Evaluating performance over time: Is improving better than being consistently good?

In many decision contexts, people evaluate others based on intertemporal performance records and commonly face a choice between two distinct profiles: performance that is consistently high versus performance that improves over time to that high level. We proposed that these two profiles could be appealing for different reasons, and thus evaluators’ preferences will differ across decision contexts. In three studies, participants were presented with candidates (e.g., students, employees) displaying the two profiles, and evaluated each candidate in terms of performance, future expectations, and deservingness. The consistent candidate was rated higher on performance, but lower on future expectations, than the improved candidate. Consequently, in achievement-based decisions (e.g., selecting a student for a scholarship), the consistent candidate was viewed as most deserving, whereas in potential-based decisions (e.g., selecting an employee for promotion), the improved candidate was preferred. These effects were mediated by the relative weight that evaluators placed on performance and future expectations.     

Improving metacognitive accuracy: How failing to retrieve practice items reduces overconfidence

People often exhibit inaccurate metacognitive monitoring. For example, overconfidence occurs when people judge that they will remember more information on a future test then they actually do. The present experiments examined whether a small number of retrieval practice opportunities would improve participants’ metacognitive accuracy by reducing overconfidence. Participants studied Lithuanian–English paired associates and predicted their performance on an upcoming memory test. Then they attempted to retrieve one or more practice items (or none in the control condition) and made a second prediction. Experiment 1 showed that failing to retrieve a single practice item lead to improved subsequent performance predictions – participants became less overconfident. Experiment 2 directly manipulated retrieval failure and showed that again failure to retrieve a single practice item significantly improved subsequent predictions, relative to when participants successfully retrieved the practice item. Finally, Experiment 3 showed that additional retrieval practice opportunities reduced overconfidence and improved prediction accuracy.     

Conscious awareness of motor fluidity improves performance and decreases cognitive effort in sequence learning

Motor skill learning is improved when participants are instructed to judge after each trial whether their performed movements have reached maximal fluidity. Consequently, the conscious awareness of this maximal fluidity can be classified as a genuine learning factor for motor sequences. However, it is unknown whether this effect of conscious awareness on motor learning could be mediated by the increased cognitive effort that may accompany such judgment making. The main aim of this study was to test this hypothesis in comparing two groups with, and without, the conscious awareness of the maximal fluidity. To assess the possible involvement of cognitive effort, we have recorded the pupillary dilation to the task, which is well-known to increase in proportion to cognitive effort. Results confirmed that conscious awareness indeed improved motor sequence learning of the trained sequence specifically. Pupil dilation was smaller during trained than during novel sequence performance, indicating that sequence learning decreased the cognitive cost of sequence execution. However, we found that in the group that had to judge on their maximal fluidity, pupil dilation during sequence production was smaller than in the control group, indicating that the motor improvement induced by the fluidity judgment does not involve additional cognitive effort. We discuss these results in the context of motor learning and cognitive effort theories.     

Do sales and service compete? The impact of multiple psychological climates on frontline employee performance

This research examines how employees’ climate perceptions – or psychological climate – influence their performance of climate-related outcomes. We focus on two specific climates arguably most relevant to boundary-spanning organizations: service and sales climates. Building from the resource-allocation framework, the authors examine the way employees reconcile these multiple psychological climates. Polynomial regression and response surface modeling are used to test for the influence of these distinct climates on employee outcomes using a sample of 252 marketing employees and their 68 immediate supervisors. Specifically, the authors examine relationships between service and sales climates and the employee performance outcomes of customer satisfaction, helping behavior, effort, and sales performance. Results provide insight into the benefits and pitfalls of sales and service climates co-existing. Specifically we find that while sales effort is highest in climates that heavily favor sales, sales performance may exist in both sales-favored and service-favored climates (yet not in the presence of both). From a customer satisfaction perspective we find no significant impact of increasing sales climate in the presence of high service perceptions. These findings – both significant and non-significant – provide implications for future research in the realm of service-sales ambidexterity and interface as well as insight and direction for frontline managers.     

