Don't Judge a Book by Its Cover, Revisited: Perceived and Reported Traits and Values of

Attractive Women
Author(s): Lihi Segal-Caspi, Sonia Roccas and Lilach Sagiv
Source: Psychological Science, Vol. 23, No. 10 (OCTOBER 2012), pp. 1112-1116
Published by: Sage Publications, Inc. on behalf of the Association for Psychological Science
Stable URL: https://www.jstor.org/stable/23355503
Accessed: 10-04-2020 15:12 UTC

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 I ASSOCIATION FOR
PSYCHOLOGICAL SCIENCE
Research Report

Psychological Science
23(10) 1112-1116
Don't Judge a Book by Its Cover, Revisited: ©The Author(s) 2012
Reprints and permission:

Perceived and Reported Traits and Values of sagepub.com/journalsPermissions.nav

DOI: 10.1177/0956797612446349

Attractive Women http://pss.sagepub.com

®SAGE

Lihi Segal-Caspi1,Sonia Roccas'.and Lilach Sagiv2

'The Open University of Israel and 2The Hebrew University of Jerusalem

Abstract

Research has documented a robust stereotype regarding personality attributes related to physical attractivenes
is beautiful is good" stereotype). But do physically attractive women indeed possess particularly attractive inn
Studying traits and values, we investigated two complementary questions: how perceived attractiveness relates
personality, and how it relates to actual personality. First, 118 women reported their traits and values and we
reading the weather forecast. Then, 118 judges rated the traits, values, and attractiveness of the women. As h
attractiveness correlated with attribution of desirable traits, but not with attribution of values. By contrast,
correlated with actual values, but not actual traits: Attractiveness correlated with tradition and conformity va
were contrasted with self-direction values) and with self-enhancement values (which were contrasted with uni
values). Thus, despite the widely accepted "what is beautiful is good" stereotype, our findings suggest that the be
for conformity rather than independence and for self-promotion rather than tolerance.

Keywords
personal values, social perception, personality, physical appearance, physical attractiveness

Received 8/7/11 ; Revision accepted 3/23/12

People are warned not to "judge a book by its cover,"&but

Kliewer,
they 1998). Moreover, stereotypes regarding physical
attractiveness are much stronger when applied to women
often do exactly that. It is widely believed that physiognomy
conveys important information about inner attributes (Byrne,
and London, & Reeves, 1968) and serve as a more impor
character. Extensive research has documented a robust stereo tant cue for judging women than for judging men (e.g.,
Andreoni & Petrie, 2008). Indeed, Haas and Gregory (2005)
type regarding the personality attributes associated with physi
argued that women are more motivated than men to be attrac
cal attractiveness (the "what is beautiful is good" stereotype;
tive as a means of gaining influence and status. We therefore
Dion, Berscheid, & Walster, 1972). People think that attractive
adults are more competent in the social and occupational studied female targets, and we used judges (male and female)
to evaluate the physical attractiveness and inner attributes of
domains, are more socially appealing, and are better adjusted
than less attractive adults (see Langlois et al., 2000, for a meta
the targets.
analysis). Is this stereotype true? Do physically attractive peo Going beyond specific characteristics, we investigated two
ple indeed possess particularly attractive inner attributes? broad
In personal constructs—traits and values—and we theo
the current research, we set out to investigate two complemen rized about how they are differentially related to physical
tary issues: how perceived attractiveness is related to per attractiveness. We hypothesized that judges perceive attractive
women
ceived personality, and how it is related to actual personality. to have different traits than less attractive women, but
that the difference actually lies in their values.
Physical attractiveness has different meanings and implica
tions for men and women. Women are subjected to social pres
sure to conform to extremely high standards of appearance
(e.g., Fredrickson & Roberts, 1997; Wertheim, Paxton,
Corresponding Author:
Schultz, & Muir, 1997). Consequently, body image is more
Lihi Segal-Caspi, Open University, I University Rd., P. O. Box 808, Raanana
strongly related to self-esteem among women than among 43537, Israel
men (e.g., Polce-Lynch, Myers, Kilmartin, Forssmann-Falck,
E-mail: lihise@openu.ac.il

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 Don't Judge a Book by Its Cover, Revisited 1113

