Individual Differences In Need Research Articles

CSR-company fit in the sin industry: addressing negative contributions, NFC, and perceived motives

ABSTRACT Guided by the persuasion knowledge model, this study investigated how the fit between corporate social responsibility (CSR) and a sin company that makes negative societal contributions influences consumers’ responses. Specifically, using a sample of 234 Koreans, it examined whether individual differences in need for cognition (NFC) moderate CSR-company fit and how such NFC-moderated fit affects consumers’ responses through two distinct perceived motives (i.e. public-serving motive, self-serving motive). The analysis showed that NFC moderated the fit’s influence on perceived public-serving motives, perceived self-serving motives, and attitudes toward CSR. It also indicated that the NFC-moderated fit indirectly impacted attitudes toward CSR and positive word-of-mouth intentions via perceived public-serving motives.

Overthinking environmentally friendly? Need for cognition moderates the sustainability signal of natural patterns in biodegradable tableware

Biodegradable, single-use tableware is gaining in popularity and its use presents clear benefits for the environment. This short communication reports how consumer perception of natural imperfection in biodegradable palm sheath plates affects business-relevant outcomes, such as purchase intent and the sensory evaluation and consumption of foodstuffs served on this type of product. Individual differences in need for cognition influence how imperfections in palm sheath plates are perceived, either as an attribute of sustainability or aesthetics.Two conditional serial mediation models test the indirect effect of natural patterning and color variation on purchase intent for biodegradable serving plates. Propensity for cognition differentially moderates the effect of perceived imperfection on the evaluation of the attributes “environmental friendly” and “clean.” Both attributes positively affect purchase intent, which predicts the hedonic evaluation of tortilla roll ups served on biodegradable plates and amount consumed, thus, suggesting that the evaluation of the tableware exerts a halo effect on the foodstuffs served on it.Without providing additional information regarding its cause, the overall effect of natural patterning on purchase intent is negative. The initial results illuminate consumers' message processing, and hint at a potential conflict between competing consumer desires as for sustainability and aesthetics. These insights can be used in targeting and communications to promote consumer acceptance of seemingly inferior products.

Taking the path of least resistance now, but not later: Pushing cognitive effort into the future reduces effort discounting

Effort discounting describes the devaluation of rewards that require effort to obtain. The present study investigated whether discounting of cognitive effort depends on how near the effort is in time. The present study also investigated whether effort discounting, and its modulation by temporal distance to the effort, might depend on need for cognition, a personality trait that describes how much one enjoys cognitively demanding tasks. Participants performed a validated effort discounting task that measured the extent to which they subjectively devalued a $20 reward when effort was required to receive it. Immediacy of the effort was manipulated by having participants imagine exerting varying levels of effort either immediately, in a day, or in a month. Results revealed linear increases in discounting of rewards as a function of both how much effort was involved and how imminent the effort was. The extent to which both these variables influenced discounting correlated with need for cognition. Individuals low in need for cognition exhibited more effort discounting overall and a linear increase in effort discounting as the effort grew imminent. Individuals high in need for cognition engaged in less effort discounting, which was not modulated by how imminent the effort was. These results indicate that people exhibit dynamic inconsistency in effort-related decisions, such that the degree to which they discount effort depends on how soon the effort is. Additionally, this tendency is linked with systematic individual differences in need for cognition. Lastly, this study demonstrates that these tendencies can be quantitatively operationalized.

Need for cognitive closure predicts stress and anxiety of college students during COVID-19 pandemic

The COVID-19 pandemic has taken a massive toll on mental well-being. The unprecedented level of uncertainty associated with the pandemic may be a contributing factor to stress and anxiety, especially among individuals with high intolerance to uncertainty (Rettie & Daniels, 2021). Individual differences in need for cognitive closure have also been linked to mental distress during unpredictable situations (Berenbaum et al., 2008). The present study tested the hypothesis that individuals with a high need for cognitive closure would experience relatively higher stress and anxiety during the COVID-19 pandemic. College students (N = 400) completed an abbreviated Need for Closure Scale (Roets & Van Hiel, 2011), the Generalized Anxiety Disorder Scale (Spitzer et al., 2006), and the short-version of the Perceived Stress Scale (Cohen & Williamson, 1988). Results supported the hypothesized relationship between high need for cognitive closure and higher levels of stress and anxiety. Findings have relevance to college students who are experiencing heightened psychological stress during the COVID-19 pandemic.

