To transfer or not to transfer? Investigating the combined effects of trainee characteristics, team leader support, and team climate

Eighty pilots participated in a study of variables influencing the transfer process. Posttraining performance was assessed in a flight simulation under 1 of 2 conditions. Those in the maximum performance condition were made aware of the skill to be assessed and the fact that their teammates were confederates, whereas those in the typical performance condition were not. The results indicated that (a) simulator ratings correlated with a measure of transfer to the cockpit for those in the typical condition only; (b) team leader support, manipulated in a pretask brief, moderated the disparity between maximum and typical performance; (c) team climate mediated the impact of support on performance in the typical condition; (d) those with a stronger predisposition toward the trained skill viewed their climate as more supportive; and (e) perceptions of team climate were better predictors of performance for those with a more external locus of control.     

To believe or not to believe? The joint impact of faultlines and pro-diversity beliefs on diplomats’ performance

Diversity faultlines can have a detrimental impact on team performance. To test whether this impact depends on leaders’ and members’ pro-diversity beliefs, we examined 41 leaders and 219 members of teams working for the German Ministry of Foreign Affairs. Findings indicated that the negative impact of diversity faultlines on team performance was weakest when leaders and members held strong pro-diversity beliefs. However, we did not find support for the assumed two-way interactions between faultline strength and leaders’ or members’ pro-diversity beliefs or the mediating effect of Leader-Member Exchange. Our results highlight the joint impact of leaders’ and members’ pro-diversity beliefs for attenuating the negative consequences of diversity faultlines on team performance.     

What to do? The effects of discrepancies, incentives, and time on dynamic goal prioritization

This study examined factors that influence the dynamic pursuit of multiple goals over time. As hypothesized, goal-performance discrepancies were significantly related to subsequent time allocation. Greater distance from a given goal resulted in greater time subsequently allocated to that goal. In addition, the incentives offered for goal attainment determined the relative influence of discrepancies for each goal. When the incentives for each goal were equivalent, progress toward each goal exhibited equal influence, with greater time allocated to whichever goal was furthest from completion at the time. However, with an incentive available for only 1 of the 2 goals, time allocation was largely determined by progress toward the rewarded goal. Likewise, when incentives for each task differed in their approach-avoidance framing, progress toward the avoidance-framed goal was a stronger predictor of subsequent allocation than was progress toward the approach-framed goal. Finally, the influence of goal-performance discrepancies differed as a function of the time remaining for goal pursuit. The implications for future work on dynamic goal prioritization and the provision of performance incentives are discussed.     

Eyes on the prize or nose to the grindstone? The effects of level of goal evaluation on mood and motivation

These studies tested the hypothesis that evaluating goal feedback in terms of a primary, longer term goal can be risky for future motivation. Study 1 was a 2 x 2 experiment in which framing level (primary goal/subgoal) and feedback valence (success/failure) were manipulated for participants during a verbal skills task. In the primary goal failure condition, there was increased negative mood and decreased positive mood and expectancy for subsequent trials, even while controlling for goal difficulty and importance. Study 2 was an 8-week study throughout which participants were asked to evaluate their progress regarding a primary goal (class grade goal) or subgoal (weekly study hours goal), and success or failure varied naturally. When progress was lacking, participants in the primary goal condition experienced the largest decreases in mood and expectancy. These results suggest that it is optimal to evaluate goal progress at the lower, subgoal level, particularly after failure feedback.     

Do ad metaphors enhance or dilute the consumers' brand preferences? Exploring the moderating role of goal orientation

This research aims to explore the impacts of ad metaphors and goal orientation on the relationship between brand commitment and attitudes toward the competitor brands. Results show that prevention‐focused consumers with high brand commitment do not exhibit differentially favorable attitudes toward the competitor brands, regardless of ad metaphors. In contrast, prevention‐focused consumers with low brand commitment exhibit more favorable attitudes toward competitor brands advocated by highly metaphorical ads than those advocated by low metaphorical ads. Moreover, promotion‐focused consumers exhibit more favorable attitudes toward competitor brands advocated by highly metaphorical ads than those advocated by low metaphorical ads, regardless of brand commitment.     

