Fear-then-relief,legitimizing a paltry contribution,and charity

IntroductionThe compliance literature describes multiple techniques of social influence. Some of them have proven effective at inducing compliance in the charity domain. One such technique is referred to as legitimizing a paltry contribution (LPC). There are theoretical grounds on which it can be assumed that this technique will be particularly effective in conditions in which a person feels relief from fear.ObjectiveThe aim of the study was to examine whether people who experience fear-relief sequences are more susceptible to the LPC technique than those in a neutral emotional state.MethodIn two field studies, some people experienced relief from fear, while others remained in a neutral emotional state. The participants were then asked to donate to a worthy cause. A request was formulated either in a standard way, or with the phrase “even a penny will help”.ResultsThe two experiments yielded consistent results. It turned out that the LPC technique was particularly effective when participants had experienced relief from fear.ConclusionsThe aforementioned pattern of results is important for the development of theoretical knowledge about techniques of social influence, and has direct practical implications.     

When soothing succeeds: Simulating a risk for repeated shaking in abusive head trauma in infants

PurposeTo investigate the observation that perpetrators of abusive head trauma engage in repeated shakings because shaking “works” to quiet the infant.MethodsSixty first-time parent couples individually cared for a programmable model infant in two consecutive 7-min trials. After six minutes of consolable followed by inconsolable crying, parents selected one of three soothing techniques. For trial one, parents were randomized to a “Successful” or “Failed” Soothing Condition. Whether the soothing technique was repeated after trial two was determined by the study investigators. Parents rated their frustration after each trial.ResultsAs hypothesized, parents were more likely to repeat a soothing technique that “worked” in trial one. Compared to fathers, mothers reported more frustration when soothing failed.ConclusionsThat caregivers were more likely to repeat a successful soothing technique converges with perpetrator confessions that crying cessation after shaking may be a reason why shaking is used repeatedly in response to crying.     

Nonlinear judgment analysis: Comparing policy use by those who draft and those who coach

ObjectivesIn the NBA draft, talent potential is assessed by a group of evaluators (e.g., coaches, personnel directors, general managers) who determine the order in which players are drafted, and talent actualization is assessed by a second group of evaluators (coaches) who determine how much time players spend on the court. This study examines the cue use by these two groups and considers the utility of a nonlinear assessment technique.MethodThe implicit policies used by talent evaluators were examined using both linear regression and nonlinear backpropagation.ResultsAlthough both groups heavily value scoring, discrepancies were observed among the other characteristics. The use of a nonlinear technique produced better cross-validated fits than linear regression, but the rank ordering of cue importance produced by both models was generally similar.ConclusionsPlayers favored by draft personnel primarily become scorers whereas coaches value a wider range of skills. The nonlinear approach better captured the policies of groups of evaluators and should be used to assess potential incongruities among judges of talent.     

A meta-analysis of the effectiveness of the low-ball compliance-gaining procedure

IntroductionThe low-ball (Cialdini et al., 1978)¹ is a compliance-gaining technique consisting of making an attractive initial offer to get a person to agree to the request and then making the terms less favorable (target request).Objective and methodsThe effectiveness of this technique was evaluated in a meta-analysis using 17 references, 23 studies, 44 subgroups and a combined sample size of 4733.ResultsAnalysis reported a weighted mean correlation coefficient of r = .16 and a weighted mean odds ratio of OR = 2.47. Moderator analysis reported that the low-ball was more efficient with a high cost request in terms of effort for the participant and when the solicitation of the target request is deferred.ConclusionThese findings appeared congruent with commitment theoretical explanation of the low-ball.     

Naturalistic Observation in Psychoanalysis

Abstract

The writer advocates a naturalistic approach to psychoanalysis. The Jane Goodall technique is an application of this approach in which the analyst studies the analysand as a naturalist would study and document the behavior of an animal species. The technique is particularly useful during difficult phases of treatment, and is sometimes quite powerful. Case material is presented showing how use of the technique can identify various forms of emotional induction used by analysands, the kinds of inductions which often produce countertransference reactions. Topics discussed include projective identification, supervision, and nature of psychoanalytic facts.     

