The effects of information and aspiration level on bargaining behavior

This paper examines a crucial problem facing a bargainer in interpersonal negotiation; should he seek additional information about an opponent's reward structure. The “information is weakness” hypothesis and the “reality of aspiration” hypothesis give conflicting recommendations concerning this question. An “information-aspiration” model is presented as an explanation of why the findings which give support to both positions are not necessarily contradictory. This model is tested in a 2 × 2 factorial design where 80 buyers bargained having either complete or incomplete information and low or high aspiration levels, against 80 sellers with incomplete information. In general the model was supported in that bargainers with low aspirations tended to gain strength with additional information, while those with high aspirations tended to lose strength with additional information.     

The effects of sex differences and evaluation on task performance and aspiration

An investigation was conducted of how evaluation differentially affects the performance and aspiration for future performance of 118 high school boys and girls. Subjects were selected to fit into either a superior or average intelligence group. In the high evaluation condition, subjects were instructed that their intelligence was being evaluated in anagram and visual-motor tasks they performed, while those in the low evaluation condition were instructed that the two tasks were being correlated. It was hypothesized that on a highly evaluated task, girls, when compared to boys, would show greater performance debilitation and would have lower aspirations for future performance. Although sex differences were found in performance debilitation and aspiration for future performance, they were not all in the predicted directions. Girls were equally debilitated in anagram performance under both evaluation conditions, while boys were debilitated in anagram performance only under high evaluation. When both boys and girls demonstrated a performance debilitation on the anagram task, their performance declined approximately 10%. No sex differences in performance were found on the visual-motor task. On both tasks, girls' aspirations were significantly affected by evaluation condition. The girls averaged 89% choosing the more difficult task in the low evaluation condition. Evaluation condition had no significant effect on aspiration for boys on either task. Intelligence showed no significant relationships.     

Self-esteem and the effects of success and failure feedback n performance

High and low self-esteem subjects received success or failure feedback regarding their performance on a task described as measuring their sensitivity to other people. Presumably as part of another study, changes in their self-perceptions regarding sensitivity to others were assessed, as well as changes in their performance on a different task Changes in self-perception were greater when the feedback was consistent with subjects' overall level of self-evaluation Task performance following failure was poorer than that following success HSE subjects performed better following success feedback, and LSE subjects performed more poorly following failure There were no significant performance changes for the HSE-failure and LSE-success subjects. The degree of change in self-perception of sensitivity to others was highly correlated with the magnitude of performance changes     

Attention deficit disorder with hyperactivity and methylphenidate: The effects of dose and mastery level on children's learning performance

This investigation examined the relationship between methylphenidate (MPH) and the learning and recall of paired associations by children with attention deficit disorder with hyperactivity (ADDH). Forty-five children with ADDH were randomly assigned to one of three groups (novel, partial mastery, and mastery learning) that varied in the amount of previous learning of paired associations and participated in a double-blind, placebo-control, repeated-measures-across-dose (crossover) design. Each child received four doses of MPH (5 mg, 10 mg, 15 mg, and 20 mg) and a placebo in a random, counterbalanced sequence. The results indicated that both the rate of acquisition and accuracy in learning paired associations were significantly, but differentially, affected by MPH dose and the degree of learning mastery. The implications of these results for psychopharmacological research and the monitoring of psychostimulant effects on children's learning performance in academic settings are discussed.The authors wish to acknowledge and express their sincere appreciation to the graduate and undergraduate student members of the Children's Learning Clinic.     

The effects of uncontrollable failure and depression on memorial processes

Many investigators have argued that exposure to uncontrollable failure and depressed mood affect learning processes. However, little has been done to explore how information processing is affected by such events. Two experiments revealed that prior failure (Experiment 1) and depressed mood (Experiment 2) have similar effects on a simple free-recall task. These data are interpreted to suggest that the experience of uncontrollable failure and depression disrupt the transfer or retrieval of new information from a transient to a more permanent storage format. The implications of these data are discussed.     

The effects of pay level on organization‐based self‐esteem and performance: A field study

Most compensation managers implicitly assume (or perhaps hope) that high pay levels will maintain and enhance future performance. To date, this assumption has been largely untested. Given the importance of pay level and the large expense that pay represents to most organizations, understanding how and why pay level influences the behaviour of employees in organizations is an important question. The purpose of this study is to examine the motivational effects of pay level on employee performance. To examine these issues, we collected field study data from a variety of sources, at three different times, and assessed the effects of employee pay level on subsequent self‐esteem and performance. Specifically, we hypothesized that the effects of pay level on performance would be mediated by pay level effects on organization‐based self‐esteem. We base this hypothesis on the premise that level of pay within an organization communicates a sense of how much the organization values an employee and thus affects employee organization‐based self‐esteem which, in turn, enhances job performance. After controlling for organization tenure, and previous pay change, results supported a mediated model that suggests that pay level affects employee self‐esteem, which in turn, affects employee performance.