High Self-esteem Individuals Research Articles

Morality expression drives favorable consumer outcomes for P2P tour guide: The role of elevation, trust, and enjoyment

The emerging peer-to-peer platforms enable individual tour guides to market themselves via online profiles. Given the growing societal interest in responsible tourism, tour guides can utilize online profiles to communicate responsible tourism endeavors that showcase positive moral character. However, how consumers respond to such expressions of responsible conduct is unknown. Through four experiments, we find that a moral self-description (vs. social or control) elicited higher elevation, further enhancing trust and enjoyment, leading to more favorable consumer responses (i.e., booking intention, willingness to pay, and likelihood to recommend). Thus, the underlying mechanisms are explained by elevation, trust, and enjoyment. Moreover, consumers' self-esteem and tour guides' motives are two boundary conditions. Specifically, positive reactions to the tour guide's morality expression are more pronounced among high self-esteem individuals and when the guide is intrinsically motivated. This research contributes to the literature on P2P tourism services and offers practical implications for tourism providers.

The influence of self-esteem on interpersonal and competence evaluations: electrophysiological evidence from an ERP study.

Using event-related potentials, this study examined how self-esteem affects neural responses to competence (interpersonal) feedback when the need for relatedness (competence) is thwarted or met. Participants with low and high self-esteem acted as advisors who selected one of two options for a putative advisee. Subsequently, they passively observed the advisee, accepted, or rejected their advice (i.e. interpersonal feedback) and received correct or incorrect outcomes (i.e. competence feedback). When interpersonal feedback was followed by competence feedback, high self-esteem participants showed a smaller P3 following incorrect than correct outcomes, irrespective of whether the advice had been accepted or rejected. However, low self-esteem participants showed this P3 effect only when the advice was rejected, and the P3 difference disappeared when the advice was accepted. When competence feedback was followed by interpersonal feedback, both low self-esteem and high self-esteem individuals showed a larger P2 for rejection than for acceptance and a larger late potential component for incorrect than correct outcomes. These findings suggest that when interpersonal feedback is followed by competence feedback, low self-esteem and high self-esteem individuals have a desire for self-positivity. When competence feedback is followed by interpersonal feedback, they may have motives for self-change. Our findings shed light on the motivational mechanisms for self-esteem and feedback.

Influence of self-esteem on regret for criticized normal versus abnormal consumer decisions

PurposeThis study aims to examine differences in regret between individuals with high vs low self-esteem that follows from negative appraisals for unsuccessful consumer decisions that are either congruent or not with perceived norms. This study also tested the mediating role of decision responsibility and the ability of psychological repair work in regulating regret.Design/methodology/approachHypotheses were tested through four experimental studies using student and international panel samples across different consumer decision scenarios to generalize the findings of the study.FindingsThis study shows that high self-esteem individuals regret less a bad decision when it is congruent (normal) than when it is incongruent (abnormal) with the prevalent norms, while lower self-esteem individuals tend to regret equally both normal and abnormal decisions. This study further shows that this effect is driven by internal responsibility attributions. Finally, the results also suggest that high self-esteem people are more efficient than low self-esteem people in regulating regret, but only when the decision is abnormal.Originality/valueThe present research has important contributions to both regret and self-esteem literature. First, this study explored the role of self-esteem on regret, an individual variable that has been studied relatively little in regret literature. Second, this study has shown, consistent with recent findings, that decision congruence with the norms is a more suitable predictor of regret than whether the decision involves action or inaction. Finally, this study showed that stimulating individuals to self-enhance by engaging in psychological repair work led individuals to regulate regret, consistent with regret regulation theory.

Connecting Attitude Position and Function: The Role of Self-Esteem.

Attitude position and function often are discussed as though they are distinct aspects of attitudes, but scholars have become increasingly interested in how they may interface. We extend existing work showing that people view their positive attitudes as more self-defining than their negative attitudes (i.e., the positivity effect). All datasets support that the positivity effect emerged most strongly among high self-esteem individuals and was attenuated, eliminated, or even reversed among low self-esteem individuals. Furthermore, Study 4 uses a broad array of individual difference measures to triangulate that the higher self-enhancement motivation associated with high self-esteem, rather than merely the positive self-worth of high self-esteem people, is responsible for moderating the positivity effect. In sum, the present work establishes boundary conditions for an important phenomenon in the attitudes literature, develops understanding of the far-ranging implications of trait self-esteem, and illuminates the psychological motivations that connect attitude position and function.