The influence of approach–avoidance motivational orientation on conflict adaptation

To deal effectively with a continuously changing environment, our cognitive system adaptively regulates resource allocation. Earlier findings showed that an avoidance orientation (induced by arm extension), relative to an approach orientation (induced by arm flexion), enhanced sustained cognitive control. In avoidance conditions, performance on a cognitive control task was enhanced, as indicated by a reduced congruency effect, relative to approach conditions. Extending these findings, in the present behavioral studies we investigated dynamic adaptations in cognitive control—that is, conflict adaptation. We proposed that an avoidance state recruits more resources in response to conflicting signals, and thereby increases conflict adaptation. Conversely, in an approach state, conflict processing diminishes, which consequently weakens conflict adaptation. As predicted, approach versus avoidance arm movements affected both behavioral congruency effects and conflict adaptation: As compared to approach, avoidance movements elicited reduced congruency effects and increased conflict adaptation. These results are discussed in line with a possible underlying neuropsychological model.     

To plan or not to plan? Goal achievement or interrupting the performance of mundane behaviors

The present experiment investigated cognitive and behavioral effects of planning (i.e. forming implementation intentions) on goal pursuit during the performance of mundane behaviors. Participants received the goal to collect a coupon halfway the hall from the lab to the cafeteria. Later, they were also given the task to go from the lab to the cafeteria. Thus participants had to attain a new goal by interrupting a mundane behavior. Some participants enriched their goal with implementation intentions, others did not. Results showed that participants who formed implementation intentions were more effective in goal pursuit than the control group. Importantly, the data suggest that the effects of planning on goal completion are mediated by a heightened mental accessibility of environmental cues related to the goal completion task. Copyright © 1999 John Wiley & Sons, Ltd.     

To achieve or not to achieve? Comparative mindsets elicit assimilation and contrast in goal priming

Goal priming typically leads to goal‐consistent behavior. This uniform pattern is surprising given other types of priming effects, which have been found to be more variable. On the basis of previous research on judgment priming effects, we predicted that a comparative mindset to focus on similarities versus differences also affects the direction of goal priming. Two studies show that assimilation to a primed goal results if participants focus on similarities, whereas a focus on differences leads to contrast. In Study 1, participants induced to focus on similarities behaved more neatly after being primed with neatness rather than the goal to be carefree. For participants induced to focus on differences, the opposite pattern emerged. In Study 2, a similarity focus led to assimilation to an achievement prime, whereas a difference focus resulted in contrast. These findings highlight the importance of comparative processes in goal striving and demonstrate that assimilative goal‐priming effects are less invariable than existing research suggests. Copyright © 2012 John Wiley & Sons, Ltd.     

What moderates the attainment gap? The effects of social identity incompatibility and practical incompatibility on the performance of students who are or are not Black,Asian or Minority Ethnic

Social Psychology of Education - A successful journey through higher education is, for many, a once in a lifetime opportunity for social mobility. Unfortunately, one notable feature of higher...     

To freeze or not to freeze? Affective and cognitive perturbations have markedly different effects on postural control

Similar effects have been reported for diverting attention from postural control and increased anxiety on the characteristics of center-of-pressure (COP) time series (decreased excursions and elevated mean power frequency). These effects have also received similar interpretations in terms of increased postural stiffness, suggesting that cognitive and affective manipulations have similar influences on postural control. The present experiment tested this hypothesis by comparing postural conditions involving manipulations of attention (diverting attention from posture using cognitive and motor dual tasks) and anxiety (standing at a height), and by complementing posturography with electromyographic analyses to directly examine neuromuscular stiffness control. Affective and cognitive manipulations had markedly different effects. Unlike the height condition, diverting attention from balance induced smaller COP amplitudes and higher sway frequencies. In addition, more regular COP trajectories (lower sample entropy) were found in the height condition than the dual-task conditions, suggesting elevated attentional investment in posture under the affective manipulation. Finally, based on an analysis of the cross-correlation function between anterior-posterior COP time series and enveloped calf muscle activity, indications of tighter anticipatory neuromuscular control of posture were found for the height condition only. Our data suggest that affective and cognitive perturbations have qualitatively different effects on postural control, and thus are likely to be associated with different control processes, as evidenced by differences in neuromuscular regulation and attentional investment in posture.     