A diffusion model analysis of belief bias: Different cognitive mechanisms explain how cognitive abilities and thinking styles contribute to conflict resolution in reasoning

Recent results have challenged the widespread assumption of dual process models of belief bias that sound reasoning relies on slow, careful reflection, whereas biased reasoning is based on fast intuition. Instead, parallel process models of reasoning suggest that rule- and belief-based problem features are processed in parallel and that reasoning problems that elicit a conflict between rule- and belief-based problem features may also elicit more than one Type 1 response. This has important implications for individual-differences research on reasoning, because rule-based responses by certain individuals may reflect that these individuals were either more likely to give a rule-based default response or that they successfully inhibited and overrode a belief-based default response. In two studies, we used the diffusion model to describe decision making in a transitive reasoning task. In Study 1, 41 participants were asked to evaluate conclusions based on their validity. In Study 2, 133 participants evaluated conclusions based on their validity or believability. We tested which diffusion model parameters reflected conflict resolution and related those model parameters to individual differences in cognitive abilities and thinking styles. Individual differences in need for cognition predicted successful conflict resolution under logic instruction, which suggests that a disposition to engage in reflective thinking facilitates the inhibition and override of Type 1 responses. Intelligence, however, was negatively related to successful conflict resolution under belief instruction, which suggests that individuals with high cognitive abilities quickly generated a higher-level logical response that interfered with their ability to evaluate lower-level intrinsic problem features. Taken together, this double dissociation indicates that cognitive abilities and thinking styles affect the processing of conflict information through different mechanisms and at different stages: Greater cognitive abilities facilitate the efficient creation of decoupled problem representations, whereas a greater disposition to engage in critical thinking facilitates the detection and override of Type 1 responses.

An Analytic Cognitive Style Negatively Predicts a More Literal but Not a More Symbolic Religiosity Type

ABSTRACT The idea that a more analytic cognitive style is associated with lower religiosity is a theoretical prediction that has been challenged by some empirical findings. We conducted three studies with Argentine participants (N = 719) to clarify this issue. In Study 1, we replicated the negative correlation between analytic cognitive style, measured with the Cognitive Reflection Test, and Belief in Supernatural Agents, Intrinsic, and Intuitive Religiosity. In Studies 2 and 3, participants responded to the Post-Critical Beliefs Scale which measures both the presence of a transcendent dimension in beliefs and the extent to which literal-vs.-symbolic beliefs are endorsed, and we also tested for individual differences in Need for Cognitive Closure. Results showed that a more analytic cognitive style negatively predicted both inclusion of transcendence and a literal interpretation of religious ideas. Moreoever, an analytic cognitive style was negatively associated with a literal but not with a symbolic inclusion of transcendence in beliefs. In turn, higher scores of closed-mindedness were positively associated with a more literal interpretation of religion. We conclude that present data support the hypothesis that religiosity may be negatively associated with an analytic cognitive style, but individuals who experience religion more symbolically do not accommodate to that pattern.

Individual differences in adolescents’ willingness to invest cognitive effort: Relation to need for cognition, motivation and cognitive capacity

There exist large individual differences in students’ willingness to invest cognitive effort within the academic domain. In a preregistered study, we investigated whether individual differences in adolescents’ willingness to invest cognitive effort, as assessed by an experimental effort discounting task, were related to need for cognition, academic motivation and cognitive capacity. We found that adolescents’ willingness to invest cognitive effort was related to need for cognition and cognitive capacity as indexed by task-performance. Our results demonstrate that individual differences in need for cognition and cognitive capacity contribute to differences in adolescents’ cognitive effort-investment, but academic motivation does not.