A Qualitative Study of Punctuality

Summary

This prototype verbal interaction recording technique is for studying individuals in small groups and is represented by a circle with equal cells corresponding to the number in a group. The observer marks symbols on numbered arcs to record who performed the action, toward whom, the category of the act, and time of its occurrence.     

Logistic regression for risk factor modelling in stuttering research

ObjectivesTo outline the uses of logistic regression and other statistical methods for risk factor analysis in the context of research on stuttering.DesignThe principles underlying the application of a logistic regression are illustrated, and the types of questions to which such a technique has been applied in the stuttering field are outlined. The assumptions and limitations of the technique are discussed with respect to existing stuttering research, and with respect to formulating appropriate research strategies to accommodate these considerations. Finally, some alternatives to the approach are briefly discussed.ResultsThe way the statistical procedures are employed are demonstrated with some hypothetical data.ConclusionResearch into several practical issues concerning stuttering could benefit if risk factor modelling were used. Important examples are early diagnosis, prognosis (whether a child will recover or persist) and assessment of treatment outcome.Educational objectives: After reading this article you will: (a) Summarize the situations in which logistic regression can be applied to a range of issues about stuttering; (b) Follow the steps in performing a logistic regression analysis; (c) Describe the assumptions of the logistic regression technique and the precautions that need to be checked when it is employed; (d) Be able to summarize its advantages over other techniques like estimation of group differences and simple regression.     

The lure technique: Generalization and moderating effects

IntroductionThe lure technique, first studied by Joule, Gouilloux and Weber (1989), involves three stages: (1) an individual is led to make a rewarding decision to realize a given behavior; (2) he is informed of the impossibility of realizing this behavior; (3) we propose making a new less rewarding decision based on another behavior (target-request).ObjectiveFive experiments are presented in this paper that tested the effect of the delay between the two requests, whether the same experimenter or a further made the second request and whether the two requests concerned or not the same specific goal.Method and resultsIn the experiments, the rewarding decision deals with participating in a paid and interesting research project (viewing a video before answering a questionnaire) and the target-request concerns participating in an unpaid and more tedious research project (copying symbols). As expected, the participants subjected to the lure technique were significantly more numerous to accept the target-request than the participants in the control group. This effect was obtained independently of the sex of the experimenter and the participants (Experiment 1), whether the same experimenter successively makes the first and second request or the two requests are made by two different experimenters (Experiment 2). It was also obtained when the initial request and the target-request do not concern the same specific goal (Experiment 3), but it is no longer obtained when a delay separates the target-request from the announcement of the impossibility of carrying out the first decision (Experiments 4 and 5).ConclusionThe discomfort aroused by the fact of not being able to carry out the first request and pressure to reduce such discomfort was used to explain the lure technique effect.     

“This is my only request” – using the ‘Omega’ strategy to boost the success of charity drives

IntroductionThe Omega strategy described by Knowles is comprised of techniques applied with the goal of breaking down an individual's resistance to taking decisions (involving the purchase of a product, donations to charity, support for an idea, etc.).ObjectiveThe article describes two experiments designed to test a hypothesis on the usefulness of applying the Omega strategy in seeking donations for charitable organizations. The studies examines how adding the phrase “this is my only request” after announcing the primary request impacts the tendency to fulfil it. We tested both the willingness to help (experiment 1 and 2) as well as its declared size (experiment 2).MethodIn first experiment, 106 participants were asked in control and experimental conditions to make a donation to a children's hospice. In a second experiment, randomly assigned pedestrians (n = 80) were asked to help in writing and sending Christmas postcards to prisoners.ResultsThe results of both experiments demonstrate that the formula “this is my only request” is effective in increasing the chances that people will give donations.ConclusionWe may suspect that adding this phrase softens resistance among those who fear a more difficult request will come after the first one is fulfilled (and thus are wary of the mechanism applied in the foot-in-the-door technique).     

Is There a Preferred Style of Sales Management

Abstract

Recently a powerful new technique for teaching salespeople how to establish rapport has emerged from the behavioral sciences. The technique is called Neuro-Linguistic Programming (NLP). One observes body cues such as eye movements, voice tones, and body posture to learn the thought processes behind them. Word selection used by customers reinforces the information provided by body cues. A salesperson can establish rapport by pacing or matching body and word patterns. Such rapport building facilitates the creation of mutually beneficial exchanges. The process for acquiring and teaching such skills is discussed.     