Outwardly strong but inwardly weak, pretensions to wealth? Exploring the impact of heterogeneous high self-esteem on materialism in a self-threat situation

<p id="p00010">Self-esteem, as a core individual variable, has a long-standing inverse relationship with materialism. However, some studies have found that people with high self-esteem have higher materialistic orientation than those with low self-esteem, which contradicts previous research. In this connection, researchers need to rethink the relationship between these two variables. The heterogeneity hypothesis of high self-esteem holds that there are secure high self-esteem and fragile high self-esteem in high self-esteem groups, which may guide our understanding of this contradictory relationship. Therefore, the purpose of this study was to explore whether materialistic orientation was associated with different sub-types of high self-esteem, that is, that high self-esteem is heterogeneous, and to explore whether the relationship would change under self-threat situations. <p id="p00015">The results of study 1 indicated that the relationship between high fragile self-esteem and materialism was positive, while the relationship between high secure self-esteem and materialism was negative. The materialism of people with high fragile self-esteem was significantly higher than those with high secure self-esteem. The results of study 2 suggested that attractiveness threat moderated the relationship between heterogeneous high self-esteem and materialism. Specifically, in the attractive threat scenarios, materialism of secure high self-esteem was low, while materialism of fragile high self-esteem was high. In the non-attractive threat situation, the difference in materialism measures between them was insignificant. This finding was further replicated in study 3 where intellectual threat moderated the relationship between heterogeneous high self-esteem and implicit materialism. Notably, in the context of an intellectual threat, implicit materialism of the secure high self-esteem group was low, while implicit materialism of the fragile high self-esteem group was high. In the non-intellectual threat situation, the difference in implicit materialism scores was not significant. <p id="p00020">Therefore, from the perspective of heterogeneous high self-esteem, this study essentially proved the low materialism level of those with secure high self-esteem and high materialism level of those with fragile high self-esteem. It signifies that the two conclusions of previous studies are reasonable. If there exists a greater number of secure high self-esteem individuals among a population of high self-esteem persons, the relationship between high self-esteem and materialism is negative. On the contrary, if there is a greater number of fragile high self-esteem individuals, the relationship is positive, thereby solving the puzzle of the contradictory relationship between high self-esteem and materialism. Furthermore, this study can urge educators to pay more attention to the cultivation of children's secure high self-esteem rather than unquestioningly cultivating high self-esteem. <p id="p00025">To delve deeper into the impact of high self-esteem on materialism orientation, three studies were conducted. In study 1, 420 college students from 4 universities were surveyed by questionnaire to explore the correlation between heterogeneous high self-esteem and materialism. Study 2 was aimed to verify the causal relationship, and used attractiveness threat to self-esteem to investigate whether the attractiveness threat played a moderating role in the relationship between different types of high self-esteem and materialism where participants with fragile high self-esteem and secure high self-esteem were randomly assigned either to the attractiveness threat group or the control group. They were asked to compare their own attractiveness to the most and the least attractive images of the same sex selected from pre-test, respectively. Study 3 used intellectual threat as a form of self-threat priming and measured materialism at the implicit level where heterogeneous high self-esteem participants were randomly assigned to the intellectual threat group or the control group. The former completed 13 difficult questions from Raven's Progressive Matrices and received negative feedback, while the latter completed 13 simple questions from Raven's Progressive Matrices and received positive feedback.

Attention and memory biases for aggressive information in college students with fragile high self-esteem.

