The effect of interpersonal expectancies on men's self-presentation of gender role attitudes to women

Morier, Dean; Seroy, Cara

doi:10.1007/bf01544203

Cited by 16 publications

(7 citation statements)

References 15 publications

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“…Interpersonal expectation theory believes that people will choose appropriate behaviors in the process of interpersonal communication to engage in impression management, so as to achieve their ultimate goals [58]. Research on impression management suggests that people are likely to be motivated to make a positive impression on others [59].…”

Section: Moderating Effect Of Impression Management Motivationmentioning

confidence: 99%

The Influence of High–Low Power on Green Consumption: The Moderating Effect of Impression Management Motivation

Zhang

Deng

2019

Sustainability

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The importance of sustainable development has reached a consensus. Green consumption, as the final link of consumer behavior, can help green production activities make a real difference and achieve sustainable development. Based on the Agentic-Communal Model, this paper explores the relationship between power and green consumption through three experiments. The results showed that low-power (vs. high-power) consumers, who are more dependent on others, are likely to facilitate and encourage a communal orientation towards one's environment. These consumers pay more attention to others and may have a preference for green consumption. Self-concern plays a mediating role in this mechanism. However, when individuals have a strong impression management motivation, the difference in their willingness toward green consumption will disappear. In other words, both lower-power and high-power consumers are more willing to purchase green products. This paper helps to deepen the understanding of the psychological mechanisms underlying green consumption and also provides practical implications for firms' green marketing strategies.Sustainability 2019, 11, 4287 According to Baron and Kenny [71], in order to test the moderated mediating role of self-concern, 413 green consumption was regressed on the power and impression management motivation. The results 414 indicated that the interaction of power and impression management motivation was a significant 415 independent variable of green consumption with power, impression management motivation, and 416 power × impression management motivation as the independent variable (β = 0.18, p < 0.01). The 417interaction was also a significant independent variable of self-concern with power, impression 418 management motivation, and power × impression management motivation as the independent 419 variable (β = −0.09, p < 0.05). In addition, power × impression management motivation was also a 420 significant independent variable of green consumption with power, impression management 421 motivation, power × impression management motivation, and self-concern as the independent 422 variable (β = 0.15, p < 0.05). 423A bootstrapping analysis was used to test the moderated mediating role of self-concern. The 424 bootstrap mediating variable test was performed with reference to the mediation analysis model of 425 categorical variables proposed by Hayes (Model 8, n = 5000 samples) [72]. Under a 95% confidence 426 level, a consumer's self-concern was found to mediate the influence of power on green consumption. 427The results showed that the indirect effect (LLCI = 0. 0025 and ULCI = 0. 2411) does not contain 0. 428Furthermore, under weak impression management motivation, the mediating effect of a consumer's 429 self-concern was positive and significant (LLCI = −0.3649, ULCI = −0.1354). Under the strong 430 impression management motivation, the mediating effect of a consumer's self-concern was positive 431 and significant (LLCI = −0.2495, ULCI = −0.0457). 432 7. Conclusions and Discussion 433 7.1. Conc...

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Section: Moderating Effect Of Impression Management Motivationmentioning

confidence: 99%

The Influence of High–Low Power on Green Consumption: The Moderating Effect of Impression Management Motivation

Zhang

Deng

2019

Sustainability

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“…The social cognition literature contains many findings that may have implications for the psychological processes involved in human courtship. There is evidence, for instance, that participants will alter the presentation of their own attitudes to more closely correspond to the preferences of attractive members of the opposite sex (Morier & Seroy, 1994;Zanna & Pack, 1975). Participants in these studies were explicitly told the preferences of opposite sex interactants, though, and were led to believe that those interactants would read the participants' own self-descriptions.…”

Section: Social Cognitionmentioning

confidence: 99%

Effects of Visual Exposure to the Opposite Sex: Cognitive Aspects of Mate Attraction in Human Males

Roney

2003

Pers Soc Psychol Bull

100

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This research is an investigation into the cognitive aspects of mate attraction in human males. Two experiments demonstrate that visual exposure to women (in person or within photographs) can prime large changes in the attitudes, mood states, and personality trait descriptions of male participants. These changes, furthermore, are such that participants show greater conformity to female mate preferences as described in the extant literature: In particular, men exposed to potential mates reported higher valuations of material wealth, greater momentary feelings of ambition, higher valuations of other indicators of social status, and personality trait descriptions indicative of high surgency/extraversion. All such effects occurred without participants' awareness that their responses had been affected by the experimental manipulations. These findings suggest a model of mate attraction mechanisms in which input cues from potential mates can prime those psychological representations that facilitate the behavioral expression of courtship tactics.

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“…Various research paradigms have been used to investigate this phenomenon. Some studies that directly exposed participants to the preferences of the opposite sex lent support for attitudinal changes (Morier & Seroy, 1994;Zanna & Pack, 1975). Other studies exposed male subjects to women directly or through photographs.…”

Section: Introductionmentioning

confidence: 99%

The Effects of Mating Cues and Intrasexual Competition on Humor Production

Barel¹

2019

PSYCH

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The roles of mating cues and of intrasexual competition in humor production have not yet been assessed. Therefore, the present study explored the influence of implicit mating cues on humor enhancement. In two experiments involving 306 participants, using a priming methodology to examine sex differences and enhancement in humor production ability, participants were exposed to unattractive and attractive opposite-sex photographs, after which their humor production ability was rated. Studies differed in presentation durations of primes, and manipulation of intrasexual competition. The findings of Study 2 showed that, under conditions of intrasexual competition, men were superior to women in humor production ability and exhibited enhancement in humor ability following exposure to attractive women primes. The findings broaden the evolutionary cognitive framework in relation to sexual selection, differential parental investment, and social cognition.

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The effect of interpersonal expectancies on men's self-presentation of gender role attitudes to women

Cited by 16 publications

References 15 publications

The Influence of High–Low Power on Green Consumption: The Moderating Effect of Impression Management Motivation

The Influence of High–Low Power on Green Consumption: The Moderating Effect of Impression Management Motivation

Effects of Visual Exposure to the Opposite Sex: Cognitive Aspects of Mate Attraction in Human Males

The Effects of Mating Cues and Intrasexual Competition on Humor Production

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