Commonalities and Differences Between socially desirable traits. Drawing on research on the soci
Traits and Values desirability of the FFM traits (e.g., Bäckström, Björklund,
Larsson, 2009; Viswesvaran & Ones, 1999), we hypothesiz
Traits and values both refer to broadly defined individual
that the
dif more a woman is judged as physically attractive, th
ferences, stable over time and across situations, that
more
predict
she will be judged as agreeable, extraverted, conscien
attitudes and behaviors (for traits, see reviews in Poropat,
tious, open to experiences, and emotionally stable. Thus, we
2009, and Sibley & Duckitt, 2008; for values, see reviews
expected
in a conceptual replication of past findings regardin
Hitlin & Piliavin, 2004, and Roccas & Sagiv, 2010). theThe
stereotypical view of attractive women. We expected a d
development of traits and the development of values ferentare
pattern for values, however. Unlike traits, values ar
seen
closely intertwined, and traits and values are likely to as desirable, and people tend to be very satisfied with
affect
their
each other (Roccas, Sagiv, Schwartz, & Knafo, 2002), but own personal values (Roccas, Sagiv, Oppenheim, Elster
they
are not synonymous. Traits are enduring dispositions, & Gal, 2011). Thus, when people judge targets' values, t
reflected
in consistent patterns of cognition, emotion, and behavior
"what is beautiful is good" stereotype is likely to "translat
(Costa & McCrae, 1992). Values are desirable, transdifferently for different judges, according to their persona
situational goals that serve as guiding principles in people'svalues. We therefore expected no systematic relationship
lives (Rokeach, 1973; Schwartz, 1992). Traits describe what between perceived attractiveness and perceived values.
people are like, whereas values refer to what people consider
to be important (Roccas et al., 2002). We suggest that the dif
ferences between traits and values have implications for their
From Stereotypes to Actual Differences:
Traits and Values of Attractive Women
relationship to physical attractiveness.
We drew on the five-factor model of traits (FFM; CostaSeveral
& studies have investigated physical attractiveness an
McCrae, 1992) and on Schwartz's (1992) values theory to for actual inner qualities, yielding complex findings: Attractiv
mulate our hypotheses. According to the FFM, there are five ness correlated positively with social skills and physical heal
(Langlois et al., 2000) and negatively with loneliness a
basic factors that describe most personality traits: agreeable
ness, openness to experience, extraversion, conscientiousness,
social anxiety (Feingold, 1992). It was unrelated to many oth
and neuroticism. Schwartz's theory identifies 10 motivation characteristics, such as dominance, sociability, and men
health (Feingold, 1992). Explaining these findings, Feingold
ally distinct value types: tradition, conformity, security, power,
achievement, hedonism, stimulation, self-direction, universal
(1992) suggested that attractiveness increases access to soci
ism, and benevolence. Both theories have been validated inencounters, which in turn improves social adjustment.
extensive cross-cultural research (e.g., McCrae & Terracciano, Feingold's (1992) reasoning assumes that attractivene
2005, for traits; Schwartz, 1992, and Schwartz & Rubel, 2005,
affects inner attributes. We suggest that the opposite is al
for values). possible: Inner attributes may affect attractiveness. People
Traits and values are systematically related (e.g., Aluja & have some control over the extent to which they are judged
Garcia, 2004; De Raad & Van Oudenhoven, 2008; Roccas attractive. One can control—at least to some extent—the
et al., 2002). Typically, agreeableness correlates positively sophistication of one's dress and hairstyle, the cultivation of
with benevolence and tradition values and negatively with one's voice, and the shape of one's body. We reasoned that
power values; openness to experience correlates positively values are likely to affect the self-investment needed to
with self-direction, universalism, and stimulation values and increase attractiveness. As representations of basic motiva
negatively with tradition, conformity, and security values; extra tions, values affect goal-directed action (Bardi & Schwartz,
version correlates positively with stimulation, achievement, and 2003). People plan and carry out behavior that enhances their
hedonism values and negatively with tradition values; and con chances to attain their important values (Maio, Pakizeh,
scientiousness correlates positively with achievement, confor Cheung, & Rees, 2009). When physical attractiveness leads to
mity, and security values. Neuroticism does not correlate with the attainment of important values, people are likely to invest
values. in becoming more attractive.
Unlike values, traits express what people are like, not what
goals they wish to attain. Thus, traits do not predict behavior
The Stereotype Associated With Physical that requires planning and cognitive control as well as values
Attractiveness: Perceived Traits and Values
do (Roccas et al., 2002; Sagiv, Sverdlik, & Schwarz, 2011).
Past studies examined the stereotypes associated withWe physical
reasoned that investing in physical attractiveness requires
attractiveness by focusing on specific attributes, suchmotivation
as social and planning. It is therefore likely to be driven by
appeal, interpersonal competence, or psychological adjust
values, but not by traits.
ment (for a review, see Langlois et al., 2000). By contrast, we values are likely to lead individuals to invest in their
Which
studied broad personality traits, relying on the FFM. We sug
physical attractiveness? We suggest two main motivations.
The first
gest that the "what is beautiful is good" stereotype (Dion is the motivation to submit to social norms and con
et al.,
1972) amounts to perceiving attractive women asventions,
havingexpressed by the wish to obey social expectations