In this study, we examined attention and memory biases for aggressive information in two groups of college students. Individuals with fragile high self-esteem (n=30) and individuals with secure high self-esteem (n=30) first performed a dot-probe task investigating attention bias, followed by a memory task. Incidental free recall of words presented in the memory task was then completed to assess memory bias. Results revealed that individuals with fragile high self-esteem exhibited significant attention and memory biases for aggressive words compared with secure high self-esteem individuals. Attention bias for aggressive words was positively correlated with memory bias in individuals with fragile high self-esteem, but no correlation was found for individuals with secure high self-esteem. These findings suggest that individuals with fragile high self-esteem selectively attend to and remember aggression-related information. They may process information in ways that are congruent with an aggression-related schema. This study reveals the aggressive cognitive processes of individuals with fragile high self-esteem, which may be related to aggression.

Influence of collective self-esteem on individual and collective self-referential processing: An ERP study

Previous studies have demonstrated that self-relevant information is processed more quickly and deeply than other information, and that self-esteem could modulate the self-reference effect. Individuals with low self-esteem were shown to be more sensitive to self-related information than other information that were individuals with high self-esteem. However, these studies mainly focused on self-esteem and self at the individual level, ignoring them at the collective level. The present study aimed to determine whether collective self-esteem could modulate individual and collective self-referential processing. Collective self-esteem is associated with one’s evaluation of the group he belongs to, and it emphasizes social relationships and collective value. We hypothesized that, similar to individual self-esteem, collective self-esteem may also influence self-referential processing, especially concerning the collective. More specifically, individuals with low collective self-esteem may be more sensitive to collective self-referential processing than individuals with high collective self-esteem. In order to explore the time course of self-referential processing, event-related potentials (ERPs) were recorded while participants performed a self-reference task in which they were presented with positive and negative personality trait adjectives and required to make judgements on themselves or a famous person, either Chinese or American. Participants’ own names were selected as the individual self-relevant stimuli, while Andy Lau, a famous Chinese superstar, was chosen as the individual non-self-relevant stimulus. It was considered that collective self emphasized the identity as a member of a social group. Thus, “中国人(Chinese person)” and “美国人(American person)”, were chosen as the collective self-relevant and non-self-relevant stimuli. Results showed an obvious modulation effect of collective self-esteem on the N1, P2 and P3 components in collective self-referential processing. For the early N1 component, larger N1 amplitudes were elicited by collective self-referential than collective non-self-referential processing in individuals with high collective self-esteem, whereas no such difference was observed in individuals with low collective self-esteem. For the later P2 and P3 components, larger P2 and P3 amplitudes were elicited by collective self-referential than collective non-self-referential processing in individuals with low collective self-esteem, whereas no such difference was observed in individuals with high collective self-esteem. Although an obvious individual self-referential effect was also observed in both low and high collective self-esteem individuals, the strength of the individual self-reference effect, indicated by the difference between individual self-referential and individual non-self-referential conditions, showed no significant difference between these two groups. Consistent with previous studies, the individual self was the core of self-concept and the individual self-reference effect was robust. Moreover, individual and collective self-esteem, two different aspects of self-esteem, cannot be equated. In conclusion, the present study indicated that collective self-esteem could modulate collective rather than individual self-referential processing.

Self-esteem modulates the ERP processing of emotional intensity in happy and angry faces.

Previous studies have shown that self-esteem modulates attentional responses to emotional stimuli. However, it is well known that emotional stimuli can vary in intensity. The main objective of the present study was to further investigate self-esteem related emotional intensity processing in happy and anger faces. Event-related potentials (ERPs) were recorded while 27 high-esteem versus 27 low self-esteem participants carried out a visual oddball task, with neutral faces as the standard stimuli and deviant stimuli varying on valence (happy and anger) and intensity (40%, 70%, and 100% emotive) dimensions. The results showed only high self-esteem people, instead of those with low self-esteem, displayed significant emotion intensity effects for 100% than for 70% happy faces in P3 component. On the other hand, only people with low self-esteem exhibited pronounced intensity effects for anger faces in P3 amplitudes. Moreover, only people with low self-esteem displayed significant intensity effects for 100% compared to both 70% and 40% anger stimuli in N2 amplitudes at central sites. These findings indicate that high self-esteem individuals were typically more susceptible to highly as well as mildly positive stimuli yet less reactive to negative stimuli compared with people with low self-esteem.

