Chapter Five: Indirect prime-to-behavior effects: The role of perceptions of the self, others, and situations in connecting primed constructs to social behavior

Advances in Experimental Social Psychology

Volumn 42, Issue , 2010, Pages 259-317

  Smeesters, Dirk ^a   Wheeler, S Christian ^b   Kay, Aaron C ^c  

^a ERASMUS UNIVERSITY   (Netherlands)

^b STANFORD UNIVERSITY   (United States)

^c UNIVERSITY OF WATERLOO   (Canada)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 78649253195     PISSN: 00652601     EISSN: None     Source Type: Book Series    
DOI: 10.1016/S0065-2601(10)42005-5     Document Type: Review

References (188)

1. Aarts, H. (2007). On the emergence of human goal pursuit: The nonconscious regulation and motivation of goals. Social and Personality Psychology Compass, 1, 183-201.
2. Aarts, H., & Dijksterhuis, A. (2000). Habits as knowledge structures: Automaticity in goal-directed behavior. Journal of Personality and Social Psychology, 78, 53-63.
3. Aarts, H., & Dijksterhuis, A. (2003). The silence of the library: Environment, situational norm, and social behavior. Journal of Personality and Social Psychology, 84, 18-28.
4. Aarts, H., Gollwitzer, P. M., & Hassin, R. R. (2004). Goal contagion: Perceiving is for pursuing. Journal of Personality and Social Psychology, 87, 23-37.
5. Ajzen, I. (1991). The theory of planned behavior. Organizational Behavior and Human Decision Processes, 50, 179-211.
6. Anderson, E. M., Bohon, L. M., & Berrigan, L. P. (1996). Factor structure of the private selfconsciousness scale. Journal of Personality Assessment, 66, 144-152.
7. Andreoni, J., Castillo, M., & Petrie, R. (2003). What do bargainers' preferences look like? Experiments with a convex ultimatum game. American Economic Review, 93, 672-685.
8. Armitage, C. J., & Conner, M. (2000). Social cognition models and health behavior: A structured review. Psychology and Health, 15, 173-189.
9. Bargh, J. A. (1997). The automaticity of everyday life. In R. S. Wyer, Jr. (Ed.), The automaticity of everyday life: Advances in social cognition (Vol. 10, pp. 1-61). Mahwah, NJ: Erlbaum.
10. Bargh, J. A. (2006). Agenda 2006: What have we been priming all these years? On the development, mechanisms, and ecology of nonconscious social behavior. European Journal of Social Psychology, 36, 147-168.
11. Bargh, J. A., & Barndollar, K. (1996). Automaticity in action: The unconscious as a repository of chronic goals and motives. In P. M. Gollwitzer & J. A. Bargh (Eds.), The psychology of action: Linking cognition and motivation to behavior (pp. 457-481). New York, NY: Guilford Press.
12. Bargh, J. A., Chen, M., & Burrows, L. (1996). Automaticity of social behavior: Direct effects of trait construct and stereotype activation on action. Journal of Personality and Social Psychology, 71, 230-244.
13. Bargh, J. A., & Ferguson, M. J. (2000). Beyond behaviorism: On the automaticity of higher mental processes. Psychological Bulletin, 126, 925-945.
14. Bargh, J. A., Gollwitzer, P. M., Lee-Chai, A., Barndollar, K., & Trötschel, R. (2001). The automated will: Nonconscious activation and pursuit of behavioral goals. Journal of Personality and Social Psychology, 81, 1014-1027.
15. Bargh, J. A., & Pietromonaco, P. (1982). Automatic information processing and social perception: The influence of trait information presented outside of conscious awareness on impression formation. Journal of Personality and Social Psychology, 43, 437-449.
16. Bem, D. J. (1972). Self-perception theory. In L. Berkowitz (Ed.), Advances in Experimental Social Psychology (Vol. 6, pp. 1-62). New York, NY: Academic Press.
17. Ben-Ner, A., Putterman, L., Kong, F., & Magan, D. (2004). Reciprocity in a two-part dictator game. Journal of Economic Behavior and Organization, 53, 333-352.
18. Berger, J. A., Meredith, M., & Wheeler, S. C. (2008). Does where you vote affect how you vote? The impact of environmental cues on voting behavior. Proceedings of the National Academy of Sciences of the United States of America, 105, 8846-8849.
19. Berkowitz, L. (1984). Some effects of thoughts on anti- and prosocial influences of media events: A cognitive-neoassociation analysis. Psychological Bulletin, 95, 410-427.
20. Biernat, M., Manis, M., & Nelson, T. E. (1991). Stereotypes and standards of judgment. Journal of Personality and Social Psychology, 60, 485-499.