Risk perception in Taiwan

In a questionnaire study, 51 Taiwanese college students were asked to judge 48 natural and human-made hazards on nine risk characteristics. Another group of 61 students were asked to rate the magnitude of 80 hazards and their attitudes toward these hazards. To evaluate the dimensionality of risk perception, participants' ratings for the nine risk characteristics were analyzed using Profile Analysis via Multidimensional Scaling approach. Two dimensions of risk perception were identified: (i) Involuntary versus Immediate Effect; and (ii) Delayed Effect versus Known to Science and Chronic. The relationships of risk perceptions and perceived public and private responsibilities in risk management were examined. Catastrophic, certain-to-be-fatal, dreaded, and uncontrollable risks were perceived as more deserving of public risk management, while controllable risks that were known to science, known to those exposed, and chronic were perceived as more deserving of private management. In particular, diseases are perceived as most deserving of private risk management and least deserving of public risk management; and technologies are perceived as most deserving of public risk management and least deserving of private risk management.     

A timidity error in evaluations: Evaluators judge others to be too risk averse

Managers often lament that their employees are risk averse and do not take sufficient risks. While in some instances employees might in fact be too risk averse, we explore situations in which managers may incorrectly judge their employees to be overly risk averse or timid. In two studies, we find evidence of a timidity error in evaluations—evaluators judge target decision makers to be risk averse, even when the targets are actually employing a more thoughtful approach (as measured by better calibration) than their evaluators.     

The worker scale: Developing a measure to explain gender differences in behavioral self-handicapping

Research has consistently found that men engage in more behavioral self-handicapping than do women. We first review evidence suggesting that these gender differences result from women placing more importance on displaying effort than do men. We then present the results of two studies seeking to develop measures of beliefs about effort that might explain these gender differences in behavioral self-handicapping. Women, across a wide range of measures, placed more importance on effort than did men. However, only a new measure of more personalized effort beliefs, dubbed the Worker scale, uniquely explained gender differences in dispositional tendency to behaviorally self-handicap. The Worker scale also predicted academic performance, consistent with the notion that these effort beliefs would predict engagement in actual behavioral self-handicaps that undermine performance.     

The significance of occupations in work careers: An empirical and theoretical review

The central position of occupations in work careers has been a widely accepted position in the study of careers. Furthermore, it has also been commonly believed that most work careers follow the temporal sequence of occupational choice, occupational preparation and training, and occupational entry and retention. An analysis of research findings, however, shows that most individuals do not make stable occupational choices as the first step in their work careers, nor do they show a strong commitment to a particular occupation during their work careers. On the contrary, occupational mobility is far more characteristic of most work careers than occupational stability. One possible explanation of the high rates of occupational mobility is that individuals are responding to opportunities that develop during the course of their careers. As opportunities unfold during work careers, individuals use those opportunities to make future career and occupational choices. Thus, careers may be more accurately considered as a series of responses to a succession of opportunity situations than the effort to realize a predetermined occupational goal.     

Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance

This research is the first to examine the effect of “grit” – defined here as perseverance in pursuit of long-term goals – on salesperson performance and job satisfaction in a business-to-business (B2B) sales context. While more commonly studied in the psychology and education literatures, grit has heretofore been underexplored in sales research, a notable omission given its importance in predicting performance outcomes across multiple domains. In response, we demonstrate that gritty salespeople perform better and enjoy greater job satisfaction than their less gritty counterparts. Moreover, we show that competitiveness and self-efficacy help to develop grit and reveal important moderating effects; grit is highest when salespeople are self-efficacious and socially astute. Moreover, the results also suggest that need for power attenuates the positive effect of grit on performance, revealing a potential “dark side” of grit. We then provide some future research ideas involving grit in an effort to encourage further exploration of this construct in sales research. Finally, we conclude by offering cautions to future researchers as they decide whether to examine this interesting construct in a sales context.     

注意在短时距估计中的作用

注意一直是时间知觉研究的一个重要问题。本文综述了研究已经取得一些较为一致的结果：在双任务程序中对时间任务的注意越多,时距估计越准确;在单一任务中对目标刺激的时间属性注意越多,对该刺激的持续时距估计越准确;在时间导向任务中,个体可以有效地、主动把注意导向未来的某段时距,那么将对出现在那个时刻的刺激做出更好的反应。最后,讨论了现有研究中存在的、以及今后研究中需要着重考虑的问题。     

Evaluating the evaluator: The effects of the valence,sequence and target of evaluations on the perception of the evaluator

People commonly want to be perceived as intelligent, as well as be liked by others. Previous research has demonstrated that people who wish to appear intelligent tend to criticise others, and that criticising others indeed leads to the perception of high intelligence. In the current research we hypothesised and found that this is not the case when (a) the criticism is targeted towards the people who form the impression, and (b) the criticism is targeted towards those with whom the people who form the impression have just interacted. In both cases, participants in our study liked evaluators less when they used criticism than when they used praise. Moreover, they perceived the evaluators as less intelligent. We also demonstrated that in cases of mixing praise with criticism, the sequence of the evaluation interacted with the target of the evaluation in influencing liking. We found a greater liking for evaluators whose evaluation changed from negative to positive rather than vice versa, but only when the perceiver was the target of the evaluation. The discussion centres on the potential underlying mechanisms for these results, as well as on the practical applications of the results and directions for future research.     