The use of reflection-card by elite youth basketball players,head coach and team manager: effects on players’ performance and perceptions of users

The purpose of the present paper was to test the effectiveness of the r-cards in sport performance, and to examine what kind of benefits and challenges the head coach, team manager and female basketball players (N = 12) faced when using the r-cards. Mixed methods were employed to gather specific data to answer the research questions. Inferential statistical analyses were conducted to examine whether players’ performances in terms of their targeted defensive rebound percentage and free-throw percentage differed across the five matches played. No significant differences were found. However, evidence from the qualitative data provides a contrasting but insightful perspective. Subjectively, the r-cards strategy was seen as beneficial because it improved the team’s performance and preparations, helped the players in goal setting, identification of weaknesses, and recognition of effort. In contrast, realistic goal setting, irrelevance of some reflection questions, effort recognition, and feedback to head coach were found challenging in r-cards usage. The paper closes with a critical discussion on the implications for future use of r-cards in the field of sport coaching.     

The effects of good moods on systematic processing: “Willing but not able,or able but not willing?”

Previous research has indicated that good moods may disrupt systematic processing of persuasive messages (e.g., Worth & Mackie, 1987). Three experiments were conducted to attempt a replication of this disruptive effect and determine whether this effect is attributable either to cognitive capacity deficits (i.e., ability) or to motivational concerns (e.g., mood maintenance, desire to think about something other than the experimental topic). Several similarities were noted across the experiments. First, no interactions between mood and argument strength emerged on measures of message-based persuasion. Similarly, the quantity of message-related thoughts generated by our subjects was not consistently influenced by the manipulation of mood. Most importantly, consistent findings regarding the relationship between polarity of message elaborations and message-based persuasion implied that good moods may have disrupted message processing when (a) the message was low in personal relevance, (b) source information preceded the message itself, or (c) subjects were led to believe that their moods were stabilized by a drug. These results call into question the robustness of the alleged disruptive effect of positive mood on systematic processing, and are incompatible with the view that such effects are attributable to cognitive capacity deficits.Portions of this research were presented at the Annual Meetings of the American Psychological Association, Boston, August 1990, and San Francisco, August 1991. The authors wish to thank Richard E. Petty and several anonymous reviewers for their helpful comments.     

The effects of anxiety on intellectual performance: When and why are they found?

An experiment tested the effects on intelligence and creativity test performance of two 16PF primary anxiety traits, and general mood and activation components of state anxiety. Two attentional theories of the deleterious effects of anxiety on performance were also tested. Subjects were 80 male students. Trait and state components of anxiety appeared to affect creativity test performance independently. Intelligence test performance was insensitive to anxiety variables. The O anxiety primary factor was significantly negatively correlated with creativity test performance, but the unique variance of the other anxiety primary (Q4) was associated with higher levels of performance. Neither specific attentional theory was supported, but data were generally compatible with “dual-mechanism” theories of anxiety, which posit separate detrimental and sometimes facilitative effects of anxiety on performance.     

Who cares about demands–abilities fit? Moderating effects of goal orientation on recruitment and organizational entry outcomes

The authors conduct three studies to systematically examine how avoiding and learning goal orientation (AGO and LGO) influence relationships between perceived demands‐abilities (DA) fit and critical outcomes during three organizational entry stages. Study 1, a multilevel study using a series of mock job advertisements, shows that participant likelihood of applying for jobs for which they perceive higher DA fit increases when AGO is stronger. Study 2 finds a stronger positive relationship between perceived DA fit and internship satisfaction among interns with a stronger AGO. Study 3 finds a stronger positive relationship between perceived DA fit and organizational citizenship behavior (OCB) among new organizational entrants with a stronger AGO. Implications and future research directions regarding the importance of goal orientation during job search and organizational entry are discussed.     

The interactive effects of extraversion and arousal on performance: Are creativity tests anomalous?

Existing research on extraversion and creativity test performance raises several problems. Reported linear associations between extraversion and creativity are inconsistent with each other. Interactive effects of extraversion and stressors on creativity are inconsistent with data obtained using other tasks. Given these anomalous interactions, it is possible that arousal theory assumptions are invalid for creativity tests. The research reported here aimed to provide further data on the relationship between personality and creativity, and to test assumptions made by arousal theory in explaining interactive effects of extraversion and arousal on performance. Two experiments on the effects of 16PF extraversion and trait anxiety, noise and arousal (measured by questionnaire) on a creativity index are reported. In general, extraversion and anxiety interacted as predicted by arousal theory. However in both experiments extraversion was independent of arousal, and data from the second experiment suggested that there was no marked linear or curvilinear relationship between creativity test performance and arousal.     