21. Blair, I. V., & Banaji, M. (1996). Automatic and controlled processes in stereotype priming. Journal of Personality and Social Psychology, 70, 1142-1163.
22. Bry, C., Follenfant, A., & Meyer, T. (2008). Blondes like me: When self-construals moderate stereotype priming effects on intellectual performance. Journal of Experimental Social Psychology, 44, 751-757.
23. Burnkrant, R. E., & Page, T. J. (1984). A modification of the Fenigstein, Scheier, and Buss Self-Consciousness Scales. Journal of Personality Assessment, 48, 629-637.
24. Cacioppo, J. T., & Petty, R. E. (1982). The need for cognition. Journal of Personality and Social Psychology, 42, 116-131.
25. Cacioppo, J. T., Petty, R. E., Feinstein, J., & Jarvis, W. B. G. (1996). Dispositional differences in cognitive motivation: The life and times of individuals varying in need for cognition. Psychological Bulletin, 119, 197-253.
26. Carpenter, W. B. (1874). Principles of mental physiology. New York, NY: Appleton.
27. Carver, C. S., Ganellen, R. J., Froming, W. J., & Chambers, W. (1983). Modeling: An analysis in terms of category accessibility. Journal of Experimental Social Psychology, 19, 403-421.
28. Cesario, J., Plaks, J. E., & Higgins, E. T. (2006). Automatic social behavior as a motivated preparation to interact. Journal of Personality and Social Psychology, 90, 893-910.
29. Chartrand, T. L., & Bargh, J. A. (1996). Automatic activation of impression formation and memorization goals: Nonconscious goal priming reproduces effects of explicit task instructions. Journal of Personality and Social Psychology, 71, 464-478.
30. Chartrand, T. L., & Bargh, J. A. (1999). The chameleon effect: The perception-behavior link and social interaction. Journal of Personality and Social Psychology, 76, 893-910.
31. Chartrand, T. L., Dalton, A. N., & Fitzsimons, G. J. (2007). Nonconscious relationship reactance: When significant others prime opposing goals. Journal of Experimental Social Psychology, 43, 719-726.
32. Chartrand, T. L., & van Baaren, R. B. (2009). Human mimicry. Advances in Experimental Social Psychology, 41, 219-274.
33. Cialdini, R. B., Reno, R. R., & Kallgren, C. A. (1990). A focus theory of normative conduct: Recycling the concept of norms to reduce littering in public places. Journal of Personality and Social Psychology, 58, 1015-1026.
34. Clark, M. S. (2008). How attentional flexibility builds high quality close relationships. In J. P. Forgas & J. Fitness (Eds.), Social relationships: Cognitive, affective, and motivational processes. New York, NY: Psychology Press.
35. Clark, M. S., Dubash, P., & Mills, J. (1998). Interest in another's consideration of one's needs in communal and exchange relationships. Journal of Experimental Social Psychology, 34, 246-264.
36. Clark, M. S., Ouellette, R., Powell, M. C., & Milberg, S. (1987). Recipient's mood, relationship type, and helping. Journal of Personality and Social Psychology, 53, 94-103.
37. Cross, S. E., & Markus, H. R. (1990). The willful self [Special issue: Centennial Celebration of the Principles of Psychology]. Personality and Social Psychology Bulletin, 16, 726-742.
38. Custers, R., & Aarts, H. (2005). Positive affect as implicit motivator: On the nonconscious operation of behavioral goals. Journal of Personality and Social Psychology, 89, 129-142.
39. Custers, R., & Aarts, H. (2007). Goal-discrepant situations prime goal-directed actions if goals are temporarily or chronically accessible. Personality and Social Psychology Bulletin, 33 (5), 623-633.
40. DeBono, K. G., & Edmonds, A. E. (1989). Cognitive dissonance and self-monitoring: A matter of context? Motivation and Emotion, 13, 259-270.
41. De Bruin, E. N. M., & Van Lange, P. A. M. (1999a). The double meaning of a single act: Influences of the perceiver and the perceived on cooperative behavior. European Journal of Personality, 13, 165-182.
42. De Bruin, E. N. M., & Van Lange, P. A. M. (1999b). Impression formation and cooperative behavior. European Journal of Social Psychology, 29, 305-328.
43. DeMarree, K. G., & Loersch, C. (2009). Who am I and who are you? Priming and the influence of self versus other focused attention. Journal of Experimental Social Psychology, 45, 440-443.
44. DeMarree, K. G., Morrison, K. R., Wheeler, S. C., & Petty, R. E. (2010). Self ambivalence and resistance to subtle self-change attempts. Unpublished manuscript, Texas Tech University.
