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Biomedical subjects

A R Pratkanis

Publications and source records attributed to A R Pratkanis.

3 recordsLinked to original sources

The representation of self in multidimensional cognitive space.

A number of studies point to the efficiency with which people process self-relevant trait information. The derivative models of self-cognition account for many judgement latency and memory effects. These models tend to limit themselves, however, by neglecting the cognitive representation of the traits themselves. In contrast, research on implicit personality theory has focused on the cognitive representation of trait information, but has not always addressed the relationship between self and the judged traits. These two research domains were linked in an effort to specify the cognitive representation of self. A method for locating individuals and traits within the same spatial representation was developed and validated in two studies. In Study 1, subjects exhibited superior recall for traits located closest to self. In Study 2, subjects rapidly selected which of two traits better or least described self. 'Better' judgements were faster with increasing closeness to self of selected traits whereas 'least' judgements were faster with increasing closeness to self of non-selected traits, supporting the view of self as fixed anchor in self-relevant decision making. Taken as a whole, these two studies provided further evidence for the self as an evaluative organization of knowledge.

Cognition

In search of reliable persuasion effects: III. The sleeper effect is dead. Long live the sleeper effect.

The sleeper effect in persuasion is a delayed increase in the impact of a message that is accompanied by a discounting cue. Despite a long history, the sleeper effect has been notoriously difficult to obtain or to replicate, with the exception of a pair of studies by Gruder et al. (1978). We conducted a series of 16 computer-controlled experiments and a replication of the Gruder et al. study to demonstrate that a sleeper effect can be obtained reliably when subjects (a) note the important arguments in a message, (b) receive a discounting cue after the message, and (c) rate the trustworthiness of the message communicator immediately after receiving the discounting cue. These operations are sufficiently different from those used in earlier studies to justify a new differential decay interpretation of the sleeper effect, in place of the dissociation hypothesis favored by most previous sleeper effect researchers. According to the differential decay interpretation, a sleeper effect occurs when message and discounting cue have opposite and near-equal immediate impacts that are not well-integrated in memory. The effect occurs, then, if the impact of the discounting cue decays faster than that of the message.

Adult