Research projects

The purposes of the present study were (a) to reveal relationships between safety and health-related behavior and locus of control and (b) to reveal factors that affected health-related behavior. A survey was conducted for the first purpose. A scale for measuring safety and health-related behavior was developed on the basis of the Safety Climate Questionnaire (Zohar, 1980). Internal, Powerful Others, and Chance Scale (Levenson, 1981) was translated into Japanese and it was used for measuring locus of control. It was found that persons high in internal locus of control rated the effectiveness and importance of safety and health-related education higher than those who high in external locus of control did. Two experiments and a survey were conducted for the second purpose. An experiment was conducted to reveal the effect of cognitive dissonance on walking. Respondents read statements that persuaded them to walk once a day and they reported the number of times of walking in a month in the second questionnaire. They also responded the Japanese version of Health Locus of Control Scale (Wallston & Wallston, 1981.) Multiple regression analysis revealed that the number of times of walking was related to positive attitudes towards walking and "Luck" factor of health locus of control. A survey was conducted to find out factors related to walking on the basis of the theory of planned behavior (Ajzen, 1991.) The variable related to the number of times of walking was respondents’ intention of walking that was, in turn, related to positive attitudes towards walking and expectation of respondents’ significant others. These results suggested that positive attitudes towards walking, significant others’ expectation of walking, and thought experience about advantages of walking could affect the number of times of walking.

Kipnis(1972)が明らかにした勢力変性効果を社会的勢力認知と関連させながら検討した。勢力変性効果は認められなかったが、与え手が多くの社会的勢力を保持していると認知している被験者ほど、与え手から多くの影響を受けたと回答していることを見出した。

本研究の目的は、社会的影響力の保持がそれを保持しないことに比べて、どのような認知スタイルをもたらし、意思決定にどのような差異をもたらすかを明らかにすることであった。Keltner, et al. (2003), Anderson & Galinsky (2006), Smith & Trope (2006)などの研究によれば、他者に対して影響力をもつことは、自分の行動を抽象的に捉えやすく、自分にはコントロール感があると認識し、行動抑制的よりは行動賦活的な認知をし、さらに、リスク追求的な判断をすることが明らかにされている。 本研究のポイントは、社会的影響力保持の操作方法を複数設定したことである。 大学生159人（男性50人、女性109人、平均年齢＝19.26歳, SD=1.17）を対象にしてデータを収集し、分析したところ、以下のような結果が認められた。組織や集団のリーダーに求められる要件を考えた人たちは、今までに人から影響を受けたことを想起した人たちに比べて、(a) より小さい成功率でも手術や大学院進学をするよう勧めること（t (62)=3.45, p < .01; t (62)=2.45, p < .05)、そして、(b)困っている他者を援助しようと回答すること（t (63)=2.28, p < .05）である。これらの結果は、必ずしも従来の結果が再現されておらず、社会的影響力保持の操作方法と併せて、さらなる検討の必要なことを示していると考えられる。

本研究の目的は、種々の対人関係において、個人（行為主体）がある目標を達成するために、他者と相互作用する対人場面(interpersonal situation)を機能的に分類することである。従来、社会心理学においては、対人魅力、援助行動、集団行動などに関する種々のデータが収集されてきたが、それらのテーマを横断的に捉え、対人場面を整理し分類する作業は、Eckes(1995), Kelley (1997), Reis (2007)などを除き、あまり行われてこなかった。本研究は、それを補完しようとするものである。 　今年度は２つの研究を行った。１つは、５～６人の大学生グループに日常の対人場面を列挙させ、それらを自分たちの視点で分類させるものであった。対人場面として、例えば、部活の先輩とランチをとる、バイト先で店長から注意される、友人に悩みを打ち明ける、などが挙げられ、対人場面の規模（人数）、公的性、社会的交換性の有無、便益の受益者の種類、相互作用の方向性、行為者の地位や社会的影響力の差異などが対人場面と関連していると認知されていた。 ２つ目として質問紙調査を行った。大学生（回答者）に、大学以外で生じる、印象に残っている、あるいは、比較的頻繁に生じる対人場面を１つ想起させ、その際の他者の属性、相互作用の内容、雰囲気などを回答させた。分析の結果、他者との世間話、一緒に食事、飲酒、議論・話し合いなどの対人場面が挙げられる頻度が多く、食事の方が議論の場面よりもポジティブな雰囲気として認知され、飲酒は議論・話し合いよりも持続時間が長いという有意差が認められた。また、あらかじめ対人場面を列挙した上で体験頻度を回答させると、一緒に食事や飲酒、買い物、依頼や援助・支援、相談、情報の伝達などが多く、口論、一緒に勉強やスポーツなどが相対的に少ないことが見出された。

Two individuals facing each other pointed out the advantages and disadvantages of a persuasive topic and the source tried to influence the recipient from a specific viewpoint. Four experiments revealed that the source could influence the recipient when the source mirrored the recipient’s bodily movements and facial expressions while the advantages were presented in their interaction, that the persuasive effectiveness was high when the source made a point of the benefits of an entire society rather than his or her benefits, and that the persuasive effectiveness was low when the recipient perceived that he or she had persuasive ability.

Order effects have been studied in areas such as impression formation, decision making, questionnaire survey, and persuasion in social psychology. The purpose of the present study was to reveal order effects of persuasive messages on the responses of the target persons. Message chunking, the targets’ personal relevance to persuasive topics and need for cognition were set up as moderators. Data were collected using questionnaires and personal computers installed “Inquisit.” Respondents were undergraduate students. The results were as follows: (a) intentions of donating and approval of graduation examinations in university of high need for cognition participants were higher than low need for cognition participants, when positive information was presented first; (b) the interaction effect for message order and message chunking was not found; (c) approval of persuasive messages were higher for the case of graduation examinations than the case of donation, when positive information was presented first; and (d) the low personal relevance to graduation examinations tended to produce more approval of conducting the examinations than the high personal relevance. There were no significant main effects nor interaction effects for orders of persuasive messages in the experiments using “Inquisit.” Thought listing after reading persuasive messages may reduce order effects. This point should be revealed in the following research. Order effects in persuasion do not seem to be robust. Following to the results of the present study, presenting positive information first seem to produce more approval of the target persons than presenting negative information first. Furthermore, high need for cognition participants tend to approve of persuasive messages more than low need for cognition participants when the persuasive messages have enough amounts of strong arguments.

The purpose of the present study was to reveal order effects in interpersonal influence including persuasion, interpersonal requests, and technical compliance-gaining strategies. Data was collected with survey, field experiments, and internet experiments and the following results were found. Order effects in persuasion were not found because pro and con persuasion messages written by two sources were presented to subjects. Foot-in-the-door technique was more effective than door-in-the-face technique when compliance-cost was relatively small, whereas effectiveness of the both techniques was not significantly larger than that of the control group when the compliance-cost was relatively large. When influencing attempt was conducted once and the compliance-cost was small, order effects were revealed. The rates of compliance were larger when negative information was presented first than when positive information first. It was speculated that the influencing agent was perceived as a credible person through presenting to the recipient the negative information first. Finally, the more the recipients were interpersonally oriented (Swap & Rubin, 1983), the more they complied with requests.