Attentional characteristics of different types of individuals with high self-esteem in self-threatening situations

The high self-esteem (HSE) heterogeneity hypothesis provides a new research perspective for investigating differences in the quantity and quality of different types of self-esteem. The present study adopted the emotional Stroop paradigm and the odd-one-out search task to explore how individuals with different types of self-esteem process social information in self-threatening situations. The results showed that individuals with different types of self-esteem had an attentional bias toward negative information and had different attentional biases toward angry faces in self-threatening situations. Individuals with fragile HSE and low self-esteem showed facilitated attention to angry faces and had difficulty drawing attention away from them; secure HSE individuals only showed difficulty disengaging attention from angry faces.

Higher Self-Esteem is Linked to Greater Stereotype Threat Among Academically Low-Achieving Students

As a stigmatized group, it seems likely that students whose level of academic achievement is low (LA students) would be vulnerable to stereotype threat. Therefore, we conducted a study on the role of stereotype threat and its possible interaction with self-esteem with 182 Chinese LA junior-high-school students. We developed a paradigm to induce stereotype threat about being LA and tested this in a pilot study, in which participants were asked to perform a mental rotation task while viewing stereotype threat information. In the main study, participants were randomly assigned to either the stereotype-threat condition or a control condition. Results showed that stereotype threat had a significant effect on LA students’ performance in that (a) participants in the stereotype-threat condition performed worse than those in the control condition did, and (b) the effect of stereotype threat was greater for high self-esteem individuals than for low self-esteem individuals. There are more aspects of the topic to be explored in future studies.

Self-esteem Modulates the P3 Component in Response to the Self-face Processing after Priming with Emotional Faces.

The self-face processing advantage (SPA) refers to the research finding that individuals generally recognize their own face faster than another’s face; self-face also elicits an enhanced P3 amplitude compared to another’s face. It has been suggested that social evaluation threats could weaken the SPA and that self-esteem could be regarded as a threat buffer. However, little research has directly investigated the neural evidence of how self-esteem modulates the social evaluation threat to the SPA. In the current event-related potential study, 27 healthy Chinese undergraduate students were primed with emotional faces (angry, happy, or neutral) and were asked to judge whether the target face (self, friend, and stranger) was familiar or unfamiliar. Electrophysiological results showed that after priming with emotional faces (angry and happy), self-face elicited similar P3 amplitudes to friend-face in individuals with low self-esteem, but not in individuals with high self-esteem. The results suggest that as low self-esteem raises fears of social rejection and exclusion, priming with emotional faces (angry and happy) can weaken the SPA in low self-esteem individuals but not in high self-esteem individuals.

Up-Dating: Ratings of Perceived Dating Success Are Better Online than Offline.

The primary aims of this study were to test whether perceived dating success would differ between offline and online zero-acquaintance dating contexts and to investigate the role that self-esteem might play in these evaluations. Participants were presented with the same photos of targets in either an offline or online dating scenario and rated their chances of dating success along with their perceptions of how attractive they thought the target would consider them. Higher self-esteem individuals believed they would be rated as more attractive. There was an overall perception that, irrespective of self-esteem level, meeting online would lead to better chances of dating success. These findings are considered in relation to an increased ability to more precisely manage impressions and develop an image of the self which would be evaluated more positively online.

Who can't take a compliment? The role of construal level and self-esteem in accepting positive feedback from close others

One way that relationship partners express positive regard — a key variable in relationship success — is through compliments. However, some people are unable to perceive positive regard through compliments. We hypothesized that low self-esteem (LSE) individuals' relatively negative self-theories conflict with the positive information conveyed in compliments. Hence, LSEs' self-verification motives (e.g., Swann, 1997, 2012) may lead LSEs to reject the positive implications of compliments. In an initial study, we demonstrated that LSEs (vs. high self-esteem individuals; HSEs) feel greater self-related concerns and negative affect after receiving compliments, which leads them to devalue those compliments. Drawing on theories of mental construal (e.g., Libby, Valenti, Pfent, & Eibach, 2011), we reasoned that the remedy for such self-theory-driven processes is to adopt a concrete (vs. abstract) mindset: LSEs should be less likely to apply their relatively negative self-theories when they process compliments in a concrete mindset. Across three studies, we used diverse methods to induce participants to experience either a concrete or abstract mindset, and asked them to recall (Studies 2 and 3) or imagine (Study 4) a partner's compliment. We then assessed their perceptions of their partners' regard. Results confirmed that the discrepancy in LSEs' and HSEs' perceptions of positive regard following a compliment from their romantic partners was significantly reduced when a concrete mindset was induced compared to when an abstract mindset (or no mindset, Study 4) was induced.

