INDIVIDUAL PROCESSES IN INTERGROUP BEHAVIOR 3 From Individual to Group Impressions 3 GROUP MEMBERSHIP AND INTERGROUP BEHAVIOR 7 The Scope and Range of Ethnocentrism 8 The Development of Ethnocentrism 9 Intergroup Conflict and Competition 12 Interpersonal and intergroup behavior 13 Intergroup conflict and group cohesion 15 Power and status in intergroup behavior 16 Social Categorization a d Intergroup Behavior 20 Social categorization: cognitions, values, and groups 20 Social categorization a d intergroup discrimination 23 Social identity and social comparison 24 THE REDUCTION FINTERGROUP DISCRIMINATION 27 Intergroup Cooperation and Superordinate Goals " 28 Intergroup Contact. 28 Multigroup Membership and "lndividualizat~’on" of the Outgroup 29 SUMMARY 30

Social Psychology of Intergroup Relations

Publisher Summary Self-affirmation processes are being activated by information that threatens the perceived adequacy or integrity of the self and as running their course until this perception is restored through explanation, rationalization, and/or action. The purpose of these constant explanations (and rationalizations) is to maintain a phenomenal experience of the self-self-conceptions and images as adaptively and morally adequate—that is, as competent, good, coherent, unitary, stable, capable of free choice, capable of controlling important outcomes, and so on. The research reported in this chapter focuses on the way people cope with the implications of threat to their self-regard rather than on the way they cope with the threat itself. This chapter analyzes the way coping processes restore self-regard rather than the way they address the provoking threat itself.

The Psychology of Self-Affirmation: Sustaining the Integrity of the Self

When an attitude changes from A1 to A2, what happens to A1? Most theories assume, at least implicitly, that the new attitude replaces the former one. The authors argue that a new attitude can override, but not replace, the old one, resulting in dual attitudes. Dual attitudes are defined as different evaluations of the same attitude object: an automatic, implicit attitude and an explicit attitude. The attitude that people endorse depends on whether they have the cognitive capacity to retrieve the explicit attitude and whether this overrides their implicit attitude. A number of literatures consistent with these hypotheses are reviewed, and the implications of the dual-attitude model for attitude theory and measurement are discussed. For example, by including only explicit measures, previous studies may have exaggerated the ease with which people change their attitudes. Even if an explicit attitude changes, an implicit attitude can remain the same.

A model of dual attitudes.

With the emergence of high speed wireless network technologies and the increasing market penetration of mobile phones the global advertising industry’s interest in using this medium as a means of marketing communication is rising. However, in spite of the increasing number of companies investing in mobile marketing campaigns, there is, as yet, little academic research on this topic and the nature and implications of this channel are not yet understood fully. This research attempts to help in bridging this gap; it investigates the factors that induce consumers to accept the mobile phone as a means of communicating promotional content. Underlying the research are a set of hypotheses that have been formulated to include determinants referring to consumer personality as well as determinants referring to the form of advertising. These hypotheses form the basis for this research and are empirically tested by means of a linear structural equation model. The empirical results (n = 1,028) identify entertainment value as well as information value as the strongest drivers of the acceptance of the mobile phone as an innovative medium for advertising content communication.

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Driving consumer acceptance of mobile marketing: a theoretical framework and empirical study

This paper gives a basic comprehension of the partial least squares approach. In this context, the aim of this paper is to develop a guide for the evalu- ation of structural equation models, using the current statistical methods method- ological knowledge by specifically considering the Partial-Least-Squares (PLS) approach's requirements. As an advantage, the PLS method demands significantly fewer requirements compared to that of covariance structure analyses, but never- theless delivers consistent estimation results. This makes PLS a valuable tool for testing theories. Another asset of the PLS approach is its ability to deal with forma- tive as well as reflective indicators, even within one structural equation model. This indicates that the PLS approach is appropriate for explorative analysis of structural equation models, too, thus offering a significant contribution to theory development. However, little knowledge is available regarding the evaluating of PLS structural equation models. To overcome this research gap a broad and detailed guideline for the assessment of reflective and formative measurement models as well as of the structural model had been developed. Moreover, to illustrate the guideline, a detailed application of the evaluation criteria had been conducted to an empirical model explaining repeat purchasing behaviour.

Chapter 29 Evaluation of Structural Equation Models Using the Partial Least Squares (PLS) Approach

Theorie der kognitiven Dissonanz

Two central hypotheses of the original version of the theory of cognitive dissonance (Festinger, 1957) (1) that dissonance is to be conceived of as a primary drive and (2) that in order to reduce dissonance less resistant cognitions will be changed more than highly resistant ones led to hypotheses which were confirmed by two experiments.



In Experiment I, a 2 × 3 factorial design, order and familiarity of dissonance reduction modes were manipulated. After receiving a dissonant information the subjects were offered a relatively low and a relatively high resistant cognition for dissonance reduction, each being placed first (series I, high-low resistance) or last (series II, low-high resistance) respectively. Subjects did (known) or did not (unknown) read these modes before reacting to them. Under the unknown condition dissonance will be reduced more with a specific mode if it is placed first than last. With known reduction modes the order of presentation does not have an effect. Under series I condition the first-placed, higher-resistant cognition will be changed more in the unknown condition than in the known condition. Under the series II condition the first-placed, lower-resistant cognition will be changed equally in the known and unknown condition. In short, the higher-resistant cognition will be changed more, only when it is placed first and when the following modes are not known.



Two explanations for these results are possible: (1) The more dissonance is reduced by changing a more or a less resistant congnition, the less further reduction is necessary; (2) dissonance will be reduced in an internally consistent way. Experiment II excluded the first explanation. Subjects were allowed to revise their original way of reducing dissonance. First, subjects in one condition received series I unknown and subjects in the other condition received series II unknown. Reacting to the dissonance reduction modes the second time, there was more revision when the high-resistant congition was placed first (series 1 revision) than when placed last (series II revision). These results support the hypothesis that dissonance reduction by changing a less-resistant congnition more and changing a high-resistant one less is preferred.



Implications of the results of the two experments for the stability of dissonance reduction, the method and interpretation of dissonance experiments are discussed.

Preference of dissonance reduction modes as a function of their order, familiarity and reversibility†

In the present experiment subjects made a decision between two alternatives which was either reversible or irreversible After the choice, subjects evaluated the attractiveness of both alternatives once more under different time levels It was found that with increasing time level, re-evaluation of alternatives increased under irreversible and decreased under reversible conditions The results are discussed in the framework of dissonance theory

Re‐evaluation of decision alternatives dependent upon the reversibility of a decision and the passage of time

Studies in decision making : social, psychological, and socio-economic analyses

Dissonance theory and incentive theory call for different predictions concerning the relation of reward and attitude change after a person has performed some counter-attitudinal behavior. According to dissonance theory a negative, and according to incentive theory a positive relationship is expected. An experiment was conducted in West Germany testing the interactions of choice versus no choice and public versus anonymus (private) essay-writing. A dissonance effect was predicted for the choice/public condition and an incentive effect for the no choice/anonymus condition. The results support these predictions.

Martin Irle

Papers

Theorie der kognitiven Dissonanz

Preference of dissonance reduction modes as a function of their order, familiarity and reversibility†

Re‐evaluation of decision alternatives dependent upon the reversibility of a decision and the passage of time

Studies in decision making : social, psychological, and socio-economic analyses

Some conditions to produce a dissonance and an incentive effect in a ‘forced‐compliance’ situationx