Enhanced encoding of the co-actor's target stimuli during a shared non-motor task

Task co-representation has been proposed to rely on the motor brain areas’ capacity to represent others’ action plans similarly to one's own. The joint memory (JM) effect suggests that working in parallel with others influences the depth of incidental encoding: Other-relevant items are better encoded than non-task-relevant items. Using this paradigm, we investigated whether task co-representation could also emerge for non-motor tasks. In Experiment 1, we found enhanced recall performance to stimuli relevant to the co-actor also when the participants’ task required non-motor responses (counting the target words) instead of key-presses. This suggests that the JM effect did not depend on simulating the co-actor's motor responses. In Experiment 2, direct visual access to the co-actor and his actions was found to be unnecessary to evoke the JM effect in case of the non-motor, but not in case of the motor task. Prior knowledge of the co-actor's target category is sufficient to evoke deeper incidental encoding. Overall, these findings indicate that the capacity of task co-representation extends beyond the realm of motor tasks: Simulating the other's motor actions is not necessary in this process.     

Brand growth in packaged goods markets: Ten cases with common patterns

The study examines 10 consumer goods brands that grew market share year on year, to identify if there are commonalities in the way that key brand performance metrics change during growth. The study uses consumer panel data from the UK and USA. Ten brands in a range of categories are examined. Brand metrics of penetration, repeat‐purchase loyalty, cross‐purchasing by other brand's buyers, the distribution of purchase frequency, and the brand's market share within buyer subgroups are analyzed. The principal findings are as follows: (1) as these brands grew, brand penetration increased far more than repeat‐purchase loyalty on average; (2) the most apparent change in the buyer base was the big increase in light or infrequent buyers; (3) they induced more cross‐purchasing from most or all other competitor brands' buyers; and (4) they grew their market share in all buyer demographic groups. Implications are that brand growth strategies should be geared towards enlarging the size of the customer base, with less emphasis on boosting loyalty. The results also suggest that specifically targeting certain sorts of buyers may be counterproductive. These findings challenge traditional assumptions in relation to brand growth and success. Copyright © 2016 John Wiley & Sons, Ltd.     

Beyond commitment: entrenchment in the buyer–seller exchange

A specific empirical finding in the buyer–seller literature – initially discovered by Moorman, Zaltman, and Deshpande and subsequently replicated by Grayson and Ambler – still suffers from incomplete explanation. In business-to-business marketing, why do some long-term buyers appear to trust their providers a great deal but not use the service provided? This research endeavours to more fully explain this ‘dark side’ of relationship selling by integrating work on the economic theory of entrenchment with Dwyer, Schurr, and Oh's seminal buyer–seller framework. The result is a modified conceptual model of the buyer–seller exchange in which potential seller entrenchment follows Dwyer et al.'s courting and commitment stages. Motivated by Dwyer et al.'s urging to examine their model using a negotiation lens, this research then borrows two contrasting orientations from the negotiation literature and offers propositions regarding how buyers and sellers interact at each stage of the exchange. In addition to enriching understanding of how buyers and sellers negotiate in the courting and commitment stages, this research is the first to offer insight into how both sides might negotiate when faced with seller entrenchment.     

Effects of incidental positive emotion and cognitive reappraisal on affective responses to negative stimuli

Previous studies have identified two powerful ways to regulate emotional responses to a stressor: experiencing incidental positive emotions and using cognitive reappraisal to reframe the stressor. Several cognitive and motivational theories of positive emotion support the formulation that incidental positive emotions may facilitate cognitive reappraisal. To test the separate and interacting effects of positive emotions and cognitive reappraisal, we first adapted an established picture-based reappraisal paradigm by interspersing blocks of positive emotion inducing and neutral pictures. Across two pre-registered studies (Studies 1, 2), reappraisal effectively decreased self-reported negative emotions and increased self-reported positive emotions; however, experiencing incidental positive emotions did not facilitate reappraisal success. In another preregistered study (Study 3), we employed a more powerful positive emotion induction via virtual reality (VR), used a social stress anticipation task, and instructed participants to reappraise the anticipated stressor positively. Although there was a robust effect of the positive emotion induction (relative to the neutral induction) on feeling more positive emotions throughout stress anticipation, the results again indicated that incidental positive emotions did not facilitate cognitive reappraisal. We propose that incidental positive emotions and cognitive reappraisal may constitute separate pathways of influence when regulating one's responses to negative events.     

