Microcomputer Systems to Handle Sales Leads: A Key to Increased Salesforce Productivity

Since the Clarence Thomas/Anita Hill hearings in 1991, the general public has become more aware of sexual harassment in the workplace. Sales managers are involved in the hiring, promoting, motivating and evaluating of salespersons and therefore must understand how actions can be misinterpreted and therefore lead to accusations of sexual harassment. The purpose of this article is to explain the legal ramifications of sexual harassment to sales managers and to offer guidelines for sales managers to help eliminate sexual harassment in the work environment     

Introduction to Special Section: Student Paper Competition

It is not unusual for researchers to complain about institutional review board (IRB) oversight, but social scientists have a unique set of objections to the work of ethics committees. In an effort to better understand the problems associated with ethics review of social, behavioral, and economic sciences (SBES) research, this article examines 3 different aspects of research ethics committees: (a) the composition of review boards; (b) the guidelines used by these boards to review SBES—and in particular, behavioral health—research; and (c) the actual deliberations of IRBs. The article concludes with recommendations for changes in the review process and with suggestions for filling the gaps in knowledge about the way IRBs work.     

Scaling Incentives: Determining Preference and Indifference in 8- to lO-Year-Old Girls

The present study adopted procedures similar to those used by Logan (1965) to determine choice behavior in children. The objective was to provide an improved methodology in delay-of-gratification studies, thus avoiding the problems associated with scaling different kinds of rewards, and to provide approximate functions relating a delay-of-token reward to choice behavior. Thus, 7 girls aged 8 to 10 years were exposed to a choice paradigm in which a larger reward (2 tokens) was pitted against a smaller reward (1 token); access to these rewards was delayed a certain period of time. The results of this experiment showed that as the delay of the larger reward increased, preference for the smaller reward increased in an orderly fashion. The finding that delay shifted preference from the larger to the smaller reward is discussed in relation to current theory. The results of this experiment also provide evidence for the utility of tokens in scaling incentives for choice studies.     

人类基因测序:民间挑战政府

人类基因测序工作 ,是继“曼哈顿”原子弹计划、“阿波罗”登月计划之后的人类第三大自然科学计划。这一计划实施的过程中 ,杀出了一支由私营企业支持的民间科学队伍 ,向政府研究机构叫板 ,其意义不在计划本身之下 ,尤其是后者居然占据上风。仔细研究这一过程对指导我们今后的科学研究具有重大意义。1　物种起源与遗传根据达尔文的生物进化论 ,所有的生物来自于同一起源 ,生物由低等生物向高等生物进化 ,人类只是这株进化树上最为先进、智力也最高的生物而已。185 9年 ,达尔文发表《物种起源》时 ,还避免提及人类。因为 ,这毕竟有违宗教的上…     

限铁机制:人类与细菌间的一场龙争虎斗——解读女性月经之谜

通过介绍限铁机制的基本概念;铁螯合蛋白的功用;解释假性贫血的成因以及铁过剩的危害;推论认为女性月经失血是限铁机制的体现;人类限铁机制的强化包括女性月经失血水平的上升;是对人类抗坏血酸遗传缺陷的补救措施;验证了由自然选择推进的生殖最大化是适应的本质.     

When Sexism Leads to Racism: Threat,Protecting Women,and Racial Bias

The stated goal of protecting White women from harm has been used, historically and contemporarily, as a pretext for racial violence. Two studies explored the relationship between protective paternalism (the belief that men should protect and care for women—part of benevolent sexism; Glick and Fiske 1996) and anti-minority racial attitudes. In Study 1 (n = 474, 61% women, 61% White), survey data found that protective paternalism was related to anti-Black bias, but only for White respondents. Study 2 (n = 242, 52% women, 74% White) experimentally manipulated feelings of threat to test for increases in protective paternalism and its corresponding effect on three anti-minority racial attitudes. For male participants only, threat (i.e., reading about recent increases in violent crime) increased endorsement of protective paternalism, which was in turn associated with a more negative view of immigration, and, for White men only, less support for policies that benefit racial minority groups and greater denial of racial bias in policing. Threat did not increase protective paternalism in female participants. For White men in particular, news of crime and danger increases racial bias by first increasing the desire to protect women. Policymakers should be aware that framing policies around safety concerns or appealing to the protection of women might unintentionally bolster anti-minority racial prejudices.     