Should persuasion be affective or cognitive? The moderating effects of need for affect and need for cognition

Three experiments tested the hypothesis that need for affect and need for cognition influence receptivity to affect- and cognition-based persuasive messages. Experiment 1 found that an affective message elicited more positive attitudes among individuals high in need for affect and low in need for cognition, whereas a cognitive message elicited more positive attitudes among individuals low in need for affect and high in need for cognition. Experiment 2 found that individual differences in need for affect influenced receptivity to an affect-based (but not cognition-based) message, whereas individual differences in need for cognition influenced receptivity to a cognition-based (but not affect-based) message. Experiment 3 found that individual differences in need for affect were associated with increased recognition of information from an affect-based (but not cognition-based) message, whereas individual differences in need for cognition were associated with increased recognition of information from a cognition-based (but not affect-based) message. Overall, the studies point to the importance of individual differences in need for affect and need for cognition in understanding how individuals respond to different types of persuasive messages.     

To empower or not to empower your sales force? An empirical examination of the influence of leadership empowerment behavior on customer satisfaction and performance

This research focuses on the impact of leadership empowerment behavior (LEB) on customer service satisfaction and sales performance, as mediated by salespeople's self-efficacy and adaptability. Moreover, the authors propose an interactive relationship whereby LEB will be differentially effective as a function of employees' empowerment readiness. The authors' hypotheses are tested using survey data from a sample of 231 salespeople in the pharmaceutical field, along with external ratings of satisfaction from 864 customers and archival sales performance information. Results indicated that contrary to popular belief, employees with low levels of product/industry knowledge and low experience benefit the most from leadership behaviors that are empowering, whereas high-knowledge and experienced employees reap no clear benefit. The authors conclude with directions for future research and application.     

To do or to have? Exploring the effects of social exclusion on experiential and material purchases

Social exclusion is widespread in our modern society. In the context of marketing, consumers who are excluded will choose specific products to mitigate the negative consequences of exclusion. This research examined the effect of social exclusion on consumer preferences. Three experimental studies were conducted to test whether consumers experiencing social exclusion would choose specific kinds of purchases. The results of the three studies provided convergent support for the notion that consumers who feel socially excluded exhibit a preference for experiential purchases over material purchases. It therefore appears that experiential purchases can more effectively compensate for the relational needs caused by social exclusion. The effect was stronger for socially excluded individuals exhibiting more interdependent self‐construal than for those exhibiting a more independent self‐construal. These results indicate that social impact is an antecedent of experiential purchases, and they shed light on an important mechanism to alleviate the negative effects of social exclusion.     

Complaint or recommendation? The impact of customers' state and trait goal orientations on customer engagement behaviors

The importance of customer engagement behaviors (CEBs) has been widely acknowledged in marketing. CEB encompasses an interactive relationship with the engaged object. A customer's personality characteristics play an important role in the interactive process. So it is necessary to examine how customer's personality characteristics influence customer engagement behaviors. However, there has been relatively less empirical research examining the impact of a customer's personality characteristics on CEBs. Customer goal orientation (promotion orientation vs. prevention orientation) is one such important personality characteristic. This research examined how customer goal orientation influenced CEBs. We used a priming technique to examine the relationships between the customer's state goal orientation and the customer's recommendations and complaints in study 1. The results showed that customers with state promotion‐focused goal orientations initiated more recommendations than the customers with state prevention‐focused goal orientations. For complaints, the difference between these two groups was not significant. Study 2 investigated the impact of trait goal orientation on the customer's recommendations and complaints. The results showed that the trait promotion‐focused goal orientation customers were more likely to initiate both recommendations and complaints behaviors than the trait prevention‐focused goal orientation customers. The findings of the research demonstrate that customer goal orientation is an important influence on positive and negative CEBs, and state and trait goal orientations have different impacts on CEBs. This research helps companies aiming to improve their customers' CEBs by suggesting which type of customers (in terms of goal orientation) are more likely to engage. Copyright © 2016 John Wiley & Sons, Ltd.