Building trust among channel members via power sources

Purpose Building on encapsulated interest account and motivated cognition account, this study aims to investigate how channel members extend trust in a channel leader when the channel leader applies various non-coercive power sources (e.g. referent, expert, legitimate and reward power). Besides, the study explored the changes in channel members’ trust in a channel leader when each non-coercive power source is coupled with coercive power sources. Design/methodology/approach Using survey items from previously validated scales, the study collected responses from 237 channel members of 3 paint distribution channels in India. Data were analysed using structural equation modelling and multi-group moderation analysis techniques. Findings Findings indicated that expert and reward power sources enhance trust in channel leaders while affective commitment mediates the effects of all the non-coercive power sources on trust. Further, coercive power weakens the effects of expert power on trust. Research limitations/implications The study is based on a cross-sectional survey and confines to the paint industry in India. Replicating this study in other countries and industries will better generalise the study’s findings. Practical implications The study recommends that channel managers use power sources to build trust in channel leaders. Consequently, they will be able to emphasise those specific power sources while developing channel management strategies. Originality/value The study contributes to a greater understanding of the power-trust relationship.

Ex-appraisal bias: Negative illusions in appraising relationship quality retrospectively

Cognitive biases are prevalent within the context of romantic relationships. The present research investigated biases about relationships after they have ended. In a longitudinal design (N = 184), individuals reported relationship quality at two time points, as well as rated relationship quality retrospectively. Results supported an ex-appraisal bias: individuals rated their past relationship quality more negatively in retrospect than they had actually reported at the time. This bias was present across participants who stayed together and those who broke up but was three times larger for those whose relationships had ended. This bias may be a motivated cognition that helps individuals let go of their ex-partners after a breakup.

Effect of motivational incentives on face-name hyper-binding in older adults

Hyper-binding refers to the tendency for older adults to encode extraneous information from their environment, and bind this information to attentional targets such that this distracting information can be remembered in association with target information on a subsequent task. This tendency is hypothesized to result from a loss of selectivity in memory and attention due to a loss of inhibitory control. However, older adults do demonstrate selectivity under certain motivational conditions. For example, older adults show enhanced memory selectivity in reward-motivated states. The current study used motivational incentives (virtual rewards) to investigate the interaction between hyper-binding and reward-based motivation. Results revealed a motivation-related decrease in hyper-binding in older adults. This decrease was not affected by incentive magnitude (low versus high). These results suggest that the value-directed selectivity of memory and attention counteract the age-related selectivity deficit associated with hyper-binding. Keywords: Cognitive aging, inhibitory control, selective attention, hyper-binding, motivated cognition, reward-based motivation

Effect of motivational incentives on face-name hyper-binding in older adults

Hyper-binding refers to the tendency for older adults to encode extraneous information from their environment, and bind this information to attentional targets such that this distracting information can be remembered in association with target information on a subsequent task. This tendency is hypothesized to result from a loss of selectivity in memory and attention due to a loss of inhibitory control. However, older adults do demonstrate selectivity under certain motivational conditions. For example, older adults show enhanced memory selectivity in reward-motivated states. The current study used motivational incentives (virtual rewards) to investigate the interaction between hyper-binding and reward-based motivation. Results revealed a motivation-related decrease in hyper-binding in older adults. This decrease was not affected by incentive magnitude (low versus high). These results suggest that the value-directed selectivity of memory and attention counteract the age-related selectivity deficit associated with hyper-binding. Keywords: Cognitive aging, inhibitory control, selective attention, hyper-binding, motivated cognition, reward-based motivation

The influence of regulatory focus and self-discrepancy on cognition in younger and older adults

There exists substantial literature describing how the two motivational systems of promotion and prevention (Regulatory Focus Theory; Higgins, 1997) influence behaviour. However, the specific cognitive correlates of regulatory focus remain unclear. Furthermore, how regulatory focus may influence the course of cognitive aging is unknown. Experiment 1 compared healthy older and younger adults on Higgins' measure of self-discrepancy and explored relationships with cognition. Experiment 2 compared younger adults induced into either a promotion or prevention focus relative to a no-induction control condition on measures of cognition. The results from Experiment 1 revealed that while the magnitude of self-discrepancy remains constant across the lifespan, the evaluation and content of self goals changes with age. The results from Experiment 2 suggest that the effects of the regulatory focus induction are limited but specific to particular aspects of memory and perception. Overall, these findings may contribute to our understanding of aging and motivated cognition.

The influence of regulatory focus and self-discrepancy on cognition in younger and older adults

There exists substantial literature describing how the two motivational systems of promotion and prevention (Regulatory Focus Theory; Higgins, 1997) influence behaviour. However, the specific cognitive correlates of regulatory focus remain unclear. Furthermore, how regulatory focus may influence the course of cognitive aging is unknown. Experiment 1 compared healthy older and younger adults on Higgins' measure of self-discrepancy and explored relationships with cognition. Experiment 2 compared younger adults induced into either a promotion or prevention focus relative to a no-induction control condition on measures of cognition. The results from Experiment 1 revealed that while the magnitude of self-discrepancy remains constant across the lifespan, the evaluation and content of self goals changes with age. The results from Experiment 2 suggest that the effects of the regulatory focus induction are limited but specific to particular aspects of memory and perception. Overall, these findings may contribute to our understanding of aging and motivated cognition.

Trust in information, political identity and the brain: an interdisciplinary fMRI study

Misinformation has triggered government inquiries and threatens the perceived legitimacy of campaign processes and electoral outcomes. A new identity polarization has arisen between Remain and Leave sympathizers in the UK Brexit debate, with associated accusations of misinformation use. Competing psychological accounts of how people come to accept and defend misinformation pit self-reinforcing motivated cognition against lack of systematic reasoning as possible explanations. We harness insights from political science, cognitive neuroscience and psychology to examine the impact of trust and identity on information processing regarding Brexit in a group of Remain identifiers. Behaviourally, participants' affective responses to Brexit-related information are affected by whether the emotional valence of the message is compatible with their beliefs on Brexit (positive/negative) but not by their trust in the source of information. However, belief in the information is significantly affected by both (dis)trust in information source and by belief compatibility with the valence of the information. Neuroimaging results confirm this pattern, identifying areas involved in judgements of the self, others and automatic processing of affectively threatening stimuli, ultimately supporting motivated cognition accounts of misinformation endorsement. This article is part of the theme issue ‘The political brain: neurocognitive and computational mechanisms’.

General Law and Psychology in Environmental Law

This chapter addresses what general law and psychology have to say that may be helpful to environmental law, as they are in other areas of law. It addresses what law and psychology can tell us about getting people to change their attitudes and their behaviors—when attempts to change might work, when they might fail, and why. The chapter addresses persuasion, motivation (with an emphasis on motivated cognition), cognition, and social influence. In each category, the chapter first describes the broad strokes of the psychological research, before giving examples of how it might be used to understand the law generally, and environmental law more particularly.

How perceptions of autonomy relate to beliefs about inequality and fairness

Although inequality in the US has increased since the 1960s, several studies show that Americans underestimate it. Reasons include overreliance on one’s local perspective and ideologically-motivated cognition. We propose a novel mechanism to account for the misperceptions of income inequality. We hypothesize that compared to those who feel less autonomy, the people who believe they are autonomous and have control over their lives also believe that (1) income inequality is lower and (2) income inequality is more acceptable. Using a representative sample of 3,427 Americans, we find evidence to support these hypotheses.