Clouds make nerds look good: field evidence of the impact of incidental factors on decision making

Abundant experimental research has documented that incidental primes and emotions are capable of influencing people's judgments and choices. This paper examines whether the influence of such incidental factors is large enough to be observable in the field, by analyzing 682 actual university admission decisions. As predicted, applicants' academic attributes are weighted more heavily on cloudier days and non‐academic attributes on sunnier days. The documented effects are of both statistical and practical significance: changes in cloud cover can increase a candidate's predicted probability of admission by an average of up to 11.9%. These results also shed light on the causes behind the long demonstrated unreliability of experts making repeated judgments from the same data. Copyright © 2006 John Wiley & Sons, Ltd.     

Are cultural differences overrated? Examining the influence of national culture on international buyer‐seller relationships

The notion that differences in national culture influence international buyer‐seller relationships (and, indeed, all aspects of international management) is not only held as true but also axiomatic. This study questions the degree to which cultural differences impact upon buyer‐seller relations for seven key dimensions using Hofstede's indices of culture. Via two stages of data collection using two methodological approaches (seven interviews and 322 useable responses from a mail survey), the impact of culture on international buyer‐seller relationships was examined. The study's findings identified little evidence to support the popular idea that culture exerts a significant influence on international business relationships. Instead, the findings suggest that some managers perceived factors such as communication/language barriers, political barriers, geographic distance, economic factors, industry barriers, time differences, technology barriers, legal differences and infrastructure barriers as being more likely to have a greater impact on cross‐national relationships. Copyright © 2003 Henry Stewart Publications.     

An Applied Analysis of Buyer Equity Perceptions and Satisfaction with Automobile Salespeople

General measures of buyer equity perceptions and disconfirmation have been shown to influence satisfaction with and intention towards the salesperson. In this article, specific and thus controllable salesperson and customer equity-related behaviors are shown to be related to satisfaction and intention. In addition, while the general public image of salespeople is thought to be poor, the present study found that buyers rated their salesperson favorably. The results have important implications concerning the public's image of salespeople.     

Gödel And The Intuition Of Concepts

Gödel has argued that we can cultivate the intuition or ‘perception’ of abstractconcepts in mathematics and logic. Gödel's ideas about the intuition of conceptsare not incidental to his later philosophical thinking but are related to many otherthemes in his work, and especially to his reflections on the incompleteness theorems.I describe how some of Gödel's claims about the intuition of abstract concepts are related to other themes in his philosophy of mathematics. In most of this paper, however,I focus on a central question that has been raised in the literature on Gödel: what kind of account could be given of the intuition of abstract concepts? I sketch an answer to this question that uses some ideas of a philosopher to whom Gödel also turned in this connection: Edmund Husserl. The answer depends on how we understand the conscious directedness toward ‘objects’ and the meaning of the term ‘abstract’ in the context of a theory of the intentionality of cognition.     

The effect of judges' attitudes on ratings of attitude statements. A theoretical analysis

Judgments of attitude statements with the method of equal-appearing intervals have been found to vary as a function of the judges' attitudes. In this paper explanations of the relationship between judges' attitudes and judgments of attitude statements in terms of models of psychophysical judgment are discussed. It is argued that psychophysical models such as adaptation-level theory, the range-frequency model, and the ‘rubber-band’ model and its derivations, cannot account satisfactorily for judges' performance of the attitude rating task in a great number of studies. The reason for this failure, it is argued, is that the stimulus series employed in the psychophysical judgment research on which these models are based typically varied only on the dimension being judged. The sets of statements judged in attitude rating studies, however, vary not only on the dimension of interest (favourability—Unfavourability) but also on a number of other dimensions. It is suggested that this incidental stimulus variation of attitude statements may account for the failure of psychophysical models to predict accurately the performance of judges in the attitude rating task. It is argued that if principles which could account for the effects of this incidental stimulus variation on attitude ratings could be incorporated into psychophysical models, the predictive qualities of these models could be improved considerably. One such model is discussed.     

Incidental Recall of Colour Information by Children and Adults

The ability to recall colours that have only been experienced incidentally (i.e. without deliberately being learnt) is an important aspect of eyewitness recall. However, little is known about the accuracy of adults or children's incidental recall of colours, and the results from previous studies of incidental colour memory have been contradictory—some have found that participants have very good recall for colours, other studies have found very poor recall for colours. Previous studies have not compared adults' and children's performance in the same experiment. This experiment tested 4-year-olds, 6-year-olds, 9-year-olds and adults who were shown a model room, containing six pieces of furniture. While participants were watching, a different miniature item was placed on each of the pieces of furniture in the model room. There were six items and each had a different colour. After a delay of 30 minutes participants were given a surprise memory test to assess their recall for the colour and location of the items. All the age groups were very accurate at recalling both the items' colours and their locations. The implications of accurate incidental colour recall for eyewitness performance are discussed.     

