This research builds on the motivational aspects of identity salience, finding that social identities direct the allocation of attention in identity syntonic ways. Drawing from identity-based motivation (Oyserman, 2009; Reed, et al., 2012) we suggest individuals use attention to enhance...

This research examines the persuasive effect of emotional appeals on members of collectivist versus individualist cultures. The results of two experiments demonstate that ego-focused (e.g., pride, happiness) versus other-focused (e.g., empathy, peacefulness) emotional appeals lead to more...

This research examines the impact of asking intention questions about quot;vice behaviors,quot; or behaviors about which respondents simultaneously hold both negative explicit and positive implicit attitudes. Asking questions about the likelihood of engaging in behaviors for which respondents...

This research sheds insight on the psychological impact of mixed emotions on attitudes. In three experiments, we show that persuasion appeals that highlight conflicting emotions (e.g. both happiness and sadness) lead to less favorable attitudes for individuals with a lower propensity to accept...

Individuals possess social identities that contain unique, identity-relevant attitudes, behaviors, and beliefs providing “what-to-do” information when enacting that identity. We suggest that social identities are also associated with specific discrete emotion profiles providing...