45. DeMarree, K. G., Petty, R. E., & Briñol, P. (2007a). Self and attitude strength parallels: Focus on accessibility. Social and Personality Psychology Compass, 1(1), 441-468.
46. DeMarree, K. G., Petty, R. E., & Briñol, P. (2007b). Self-certainty: Parallels to attitude certainty. International Journal of Psychology and Psychological Therapy, 7(2), 159-188.
47. DeMarree, K. G., Wheeler, S. C., & Petty, R. E. (2005). Priming a new identity: Selfmonitoring moderates the effects of nonself primes on self-judgments and behavior. Journal of Personality and Social Psychology, 89, 657-671.
48. Devine, P. G. (1989). Stereotypes and prejudice: Their automatic and controlled components. Journal of Personality and Social Psychology, 56(1), 5-18.
49. Dijksterhuis, A., Aarts, H., Bargh, J. A., & van Knippenberg, A. (2000). On the relation between associative strength and automatic behavior. Journal of Experimental Social Psychology, 36, 531-544.
50. Dijksterhuis, A., & Bargh, J. A. (2001). The perception-behavior expressway: Automatic effects of social perception on social behavior. Advances in Experimental Social Psychology, 33, 1-40.
51. Dijksterhuis, A., Chartrand, T. L., & Aarts, H. (2007). The effect of priming and perception on automatic behavior and goal pursuit. In J. A. Bargh (Ed.), Social psychology and the unconscious: The automaticity of higher mental processes (pp. 51-131). Philadelphia, PA: Psychology Press.
52. Dijksterhuis, A., Spears, R., Postmes, T., Stapel, D., Koomen, W., van Knippenberg, A., et al. (1998). Seeing one thing and doing another: Contrast effects in automatic behavior. Journal of Personality and Social Psychology, 75, 862-871.
53. Dijksterhuis, A., & van Knippenberg, A. (1998). The relation between perception and behavior or how to win a game of Trivial Pursuit. Journal of Personality and Social Psychology, 74, 865-877.
54. Dijksterhuis, A., & van Knippenberg, A. (2000). Behavioral indecision: Effects of self-focus on automatic behavior. Social Cognition, 18, 55-74.
55. Dryer, D. C., & Horowitz, L. M. (1997). When do opposites attract? Interpersonal complementarity versus similarity. Journal of Personality and Social Psychology, 72, 592-603.
56. Duval, T. S., & Wicklund, R. A. (1972). A theory of objective self-awareness. New York, NY: Academic Press.
57. Epley, N., & Gilovich, T. (1999). Just going along: Nonconscious priming and conformity to social pressure. Journal of Experimental Social Psychology, 35, 578-589.
58. Fenigstein, A., Scheier, M. F., & Buss, A. H. (1975). Public and private self-consciousness: Assessment and theory. Journal of Consulting and Clinical Psychology, 43, 522-527.
59. Fiske, S. T., & von Hendy, H. M. (1992). Personality feedback and situational norms can control stereotyping processes. Journal of Personality and Social Psychology, 62, 577-596.
60. Fitzsimons, G. M., & Bargh, J. A. (2003). Thinking of you: Nonconscious pursuit of interpersonal goals associated with relationship partners. Journal of Personality and Social Psychology, 84, 148-164.
61. Fitzsimons, G. M., Chartrand, T. L., & Fitzsimons, G. J. (2008). Automatic effects of brand exposure on motivated behavior: How Apple makes you "think different" Journal of Consumer Research, 35, 21-35.
62. Förster, J., Liberman, N., & Friedman, R. S. (2007). Seven principles of goal activation: A systematic approach to distinguishing goal priming from priming of non-goal constructs. Personality and Social Psychology Review, 11, 211-233.
63. Forsythe, R., Horowitz, J. L., Savin, N. E., & Sefton, M. (1994). Fairness in simple bargaining experiments. Games and Economic Behavior, 6, 347-369.
64. Galinsky, A.D.,Wang,C. S.,&Ku, G. (2008). Perspective-takers behavemore stereotypically. Journal of Personality and Social Psychology, 95(2), 404-419.
65. Gallese, V., Fadiga, L., Fogassi, L., & Rizzolatti, G. (1996). Action recognition in the premotor cortex. Brain, 119, 593-609.
66. Gao, L., Wheeler, S. C., & Shiv, B. (2009). The "shaken self ": Product choices as a means of restoring self-view confidence. Journal of Consumer Research, 35, 29-38.
67. Geanakoplos, J., Pearce, D., & Stacchetti, E. (1989). Psychological games and sequential rationality. Games and Economic Behavior, 1, 60-79
68. Gilbert, D. T., & Malone, P. S. (1995). The correspondence bias. Psychological Bulletin, 117, 21-38.
69. Graziano, W. G., & Waschull, S. B. (1995). Social development and self-monitoring. In N. Eisenberg (Ed.), Social development (pp. 233-260). Thousand Oaks, CA: Sage.