Maternal Control of Girls Versus Boys: Relations to Empathy and Persuasive Style with Peers

We investigated relations between maternal control and girls’and boys’ concern for others. Fifty-six pairs of children were separately interviewed, using a newly developed measure of empathy. While mothers completed a parenting inventory, we videotaped children as one child attempted to convince a friend to make greeting cards for hospitalized children. High maternal control was associated with lower empathy and less interpersonally sensitive verbal persuasion, but only in girls.     

Connected and Isolated Victims of Relational Aggression: Associations with Peer Group Status and Differences between Girls and Boys

Some adolescents who are relationally victimized by gossip and ostracism have limited close connections to a peer or friendship group, but victimization also can be group-based, occurring between or within friendship groups. The purpose of this study was to test gender differences in these two forms of victimization, referred to as isolated and connected victimization, and to test associations of each form with peer status (social prominence and preference within the peer group) and aggressive behavior. We expected that associations between victimization, especially connected victimization, peer status and aggressive behavior would differ for boys and girls. Australian students (N = 335, M _age = 12.5 years) self-reported victimization, and nominated peers who were victimized, accepted, rejected, socially prominent, and unpopular. Connected and isolated forms of victimization were correlated, but differences were found in their correlations with other measures and by gender. Especially when reported by peers, adolescents higher in connected victimization were also higher in both aggression and social prominence (i.e., they were more popular and considered leaders); yet, they were also more disliked (rejected). In contrast to connected victimization, isolated victimization was associated with negative peer status only, and weakly and inconsistently associated with aggression. Finally, gender moderation was found, which showed a pattern of aggression, prominence and dislike among adolescent females who were connected victims, but this pattern was not nearly as pronounced in their male counterparts.     

When Increased Group Identification Leads to Outgroup Liking and Cooperation: The Role of Trust

ABSTRACT

Two studies explored the influence of group identification and the functional relations between groups on outgroup liking. In a laboratory study, Study 1 (N = 112) found that outgroup liking was highest when group identification was high and relations between groups were cooperative, but outgroup liking was lowest when group identification was high and relations were competitive. In a field replication of Study 1, Study 2 (N = 181) similarly found more liking with high group identification and cooperative relations between groups. Additional analyses revealed that the Identification × Relations interactions found in Studies 1 and 2 were mediated by outgroup trust. We discuss how trust is an important factor for predicting outgroup bias for both high and low group identification.     

Competition Effects in Phonological Priming: The Role of Mismatch Position between Primes and Targets

In three experiments, we examined lexical competition effects using the phonological priming paradigm in a shadowing task. Experiments 1A and 1B showed that an inhibitory priming effect occurred when the primes mismatched the targets on the last phoneme (/bagar/–/bagaj/). In contrast, a facilitatory priming effect was observed when the primes mismatched the targets on the medial phoneme (/viraj/-/vilaj/). Experiment 2 replicated these findings with primes presented visually rather than auditorily. The data thus indicate that the position of the mismatching phoneme is a critical factor in determining the competition effect between prime and target words.     

Social Comparison and Body Image: Attractiveness Comparisons to Models and Peers Among Adolescent Girls and Boys

Relations among body image satisfaction and social comparisons to either same-sex peers or media models were examined in 2 studies of adolescent boys and girls. In the first study, 9th and 10th graders described their conceptions of attractiveness for same- and opposite-sex adolescents. These attractiveness attributes were then used in Study 2 in which 7th- and 10th-grade boys and girls reported on social comparisons to models/celebrities and same-sex peers. Body dissatisfaction was also assessed. The results confirmed that both same-sex peers and models/celebrities were the targets of social comparisons for physical attributes, but comparisons on personal and social attributes were more likely directed toward same-sex peers. For boys and girls, weight comparisons to both peer and model targets were primary correlates of body dissatisfaction. In addition, shape comparisons reported by the girls and facial comparisons endorsed by the boys also related to body dissatisfaction. Gender differences in social comparison indicated that girls reported more social comparisons across targets and attributes. Results are discussed in terms of the role of social comparison and peer context for body image during adolescence.     