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 1114 Segal-Caspi et al.

(conformity values)
Judges. The judges' dataand
were collected follow
separately, and the
(tradition values). Women
judges did not know the wh
targets. Each judge saw the videotape
likely to be especially attentiv
of a different target, chosen randomly; evaluated the target's
what makes values andphysically
one traits (in counterbalanced order); and then
attr evalu
these messages.
ated her Thus, we
attractiveness, along with hypo
other physical attributes.
formity and tradition values w
being judged as attractive. We
Measures
direction values, which focus o
action, would Values.
have Participantsthe
completed the Schwartz Value Survey
opposit
attractiveness.(SVS; Women
Schwartz, 1992). Targets ratedwho
the importance ofemeach
to ignore social
of 57 items,
norms on a 9-point scale ranging
regardin
from -1 (opposed to my
not. Instead, values) through
they 0 (not important)
may to 7 {of supreme impor
develop
be seen as less attractive. tance). Judges used the same scale to evaluate the values o
A second motivation that may lead to investment in one'sthe targets. Cronbach alphas ranged from .65 to .83, with the
physical attractiveness is self-enhancement. This motivation isexception of the alpha for hedonism items completed by the
expressed in the importance attributed to influence and presjudges (.49).
tige (power values), exhibiting success (achievement values),
and self-indulgence (hedonism values). Attractiveness proPersonality traits. The FFM personality traits were measured
motes the attainment of these values because it facilitates gainwith Saucier's (1994) mini-markers. Targets rated the accu
ing privilege, status, wealth, and power (Anderson, Grunert,racy of each of 40 adjectives in describing themselves, using a
Katz, & Lovascio, 2010; Haas & Gregory, 2005). Thus, we 5-point scale that ranged from 1 (not at all) to 5 (very well).
hypothesized that emphasizing power, achievement, and hedo Judges used the same scale to evaluate the traits of the targets.
nism values would correlate positively with attractiveness. WeCronbach alphas ranged from .65 to .76.
expected the opposite for universalism values, which encour
age acceptance of people and ideas that are different and unfa Physical attractiveness. Judges completed a physical
miliar. Women who emphasize universalism values are likely attributes questionnaire (Borkenau & Liebler, 1992). They
to advocate tolerance toward various styles of appearance.rated the targets on 41 bipolar characteristics, using a 7-point
They are less likely to invest in becoming attractive accordingscale ranging from -3 to 3. We averaged ratings for the 7 items
to social standards, and may hence be seen as less attractive. that directly assessed physical attractiveness: attractive, pleas
ant voice, fluent and cursive speaking, easy to understand,
refined appearance, fashionable dress, and proportionate
Method
body (a = .72).
Participants and procedure
Results and Discussion
Participants were university students who participated for
course credit. They served either as targets (n = 118;The
100%stereotype associated with
female; mean age = 28.99 years) or as judges (n = 118; 59%
physical attractiveness
female, 41% male; mean age = 29.9 years). The students
Table 1 presents the correlations between judges' ratings
received credit toward a research participation requirement.
attractiveness of the targets and their ratings of the t
Targets. The targets completed values and traits question
traits and values. Findings did not vary according to the
naires (in counterbalanced order, without time limit) upon
of the judge or the order of the questionnaires. As hy
sized, perceiving a target as physically attractive was
arriving at the laboratory. They were then videotaped entering
ated with perceiving her as agreeable, open to expe
a room, walking around a table looking at the camera, reading
extraverted,
a standard text (a weather forecast), and leaving the room. conscientious, and emotionally stable. We
This took about 60 s. The targets were aware that theyexpect
were perceived values to be associated with perceived
being videotaped and gave permission for use of thetiveness,
video and indeed, only achievement values correlat
tapes in our research. This procedure followed the onenificantly
devel with attractiveness. When entered in a reg
equation,
oped by Borkenau and Liebler (1992), which is one of the the five traits explained 29% of the vari
attractiveness,
dominant paradigms in research on impression formation. We F(5, 112) = 9.28,/? < .001. The coefficien
all trait factors were in the expected direction, and ex
preferred this method to using photographs because it allows
sion, openness to experience, and conscientiousness
the judges to be exposed to both visual and auditory informa
cantly predicted attractiveness, ?s(l 12) = 2.47, 2.13, an
tion, thereby enriching the modality through which physical
attractiveness is judged. respectively, all ps < .05. The impact of emotional stabil