The fragile but bright facet in the Dark Gem: Narcissism positively predicts personal morality when individual's self-esteem is at low level

The Dark Triad traits, including narcissism, Machiavellianism and psychopathy, are assumed to link to poor personal morality. However, an increasing number of studies suggested that narcissism was brighter than Machiavellianism and psychopathy. In a sample of Chinese adolescents (N=2828), relationships among the Dark Triad traits, moral identity (both internalization and symbolization) and prosocial behavior were examined. The results showed that narcissism was positively related to internalization, symbolization and prosocial behavior, whereas Machiavellianism and psychopathy were negatively related to internalization and prosocial behavior but not related to symbolization. Further, the positive links between narcissism and personal morality was moderated by self-esteem, such that the links were weaker among high self-esteem individuals than low self-esteem ones. These findings highlighted the bright but fragile side of narcissism and were discussed from cognitive and motivational perspectives.

Fluid compensation following threats to self-concept clarity

We examined defensive responses to self-clarity threats, finding that self-uncertain participants gave larger rewards to a social hero, but larger punishments to a social transgressor, than self-certain participants (Study 1). To examine whether there are individual differences in defensiveness to meaning threats, we included moderators, showing that high self-esteem individuals (HSE) thinking about self-inconsistencies gave more polarized evaluations of someone criticizing vs. complimenting their ingroup than self-consistent HSEs (Study 2). We found similar responses to a relational self-clarity threat, among individuals for whom relationships are self-defining (Study 3). Results held controlling for the impact of the self-clarity manipulations on self-esteem. This research is compatible with the meaning maintenance model, which stipulates that various meaning threats elicit fluid compensatory efforts designed to restore general feelings of meaningfulness. We discuss limitations and future directions.

Coping with Self-Threat and the Evaluation of Self-Related Traits: An fMRI Study.

A positive view of oneself is important for a healthy lifestyle. Self-protection mechanisms such as suppressing negative self-related information help us to maintain a positive view of ourselves. This is of special relevance when, for instance, a negative test result threatens our positive self-view. To date, it is not clear which brain areas support self-protective mechanisms under self-threat. In the present functional magnetic resonance imaging (fMRI) study the participants (N = 46) received a (negative vs. positive) performance test feedback before entering the scanner. In the scanner, the participants were instructed to ascribe personality traits either to themselves or to a famous other. Our results showed that participants responded slower to negative self-related traits compared to positive self-related traits. High self-esteem individuals responded slower to negative traits compared to low self-esteem individuals following a self-threat. This indicates that high self-esteem individuals engage more in self-enhancing strategies after a threat by inhibiting negative self-related information more successfully than low self-esteem individuals. This behavioral pattern was mirrored in the fMRI data as dACC correlated positively with trait self-esteem. Generally, ACC activation was attenuated under threat when participants evaluated self-relevant traits and even more for negative self-related traits. We also found that activation in the ACC was negatively correlated with response times, indicating that greater activation of the ACC is linked to better access (faster response) to positive self-related traits and to impaired access (slower response) to negative self-related traits. These results confirm the ACC function as important in managing threatened self-worth but indicate differences in trait self-esteem levels. The fMRI analyses also revealed a decrease in activation within the left Hippocampus and the right thalamus under threat. This indicates that a down-regulation of activation in these regions might also serve as coping mechanism in dealing with self-threat.

Are size-zero female models always more effective than average-sized ones?