70. Güth, W., Schmittberger, R., & Schwarze, B. (1982). An experimental analysis of ultimatum bargaining. Journal of Economic Behavior and Organization, 3, 367-388.
71. Hall, N. R., & Crisp, R. J. (2008). Assimilation and contrast to group primes: The moderating role of ingroup identification. Journal of Experimental Social Psychology, 44, 344-353.
72. Hamilton, J. C., & Shuminsky, T. R. (1990). Self-awareness mediates the relationship between serial position and item reliability. Journal of Personality and Social Psychology, 59, 1301-1307.
73. Hansen, J., & Wänke, M. (2009). Liking what's familiar: The importance of unconscious familiarity in the mere-exposure effect. Social Cognition, 27, 161-182.
74. Herr, P. M. (1986). Consequences of priming: Judgment and behavior. Journal of Personality and Social Psychology, 51, 1106-1115.
75. Herr, P. M., Sherman, S. J., & Fazio, R. H. (1983). On the consequences of priming: Assimilation and contrast effects. Journal of Experimental Social Psychology, 19, 323-340.
76. Hertel, G., Aarts, H., & Zeelenberg, M. (2002). What do you think is fair? Effects of social context factors on fairness judgments. European Journal of Social Psychology, 32, 327-341.
77. Hertel, G., & Fiedler, K. (1994). Affective and cognitive influences in a social dilemma game. European Journal of Social Psychology, 24, 131-145.
78. Hertel, G., & Fiedler, K. (1998). Fair and dependent versus egoistic and free: Effects of semantic and evaluative priming on the 'Ring Measure of Social Values'. European Journal of Social Psychology, 28, 49-70.
79. Hertel, G., & Kerr, N. (2001). Priming ingroup favoritism: The impact of normative scripts in the minimal group paradigm. Journal of Experimental Social Psychology, 37, 316-324.
80. Higgins, E. T. (1987). Self-discrepancy: A theory relating self and affect. Psychological Review, 94, 319-340.
81. Higgins, E. T. (1996). Knowledge activation: Accessibility, applicability, and salience. In E. T. Higgins & A. W. Kruglanski (Eds.), Social psychology: Handbook of basic principles (pp. 133-168). New York, NY: Guilford Press.
82. Higgins, E. T., Rholes, W. S., & Jones, C. R. (1977). Category accessibility and impression formation. Journal of Experimental Social Psychology, 13(2), 141-154.
83. Holmes, J. G. (2002). Interpersonal expectations as the building blocks of social cognition: An interdependence theory perspective. Personal Relationships, 9, 1-26.
84. Hull, J. G., Slone, L. B., Meteyer, K. B., & Matthews, A. R. (2002). The nonconsciousness of self-consciousness. Journal of Personality and Social Psychology, 83, 406-424.
85. James, W. (1890). Principles of psychology. New York, NY: Holt.
86. Jiang, Y., Cho, A., & Adaval, R. (2009). The unique consequences of feeling lucky: Implications for consumer behavior. Journal of Consumer Psychology, 19, 171-184.
87. Jonas, K., & Sassenberg, K. (2006). Knowing what to do: Response behavior activation from social category primes. Journal of Personality and Social Psychology, 90, 709-721.
88. Jones, S. C., & Panitch, D. (1971). The self-fulfilling prophecy and interpersonal attraction. Journal of Experimental Social Psychology, 7, 356-366.
89. Kaplan, K. J. (1972). On the ambivalence-indifference problem in attitude theory and measurement: A suggested modification of the semantic differential technique. Psychological Bulletin, 77, 361-372.
90. Kawakami, K., Dovidio, J. F., & Dijksterhuis, A. (2003). Effect of social category priming on personal attitudes. Psychological Science, 14, 315-319.
91. Kay, A. C., & Ross, L. (2003). The perceptual push: The interplay of implicit cues and explicit situational construals on behavioral intentions in the prisoner's dilemma. Journal of Experimental Social Psychology, 39(6), 634-643.
92. Kay, A. C., Wheeler, S. C., Bargh, J. A., & Ross, L. (2004). Material priming: The influence of mundane physical objects on situational construal and competitive behavioral choice. Organizational Behavior and Human Decision Processes, 95, 83-96.
93. Kay, A. C., Wheeler, S. C., & Smeesters, D. (2008). The situated person: Effects of construct accessibility on situational construals and interpersonal perception. Journal of Experimental Social Psychology, 44, 275-291.
