Requesting information to form an impression: The influence of valence and confirmatory status

Abstract

The present study examines the impact of the valence and the confirmatory status of trait information on impression formation by giving subjects an opportunity to play an active role in their reception of information. In two experiments subjects indicated who, out of a series of candidates, corresponded to an a priori personality profile. These profiles were either positive or negative in tone. Also. whereas some profiles comprised univalent evidence (all personality traits were either positive or negative), others included mixed evidence (most traits were either positive or negative together with a few that were opposite). On the basis of earlier research on dispositional inference using behavioral instances as the cues for judgment, we expected the positive traits to carry less weight than the negative ones. Thus, subjects were predicted to require a greater number of positive traits than negative ones before making a decision. Subjects were also expected to request more traits when these confirmed rather than disconfirmed their expectations. The obtained pattern of data strongly supports our hypotheses. As a whole. the data indicate the existence of a "necessity-oriented" decision rule, as well as the presence of strong constraints in people's implicit theories of personality. Implications are drawn for further research on stereotypes and on lay epistemology.

Inhibitors and Enablers as Dual Factor Concepts in Technology Usage

“…The presence of an inhibitor and its asymmetric nature provide salient, diagnostic, and readily accessible cues that factor into the anchoring of other perceptions (Dick et al, 1990;Wilson and Brekke, 1994). Such an effect is similar to impression formation (Asch, 1946;Everard and Galletta, 2004;Yzerbyt and Leyens, 1991). Specific to IS, Everard and Galletta supported the theory of negative impression formation toward a Web site, whereby a perception of a flaw led to diminished perceptions of Web site quality.…”

“…However, as noted earlier, negative information is more salient (Baumeister et al, 2001), more diagnostic (Skowronski and Carlston, 1987), and tends to instigate greater information processing (Yzerbyt and Leyens, 1991). Even if an enabler takes on a negative valence, the issue becomes one of psychological awareness and the concept that the absence of a positive feature is not as salient as the presence of a negative one (Leyens et al, 1997;Peeters and Czapinski, 1990;Treisman and Gelade, 1980).…”

“…Negative perceptions also have power over information processing. There is a distinct asymmetry in the speed and confidence of decisions made with negative information versus those made with positive information (Yzerbyt and Leyens, 1991): negative information leads to faster, more confident decisions.…”

The Impact of Personality on Cognitive, Behavioral, and Affective Political Processes: The Effects of Need to Evaluate

“…The original need-to-evaluate scale contains sixteen items, six of which are reverse-coded in attempts to avoid acquiescence bias, the tendency for individuals to agree with statements regardless of their meaning (Watson & Johnson-Laird, 1972;Yzerbyt and Leyens, 1991). Although inclusion of many items permits the use of reverse-scored items, the full NE scale would be prohibitively expensive to administer in general public surveys.…”

A General Theory of Organizational Stigma

“…In further support, Afifi and Burgoon's (2000) research on social interaction demonstrates that in the context of a relationship, the reactions to changes in others' behaviors is more pronounced when the shift is from positive to negative versus negative to positive. Similarly, Yzerbyt and Leyens (1991) demonstrated that negative information leads to quick exclusionary judgments, while Skowronski and Carlston (1992) found that the impact of morally positive behavior on one's impressions was easily overridden by new information demonstrating immoral behaviors. Finally, Martijin, Spears, van der Pligt, and Jakobs (1992) found that the severity of negative behaviors affected global assessments of an individual's values more than positive behaviors did.…”