The roles of the self in priming-to-behavior effects

Building Defending and Regulating the Self: A Psychological Perspective

Volumn , Issue , 2004, Pages 245-271

  Wheeler, S Christian ^a   Demarree, Kenneth G ^b   Petty, Richard E ^b  

^a STANFORD UNIVERSITY   (United States)

^b OHIO STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84917240256     PISSN: None     EISSN: None     Source Type: Book    
DOI: 10.4324/9780203998052     Document Type: Chapter

References (88)

1. Aaker, J. L., & Lee, A. Y. (2001). "I" seek pleasures and "we" avoid pains: The role of selfregulatory goals in information processing and persuasion. Journal of Consumer Research, 28, 33-49.
2. Andersen, S. M., & Baum, A. (1994). Transference in interpersonal relations: Inferences and affect based on significant-other representations. Journal of Personality, 62, 459-497.
3. Andersen, S. M., & Chen, S. (2002). The relational self: An interpersonal social-cognitive theory. Psychological Review, 109, 619-645.
4. Aron, A., Aron, E. N., Tudor, M., & Nelson, G. (1991). Close relationships as including other in the self. Journal of Personality and Social Psychology, 60, 241-253.
5. Asendorpf, J. B., Banse, R., & Muecke, D. (2002). Double dissociation between implicit and explicit personality self-concept: The case of shy behavior. Journal of Personality and Social Psychology, 83, 380-393.
6. Baldwin, M. W. (1992). Relational schemas and the processing of social information. Psychological Bulletin, 112, 461-484.
7. Bargh, J. A. (1990). Auto-motives: Preconscious determinants of social interaction. In E. T. Higgins & R. M. Sorrentino (Eds.), Handbook of motivation and cognition: Foundations of social behavior (Vol. 2, pp. 93-130). New York: Guilford Press.
8. Bargh, J. A. (1997). The automaticity of everyday life. In R. S. Wyer, Jr. (Ed.), Advances in social cognition (Vol. 10, pp. 1-61). Mahwah, NJ: Erlbaum.
9. 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.
10. Bargh, J. A., & Gollwitzer, P. M. (1994). Environmental control of goal-directed action:Automatic and strategic contingencies between situations and behavior. In W. D. Spaulding (Ed.), Integrative views of motivation, cognition, and emotion (pp. 71-124). Lincoln: University of Nebraska Press.
11. Bargh, J. A., Gollwitzer, P. M., Lee-Chai, A., Barndollar, K., & Troetschel, R. (2001). The automated will: Nonconscious activation and pursuit of behavioral goals. Journal of Personality and Social Psychology, 81, 1014-1027.
12. Briggs, S. R., & Cheek, J. M. (1988). On the nature of self-monitoring: Problems with assessment, problems with validity. Journal of Personality and Social Psychology, 54, 663-678.
13. Campbell, J. D. (1990). Self-esteem and clarity of the self-concept. Journal of Personality and Social Psychology, 59, 538-549.
14. Carpenter, W. B. (1893). Principles of mental physiology, with their applications to the training and dicipline of the mind, and the study of its morbid conditions. New York: Appleton.
15. 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.
16. Chen, M. (2000). Racial category activation as a precursor to nonconscious interpersonal motivation: A reconceptualization of stereotype priming effects. Unpublished doctoral dissertation, New York University, New York.
17. Chen, M., & Bargh, J. A. (1997). Nonconscious behavioral confirmation processes: The self-fulfilling consequences of automatic stereotype activation. Journal of Experimental Social Psychology, 33, 541-560.
18. Coats, S., Smith, E. R., Claypool, H. M., & Banner, M. J. (2000). Overlapping mental representations of self and in-group: Reaction time evidence and its relationship with explicit measures of group indentification. Journal of Experimental Social Psychology, 36, 304-315.
19. Cross, S. E., & Markus, H. R. (1990). The willful self. Personality and Social Psychology Bulletin, 16, 726-742.
20. Dasgupta, N., & Greenwald, A. G. (2001). On the malleability of automatic attitudes:Combating automatic prejudice with images of admired and disliked individuals. Journal of Personality and Social Psychology, 81, 800-814.
21. DeJong, W. (1979). An examination of self-perception mediation of the foot-in-the-door effect. Journal of Personality and Social Psychology, 37, 2221-2239.
22. DeMarree, K. G., Wheeler, S. C., & Petty, R. E. (2004). The shifting self: Effects of primes and self-monitoring on the self-concept and persuasion. Unpublished manuscript.
23. Devine, P. G. (1989). Stereotypes and prejudice: Their automatic and controlled components. Journal of Personality and Social Psychology, 56, 5-18.
24. Dijksterhuis, A., & Bargh, J. A. (2001). The perception-behavior expressway: Automatic effects of social perception on social behavior. In M. P. Zanna (Ed.), Advances in experimental social psychology (Vol. 33, pp. 1-40). San Diego, CA: Academic Press.
25. Dijksterhuis, A., & Knippenberg, A. V. (2000). Behavioral indecision: Effects of self-focus on automatic behavior. Social Cognition, 18, 55-74.
26. 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.