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 Don't Judge a Book by Its Cover, Revisited IIIS

second
Table I. Correlations of Perceived Physical step, they With
Attractiveness did not
Values and Traits variance, AF(5, 109) = 0
which the predictors wer
Value or trait Judge's report Target's report hypothesized, traits did n
Value 1.23, n.s. When values we
Self-direction . 15 -.25** did add significantly to t
Uriiversalism .00 -.22* 6.86, p < .005. Thus, resul
Benevolence -. 10 .03 gets' values (but not th
Tradition -.09 .21* attractiveness.

Conformity .00 .25** Taken together, our find

Security -.12 .14 bute socially desirable tr
Power .00 .15 find attractive. Conver
Achievement .23* .02 women differ in their rep
Hedonism .05 .14
traits. In deriving our hy
Stimulation .03 -. 11
representations of motiv
Trait
ment in their physical at
Agreeableness .34** . 13 test this underlying mech
Openness .34** -. 10
Extraversion .28** . 14
Conscientiousness .42** .14 Conclusions
Neuroticism -.22* .02
We set out to investigate two complementary questions rega
Note: For values, the table ing the relationship
reports between attractiveness
partial correlations and inner co
attr
butes. Our of
each respondent's mean rating results values,
were consistent with
tothecorrect
"what is beautiful for in
ences in use of the rating scale, as recommended by Schw
is good" stereotype: We found that people perceive attractive
*p < .05. **p < .01.
women as having socially desirable traits, such as extraver
sion, openness to experience, and conscientiousness. Investi
gating whether attractiveness is related to actual traits and
values revealed that attractive and less attractive
agreeableness was insignificant, ;s(112) women dif = -1
respectively, n.s. When entered in the cor
fered in their values but not in their traits. Attractiveness secon
regression values analysis,
did
related with values not
that express add to significa
the motivation conform and
explained AF(10, variance, 102) and
submit to social expectations =1.13,
with values that n.s.
express a
In a second regression, we
focus on reversed
self-promotion rather than on the
concern for order
others. i
predictors were entered. Ofpeople
Thus, whereas the hold the10"what value types
is beautiful is good" ste e
first step, only achievement significantly
reotype, our findings predic
suggest that the beautiful strive for con
ness, t( 107) = 2.38, p < .05.
formity rather than When traits
independence and for self-promotionwere
second rather than
step, they added tolerance.
significantly to the ex
ance, AF(5, 102) = 5.14, p < .001. Thus, the find
Acknowledgments
our hypotheses: Attractiveness is associated wi
traits (but not with perceived
This manuscript was writtenvalues), and
in part during the third attr
author's resi
are perceived as having
dence socially desirable
as a visiting scholar at the University of Michigan. traits.

Declaration of Conflicting Interests

Traits and values Theof attractive women
authors declared that they had no conflicts of interest with
Table 1 presents the respect
correlations between
to their authorship or the publication of this article. th
ceived attractiveness and their self-reported tra
To minimize Funding
multicollinearity, we computed
senting the two sets of values
This research was supportedhypothesized
by a grant from the Israel Science to c
perceived attractiveness: one
Foundation (No. 774/06)contrasting conform
to Sonia Roccas and Lilach Sagiv and by a
tion with self-direction values
grant from the Recanati Fundand another
of the Business School at the Hebrew contr
achievement, and hedonism with universalism
University to Lilach Sagiv.
entered in the first step of a regression analysis,
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