Equanimity to Excess: Inhibiting the Expression of Negative Emotion is Associated with Depression Symptoms in Girls

Emotion dysregulation is often invoked as an important construct for understanding risk for psychopathology, but specificity of domains of emotion regulation in clinically relevant research is often lacking. In the present study Gross’ (2001) model of emotion regulation is used to generate hypotheses regarding the relative contribution of two specific types of deficits in emotion regulation, inhibited and disinhibited expression of negative emotion, to individual differences in depressive symptoms in preadolescent girls. A sample of 232 9-year-old girls was recruited from a community based study. Depression symptoms were assessed via diagnostic interview. The mother and interviewer rated the girl’s level of impairment. Questionnaires and observations were used to assess inhibited and disinhibited expression of negative emotion. Differences in inhibited expression of negative emotion typically explained more variance in depressive symptoms and impairment across informants than did disinhibited expression of negative emotion. Although disinhibited expression of negative emotion is associated with depression and impairment, inhibited expression appeared to be a necessary ingredient, suggesting that inhibited expression may be a particularly relevant deficit in emotion regulation in the development of depression in females.     

When Core Self-Evaluation Leads to Career Adaptability: Effects of Ethical Leadership and Implications for Citizenship Behavior

Drawing upon the career construction theory and the trait activation theory, the present study first aims to uncover the interactive effect of core self-evaluation (CSE) and ethical leadership on career adaptability. In addition, the authors examined how career adaptability mediates the interaction effect of CSE and ethical leadership on organizational citizenship behavior (OCB). Two-wave data from 156 employees were collected in a manufacturing company over a one-month interval. Results showed that ethical leadership moderated the relationship between CSE and career adaptability. Specifically, the positive relationship between CSE and career adaptability was stronger when ethical leadership was low. Moreover, career adaptability mediated the relationship between CSE and OCB, and ethical leadership moderated this indirect relationship. We discuss implications for career adaptation and organizational effectiveness.     

Competing for Happiness: Attitudes to Competition,Positional Concerns and Wellbeing

Competition is one of the driving forces of the market, but the actual effects that a competitive behavior can produce, especially on well-being, depend on how competition is perceived by economic agents. In this paper we empirically study the relationship among different attitudes to competition, positional concerns, and happiness. Using microdata from an ad-hoc survey administered to all first-year undergraduate students attending courses in economics and sociology at a medium-sized university in the North of Italy, we find a high degree of positionality for several items, especially income. Furthermore, the attitude to competition matters for both positionality and wellbeing: while a negative perception of competition increases the probability of being positional, a positive perception of competition increases life satisfaction. Results by gender highlight that a negative perception of competition is detrimental particularly for women. These results are robust to alternative definitions of the competition indicators and to alternative ways to control for potential endogeneity.     

Self-Ratings of Physical Attractiveness in a Competitive Context: When Males are More Sensitive to Self-Perceptions Than Females

Abstract

The authors investigated sex differences in the ratings of physical attractiveness in a competitive context. Participants in an Ultimatum Game experiment offered to split a sum of money with their opponents who could either accept or reject the offers; subsequently, physical attractiveness ratings (both self-ratings and of the other) were obtained. The authors found that male participants rated themselves higher on physical attractiveness when facing male opponents than when facing female ones; there was no such difference for the female participants. Furthermore, male participants' self-ratings of physical attractiveness were higher than the ratings provided by their corresponding male opponents. The authors discuss these findings using the tenets of evolutionary psychology pertaining to as male intra-sexual rivalry in competitive contexts.     

Erratum to: Beyond the Mean: A Flexible Framework for Studying Causal Effects Using Linear Models

Psychometrika - The original version of the article contains the below listed errors.     

Naturalistic Partial Sleep Deprivation Leads to Greater Next-Day Anxiety: The Moderating Role of Baseline Anxiety and Depression

The detrimental effects of insufficient sleep on emotional functioning have been well established. Total sleep deprivation usually leads to increased anxiety and depressive symptoms the following day. However, no study has yet examined the relationships between unmanipulated partial sleep deprivation and next-day symptoms of anxiety and depression in everyday life, which this study sought to characterize. Participants (N = 94) completed daily diary surveys twice per day for 2 weeks without instructions to alter their sleep in any way. Nights of spontaneous, naturally occurring partial sleep deprivation were followed by increased levels of self-reported symptoms of anxious arousal the next day, but were unrelated to next-day symptoms of anhedonic depression or general distress. The relationship between partial sleep deprivation and next-day anxious arousal was found to be moderated by both baseline depressive symptoms and anxiety such that individuals reporting higher levels of depression or anxiety at baseline showed relatively greater increases in symptoms of anxiety following partial sleep deprivation. These results suggest that partial sleep deprivation occurring in everyday life can lead to higher next-day levels of anxious arousal, a relationship that is particularly deleterious for individuals with higher overall levels of anxiety or depressive symptoms.