94. Kelley, H. H. (1971). Attribution in social interaction. In E. E. Jones, D. E. Kanouse, H. H. Kelley, R. E. Nisbett, S. Valins, & B. Weiner (Eds.), Attribution: Perceiving the causes of behavior (pp. 1-26). Morristown, NJ: General Learning Press.
95. Kelley, H. H., Holmes, J. W., Kerr, N. L., Reis, H. T., Rusbult, C. E., & Van Lange, P. A. M. (2003). An atlas of interpersonal situations. New York, NY: Cambridge University Press.
96. Kelley, H. H., & Stahelski, A. (1970). Social interaction and competitors' and cooperators' beliefs about others. Journal of Personality and Social Psychology, 16, 66-91.
97. Kelley, H. H., & Thibaut, J. (1978). Interpersonal relations. New York, NY: Wiley.
98. Kitayama, S., Duffy, S., Kawamura, T., & Larsen, J. T. (2003). Perceiving an object and its context in different cultures. Psychological Science, 14, 201-207.
99. Kruglanski, A. W., Shah, J., Fishbach, A., Friedman, R., Chun, W. Y., & Sleeth-Keppler, D. (2002). A theory of goal systems. Advances in Experimental Social Psychology, 34, 331-378.
100. Krull, D. S. (1993). Does the grist change the mill? The effect of the perceiver's inferential goal on the process of social inference. Personality and Social Psychology Bulletin, 19, 340-348.
101. Kuhlman, D. M., & Wimberley, D. C. (1976). Expectation of choice behavior held by cooperators, competitors, and individualists across four classes of experimental games. Journal of Personality and Social Psychology, 34, 69-81.
102. Lashley, K. S. (1951). The problem of serial order in behavior. In L. A. Jeffress (Ed.), Cerebral mechanisms in behavior: The Hixon symposium (pp. 112-136). New York, NY: Wiley.
103. Latané, B. (1981). The psychology of social impact. American Psychologist, 36, 343-356.
104. LeBouef, R. A., & Estes, Z. (2004). "Fortunately, I'm no Einstein": Comparison relevance as a determinant of behavioral assimilation and contrast. Social Cognition, 22, 607-636.
105. Ledgerwood, A., & Chaiken, S. (2007). Priming us and them: Automatic assimilation and contrast in group attitudes. Journal of Personality and Social Psychology, 93, 940-956.
106. Lerouge, D., & Smeesters, D. (2008). Knowledge activation after information encoding: Implications of trait priming on person judgment. Journal of Experimental Social Psychology, 44, 429-436.
107. Liberman, V., Samuels, S. M., & Ross, L. (2004). The name of the game: Predictive power of reputations versus situational labels in determining prisoner's dilemma game moves. Personality and Social Psychology Bulletin, 30, 1175-1185
108. Liebrand, W. B. G. (1984). The effect of social motives, communication and group size on behavior in an N-person multi-stage, mixed-motive game. European Journal of Social Psychology, 14, 239-246.
109. Loersch, C., Aarts, H., Payne, B. K., & Jefferis, V. E. (2008). The influence of social groups on goal contagion. Journal of Personality and Social Psychology, 44, 1555-1558.
110. Macrae, C. N., & Johnston, L. (1998). Help, I need somebody: Automatic action and inaction. Social Cognition, 16, 400-417.
111. Maimaran, M., & Wheeler, S. C. (2008). Circles, squares, and choice: Graphical priming effects on preference for uniqueness and variety seeking. Journal of Marketing Research, 45, 731-740.
112. Mandel, N., & Smeesters, D. (2008). The sweet escape: The effects of mortality salience on consumption quantities for low and high self-esteem consumers. Journal of Consumer Research, 35, 309-323.
113. Manis, M., Nelson, T. E., & Shedler, J. (1988). Stereotypes and social judgment: Extremity, assimilation, and contrast. Journal of Personality and Social Psychology, 55, 28-36.
114. Markman, K. D., & McMullen, M. N. (2003). A reflection and evaluation model of comparative thinking. Personality and Social Psychology Review, 7, 244-267.
115. Markus, H., & Kitayama, S. (1991). Culture and the self: Implications for cognition, emotion, and motivation. Psychological Review, 98, 224-253.
116. Markus, H., & Kunda, Z. (1986). Stability and malleability of the self-concept. Journal of Personality and Social Psychology, 51, 858-866.
117. Markus, H., & Nurius, P. (1986). Possible selves. American Psychologist, 41, 954-969.
118. Markus, H., & Wurf, E. (1987). The dynamic self-concept: A social psychological perspective. Annual Review of Psychology, 38, 299-337.
