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- All Subjects: Motivation
Description
Recommendations made by expert groups are pervasive throughout various life domains. Yet not all recommendations--or expert groups--are equally persuasive. This research aims to identify factors that influence the persuasiveness of recommendations. More specifically, this study examined the effects of decisional cohesion (the amount of agreement among the experts in support of the recommendation), framing (whether the message is framed as a loss or gain), and the domain of the recommendation (health vs. financial) on the persuasiveness of the recommendation. The participants consisted of 1,981 undergraduates from Arizona State University. The participants read a vignette including information about the expert group making a recommendation--which varied the amount of expert agreement for the recommendation--and the recommendation, which was framed as either a gain or loss. Participants then responded to questions about the persuasiveness of the recommendation. In this study, there was a linear main effect of decisional cohesion such that the greater the decisional cohesion of the expert group the more persuasive their recommendation. In addition, there was a main effect of domain such that the health recommendation was more persuasive than the financial recommendation. Contrary to predictions, there was no observed interaction between the amount of decisional cohesion and the framing of the recommendation nor was there a main effect of framing. Further analyses show support for a mediation effect indicating that high levels of decisional cohesion increased the perceived entitativity of the expert group--the degree to which the group was perceived as a unified, cohesive group¬--which increased the recommendation's persuasiveness. An implication of this research is that policy makers could increase the persuasiveness of their recommendations by promoting recommendations that are unanimously supported by their experts or at least show higher levels of decisional cohesion.
ContributorsVotruba, Ashley M (Author) / Kwan, Virginia S.Y. (Thesis advisor) / Saks, Michael J. (Committee member) / Demaine, Linda (Committee member) / Arizona State University (Publisher)
Created2013
Description
First-generation college students, for whom neither parent has a bachelor's degree, are at an increased risk for dropping out of college compared with their continuing-generation counterparts. This research aims to examine whether varying perceptions of the future may contribute to these differences; specifically, whether presentations of future opportunities with and without a college degree impact academic motivation and performance, and whether this relationship holds for people from different college generation status backgrounds. Additionally, the study explores whether the effect is consistent with regulatory focus profiles--whether someone is motivated to avoid negative outcomes (e.g., prevention orientation) or attain positive outcomes (e.g., promotion orientation). Prevention oriented first-generation students were expected to have increased motivation and performance when asked to contrast the future with and without a college degree, whereas promotion oriented continuing-generation students were expected to have increased motivation and performance by merely thinking about the future with a college degree. Participants consisted of 330 undergraduates from an introductory psychology course. Participants were randomly assigned to presentations of future opportunities with a degree, with and without a degree, or a no-prime control condition. Motivation and performance were assessed using academic motivation and delay of gratification scales and a short anagram task. The proposed hypotheses were not supported; however, important findings emerged from exploratory analysis. First- and continuing-generation college students perceived future opportunities with a college degree similarly, meaning that both first- and continuing-generation students believed that a degree would endow opportunities. Additionally, belief in future opportunities significantly predicted academic motivation, delay of gratification, and anagram performance; thus, belief in future opportunities is a determinant of academic motivation and performance. Finally, first-generation students' performance varied by belief that a college degree would create future opportunities. Therefore, future interventions to increase performance and retention among first-generation students should emphasize the value of a college degree for future success. This research has implications for the understanding of college generation status, academic motivation, and performance.
ContributorsHerrmann, Sarah D (Author) / Kwan, Virginia S.Y. (Thesis advisor) / Okun, Morris A. (Committee member) / Saenz, Delia S. (Committee member) / Arizona State University (Publisher)
Created2014