A TRANSACTIONAL ANALYSIS OF COMPLIANCE-GAINING BEHAVIOR

This study investigated how persuasive agents modify their compliance-gaining message strategy selection when they are confronted with noncompliant male and female persuasive targets in a variety of relational contexts. Based on instrumental learning theory, it was hypothesized that persuasive agents in noninterpersonal contexts would respond to noncompliant persuasive targets by increasing their preference for punishment-oriented message strategies and decreasing their preference for reward-oriented message strategies, whereas persuasive agents in interpersonal contexts would increase their preference for reward and punishment-oriented message strategies. Results confirmed the hypothesis. Moreover, males were expected to respond to noncompliant persuasive targets with more punishment-oriented strategies than females, and females were expected to use more rewarding strategies to secure compliance from noncompliant persuasive targets. However, results indicated that females responded to noncompliant persuasive targets with more punishment and reward-oriented strategies than males. Results also showed that the effects of persuasive agents' gender on message selection is mediated by the gender of persuasive targets and the duration of the relational consequences.     

A NOTE ON EVALUATING BEHAVIOR MODIFICATION AND BEHAVIOR MODELING AS INDUSTRIAL TRAINING TECHNIQUES

The training literature (1967-1976) was searched for reports of scientific evaluations of behavior modification and behavior modeling used in industrial training. No reported scientific evaluations of behavior modification were found. Four reports (1976) of scientific evaluation of behavior modeling used in training managers were found. The research designs used in these studies were analyzed for possible threats to internal validity. Enough threats to internal validity were discovered in the designs used to question the reported results of behavior modeling training of managers.     

消费者抱怨行为的比较

不满意购买发生以后,消费者可能采取的抱怨方式并不相同。通过对冰箱、空调和洗衣机行业2966位消费者的问卷调查,采用单因素多变量方差分析方法对消费者抱怨行为进行比较研究,发现直接抱怨的消费者在品牌形象感知、满意度和再次购买倾向上都显著地高于负面口碑和沉默抵制的消费者。继而,运用认知心理学理论对抱怨行为方式的选择及影响进行解释,并指出企业应该鼓励消费者进行直接抱怨。     

儿童早期工具行为发展的研究

本研究考察了一岁半到五岁半儿童工具行为发展及其与言语发生和主客体分化的关系。结果表明:使用直接性工具能力的出现几乎与言语发生和主客体分化同步,使用间接性工具的能力则晚出得多,要到三岁至四岁。这意味着:(1)当代人学研究起点应当从“直接工具行为×言语发生×主客体分化”后移。(2)三岁半左右是儿童智力发展超出动物水平的转折期,也是导入间接性工具游戏和训练的最佳年龄。(3)“智力重演说”与“自智人或晚期直立人起人类才有口语”的推测是互相排除的。     

中国证券投资者的投资行为与个性特征

本研究采用综合性行为金融学手段,探索证券投资者的一般行为特征、心理特征以及行为特征和心理特征之间的关系。本实验首先采用访谈法对专业人士进行访谈,了解投资者的基本心理结构、一般的行为方式以及对证券市场的信息进行加工、决策的主要因素。在访谈基础上编制调查问卷,在全国7个城市(北京、上海、深圳、武汉、成都、西安和沈阳)对1063名投资者进行了问卷调查,从心理学角度对中国证券投资者的行为与心理特征进行了分析。结果表明：中国股市还是一个政策市,投资者对所投资对象的了解程度越高,掌握的投资知识越多,以及具备较高的独立性和自我效能,盈利的可能性越大。     

THE INFLUENCE OF BEHAVIOR PRECEDING A REINFORCED RESPONSE ON BEHAVIOR CHANGE IN THE CLASSROOM1

The influence of behavior that immediately precedes a reinforced target response on the effectiveness of a reinforcement contingency was examined in two experiments with mentally retarded children in a special-education classroom. Two reinforcement schedules were examined in each experiment. For each schedule, a prespecified period of attentive behavior served as the target response. The schedules differed in whether inattentive or attentive behavior was required immediately to precede the target response. These schedules were examined with one child in a simultaneous treatment design using praise as the reinforcer (Experiment I), and with two children in separate reversal designs using tokens as the reinforcer (Experiment II). While attentive behavior increased under each schedule, the increase was greater when attentive rather than inattentive behavior preceded the reinforced response. The results indicated that the effect of a contingency may be determined not only by the specific response reinforced but also by the behavior that immediately precedes that response.     

THE EFFECTS OF A GOOD BEHAVIOR GAME ON THE DISRUPTIVE BEHAVIOR OF SUDANESE ELEMENTARY SCHOOL STUDENTS

An endemic version of the Good Behavior Game was applied in a rural Sudanese second-grade classroom. Official letters of commendation, extra time for recess, victory tags, and a winner's chart were used as backup reinforcers. The class was divided into two teams, and the teacher indicated she would place a check on the board after every rule violation. The students were also told that the team with the fewest marks would win the game and receive the aforementioned prizes. After an initial adaptation period, the rate of disruption was charted across four treatment phases: viz., baseline I, introduction of the game, baseline II, and reintroduction of the game. It was observed that the game phases were associated with marked decreases in the rate of seat leaving, talking without permission, and aggression. The teacher, principal, parents, and students were consequently individually interviewed, and their comments spoke strongly for the social validity of the game.     

