When gift-giving produces dissonance: Effects of subliminal affiliation priming on choices for one's self versus close others

Kimel, Sasha Y.; Grossmann, Igor; Kitayama, Shinobu

doi:10.1016/j.jesp.2012.05.012

Cited by 54 publications

(18 citation statements)

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“…This research indicated that repeated exposures to first‐person singular pronouns (e.g., I, my, me, mine) or thinking about differences between themselves and close others (e.g., family members or friends) can make people independent in social orientation and analytic in cognitive style, while repeated exposures to first‐person plural pronouns (e.g., we, our, us, ourselves) or thinking about similarities between themselves and close others (e.g., family members or friends) can make people interdependent in social orientation and holistic in cognitive style. Such priming effects may even occur without one's conscious awareness . Together, these priming studies emphasize the availability of knowledge about behavioral patterns associated with interdependent social orientation or holistic cognitive style to individuals from cultures that habitually show independent social orientation or analytic cognitive style (and vice versa).…”

Section: Challenges For Futurementioning

confidence: 95%

Research in culture and psychology: past lessons and future challenges

Grossmann

2013

WIRES Cognitive Science

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Since the dawn of psychology as a science, conceptual and methodological questions have accompanied research at the intersection of culture and psychology. We review some of these questions using two dominant concepts-independent versus interdependent social orientation and analytic versus holistic cognitive style. Studying the relationship between culture and psychology can be difficult due to sampling restrictions and response biases. Since these challenges have been mastered, a wealth of research has accumulated on how culture influences cognition, emotion, and the self. Building on this work, we outline a set of new challenges for culture and psychology. Such challenges include questions about conceptual clarity, within-cultural and subcultural variations (e.g., variations due to social class), differentiation and integration of processes at the group versus individual level of analysis, modeling of how cultural processes unfold over time, and integration of insights from etic and emic methodological approaches. We review emerging work addressing these challenges, proposing that future research on culture and psychology is more exciting than ever. WIREs Cogn Sci 2014, 5:1-14. doi: 10.1002/wcs.1267 CONFLICT OF INTEREST: The authors have declared no conflicts of interest for this article. For further resources related to this article, please visit the WIREs website.

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Section: Challenges For Futurementioning

confidence: 95%

Research in culture and psychology: past lessons and future challenges

Grossmann

2013

WIRES Cognitive Science

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“…2) wrote "The only gift is a portion of thyself." At that time, gift-giving research was mostly interpersonal (giving to others) and it remains that way (Heath et al, 2011) with recent studies considering interpersonal gifting in business (Bodur & Grohmann, 2005), in romantic relationships (Schiffman & Cohn, 2009), in different cultures (Kimel, Grossmann, & Kitayama, 2012;Lotz, Shim, & Gehrt, 2003), for pets (Tesfom & Birch, 2010), and miscellaneous extensions of interpersonal gifting (Babin et al, 2007;Moreau, Bonney, & Herd, 2011). Even with this interpersonal emphasis, self-gifting has become a relevant though understudied aspect of the gifting literature (Heath et al, 2011;Ward & Tran, 2008).…”

Section: Self Versus Interpersonal Gift (Ig) Givingmentioning

confidence: 99%

“…Further, masculine/instrumental and independent self-concept priming is expected to lead to a masculine choice of gift, while priming of feminine/nurturing and interdependent self-concepts should lead to a feminine choice of gift (cf. Gould & Weil, 1991;Kimel et al, 2012).…”

Section: Self-conceptmentioning

confidence: 99%

“…This research hypothesizes that in the SGR context, individuals will feel more independent because they are buying themselves a reward after a great achievement (Mick & DeMoss, 1990b). "Indeed, previous research suggests that in individualistic cultures, greater interdependence is negatively related to pursuit of self-centered rewards" (Kimel et al, 2012(Kimel et al, , p. 1223. Therefore, it follows that self-gifted reward is positively related to independence, while self-gifted therapy is connected with interdependence.…”

Section: Self-construalmentioning

confidence: 99%

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Impact of Giving on Self and Impact of Self on Giving

Weisfeld‐Spolter

Rippé

Gould

2014

Psychology and Marketing

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Recent research suggests that consumers are spending billions of dollars in interpersonal and self-gifting and yet, there is limited research regarding the giver's role of self and how this influences the choice of gift. Because self is so intertwined in both types of giving, the research reported here explores if different dimensions of the malleable self will be activated in various gift-giving contexts, depending upon the receiver and the occasion of the gift. Testing a conceptual model that for the first time combines both types of giving, this research uses three studies to explore how the gift-giving context can act as a situational cue and make accessible a particular view of the self, namely the giver's gender identity and self-construal to motivate choice of gift. Results suggest a new paradigm for considering consumer gift behavior and have theoretical and practical implications for advertising, selling, and other marketing contexts.

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“…The original paper describing the methodological flaw was made available to the public as a working paper in 2008 and attracted the attention of researchers (see Chen and Risen, 2009; Sagarin and Skowronski, 2009a,b). However, despite the fact that their critique could potentially undermine the conclusions of any study that uses the paradigm, behavioral, and neuroimaging studies using the paradigm continue to be published without addressing the critique (Sharot et al, 2009, 2010a; Coppin et al, 2010, 2012; Imada and Kitayama, 2010; Lee and Schwarz, 2010; West et al, 2010; Harmon-Jones et al, 2011; Jarcho et al, 2011; Qin et al, 2011; Kimel et al, 2012; Kitayama et al, 2013). Furthermore, although some researchers have already provided evidence for the existence of choice-included preference change using new paradigms or modifications of the free-choice paradigm, some of them are not sufficiently compelling, as detailed later.…”

Section: Introductionmentioning

confidence: 99%

Choice-Induced Preference Change in the Free-Choice Paradigm: A Critical Methodological Review

Izuma¹,

Murayama²

2013

Front. Psychology

107

130

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Choices not only reflect our preference, but they also affect our behavior. The phenomenon of choice-induced preference change has been of interest to cognitive dissonance researchers in social psychology, and more recently, it has attracted the attention of researchers in economics and neuroscience. Preference modulation after the mere act of making a choice has been repeatedly demonstrated over the last 50 years by an experimental paradigm called the “free-choice paradigm.” However, Chen and Risen (2010) pointed out a serious methodological flaw in this paradigm, arguing that evidence for choice-induced preference change is still insufficient. Despite the flaw, studies using the traditional free-choice paradigm continue to be published without addressing the criticism. Here, aiming to draw more attention to this issue, we briefly explain the methodological problem, and then describe simple simulation studies that illustrate how the free-choice paradigm produces a systematic pattern of preference change consistent with cognitive dissonance, even without any change in true preference. Our stimulation also shows how a different level of noise in each phase of the free-choice paradigm independently contributes to the magnitude of artificial preference change. Furthermore, we review ways of addressing the critique and provide a meta-analysis to show the effect size of choice-induced preference change after addressing the critique. Finally, we review and discuss, based on the results of the stimulation studies, how the criticism affects our interpretation of past findings generated from the free-choice paradigm. We conclude that the use of the conventional free-choice paradigm should be avoided in future research and the validity of past findings from studies using this paradigm should be empirically re-established.

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When gift-giving produces dissonance: Effects of subliminal affiliation priming on choices for one's self versus close others

Cited by 54 publications

References 28 publications

Research in culture and psychology: past lessons and future challenges

Research in culture and psychology: past lessons and future challenges

Impact of Giving on Self and Impact of Self on Giving

Choice-Induced Preference Change in the Free-Choice Paradigm: A Critical Methodological Review

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