119. Marx, D. M., & Stapel, D. A. (2006). It depends on your perspective: The role of selfrelevance in stereotype-based underperformance. Journal of Experimental Social Psychology, 42, 768-775.
120. McClintock, C. G. (1972). Social motivation-A set of propositions. Behavioral Science, 17, 438-454.
121. McClintock, C. G., Kramer, R. M., & Keil, L. J. (1984). Equity and social exchange in human relationships. Advances in Experimental Social Psychology, 17, 183-228.
122. McCulloch, K. C., Ferguson, M. J., Kawada, C. C. K., & Bargh, J. A. (2008). Taking a closer look: On the operation of nonconscious impression formation. Journal of Experimental Social Psychology, 44, 614-623.
123. Messick, D. M., & McClintock, C. G. (1968). Motivational bases of choice in experimental games. Journal of Experimental Social Psychology, 4, 1-25.
124. Milgram, S. (1963). Obedience to authority. Journal of Abnormal and Social Psychology, 67, 371-378.
125. Mills, J., & Clark, M. S. (1982). Exchange and communal relationships. In L. Wheeler (Ed.), Review of personality and social psychology (pp. 121-144). Beverly Hills, CA: Sage.
126. Mittal, B., & Balasubramanian, S. K. (1987). Testing the dimensionality of the self-consciousness scales. Journal of Personality Assessment, 51, 53-68.
127. Morrison, K. R., DeMarree, K. G., Wheeler, S. C., & Petty, R. E. (2009a). Actual-desired self-discrepancies and resistance to subtle self-change attempts. Unpublished manuscript, Ohio State University.
128. Morrison, K. R., Johnson, C. S., & Wheeler, S. C. (2010). Not all selves feel the same certainty: Motivated assimilation to primes among high and low collectivists. Unpublished manuscript, Ohio State University.
129. Morrison, K. R., Wheeler, S. C., & Smeesters, D. (2007). Significant other primes and behavior: Motivation to respond to social cues moderates pursuit of prime-induced goals. Personality and Social Psychology Bulletin, 33, 1661-1674.
130. Moskowitz, G. B., Li, P., & Kirk, E. R. (2004). The implicit volition model: On the preconscious regulation of temporarily adopted goals. Advances in Experimental Social Psychology, 34, 317-414.
131. Mussweiler, T. (2003). Comparison processes in social judgment: Mechanisms and consequences. Psychological Review, 110, 472-489.
132. Mussweiler, T., & Damisch, L. (2008). Going back to Donald-How comparisons shape judgmental priming effects. Journal of Personality and Social Psychology, 95, 1295-1315.
133. Mussweiler, T., Rüter, K., & Epstude, K. (2004). The man who wasn't there: Subliminal social comparison standards influence self-evaluation. Journal of Experimental Social Psychology, 40, 689-696.
134. Nelson, L. D., & Norton, M. I. (2005). From student to superhero: Situational primes shape future helping. Journal of Experimental Social Psychology, 41, 423-430.
135. Neuberg, S. L. (1988). Behavioral implications of information presented outside of conscious awareness: The effect of subliminal presentation of trait information on behavior in the prisoner's dilemma game. Social Cognition, 6, 207-230.
136. Piliavin, J. A., & Charng, H. (1988). What is the factorial structure of the private and public self-consciousness scales. Personality and Social Psychology Bulletin, 14, 587-595.
137. Prinz, W. (1987). Ideo-motor action. In H. Heuer & A. F. Sanders (Eds.), Perspectives on perception and action (pp. 47-76). Hillsdale, NJ: Erlbaum.
138. Prinz, W. (1990). A common coding approach to perception and action. In O. Neumann & W. Prinz (Eds.), Relationships between perception and action (pp. 167-201). Berlin: Springer-Verlag.
139. Rabin, M. (1993). Incorporating fairness into game theory and economics. American Economic Review, 92, 1283-1302.
140. Rizzolatti, G., & Arbib, M. A. (1998). Language within our grasp. Trends in Neuroscience, 21, 188-194.
141. Rusbult, C. E., & Van Lange, P. A. M. (2003). Interdependence, interaction, and relationships. Annual Review of Psychology, 54, 351-375.
142. Sachdeva, S., Iliev, R., & Medin, D. L. (2009). Sinning saints and saintly sinners: The paradox of moral self-regulation. Psychological Science, 20, 523-528.
143. Schubert, T. W., & Häfner, M. (2003). Contrast from social stereotypes in automatic behavior. Journal of Experimental Social Psychology, 39(6), 577-584.
144. Schwarz, N., & Bless, H. (1992). Constructing reality and its alternatives: An inclusion/exclusion model of assimilation and contrast effects in social judgment. In L. L. Martin & A. Tesser (Eds.), The construction of social judgments (pp. 217-245). Hillsdale, NJ: Erlbaum.