SEX ROLE ORIENTATION AND TYPE A BEHAVIOR PATTERN

Male and female college students completed the Bem Sex-Role Inventory (BSRI) and the Jenkins Activity Survey, a part of which is the Type A Scale. Correlational results showed that as Type A scores increased, BSRI scores decreased (more masculine sex role orientation). Analysis of variance showed that males and females with masculine sex role orientations (SROs) had significantly higher Type A scores than those with androgynous SROs, who in turn had significantly higher Type A scores than those with feminine SROs.     

TRANSLATING WHAT WE KNOW ABOUT THE CONTEXT OF ANTISOCIAL BEHAVIOR INTO A LOWER PREVALENCE OF SUCH BEHAVIOR

Although we have identified many variables that affect antisocial behavior, there is no evidence that we have learned how to reduce the incidence of such behavior or the proportion of young people who repeatedly engage in antisocial behavior. It is appropriate, therefore, for behavioral scientists to turn some of their energies to research on reducing the incidence and prevalence of antisocial behavior. Small communities may be a particularly useful social unit in which to conduct experimental research. The interventions to be tested include advocacy and community organizing to influence communities to make validated school and clinical interventions widely available and to assist them in increasing other forms of supervision of young people and social and material support of families. Key components of advocacy and community organizing are suggested, and possibilities for research are described.     

EFFECTS OF CHILD BEHAVIOR CHANGE ON TEACHER VERBAL BEHAVIOR AND RATING OF STUDENT BEHAVIOR1

The relationship between student behavior change and its effect on teacher behavior was investigated. A total of six boys and their two male teachers from two fourth-grade classrooms served as subjects. In two multiple-baseline experiments, students were exposed successively to baseline, placebo-therapy (a control for teacher expectation of student change), active-therapy (contingencies for student behavior improvement), and a return to placebo-therapy phases. As student behavior (the independent variable) improved, daily teacher ratings of children improved moderately, and the percentage of teacher vocalizations in response to appropriate (as compared with inappropriate) child behavior increased markedly. The latter shift in the distribution of teacher vocalizations was found to be largely attributable to the increased availability of appropriate behavior to which teachers could respond. This study raises questions about similar findings in an earlier experiment by Sherman and Cormier (Journal of Applied Behavior Analysis, 1974, 7 , 11–21). First, the main measure of teacher verbal behavior in both this and the earlier study was considered to be insufficient as a measure of teacher change. It did not control for the expected effects of changes in the base rate of student appropriate behavior. Second, student behavior improvement did not appear to reinforce teacher behavior. This was attributed to the noncontingency of student improvement on any class of teacher behaviors. The possible reinforcing value of student behavior improvement for teachers was not challenged. Implications of rating changes were also discussed.     

CHANGES IN LANGUAGE BEHAVIOR AS A FUNCTION OF VERACITY

In this experiment 20 subjects were placed in a situation designed to elicit a number of truthful and untruthful statements. Differences in these statements were examined by the SLCA III and LEXIC programs to find variables that discriminate between truth-tellers and liars. The results indicate that when lying, individuals use fewer words, and, as a consequence, fewer unique words with larger type-token ratios and smaller perceptual-cognitive activity measures, use fewer past tense verb forms, and that males tend to use a greater number of indicative mood sentences and fewer subjunctive mood sentences. When used in a discriminant function equation, 14 of the SLCA III and LEXIC variables were able to provide an adequate level of classification for the veracity of the subjects' statements.     

A REVIEW OF COMPARISON STUDIES IN APPLIED BEHAVIOR ANALYSIS

A commonly used research design in applied behavior analysis involves comparing two or more independent variables. Typically, the relative effectiveness of two different interventions is measured on a single dependent variable. In the current review, 54 comparison studies from seven different peer‐reviewed, behavior analytic journals were evaluated between the years 2002 and 2011. Each study was evaluated across seven dimensions: (1) experimental design, (2) setting, (3) participants, (4) type of comparison, (5) number of comparisons, (6) treatment integrity, and (7) outcome. There were some consistencies across studies, with half resulting in equivalent outcomes across comparisons. In addition, most studies employed the use of an alternating treatments or multi‐element single‐subject design and compared a teaching methodology. On the basis of these results, the value of comparison study as well as directions for future comparison research is discussed. Overall, comparison study is a worthy and important enterprise that requires a high degree of experimental control and a careful analyses of the results, regardless of whether the outcome clearly favored one independent variable or not. Copyright © 2013 John Wiley & Sons, Ltd.     

AN OBJECTIVE EVALUATION OF A BEHAVIOR MODELING TRAINING PROGRAM

Past research on the effects of behavior modeling training has rarely focussed on actual changes in job performance. This paper describes a study in which results of a behavior modeling training program for sales representatives were evaluated in relation to effects on the sales performance of the participants. Sales associates selling large appliances, radios, and television sets for a large chain retailer in seven stores in one metropolitan area participated in a behavior modeling training program designed to improve their sales effectiveness. Before and after comparisons were made in their sales records with similar sales associates in seven matched stores who participated in other kinds of sales training during the same period. Sales representatives who received the behavior modeling training increased their sales by an average of 7% during the ensuing six-month period, while their counterparts in the control group stores showed a 3% decrease in average sales. The extra effort entailed in obtaining the needed sales records seemed to be worthwhile in providing convincing evidence of the value of the training.