Preference for Human (vs. Robotic) Labor is Stronger in Symbolic Consumption Contexts

AbstractAdvances in robotics, automation, and artificial intelligence increasingly enable firms to replace human labor with technology, thereby fundamentally transforming how goods and services are produced. From both managerial and societal points of view, it is therefore important to understand demand‐side incentives for firms to employ human labor. We begin to address this question by examining for which products and services consumers are more likely to favor human (vs. robotic) labor. In six studies, we demonstrate that consumers prefer human (vs. robotic) labor more for products with higher (vs. lower) symbolic value (e.g., when expressing something about one's beliefs and personality is of greater importance). We theorize that this is because consumers have stronger uniqueness motives in more (vs. less) symbolic consumption contexts (and associate human labor more strongly with product uniqueness). In line with this account, we demonstrate that individual differences in need for uniqueness moderate the interaction between production mode and symbolic motives and that a measure of uniqueness motives mediates the effect of consumption context on preferences for human (vs. robotic) production.

Cognitive effort investment and opportunity costs in strategic decision-making: An individual differences examination

People are often more likely to persist with a strategy when more resources have been invested in this course of action, a phenomenon known as the ‘sunk cost’ effect. This effect has been difficult to demonstrate in the domain of real (non-hypothetical) effort investment, and this may be due in part to individual differences in the decision processes. We designed a decision-making task, where a cognitive effort investment is required to enact a strategy, to examine the extent to which individual differences in Need for Cognition (NFC), Lack of Premeditation, and subjective effort perception bear upon decisions to persist with a suboptimal strategy under varying levels of effort investment and opportunity cost—i.e. the difference in utility between persisting with versus switching strategies. We found that NFC and (Lack of) Premeditation predicted the extent to which strategy switch decisions were driven by opportunity costs. While we did not find an overall effect of past behavioral investment effect, self-reported effort (Temporal Demand) appeared to predict susceptibility to sunk cost. We also found a decrease in decision times with increasing sunk costs, but this effect did not appear to differ as a function of the individual differences examined.

Defending the Sex/Gender Binary: The Role of Gender Identification and Need for Closure

In the Western world, gender/sex is traditionally viewed as binary, with people falling into one of two categories: male or female. This view of gender/sex has started to change, triggering some resistance. This research investigates psychological mechanisms underlying that resistance. Study 1 (N = 489, UK) explored the role of individual gender identification in defense of, and attempts to reinforce, the gender/sex binary. Study 2 (N = 415, Sweden) further considered the role of individual differences in need for closure. Both gender identification and need for closure were associated with binary views of gender/sex, prejudice against nonbinary people, and opposition to the use of gender-neutral pronouns. Policies that aim to abolish gender/sex categories, but not policies that advocate for a third gender/sex category, were seen as particularly unfair among people high in gender identification. These findings are an important step in understanding the psychology of resistance to change around binary systems of gender/sex.

Sense or sensibility? The neuro-functional basis of the structural matching effect in persuasion.

The present study investigates the neural pathways underlying individual susceptibility to affective or cognitive information in persuasive communication, also known as the structural matching effect. Expanding on the presumed involvement of the ventromedial prefrontal cortex (vMPFC) in persuasion, we hypothesized that the vMPFC contributes to the evaluation of persuasive information depending on its match with the recipient's affective or cognitive predominance. During functional magnetic resonance imaging, 30 participants evaluated 10 consumable products presented with both affective and cognitive persuasive messages. All participants were characterized on a continuum regarding their personal orientation in terms of individual differences in need for affect (NFA) and need for cognition (NFC). The results showed that the vMPFC, posterior cingulate cortex, and cerebellum are more strongly activated when the persuasive message content, either affective or cognitive, matched the recipient's individual affective or cognitive orientation. Interestingly, this effect in the vMPFC was found specifically when participants evaluated the products presented by the persuasive messages, whereas the correlation in the posterior cingulate cortex and cerebellum activity was detected when reading the messages. These results confirm the hypothesis that the vMPFC plays a role in subjectively weighting persuasive message content depending on individual differences in affective and cognitive orientation. Such a structural matching effect might involve the vMPFC particularly during explicit expressions of subjective valuations. These novel findings also further develop the conceptualization of the role of the vMPFC in self-related processing.

