Another way to improve your persuasion skills:
ke sure your body language matches your verbal strategy: How can we be more successful in persuading others and increase the odds of behavioral compliance? We argue that when a verbal influence strategy is embedded in a nonverbal style that fits its orientation, this boosts the strategy's effectiveness, whereas a misfit attenuates its impact. In field-experiment 1, agents tried to persuade participants in buying a candybox by using an approach-oriented strategy (Door-In-The-Face, DITF). An eager nonverbal style increased the impact…
1 min read
Are we wasting children’s time by giving them more homework?
llowing an identification strategy that allows us to largely eliminate unobserved student and teacher traits, we examine the effect of homework on math, science, English and history test scores for eighth grade students in the United States. Noting that failure to control for these effects yields selection biases on the estimated effect of homework, we find that math homework has a large and statistically meaningful effect on math test scores throughout our sample. However, additional homework in science, English and…
1 min read
Is there a way to quickly and easily make people be more kind and ethical?
ople are nicer after recalling memories from their childhood: Four experiments demonstrated that recalling memories from one's own childhood lead people to experience feelings of moral purity and to behave prosocially. In Experiment 1, participants instructed to recall memories from their childhood were more likely to help the experimenter with a supplementary task than were participants in a control condition, and this effect was mediated by self-reported feelings of moral purity. In Experiment 2, the same manipulation increased the amount…
1 min read
Is there really such thing as “beauty sleep”?
jective To investigate whether sleep deprived people are perceived as less healthy, less attractive, and more tired than after a normal night’s sleep. Design Experimental study. Setting Sleep laboratory in Stockholm, Sweden. Participants 23 healthy, sleep deprived adults (age 18-31) who were photographed and 65 untrained observers (age 18-61) who rated the photographs. Intervention Participants were photographed after a normal night’s sleep (eight hours) and after sleep deprivation (31 hours of wakefulness after a night of reduced sleep). The photographs…
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Do we idealize parenthood to rationalize the extreme sacrifices it takes to raise a child?
though raising children has largely negative effects on parents’ emotional well-being, parenthood is often idealized as a uniquely emotionally rewarding role. We tested the hypothesis that belief in myths idealizing parenthood helps parents cope with the dissonance aroused by the high financial cost of raising children. In Study 1, parents endorsed the idealization of parenthood more when only the costs of parenting were made salient than when both the costs of parenting and the long-term benefits of having children were…
1 min read
A good reputation pays off
conducted the first randomized controlled field experiment of an Internet reputation mechanism. A high-reputation, established eBay dealer sold matched pairs of lots -- batches of vintage postcards -- under his regular identity and under new seller identities (also operated by him). As predicted, the established identity fared better. The difference in buyers’ willingness-to-pay was 8.1% of the selling price. A subsidiary experiment followed the same format, but compared sales by relatively new sellers with and without negative feedback. Surprisingly,…
1 min read
Do companies pay women more if a male CEO has a daughter?
men's salaries are higher when the boss has a daughter Drawing on research in sociology and economics suggesting that fathers' gender-related attitudes and behaviors are shaped by the gender of their children, we hypothesize that having daughters prompts male CEOs to implement wage policies that are more equitable to female employees. To test this hypothesis, we use a 12-year panel of Danish workforce data and an empirical specification with CEO–employee fixed effects, creating a quasiexperimental setting whereby the gender of…
1 min read
Is bribing your kids to eat vegetables a good idea?
rents commonly use rewards to encourage children to eat healthfully, but this practice remains controversial because rewards are suspected of undermining children’s intrinsic motivation. A cluster-randomized trial examined children’s acceptance of a disliked vegetable over 12 daily taste exposures. These exposures were paired with a tangible reward, a social reward, or no reward, and the findings were compared with the results from a no-treatment control condition. Liking and intake of the vegetable were assessed in a free-choice consumption task at…
1 min read