145. Sedikides, C. (1992). Attentional effects on mood are moderated by chronic self-conception valence. Personality and Social Psychology Bulletin, 18, 580-584.
146. Shah, J. (2003). Automatic for the people: How representations of significant others implicitly affect goal pursuit. Journal of Personality and Social Psychology, 84, 661-681.
147. Smeesters, D., Warlop, L., Van Avermaet, E., Corneille, O., & Yzerbyt, V. (2003). Do not prime hawks with doves: The interplay of consistency of social value orientation and construct activation on cooperative behavior. Journal of Personality and Social Psychology, 84, 972-987.
148. Smeesters, D., Wheeler, S. C., & Kay, A. C. (2009a). The role of interpersonal perceptions in the prime-to-behavior pathway. Journal of Personality and Social Psychology, 2, 395-414.
149. Smeesters, D., Yzerbyt, V. Y., & Corneille, O. (2008a). The role of might and morality impressions and expectations of others' behavior in priming cooperation. Unpublished manuscript, Erasmus University.
150. Smeesters, D., Yzerbyt, V. Y., & Corneille, O. (2008b). When do strong dispositions fade out? Interdependence as a determinant of susceptibility to situational cues. Unpublished manuscript, Erasmus University.
151. Smeesters, D., Yzerbyt, V. Y., Corneille, O., & Warlop, L. (2009b). When do primes prime? The moderating role of the self-concept in individuals' susceptibility to priming effects on social behavior. Journal of Experimental Social Psychology, 45, 211-216.
152. Snyder, M. (1974). Self-monitoring of expressive behavior. Journal of Personality and Social Psychology, 30, 526-537.
153. Snyder, M., & Swann, W. B. (1978). Behavioral confirmation in social interaction: From social perception to social reality. Journal of Experimental Social Psychology, 14, 148-162.
154. Snyder, M., & Tanke, E. D. (1976). Behavior and attitude: Some people are more consistent than others. Journal of Personality, 44, 501-517.
155. Spears, R., Gordijn, E., Dijksterhuis, A., & Stapel, D. A. (2004). Reaction in action: Intergroup contrast in automatic behavior. Personality and Social Psychology Bulletin, 30, 605-616.
156. Spencer, S. J., Peach J., Yoshida E., & Zanna, M.P. (in press). Learning what most people like: How implicit attitudes and normative evaluations shape prejudice and stereotype threat, and are shaped by social identity protection and culture. In J. Forgas, J. Cooper, & W. Crano (Eds.), The psychology of attitudes and attitude change. The 12th Sydney symposium of psychology, Philadelphia, PA: Psychology Press.
157. Srull, T. K., & Wyer, R. S. (1979). The role of category accessibility in the interpretation of information about persons: Some determinants and implications. Journal of Personality and Social Psychology, 37, 1660-1672.
158. Srull, T. K., & Wyer, R. S. (1980). Category accessibility and social perception: Some implications for the study of person memory and interpersonal judgments. Journal of Personality and Social Psychology, 38, 841-856.
159. Stapel, D. A. (2007). In the mind of the beholder: The Interpretation Comparison Model of accessibility effects. In D. A. Stapel & J. Suls (Eds.), Assimilation and contrast in social psychology (pp. 143-164). New York, NY: Psychology Press.
160. Stapel, D. A., & Koomen, W. (2001). I, we, and the effects of others on me: How selfconstrual level moderates social comparison effects. Journal of Personality and Social Psychology, 80, 766-781.
161. Stapel, D. A., Koomen, W., & van der Pligt, J. (1996). The referents of trait inferences: The impact of trait concepts versus actor-trait links on subsequent judgments. Journal of Personality and Social Psychology, 70, 437-450.
162. Stapel, D. A., Koomen, W., & van der Pligt, J. (1997). Categories of construct accessibility: The impact of trait versus exemplar priming on person judgments. Journal of Experimental Social Psychology, 33, 44-76.
163. Stapel, D. A., & Suls, J. (2004). Method matters: Effects of explicit versus implicit social comparisons on activation, behavior, and self-views. Journal of Personality and Social Psychology, 87, 800-875.
164. Stapel, D. A., & van der Zee, K. I. (2006). The self salience model of other-to-self effects: Integrating self-enhancement, complementarity, and imitation principles. Journal of Personality and Social Psychology, 90, 258-271.
165. Thompson, M. M., Zanna, M. P., & Griffin, D. W. (1995). Let's not be indifferent about (attitudinal) ambivalence. In R. E. Petty & J. A. Krosnick (Eds.), Attitude strength: Antecedents and consequences (pp. 361-386). Mahwah, NJ: Erlbaum.