감성 욕구와 인지 욕구의 개인차가 가상현실의 건강 조언에 미치는 영향

감성 욕구와 인지 욕구의 개인차가 가상현실의 건강 조언에 미치는 영향

Changing attitudes and intentions related to doping: An analysis of individual differences in need for cognition

ABSTRACTResearch has shown that athletes’ attitudes towards the use of banned performance-enhancing substances are reliable predictors of their intentions to use these substances, which in turn can be relevant predictors of their actual doping behaviours. Despite the important role played by attitudes and intentions in doping, research analysing how to change those attitudes and intentions is relatively scarce. The present study examined how individual differences in Need for Cognition (NC, Cacioppo & Petty, 1982) influenced doping-related attitude change and subsequent behavioural intentions. Participants were randomly assigned to read a persuasive message either against or in favour of legalising the use of several banned substances, including anabolic androgenic steroids (AAS) and Erythropoietin (EPO). In addition, participants completed the NC scale, and finally reported their attitudes and behavioural intentions regarding the legalisation proposal. As hypothesised, results showed that participants who received an anti-legalisation message had significantly more unfavourable attitudes towards the proposal than participants who received a pro-legalisation message, regardless of NC. However, as predicted, NC moderated the relationship between individuals’ attitudes and their intentions. That is, high-NC participants showed greater attitude-intention correspondence than low-NC participants.

Effectiveness of Self-Generation During Learning is Dependent on Individual Differences in Need for Cognition.

Self-generated information is better recognized and recalled than read information. This so-called generation effecthas been replicated several times for different types of stimulus material, different generation tasks, and retention intervals. The present study investigated the impact of individual differences in learners’ disposition to engage in effortful cognitive activities (need for cognition, NFC) on the effectiveness of self-generation during learning. Learners low in NFC usually avoid getting engaged in cognitively demanding activities. However, if these learners are explicitly instructed to use elaborate learning strategies such as self-generation, they should benefit more from such strategies than learners high in NFC, because self-generation stimulates cognitive processes that learners low in NFC usually tend not to engage in spontaneously. Using a classical word-generation paradigm, we not only replicated the generation effect in free and cued recall but showed that the magnitude of the generation effect increased with decreasing NFC in cued recall. Results are consistent with our assumption that learners higher in NFC engage in elaborate processing even without explicit instruction, whereas learners lower in NFC usually avoid cognitively demanding activities. These learners need cognitively demanding tasks that require them to switch from shallow to elaborate processing to improve learning. We conclude that self-generation is beneficial regardless of the NFC level, but our study extends the existing literature on the generation effect and on NFC by showing that self-generation can be particularly useful for balancing the learning disadvantage of students lower in NFC.

Sex and Relationships Education for Individuals with Cystic Fibrosis: A Service-Based Approach

Increasing life expectancy within cystic fibrosis (CF) raises challenges around previously neglected topics such as sexual and reproductive health (SRH). The study aimed to gather retrospective experiences of service provision around SRH to consider the role of the CF service, age of information provision and unmet needs highlighting possible improvements to provision. A mixed-methods retrospective survey-based design was employed. An Adult CF team participated in a consultation session generating survey questions around SRH. A 20-item online survey was constructed and disseminated to adult CF patients. Unmet needs were found in SRH provision in pediatric and adult CF services, with further information required by patients on topics including parenthood and fertility. Results support previous research findings highlighting the need for standardized provision around SRH. Age of SRH provision suggested individual differences in need within the pediatric service. Further research could explore format and specific age of SRH information provision.

