Category Accessibility and Impression Formation¶
Higgins, E. T., Rholes, & Jones, C. R. (1977). Category Accessibility and Impression Formation.
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Primes¶
- Priming
- In negotiation settings, priming cooperative vs. competitive frames — achieved through framing language, contextual cues, or explicit goal statements — demonstrably shifts cooperation rates and agreement probabilities, with effect sizes typically in the 5–15% range.
This sourceFoundational social-priming study demonstrating that prior exposure to trait adjectives (e.g., "adventurous") primes subsequent interpretations of ambiguous behavioral information; effect sizes robust (~0.8 SD shift in impression).
- In negotiation settings, priming cooperative vs. competitive frames — achieved through framing language, contextual cues, or explicit goal statements — demonstrably shifts cooperation rates and agreement probabilities, with effect sizes typically in the 5–15% range.
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