How people perceive dispositionally (non-) ambivalent others and why it matters

Abstract

While research has studied the consequences of being ambivalent about a single attitude object, we know little about how dispositionally ambivalent and non-ambivalent targets are perceived. Across six experiments we examined how people perceive and mentally represent dispositionally ambivalent and non-ambivalent others, and how people expect to interact with dispositionally ambivalent and non-ambivalent targets. Experiment 1 demonstrated that a non-ambivalent target was expected to share fewer resources relative to ambivalent targets. Using a reverse correlation paradigm, Experiment 2 demonstrated that people have different mental representations of dispositionally ambivalent and non-ambivalent targets, who were evaluated differently on a range of outcomes. Experiment 3 demonstrated that participants could link descriptions of attitudinal ambivalence to representations of dispositionally ambivalent and non-ambivalent faces. Experiment 4 demonstrated that a non-ambivalent target was perceived as most likely to be unfair to others. Experiment 5 demonstrated that representations of dispositionally ambivalent and non-ambivalent targets influenced perceptions of the targets' values, willingness to help others, and suitability for looking after a sick relative. Experiment 6 replicated Experiment 5, using verbal descriptions of targets' ambivalence. Across experiments, warmth and competence mediated effects of dispositional ambivalence on outcomes. Overall, dispositionally ambivalent and non-ambivalent targets are perceived differently, and a target's inferred dispositional ambivalence influences how they are evaluated.