When Effort is Threatening: The Influence of the Belief in a Just World on Americans' Attitudes Toward Antipoverty Policy

In the political context of the reauthorization of federal welfare reform legislation, a nationally representative sample of 1,570 adults in the United States completed a survey examining the factors that affect attitudes and policy preferences with regard to aid for low-income individuals and families in the United States. This study utilized an innovative survey technique, the factorial survey methodology (Rossi & Nock, 1982), which allows for the simultaneous experimental manipulation of a large number of factors through the use of a vignette. This research demonstrates how the portrayal of difficulties faced by people in need and the ways in which they attempt to overcome these difficulties affect support for policies designed to aid low-income individuals and families. In addition, this study of public attitudes considers the role that psychological orientations of the evaluators play in judgments of families in need. In this case, we examined how the evaluators' belief that the world is a just place influences their evaluations of deservingness. Consistent with our expectations, we found that the more efforts the vignette subject engaged in improving her situation, the less deserving of government benefits she was judged to be by respondents with a strong belief in a just world. The reverse was found among respondents with a weaker belief: more efforts were associated with greater judgments of deservingness.     

How attributional ambiguity shapes physiological and emotional responses to social rejection and acceptance

The authors examined White and Black participants' emotional, physiological, and behavioral responses to same-race or different-race evaluators, following rejecting social feedback or accepting social feedback. As expected, in ingroup interactions, the authors observed deleterious responses to social rejection and benign responses to social acceptance. Deleterious responses included cardiovascular (CV) reactivity consistent with threat states and poorer performance, whereas benign responses included CV reactivity consistent with challenge states and better performance. In intergroup interactions, however, a more complex pattern of responses emerged. Social rejection from different-race evaluators engendered more anger and activational responses, regardless of participants' race. In contrast, social acceptance produced an asymmetrical race pattern--White participants responded more positively than did Black participants. The latter appeared vigilant and exhibited threat responses. Discussion centers on implications for attributional ambiguity theory and potential pathways from discrimination to health outcomes.     

DESPERATELY SEEKING SAMMI: RE-INVENTING WOMEN'S DANCE IN PUNJAB

Based on original fieldwork among professional performing artists, interviews with culture promoters, and observation of unfolding events, this article details the history of a dance form little known outside Punjab. The dance samm? is, in fact, little known within India?s Punjab state as well, despite recent efforts to revive it through staged presentations. In the late 20th twentieth century, culture promoters in Punjab began to recognize dances that had previously been marginalized – by the over-commodified bhangra – in an effort to regain a sense of the region?s diverse yet fading artistic heritage. Sammi, a dance of the Western Punjab, was among those that were promoted. Yet unlike the case for some other dances, information on sammi, mostly possessed in India by displaced tribal people – and especially the cloistered women of those communities – was not readily available. After surveying the historical sammi dance, the article presents the recent history of modern stagings of the dance, wherein it now functions to provide equal performance opportunities in folkloric dance for Punjab?s growing number of educated young women. However, in order for this to be, a sammi dance has had to be essentially reinvented from scanty memories and imagination. Since the initial blow dealt by the Partition, local cultural dynamics of gender and ethnicity have created a scenario as to where and what has become presented under the name of ?sammi? may bear little resemblance to the heritage form it purports to revive.     

AN ASSESSMENT OF STUDENTS' CALIBRATION OF COMPREHENSION AND CALIBRATION OF PERFORMANCE USING MULTIPLE MEASURES

In the present study we examined students' ability to judge comprehension of text material (before actually taking a test) as well as ability to judge comprehension performance on text material (after taking a test). We examined each of these two abilities, termed calibration of comprehension and calibration of performance, by using multiple measures rather than just one as has traditionally been done in the literature. We also examined the role of students' self-assessed monitoring ability and self-image presentation in calibration skills. Results indicated that students were able to calibrate comprehension and performance although calibration levels were low, especially for calibration of comprehension. Students who calibrated comprehension well also tended to calibrate performance well. Several measures used to examine calibration of comprehension were consistent predictors ofperformance as were both quantitative and qualitative measures of calibration of performance. Students' calibration accuracy remained stable across measures and assessment conditions. Although students' self-assessed ability was not related to their actual calibration skills, self-image presentation was related to students'self-assessments and to theirability to calibrate performance. Implications and directions for future research are discussed.     