Effects of a cognitive-behavioral intervention on field hockey players’ appraisals of organizational stressors

ObjectivesWe assessed the effects of a cognitive-behavioral intervention on English field hockey players’ appraisals of organizational stressors, emotions, and performance satisfaction.DesignA concurrent, across-participants, multiple-baseline, single-case research design with a three months post-intervention follow-up.MethodFour high-level female field hockey players participated in a four phase intervention that lasted between 24 and 26 weeks: rapport-building and observation (phase I), baseline monitoring (phase II), educating the players and facilitating acquisition of a cognitive restructuring technique (phase III), and encouraging integration of the technique during sport performance (phase IV). Questionnaires and social validation were used to record the participants' appraisals, emotions, and performance satisfaction throughout the intervention. A three months post-intervention follow-up was conducted to assess the participants’ retention of the intervention effects.ResultsReduced threat and loss appraisals and elevated challenge appraisals were reported immediately after Phase III had been introduced. Pleasant emotions and performance satisfaction increased while unpleasant emotions decreased throughout the intervention. Social validation immediately post-intervention and at the end of the follow-up period indicated sustained adaptive changes in each of the outcome variables.ConclusionsCognitive restructuring represents a promising technique for optimizing high-level hockey players’ appraisals. Challenge appraisals and pleasant emotions appear to be linked with increased performance satisfaction and positive intervention effects can be retained for a period of three months post-intervention. Researchers should examine the effectiveness and efficacy of the cognitive restructuring technique with other populations to develop a robust evidence base for appraisal optimization in sport.     

Fracture mechanisms of symmetrical tilt grain boundaries

The mechanisms of failure of symmetrical tilt boundaries have been investigated using an atomistic technique. The fracture process advances in steps that are related to the structural unit of the symmetrical tilt grain boundary. These boundaries are shown to fail through a combined mechanism involving dislocation emission in certain regions of the structural unit, followed by microcleavage, and again dislocation emission. The overall toughness of the boundaries is given by the combination of the toughness of these two processes.     

A novel least-squares method to characterize in-vivo joint functional passive regional stiffness zones

ObjectiveTo present and evaluate a method to objectively quantify the functional regions of joint lumped passive stiffness.BackgroundJoint passive stiffness has an important clinical role in constraining the degrees of freedom at a given joint. Links between passive stiffness and injury, pathology and function may be better understood if joint passive stiffness can be accurately quantified. Thus, a technique was developed to objectively partition passive stiffness curves into 3 linear regions (low, transition and high stiffness).MethodsThe passive stiffness of the lumbar spine is presented as an example. Simulated data was used to determine the sensitivity of the method to Gaussian white noise in force measurements. An experimentally determined lumbar passive flexion curve was used to demonstrate the technique on human data. Breakpoint analysis was employed on the resulting moment-angle cures to partition the curve into low, transition and high stiffness zones.ResultsThe proposed method was successful at discriminating between the three stiffness zones and quantifying the passive stiffness within each zone. The algorithm had difficulty determining parameters in the low-stiffness zone in the presence of noise.ConclusionsThe proposed method can be used as an objective method to investigate passive stiffness. Breakpoint Analysis can identify the three functional linear zones of passive stiffness. The slopes of these linear regions are then used as a measure of passive stiffness, which have applications in clinical populations and research studies, to assess time varying responses, or changes in stiffness following an intervention.     

Implicit threat learning involves the dorsolateral prefrontal cortex and the cerebellum

Background/ObjectiveMost studies investigating the neural correlates of threat learning were carried out using an explicit Pavlovian conditioning paradigm where declarative knowledge on contingencies between conditioned (CS) and unconditioned stimuli (US) is acquired. The current study aimed at understanding the neural correlates of threat conditioning when contingency awareness is limited or even absent.MethodWe conducted an fMRI report of threat learning in an implicit associative learning paradigm called multi-CS conditioning, in which a number of faces were associated with aversive screams (US) such that participants could not report contingencies between the faces and the screams.ResultsThe univariate results showed support for the recruitment of threat-related regions including the dorsolateral prefrontal cortex (dlPFC) and the cerebellum during acquisition. Further analyses by the multivariate representational similarity technique identified learning-dependent changes in the bilateral dlPFC.ConclusionOur findings support the involvement of the dlPFC and the cerebellum in threat conditioning that occurs with highly limited or even absent contingency awareness.     