Conceptual change with refutational maps

ABSTRACTThis study investigated how studying a refutational map, a type of argument map, affected conceptual change. Refutational maps visually display both correct and alternative conceptions. Participants (N = 120) were randomly assigned to (1) a refutational map condition, (2) a refutational text condition, and (3) a non-refutational text condition. The post-test results showed that studying the refutational map led to better performance on free recall and learning transfer measures. Specifically, participants who studied the refutational map performed significantly better than others on a free recall test, and they significantly outperformed the non-refutational text group on a short-answer transfer test. The multiple-choice test, another transfer measure, failed to detect any differences among the three groups. The research also found that individual differences in need for cognition and logical thinking ability interacted with the type of study materials. Participants scoring lower on logical thinking ability gained more from studying the refutational map.

Click here to look clever: Self-presentation via selective sharing of music and film on social media

Sharing mass media content through social network sites has become a prevalent practice that provides individuals with social utility and cultural capital. This behavior is examined here by testing how different self-presentational motivations may produce selective patterns of sharing media content in social networks. An other-ideal motive was expected to drive sharing of popular media, an own-ideal motive was expected to drive sharing of prestigious media, and an actual-self motive was expected to drive sharing of guilty pleasures. An online experiment (N = 168) invoked motivational situations, then asked participants to list songs and films they would share on Facebook. These media were then rated for perceptions. Predictions regarding unique and prestigious media, but not guilty pleasures, were supported. People with the other-ideal motive to fit with group tastes shared less unique music and film, and people with the own-ideal motive to present their best possible selves shared more prestigious music and film. Individual differences in need for uniqueness moderated effects of own-ideal and actual-self motives, and the intensity of Facebook use moderated the effect of other-ideal on media sharing.

Does need for cognitive closure explain individual differences in lung cancer screening? A brief report.

The need for cognitive closure describes the extent to which a person, faced with a decision, prefers any answer in lieu of continued uncertainty. This construct may be relevant in lung cancer screening, which can both reduce and increase uncertainty. We examined whether individual differences in need for cognitive closure are associated with Veterans' completion of lung cancer screening using a self-administered survey (N = 361). We also assessed whether need for cognitive closure moderates an association between screening completion and lung cancer risk perception. Contrary to our main hypothesis, high need for cognitive closure Veterans were not more likely to complete lung cancer screening and need for cognitive closure did not have a moderating role.

Prompting Deliberation about Nanotechnology: Information, Instruction, and Discussion Effects on Individual Engagement and Knowledge

Deliberative (and educational) theories typically predict knowledge gains will be enhanced by information structure and discussion. In two studies, we experimentally manipulated key features of deliberative public engagement (information, instructions, and discussion) and measured impacts on cognitive-affective engagement and knowledge about nanotechnology. We also examined the direct and moderating impacts of individual differences in need for cognition and gender. Findings indicated little impact of information (organized by topic or by pro-con relevance). Instructions (prompts to think critically) decreased engagement in Study 1, and increased it in Study 2, but did not impact post-knowledge. Group discussion had strong positive benefits for self-reported cognitive-affective engagement across studies. Also, for some types of engagement, effects were more positive for women than men. When predicting knowledge, there also was some evidence that discussion was more positive for women than men. Finally, need for cognition positively predicted engagement and knowledge gains, but rarely moderated the experimental effects. Given these mixed results, future research should continue to test theoretical assumptions about the effects of specific deliberative design features.

Need for Closure Effects on Affective and Cognitive Responses to Culture Fusion

This research examined how affective and cognitive responses to culture fusion, a specific type of culture mixing that features the blending of different cultures or parts thereof into a new entity, are influenced by individual differences in Need for Closure (NFC). Two studies showed that individuals high (vs. low) in NFC felt less favorable toward culture fusion (i.e., the affective response), both at an abstract level (i.e., society structure models; Study 1, N = 191) and at a more concrete level (i.e., food stimuli; Study 2, N = 257). In addition, high NFC individuals tended to assign culturally fused stimuli to one discrete culture, rather than acknowledging them as culturally hybrid (i.e., the cognitive response). Furthermore, mediation analyses showed that the relationships between NFC and responses toward culture fusion were mediated by Right-Wing Authoritarianism. These findings are interpreted in terms of the threat to epistemic security needs posed by culture fusion.