27. Dodhia, R. M., & Metcalfe, J. (1999). False memories and source monitoring. Cognitive Neuropsychology, 16, 489-508.
28. Fazio, R. H., Effrein, E. A., & Falender, V. J. (1981). Self-perceptions following social interaction. Journal of Personality and Social Psychology, 41, 232-242.
29. Fenigstein, A., & Levine, M. P. (1984). Self-attention, concept activation, and the causal self. Journal of Experimental Social Psychology, 20, 231-245.
30. 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.
31. 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, 148-163.
32. Greenwald, A. G., Banaji, M. R., Rudman, L. A., Farnham, S. D., Nosek, B. A., & Mellott, D. S. (2002). A unified theory of implicit attitudes, stereotypes, self-esteem, and self-concept. Psychological Review, 109, 3-25.
33. Greenwald, A. G., & Farnham, S. D. (2000). Using the Implicit Association Test to measure self-esteem and self-concept. Journal of Personality and Social Psychology, 79, 1022-1038.
34. Greenwald, A. G., & Pratkanis, A. R. (1984). The self. In R. S. Wyer & T. K. Srull (Eds.), Handbook of social cognition (Vol. 3, pp. 129-178). Hillsdale, NJ: Erlbaum.
35. Hausdorff, J. M., Levy, B. R., & Wei, J. Y. (1999). The power of ageism on physical function of older persons: Reversibility of age-related gait changes. Journal of the American Geriatrics Society, 47, 1346-1349.
36. Hetts, J. J., Sakuma, M., & Pelham, B. W. (1999). Two roads to positive regard: Implicit and explicit self-evaluation and culture. Journal of Experimental Social Psychology, 35, 512-559.
37. 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: Guilford Press.
38. Higgins, E. T. (1998). The aboutness principle: A pervasive influence on human inference. Social Cognition, 16, 173-198.
39. Higgins, E. T., Rholes, W. S., & Jones, C. R. (1977). Category accessibility and impression formation. Journal of Experimental Social Psychology, 13, 141-154.
40. Hinkley, K., & Andersen, S. M. (1996). The working self-concept in transference: Significant- other activation and self change. Journal of Personality and Social Psychology, 71, 1279-1295.
41. 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.
42. Ickes, W., Layden, M. A., & Barnes, R. D. (1978). Objective self-awareness and individuation:An empirical link. Journal of Personality, 46, 146-161.
43. James, W. (1950). The principles of psychology. Oxford, England: Dover. (Original work published 1890)
44. Johnson, M. K., Hashtroudi, S., & Lindsay, D. S. (1993). Source monitoring. Psychological Bulletin, 114, 3-28.
45. Kihlstrom, J. F., & Cantor, N. (1984). Mental representations of the self. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 17, pp. 1-47). New York:Academic Press.
46. Kihlstrom, J. F., Cantor, N., Albright, J. S., Chew, B. R., Klein, S. B., & Niedenthal, P. M. (1988). Information processing and the study of the self. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 21, pp. 145-178). New York:Academic Press.
47. Liebrand, W. B. (1984). The effect of social motives, communication and group size on behaviour in an N-person multi-stage mixed-motive game. European Journal of Social Psychology, 14, 239-264.
48. Linville, P. W. (1985). Self-complexity and affective extremity: Don't put all of your eggs in one cognitive basket. Social Cognition, 3, 94-120.
49. Linville, P. W., & Carlston, D. E. (1994). Social cognition of the self. In P. G. Devine & D. L. Hamilton (Eds.), Social cognition: Impact on social psychology (pp. 143-193). San Diego, CA: Academic Press.
50. Lippa, R. (1978). Expressive control, expressive consistency, and the correspondence between expressive behavior and personality. Journal of Personality, 46, 438-461.
51. Lockwood, P., & Kunda, Z. (1997). Superstars and me: Predicting the impact of role models on the self. Journal of Personality and Social Psychology, 73, 91-103.
52. Lockwood, P., & Kunda, Z. (1999). Increasing the salience of one's best selves can undermine inspiration by outstanding role models. Journal of Personality and Social Psychology, 76, 214-228.
53. Lowery, B. S., Hardin, C. D., & Sinclair, S. (2001). Social influence effects on automatic racial prejudice. Journal of Personality and Social Psychology, 81, 842-855.
54. Markman, K. D., & McMullen, M. N. (2003). A reflection and evaluation model of comparative thinking. Personality and Social Psychology Review, 7, 244-267.
55. Markus, H. (1977). Self-schemata and processing information about the self. Journal of Personality and Social Psychology, 35, 63-78.
56. Markus, H., & Kunda, Z. (1986). Stability and malleability of the self-concept. Journal of Personality and Social Psychology, 51, 858-866.
57. Markus, H., & Wurf, E. (1987). The dynamic self-concept: A social psychological perspective. Annual Review of Psychology, 38, 299-337.
58. Mather, M., Johnson, M. K., & De Leonardis, D. M. (1999). Stereotype reliance in source monitoring: Age differences and neuropsychological test correlates. Cognitive Neuropsychology, 16, 437-458.