166. Tiedens, L. Z., & Fragale, A. R. (2003). Power moves: Complementarity in dominant and submissive nonverbal behavior. Journal of Personality and Social Psychology, 84, 558-568.
167. Tiedens, L. Z., & Jimenez, M. C. (2003). Assimilation for affiliation and contrast for control: Complementary self-construals. Journal of Personality and Social Psychology, 85, 1049-1061.
168. Utz, S. (2004a). The effects of I primes on cooperation: Is the interdependent self more cooperative than the independent self. Self and Identity, 3, 177-190.
169. Utz, S. (2004b). Self-activation is a two-edged sword: The effects of I primes on cooperation. Journal of Experimental Social Psychology, 40, 769-776.
170. Utz, S., Ouwerkerk, J. W., & Van Lange, P. A. M. (2004). What is smart in a social dilemma? Differential effects of priming competition on cooperation. European Journal of Social Psychology, 34, 317-332.
171. Van Lange, P. A. M. (1999). The pursuit of joint outcomes and equality in outcomes: An integrative model of social value orientation. Journal of Personality and Social Psychology, 77, 337-349.
172. Van Lange, P. A. M., & Kuhlman, D. M. (1994). Social value orientations and impressions of a partner's honesty and intelligence: A test of the might versus morality effect. Journal of Personality and Social Psychology, 67, 126-141.
173. Van Lange, P. A. M., & Liebrand, W. B. G. (1989). On perceiving morality and potency: Social values and the effects of person perception in a give-some dilemma. European Journal of Personality, 3, 209-225.
174. Van Lange, P. A. M., & Liebrand, W. B. G. (1991a). The influence of other's morality and own social value orientation on cooperation in the Netherlands and the U.S.A. International Journal of Psychology, 26, 429-449.
175. Van Lange, P. A. M., & Liebrand, W. B. G. (1991b). Social value orientation and intelligence: A test of the goal-prescribes-rationality principle. European Journal of Social Psychology, 21, 273-292.
176. Wheeler, S. C., & Berger, J. (2007). When the same prime leads to different effects. Journal of Consumer Research, 34, 357-368.
177. Wheeler, S. C., & DeMarree, K. G. (2009). Multiple mechanisms of prime-to-behavior effects. Social and Personality Psychology Compass, 3, 566-581.
178. Wheeler, S. C., DeMarree, K. G., & Petty, R. E. (2005a). The roles of the self in primingto-behavior effects. In A. Tesser, J. V. Wood, & D. A. Stapel (Eds.), On building, defending and regulating the self: A psychological perspective (pp. 245-271). New York, NY: Psychology Press.
179. Wheeler, S. C., DeMarree, K. G., & Petty, R. E. (2007). Understanding the role of the self in prime-to-behavior effects: The active-self account. Personality and Social Psychology Review, 11(3), 234-261.
180. Wheeler, S. C., DeMarree, K. G., & Petty, R. E. (2008a). A match made in the laboratory: Persuasion and matches to primed traits and stereotypes. Journal of Experimental Social Psychology, 44, 1035-1047.
181. Wheeler, S. C., Jarvis, W. B. G., & Petty, R. E. (2001). Think unto others: The selfdestructive impact of negative racial stereotypes. Journal of Experimental Social Psychology, 37, 173-180.
182. Wheeler, S. C., Morrison, K. R., DeMarree, K. D., & Petty, R. E. (2008b). Does selfconsciousness increase or decrease behavioral priming effects? It depends. Journal of Experimental Social Psychology, 44, 882-889.
183. Wheeler, S. C., & Petty, R. E. (2001). The effects of stereotype activation on behavior: A review of possible mechanisms. Psychological Bulletin, 127, 797-826.
184. Wheeler, S. C., Petty, R. E., & Bizer, G. Y. (2005b). Self-schema matching and attitude change: Situational and dispositional determinants of message elaboration. Journal of Consumer Research, 31, 787-797.
185. Wheeler, S. C., Smeesters, D., & Kay, A. C. (2009). Being an Easterner or a Westerner: Culture as a moderator of prime-to-behavior effects. Unpublished manuscript.
186. Wicklund, R. A., & Duval, S. (1971). Opinion change and performance facilitation as a result of objective self-awareness. Journal of Experimental Social Psychology, 7, 319-342.
187. Word, C. O., Zanna, M. P., & Cooper, J. (1974). The nonverbal mediation of self-fulfilling prophecies in interracial interaction. Journal of Experimental Social Psychology, 10, 109-120.
188. Zhong, C. B., & Liljenquist, K. (2006). Washing your sins away: Threatened morality and physical cleansing. Science, 313, 1451-1452.