Decomposing Neural Signals of Influence
Abstract
This project investigates why it is that individuals with the culturally valued states of attributes, such as high levels of education or males, are more influential in task groups. For decades, research has demonstrated such patterns, and those involved in work groups likely experience such patterns on a regular basis. One theory explaining this pattern is Status Characteristics Theory, which asserts that status characteristics (e.g., education, sex, race, occupation) yield non-conscious differences in expectations for performance. In lay terms, in collective task groups people assume the competence levels of other individuals based on value associated with their characteristics in the broader cultural context. In turn, these expectations generate a self-fulfilling prophesy whereby those individuals with the more socially valued states of status characteristics are more influential over group dynamics. While Status Characteristics Theory has received substantial experimental and observational support, it is unclear precisely whether the mechanism linking status to influence is indeed performance expectations. This is common problem in the sciences - the so-called "identification problem" - where the mechanism producing an empirical association is difficult to properly identify. Based on extant research, another plausible mechanism linking status to influence is uncertainty reduction. The contributions of those with the culturally valued states of status characteristics may reduce uncertainty about possible courses of action in ambiguous situations, and this uncertainty reduction may promote social influence. This account is consistent with two prominent psychological theories, as well as some recent work by the PI and his collaborators. In light of the possibility of multiple mechanisms linking status to influence, the proposed work seeks to disentangle the mechanism underlying this relationship in order to gain insights into how social influence occurs in group settings. Study One is a web-based experiment that manipulates the relative status of individuals. Using multiple indicators, perceptions of both performance expectations and uncertainty reduction will be measured and statistical models will be used to determine which indicators best capture the underlying constructs and whether either of them yields a better measurement model. Study Two is a behavioral experiment manipulating relative status and the certainty of the task on which participants will work. The experiment entails collecting a behavioral indicator of social influence - whether participants change their mind in the face of disagreement - and measuring both performance expectations and uncertainty reduction. The goal of Study Two is to determine which mechanism explains the relationship between the status manipulation and social influence behaviors. Study Three is an fMRI experiment, varying the relative status of a partner of repeated trials. Differences in neural activity (BOLD responses) in previously identified brain regions will serve as a direct measure of the mechanism producing social influence. Importantly, after each trial performance expectations and uncertainty reduction will be measured, enabling a direct comparison between neural activity and the theoretical mechanisms. This will constitute the strongest possible test of Status Characteristics Theory to date and will shed light on social influence processes more generally. The proposed research extends scientific work on social influence and status processes. It also entails a significant training component, including a post doc, a graduate research assistant, and undergraduate research assistants.
Document Details
- Document Type
- DoD Grant Award
- Publication Date
- May 07, 2018
- Source ID
- W911NF1710519
Entities
People
- David Melamed
Organizations
- Army Contracting Command
- Ohio State University
- United States Army