59. McClelland, D. C., Koestner, R., & Weinberger, J. (1989). How do self-attributed and implicit motives differ? Psychological Review, 96, 49-72.
60. McGuire, W. J., & Padawer-Singer, A. (1976). Trait salience in the spontaneous self-concept. Journal of Personality and Social Psychology, 33, 743-754.
61. Mussweiler, T. (2003). Comparison processes in social judgment: Mechanisms and consequences. Psychological Review, 110, 472-489.
62. Mussweiler, T., & Neumann, R. (2000). Sources of mental contamination: Comparing the effects of self-generated versus externally provided primes. Journal of Experimental Social Psychology, 36, 194-206.
63. Niedenthal, P. M., & Beike, D. R. (1997). Interrelated and isolated self-concepts. Personality and Social Psychology Review, 1, 106-128.
64. Ogilvie, D. M., & Ashmore, R. D. (1991). Self-with-other representation as a unit of analysis in self-concept research. In R. C. Curtis (Ed.), The relational self: Theoretical convergences in psychoanalysis and social psychology (pp. 282-314). New York:Guilford Press.
65. Petty, R. E., Wheeler, S. C., & Bizer, G. Y. (2000). Attitude functions and persuasion:An elaboration likelihood approach to matched versus mismatched messages. In J. M. Olson (Ed.), Why we evaluate: Functions of attitudes (pp. 133-162) Hillsdale, NJ: Erlbaum.
66. Rogers, C. R. (1951). Client-centered therapy. New York: Houghton-Mifflin.
67. Rogers, T. B. (1981). A model of the self as an aspect of the human information processing system. In N. Cantor & J. F. Kihlstrom (Eds.), Personality, cognition, and social interaction (pp. 193-214). Hillsdale, NJ: Erlbaum.
68. Ruvolo, A. P., & Markus, H. R. (1992). Possible selves and performance: The power of selfrelevant imagery. Social Cognition, 10(1), 95-124.
69. 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.
70. Smeesters, D., Warlop, L., Van Avermaet, E., Corneille, O., & Yzerbyt, V. (2003). Do not prime hawks with doves: The interplay of construct activation and consistency of social value orientation on cooperative behavior. Journal of Personality and Social Psychology, 84, 972-987.
71. Smeesters, D., Warlop, L., Yzerbyt, V., Corneille, O., & Van Avermaet, E. (2003). About prisoners and dictators: The role of other-self focus, social value orientation, and stereotype primes in shaping cooperative behavior. Unpublished manuscript.
72. Smith, E. R., & Henry, S. (1996). An in-group becomes part of the self: Response time evidence. Personality & Social Psychology Bulletin, 22, 635-642.
73. Snyder, M. (1974). Self-monitoring of expressive behavior. Journal of Personality and Social Psychology, 30, 526-537.
74. Snyder, M., & Campbell, B. H. (1982). Self-monitoring: The self in action. In J. Suls (Ed.), Psychological perspectives on the self (Vol. 1, pp. 185-207). Hillsdale, NJ: Erlbaum.
75. Snyder, M., & Swann, W. B. (1976). When actions reflect attitudes: The politics of impression management. Journal of Personality and Social Psychology, 34, 1034-1042.
76. Snyder, M., & Tanke, E. D. (1976). Behavior and attitude: Some people are more consistent than others. Journal of Personality, 44, 501-517.
77. 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.
78. Stapel, D. A., & Koomen, W. (2000). Distinctiveness of others, mutability of selves: Their impact on self-evaluations. Journal of Personality and Social Psychology, 79, 1068-1087.
79. Stapel, D. A., & Koomen, W. (2001a). 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.
80. Stapel, D. A., & Koomen, W. (2001b). Let's not forget the past when we go to the future:On our knowledge of knowledge accessibility. In G. B. Moskowitz (Ed.), Cognitive social psychology: The Princeton Symposium on the Legacy and Future of Social Cognition (pp. 229-246). Mahwah, NJ: Erlbaum.
81. Stapel, D. A., Koomen, W., & van der Plight, J. (1997). Categories of category accessibility:The impact of trait concept versus exemplar priming on person judgments. Journal of Experimental Social Psychology, 33, 47-76.
82. Steele, C. M., & Aronson, J. (1995). Stereotype threat and the intellectual test performance of African Americans. Journal of Personality and Social Psychology, 69, 797-811.
83. Wegner, D. M. (2002). The illusion of conscious will. Cambridge, MA: MIT Press.
84. Wheeler, S. C. (2002). Personality schemata and attitude change: Self-schema matching can increase elaboration of persuasive messages. Unpublished doctoral dissertation, Ohio State University, Columbus.
85. Wheeler, S. C., DeMarree, K. G., & Petty, R. E. (2003). A match made in the laboratory:Persuasion and matches to primed self-schemata. Unpublished manuscript.
86. 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.
87. Wheeler, S. C., & Petty, R. E. (2001). The effects of stereotype activation on behavior:A review of possible mechanisms. Psychological Bulletin, 127, 797-826.
88. Wheeler, S. C., Petty, R. E., & Bizer, G. Y. (in press). Self-schema matching and attitude change: Situational and dispositional determinants of message elaboration. Journal of Consumer Research.