity improves a person's response to the stimuli; (3) Identity Relevance: the deliberative evaluation of identity-linked stimuli depends on how diagnostic the identity is in the relevant domain; (4) Identity Verification: individuals monitor their own behaviors to manage and reinforce their identities; and (5) Identity Conflict: identity-linked behaviors help consumers manage the relative prominence of multiple identities. To illustrate the potential usefulness of these principles for guiding identity research, we discuss new avenues for identity research and explain how these principles could help guide investigations into these areas.

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Section: The Identity Association Principlementioning

confidence: 77%

Identity-based consumer behavior

Reed

Forehand

Puntoni

et al. 2012

International Journal of Research in Marketing

461

345

View full text Add to dashboard Cite

show abstract

“…Therefore, in the current experiment we tried to minimize these implications by presenting participants with the exact same information regarding a target individual, except for the target individual's initials: In the similar condition the target had the same initials as the participant, whereas in the dissimilar condition the target had different initials. Previous research has shown that similarity on such trivial aspects decreases social distance from a target (e.g., Cialdini & De Nicholas, 1989;Jones, Pelham, Carvallo, & Mirenberg, 2004;Miller et al, 1998).…”

Section: Experiments 3: Weighting Desirability and Feasibility Concernsmentioning

confidence: 99%

Interpersonal similarity as a social distance dimension: Implications for perception of others’ actions

Liviatan

Trope

Liberman

2008

Journal of Experimental Social Psychology

530

364

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Building on the assumption that interpersonal similarity is a form of social distance, the current research examines the manner in which similarity influences the representation and judgment of others' actions. On the basis of a construal level approach, we hypothesized that greater levels of similarity would increase the relative weight of subordinate and secondary features of information in judgments of others' actions. The results of four experiments showed that compared to corresponding judgments of a dissimilar target, participants exposed to a similar target person identified that person's actions in relatively more subordinate means-related rather than superordinate ends-related terms (Experiment 1), perceived his or her actions to be determined more by feasibility and less by desirability concerns (Experiment 3), and gave more weight to secondary aspects in judgments of the target's decisions (Experiment 2) and performance (Experiment 4). Implications for the study of interpersonal similarity, as well as social distance in general, are discussed. Keywords interpersonal similarity; social distance; construal level theory; social judgment; mental representations Imagine a close friend giving a job talk. Now imagine a stranger giving the same job talk. What type of representation would you construct for this action? Would you represent it in terms of an abstract superordinate goal (for instance, communicating one's research ideas) or rather bring to mind the subordinate, concrete means by which to achieve the goal (such as presenting power point slides)? And would your representation include primary and central aspects related to this action (for instance, the research question) or more secondary information (such as the slides' background design)?

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“…The implicit egotism literature suggests that in such situations, anything that is associated with the self, including self-associated objects (i.e., possessions) is likely to be favorably evaluated (Koole et al 1999;Pelham, Mirenberg, and Jones 2002). For instance, people under self-threat (i.e., asked to write about a personal flaw) showed greater liking for strangers whose arbitrary participant numbers (e.g., 12-03) resembled their birthdays (Jones et al 2004). Self-threat also increased preference for Japanese teas whose brand names resembled participants' own first names (Brendl et al 2005).…”

Section: Selling As Self-threatmentioning

confidence: 99%