USING PRESCHOOL MATERIALS TO MODIFY THE LANGUAGE OF DISADVANTAGED CHILDREN1

Although language remediation programs have generally been conducted with the use of special materials in structured group settings, traditional preschool practice emphasizes “incidental teaching” incorporated into children's free play. To determine if incidental teaching practices could be effective in improving children's speech, this study investigated the spontaneous speech of 12 disadvantaged children during free-play periods over eight months of a preschool program. Whenever the children selected a preschool play material, they were prompted and required to ask for it, first by name (noun), then by name plus a word that described the material (adjective-noun combination), then by use of a color adjective-noun combination, and finally by requesting the material and describing how they were going to use it (compound sentence). As each requirement was made, the children's general use of that aspect of language markedly increased, but little change was noted in the amount or nature of the children's interactions with teachers or their use of a set of materials to which they had free access. This study demonstrates that preschool free-play periods can be powerful “incidental teaching” periods by capitalizing on moments when children seek new play materials.     

Dependency,Imitation Learning,and the Process of Identification

Social learning theory posits a relationship between dependency and imitation learning. Since the previous findings regarding this postulate were inconclusive, a study to clarify the relationship between dependency and imitation learning was implemented with use of 73 preschool children. Instrumental dependency and emotional dependency were measured by a naturalistic behavioral observation technique. Purposive and incidental imitation learning were taught by modeling procedures. The children's degree of emotional dependency was found related to their propensity to imitate the model's irrelevant behavior (i.e., incidental learning). While the nature of the postulated relationship remained unclear, the results suggested that sex and age were influential factors.     

No Place to Hide: When Shame Causes Proselfs to Cooperate

Shame is considered a social emotion with action tendencies that elicit socially beneficial behavior. Yet, unlike other social emotions, prior experimental studies do not indicate that incidental shame boosts prosocial behavior. Based on the affect as information theory, we hypothesize that incidental feelings of shame can increase cooperation, but only for self-interested individuals, and only in a context where shame is relevant with regards to its action tendency. To test this hypothesis, cooperation levels are compared between a simultaneous prisoner's dilemma (where “defect” may result from multiple motives) and a sequential prisoner's dilemma (where “second player defect” is the result of intentional greediness). As hypothesized, shame positively affected proselfs in a sequential prisoner's dilemma. Hence ashamed proselfs become inclined to cooperate when they believe they have no way to hide their greediness, and not necessarily because they want to make up for earlier wrong-doing.     

How Incidental Confidence Influences Self‐Interested Behaviors: A Double‐Edged Sword

The present research investigates how incidental confidence influences self‐interested behaviors. It is well established that being in a psychological state of lower confidence causes people to experience psychological aversion that they are motivated to reduce. We study the transfer effect of confidence; people strive to compensate for lower confidence in one domain by obtaining higher status in other unrelated domains. Prior research has linked money with status and suggested that money can increase confidence. Building on this research, we proposed and showed in four experiments that lower incidental confidence increased self‐interested behaviors that brought financial gains. Drawing on research on competitive altruism, we also predicted and found that when altruism, rather than money, was seen as the primary source of status, the effect of incidental confidence reversed such that lower incidental confidence decreased self‐interested behaviors. Data ruled out alternative explanations and provided consistent evidence for the proposed compensatory mechanism. We also discussed theoretical and practical implications of the present research. Copyright © 2017 John Wiley & Sons, Ltd.     

Alphabet Soup: ERP,CT, and ACT for OCD

The present article comments on the case conference presented in this issue, namely, Himle and Franklin's (Himle & Franklin, 2009) exposure and response prevention (ERP); Chosak and colleagues' (Chosak, Marques, Fama, Renaud, & Wilhelm, 2009) cognitive therapy (CT); and (Twohig, 2009) Acceptance and Commitment Therapy (ACT). Two questions are addressed: (1) How different are these treatments? (2) What are the active vs. inert ingredients of each treatment? With regard to the first question, it is concluded that ERP and ACT appear more similar than dissimilar in terms of actual therapist/patient behaviors. CT shows more substantial differences from ERP and ACT, primarily in the therapist's direct efforts to target antecedent cognitions. With regard to the second question, examination of the likely active ingredients of each treatment suggests that interventions that encourage direct behavioral change (described as a characteristic feature of ERP and ACT and an incidental feature of CT) are most likely responsible for improvement in all three treatments, whereas evidence for the importance of altering antecedent cognitions (a characteristic feature of CT and an incidental feature of ERP) is less clear. Additional controlled research is recommended to identify which aspects of treatment are truly efficacious for OCD and other conditions.     