Nonparametric Calibration of Item-by-Attribute Matrix in Cognitive Diagnosis

A nonparametric technique based on the Hamming distance is proposed in this research by recognizing that once the attribute vector is known, or correctly estimated with high probability, one can determine the item-by-attribute vectors for new items undergoing calibration. We consider the setting where Q is known for a large item bank, and the q-vectors of additional items are estimated. The method is studied in simulation under a wide variety of conditions, and is illustrated with the Tatsuoka fraction subtraction data. A consistency theorem is developed giving conditions under which nonparametric Q calibration can be expected to work.     

Receptivity,or Going on (Not) Being: Commentary on Paper by Robert Grossmark

“The treatment hinged on my being able to live with him in this ongoing non-existence and know it and tolerate it, and expect no more,” writes Dr. Robert Grossmark about himself and his patient, Kyle (pp. 637–638). This is a key sentence, outlining the core of the enlightening analytic work done. I comment on the linkage between living the ongoing nonexistence and going-on-(not)-being, then reflect about the distinction between what I call the “outward” technique, which is everything Grossmark describes about treating Kyle, and the “inward” technique, which is all that occurred within him, in an inner, hidden, powerful, unconscious dialogue with the patient, and which is only hinted at. In this context, with patients like Kyle, who bring to the analyst physical sensations and actions for dreaming, the analyst's corporeality, by which I mean his experience of his body and his capacity to connect it to emotion, thereby lending it meaning, has a critical importance. I bring, in a nutshell, references to several psychoanalytic writers about the subject of corporeality in analytic treatment and use a vignette from an analysis to demonstrate the point.     

Mapping people's positions regarding the acceptability of somatic gene therapy

IntroductionAs gene therapy entails potential drawbacks, studies are needed in order to know people's opinions regarding its use.ObjectivesThe present study examined French people's positions regarding somatic gene therapy.MethodA sample of 224 adults living in various areas in France was presented with 32 realistic scenarios that were created by orthogonally combining the levels of four factors: the type of illness (e.g., hemophilia), the probability of transmission of the pathogenic gene, the technique used (e.g., transfer of a functional gene just after birth), and le probability of success of the therapy.ResultsThrough cluster analysis, six qualitatively different positions were found: Never very acceptable (8% of the sample, mostly males and more educated people), Legalist (17%, mostly people who have been informed of the legal and technical aspects of the therapy), Depends on the chances of success (18%), Fully acceptable after birth (5%), Fully acceptable before birth (8%), and Quite always acceptable (33%, mostly older people with children).ConclusionAlthough it has some few detractors, the recourse to gene therapy seems to be well accepted by a majority of the participants, and this high level of acceptation hold whether the pathology considered is hemophilia, immunodeficiency, propensity to develop cancer, or cardiovascular pathology.     

Book Reviews

Abstract

The assessment center is recognized as an effective managerial tool for identifying the strengths and weaknesses of key employees. It is suggested in this article that the technique would be useful in the selection and hiring of salespeople. This is an important subject because the hiring of salespeople represents a major but elusive goal for most businesses.     

Differential Factors in the Testing of Personality: II. Differences in Maturity

ABSTRACT

The evoking freedom or “but you are free” (BYAF) technique is a social influence tactic that offers recipients the freedom to accept or decline a request. This research tested the effectiveness of the evoking freedom technique in two field experiments. Participants were asked either to complete a survey (Experiment 1) or to allow a stranger to borrow their mobile phone to make a call (Experiment 2) on an urban university campus. Half of the requests involved language that evoked freedom, and half of the requests were direct. In both experiments, results showed significantly greater compliance in the evoking freedom condition. This research extends previous work by demonstrating the effectiveness of the technique using a high-stakes request and in a culture other than that of France, where the majority of evoking freedom studies have been conducted.