Cognitive processes in university learning: A developmental framework using structural equation modelling

Background. Both achievement goals and study processing strategies theories have been shown to contribute to the prediction of students’ academic performance. Existing research studies ( Fenollar, Román, & Cuestas, 2007 ; Liem, Lau, & Nie, 2008 ; Simons, Dewitte, & Lens, 2004 ) amalgamating these two theoretical orientations in different causal models have reported their associations with other adaptive strategies and motivational constructs – for example, effort expenditure. Despite this recognition, there have been to date very few studies that explored the relations between achievement goals, study processing strategies, effort, and academic performance over time. Aim of study. The primary focus of our study is to explore the relations between the aforementioned theoretical constructs over a 2‐year period. Specifically, we tested an empirical model that conceptualized the relations between performance‐approach and mastery goals, deep processing strategies, effort, and academic performance across six time points of data collection. Methodology. Two hundred and eighty‐one (161 females, 120 males) university students took part in this study. The participants were administered various Likert‐scale inventories and the overall course mark and final examination were used as indexes of academic performance. Results. Structural equation modelling indicated a relatively good fit to the a posteriori model and the hypothesized paths were, in part, supported. The major findings included the predictive effects of performance‐approach goals at Time 1 on deep processing strategies at Time 2 and mastery goals at Time 3; the predictive effect of mastery goals at Time 3 on effort at Time 4; the predictive effects of deep processing at Time 2 on mastery goals at Time 3 and Time 4. Furthermore, the placement of deep processing and effort in this structural model also accentuated the performance‐approach goals – mastery goals – effort – academic performance relation, and the performance‐approach goals – deep processing – mastery goals – effort – academic performance relation. Discussion. Our study has important theoretical and practical implications concerning the conceptualization of the performance‐approach and mastery goals relationship, and the use of goal structure and adaptive strategies (e.g., deep processing) to enhance academic learning.     

Translating sales effort into service performance: it's an emotional ride

It has been broadly assumed by both researchers and managers that the more effort salespeople exert, the better their performance outcomes are likely to be. However, organizations are placing an increasing emphasis not just on objective sales outcomes, but on subjective, customer service outcomes as well. This research tests relationships between employee effort and relational performance. We develop and test the position that employee effort reaches a point of diminishing returns, after which relational performance decreases. Further, in an effort to bound our model, we test the moderating role played by employees' emotional intelligence in this relationship. We test our study model in a lagged, multisource field study, matching survey data collected from 107 employees and 19 supervisors, relational performance metrics, and archived effort data collected for a period of 3 months pre–survey data collection. The results from our analysis indicate that the relationship between effort and relational performance is captured by an inverted U-shaped function that is significantly moderated by emotional intelligence. We find that the effort of employees with low EI reaches an identifiable point of diminishing returns; however, the more effort those with high EI exert, the better their relational performance outcomes tend to be.     

Coping profiles characterize individual flourishing,languishing, and depression

Abstract

According to the broaden-and-build theory of positive emotions, negative emotions narrow one's thought–action repertoire. In contrast, positive emotions have a broadening effect, expanding cognitive capacity, increasing potential coping strategies that come to mind, and enhancing decision-making, reaction, and adaptation to adversity. Fredrickson and Losada determined that a positivity ratio – the ratio of experienced positive to negative emotions – at or above 2.9 promotes human flourishing. A ratio below 2.9 is indicative of languishing individuals, whereas a ratio below 1.0 is a marker of depression. This study examined whether adaptive and maladaptive coping profiles differentiated those who flourish, languish, or are depressed in two convenience samples – military spouses (n =367) and public school teachers (n=267). Results were consistent with the theoretical predictions, as coping profiles of the groups differed significantly, with flourishing individuals favoring adaptive coping strategies more than those who were languishing or depressed. Conversely, depressed individuals reported greater use of maladaptive coping strategies than those who were languishing or flourishing. These results provide further empirical support for the mathematical model of Fredrickson and Losada, as the set of positivity criteria were predictive of coping profiles in two samples where successful coping and adaptation are important.