Spatial Location Memory in Amnesia: Binding Item and Location Information Under Incidental and Intentional Encoding Conditions

Items located within an array were presented to alcoholic Korsakoff and nonalcoholic mixed-etiology amnesics and to alcoholic and normal controls. Recognition memory for the locations of items was tested after incidental and intentional encoding. When equated on item recognition, neither Korsakoff amnesics nor alcoholic controls benefited from intentional, relative to incidental, encoding instructions. Furthermore, Korsakoff amnesics showed neither disproportionately impaired incidental nor intentional location recognition memory relative to alcoholic controls. In contrast, mixed-etiology amnesics profited significantly from intentional location acquisition relative to incidental instructions, and were impaired somewhat in incidental, but not intentional, location memory relative to normal controls. We discuss these data in relation to Mayes' (1992) contextual memory deficit hypothesis and Hirst's (1982) automatic encoding deficit account, and propose an alternative framework in which the location memory deficit observed in mixed-etiology amnesics is interpreted as a disruption to the ability to bind item and location information.     

Sustained conscious access to incidental memories in RSVP

In visual search of natural scenes, differentiation of briefly fixated but task-irrelevant distractor items from incidental memory is often comparable to explicit memorization. However, many characteristics of incidental memory remain unclear, including the capacity for its conscious retrieval. Here, we examined incidental memory for faces in either upright or inverted orientation using Rapid Serial Visual Presentation (RSVP). Subjects were instructed to detect a target face in a sequence of 8–15 faces cropped from natural scene photographs (Experiment 1). If the target face was identified within a brief time window, the subject proceeded to an incidental memory task. Here, subjects used incidental memory to discriminate between a probe face (a distractor in the RSVP stream) and a novel, foil face. In Experiment 2 we reduced scene-related semantic coherency by intermixing faces from multiple scenes and contrasted incidental memory with explicit memory, a condition where subjects actively memorized each face from the sequence without searching for a target. In both experiments, we measured objective performance (Type 1 AUC) and metacognitive accuracy (Type 2 AUC), revealing sustained and consciously accessible incidental memory for upright and inverted faces. In novel analyses of face categories, we examined whether accuracy or metacognitive judgments are affected by shared semantic features (i.e., similarity in gender, race, age). Similarity enhanced the accuracy of incidental memory discriminations but did not influence metacognition. We conclude that incidental memory is sustained and consciously accessible, is not reliant on scene contexts, and is not enhanced by explicit memorization.     

Ideal Versus Actual Number of Sales Calls: An Application of Disconfirmation Theory

The current study focuses on the relationship that buyers have with their salespeople. Specifically, the study uses disconfirmation theory to evaluate whether a salesperson that meets or exceeds the buyer’s ideal number of sales calls has higher levels of commitment, trust, and satisfaction from the buyer than a salesperson that does not meet expectations. The study also looks at the impact of meeting expectations on the buyer’s evaluation of the salesperson’s commitment and performance versus a salesperson that does not meet expectations. Findings suggest that when a salesperson contacts a buyer with a frequency and consistency that the buyer perceives as ideal, the buyer will have a higher level of satisfaction with and trust of the salesperson as well as a higher level of commitment to the buyer–seller relationship. Managers could take advantage of this by making an effort to align a salesperson’s call frequency with what a buyer perceives as ideal.     

Incidental learning of real-world regularities

The large literature on incidental learning relies almost exclusively on laboratory experiments. Whenever researchers have attempted to demonstrate incidental learning of real-world regularities, they have typically failed to show learning. For example, it is well established that people do not learn regularities in everyday objects, such as the left-right orientation of faces on coins, despite a very large exposure to them. In this report, we examine this apparent contradiction. We argue that most studies exploring real-life incidental learning use tests that are not as sensitive to low-confidence information as those traditionally used in laboratory tasks. Using more sensitive measures, we show that it is possible to learn regularities from British and Japanese cultural life as a direct result of exposure to these regularities. Further, confidence measures suggest that although the information may be acquired incidentally, it can be expressed with and without concomitant awareness of that knowledge.