Purpose – The purpose of this paper is to investigate if brand might affect consumers’ response to replacing size-zero models (SM) with average-sized models (AM) in advertising and how individuals’ psychological states might underlie consumers’ reactions. Design/methodology/approach – Three studies manipulating brand and model body size were conducted and advertising images to female individuals differing in self-esteem were exposed. Findings – This research finds that brand moderates consumers’ model evaluation. Participants evaluated AM as being more attractive than SM for new brands, whereas for well-established brands associated with SM, participants rated both AM and SM as being equally attractive. Self-esteem shapes participants’ evaluation of AM and SM. For new brands, low self-esteem individuals evaluated AM as being more attractive than SM, whereas high self-esteem individuals evaluate AM and SM as being equally attractive. The results are consistent, regardless of whether it is a luxury and a generic brand. These results emerged for both model attractiveness rating and product evaluations. Practical implications – A better understanding of the relative consequences of the use of AM versus SM is essential for more effective policy initiatives and better targeted marketing campaigns. Originality/value – Limited research has documented the possible effects of brand on individuals’ responses to AM as opposed to SM. How individuals of different psychological characteristics may react distinctively to advertisements containing AM versus stereotype SM has not yet been explored until this study. This research takes the first step to bridge these knowledge gaps by looking into how brand and perceiver psychological characteristics jointly work with model features to determine how consumers perceive the AM as opposed to SM. This study provides empirical and comparative evidence of the advantages of using AM and SM in print media.

Social threat appeals in commercial advertising: The moderating impact of perceived level of self-efficacy and self-esteem on advertising effectiveness

AbstractThis study investigates the impact of the level of fear evoked by an advertisement (for deodorant) framing a threatening social situation. Where the effectiveness of threat appeals has been investigated extensively in health communication, this study focuses on the impact of social threat appeals in a commercial setting. The study investigates the moderating impact of self-esteem on the interaction effect between the level of fear (evoked by a social threat ad) and perceived level of self-efficacy on brand attitude and purchase intention. Results show that for high self-esteem individuals fear evoked by a social threat is effective only when perceived self-efficacy is increased (in line with the EPPM). However, for low self-esteem individuals, high versus low perceived self-efficacy does not influence brand attitude and purchase intention in case of a social threat appeal, but perceived self-efficacy does increase the effectiveness of appeals in which a positive social situation is shown.

The good, the bad, and the risky

Social risk interacts with self-esteem to predict relationship-initiation motivation and behavior. However, because socially risky situations afford both rewards and costs, it is unclear which affordance is responsible for these effects. Two experiments primed social rewards or costs within different relationship-initiation contexts and then evaluated participants’ relationship-initiation motivation and behavior. Results revealed that global self-esteem regulates responses to both affordances. When social rewards were primed, lower self-esteem individuals (LSEs) exhibited stronger relationship-initiation motivation than higher self-esteem individuals (HSEs), whereas the reverse was true when social costs were primed. Furthermore, LSEs exhibited the strongest relationship-initiation motivation when rewards were primed, whereas HSEs exhibited the strongest relationship-initiation motivation and used more successful relationship-initiation behaviors when costs were primed. This pattern of results suggests a complex association between social affordances and self-esteem during relationship initiation that is not predicted or explained by current theoretical models and thus deserves further empirical attention.

Warming Up and Cooling Down: Self-Esteem and Behavioral Responses to Social Threat During Relationship Initiation

Social threats during relationship initiation often cause people to engage in cold behaviors that bring about rejection. However, interpersonal risk-regulation theory suggests that such processes will be moderated by global self-esteem. In two experiments that manipulated the threat of rejection, single participants communicated via video camera with an opposite-sex interaction partner (actually a confederate). As expected, social threat caused higher self-esteem individuals (HSEs) to exhibit a warming-up behavioral response but caused lower self-esteem individuals (LSEs) to exhibit a cooling-down behavioral response, according to both observer-reports and self-reports, which in turn led observers to like HSEs more than LSEs. Furthermore, these effects were independent of similar, previously documented, interpersonal risk-regulation effects on participants' perceptions of acceptance from the confederate.