Motivated cognition and group interaction: need for closure affects the contents and processes of collective negotiations

Article Abstract:

Two experiments were performed to examine the possible effects of the need for cognitive closure on group behavior. In both, the four-person group participants act as members of a corporate committee that determines a monetary reward for deserving employees. In the first experiment, the need for closure serves as both a dispositional and situational variable. In the second, groups high on dispositional need for closure were compared with those low on this need. Findings suggested that there is a tendency by group members to focus on the group task rather than on the positive socioeconomic aspects of the group context when a need for closure is aroused.

Cognition, Negotiation, Negotiations, Interpersonal relations, Social interaction

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Seizing on the latest: motivationally driven regency effects in impression formation

Article Abstract:

Research was conducted to examine the hypothesis that the need for closure increases the magnitude of recency effects in impression formation. Participants, who performed the impression formation task, were given the assigned goal only after having processed the target information with a different goal in mind. Time pressure and accuracy instructions were employed in the tests. Results indicate that the existence of an impression formation goal at the time that the information was initially encountered, was necessary to elicit primacy effects.

Psychological aspects, Human information processing, Impression formation (Psychology)

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Informational length and order of presentation as determinants of persuasion

Article Abstract:

An important difference between prior operational definitions of 'cue' or 'heuristic' information versus 'message arguments' is explored. It is found that it is relative brevity and ordinal position rather than contents that ultimately explain the differences in persuative impact between 'cue/heuristic' versus 'message argument' information.

Italy, United States, Analysis, Heuristic, Persuasion (Psychology), Heuristics (Psychology)

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