The role of fear-relevant stimuli in visual search: a comparison of phylogenetic and ontogenetic stimuli

It has been argued that phylogenetic fear-relevant stimuli elicit preattentive capture of attention. To distinguish between fear relevance and time of appearance in evolutionary history, the authors compare phylogenetic and ontogenetic fear-relevant and fear-irrelevant stimuli in a visual search task. The authors found no evidence for a special role of phylogenetic fear-relevant stimuli; it seems that fear relevance in general is more important than is the evolutionary age. The pattern of results indicates that attention toward threatening stimuli is mainly affected by a late component that prolongs the disengagement of attention.     

Social transmission of Pavlovian fear: fear-conditioning by-proxy in related female rats

Pairing a previously neutral conditioned stimulus (CS; e.g., a tone) to an aversive unconditioned stimulus (US; e.g., a foot-shock) leads to associative learning such that the tone alone will elicit a conditioned response (e.g., freezing). Individuals can also acquire fear from a social context, such as through observing the fear expression of a conspecific. In the current study, we examined the influence of kinship/familiarity on social transmission of fear in female rats. Rats were housed in triads with either sisters or non-related females. One rat from each cage was fear conditioned to a tone CS+ shock US. On day two, the conditioned rat was returned to the chamber accompanied by one of her cage mates. Both rats were allowed to behave freely, while the tone was played in the absence of the foot-shock. The previously untrained rat is referred to as the fear-conditioned by-proxy (FCbP) animal, as she would freeze based on observations of her cage-mate’s response rather than due to direct personal experience with the foot-shock. The third rat served as a cage-mate control. The third day, long-term memory tests to the CS were performed. Consistent with our previous application of this paradigm in male rats (Bruchey et al. in Behav Brain Res 214(1):80–84, 2010), our results revealed that social interactions between the fear conditioned and FCbP rats on day two contribute to freezing displayed by the FCbP rats on day three. In this experiment, prosocial behavior occurring at the termination of the cue on day two was significantly greater between sisters than their non-sister counterparts, and this behavior resulted in increased freezing on day three. Our results suggest that familiarity and/or kinship influences the social transmission of fear in female rats.     

Extraversion and electrodermal activity: arousability and the inverted-U

The Eysenck hypothesis that extraverts are less aroused or more inhibited than introverts has been subjected to a number of tests in the psychophysiological literature. Research to date suggests the need to clearly differentiate between tests of overall group differences in arousal or inhibition and studies of the differential reactions of the two groups to arousal manipulations. Psychophysiological studies of overall arousal differences in our laboratories and elsewhere have yielded somewhat inconsistent results for SCL, nonspecific response frequency, trials-to-criterion habituation and initial response amplitude, though dishabituation results are consistent with the expectation of higher amplitudes in introverts. Far more consistent are findings testing the inverted-U hypothesis, which suggests that introverts reach a point of optimal arousal at lower levels of stimulus input than do extraverts and hence should show earlier asymptotes and decrements in arousal measures. Using stimulus intensity and caffeine to manipulate arousal, we have found supportive results for SCL and several phasic measures, including the initial, test, and dishabituation responses. Overall, findings suggest that the two personality groups differ more clearly in arousability than in overall arousal level and that this difference is most consistent when conditions induce a rapid breakdown of inhibition and increase in arousal. Further research is needed to better understand the conditional relationship of extraversion to arousability, and arousal-manipulation paradigms would appear to be a fruitful initial approach to carrying out the needed research.     

Generalisation: mechanistic and functional explanations

An overview of mechanistic and functional accounts of stimulus generalisation is given. Mechanistic accounts rely on the process of spreading activation across units representing stimuli. Different models implement the spread in different ways, ranging from diffusion to connectionist networks. A functional account proposed by Shepard analyses the probabilistic structure of the world for invariants. A universal law based on one such invariant claims that under a suitable scaling of the stimulus dimension, generalisation gradients should be approximately exponential in shape. Data from both vertebrates and invertebrates so far uphold Shepard's law. Some data on spatial generalisation in honeybees are presented to illustrate how Shepard's law can be used to determine the metric for combining discrepancies in different stimulus dimensions. The phenomenon of peak shift is discussed. Comments on mechanistic and functional approaches to generalisation are given. Accepted after revision: 10 September 2001 Electronic Publication     

Extraversion and neuroticism: Investigation of resting electrodermal activity

In 1967 Eysenck published his biological account of extraversion and neuroticism. In the same year Claridge identified several problems with this theory. More recently Robinson has detailed a promising modification to Eysenck's theory which addresses many of the issues raised by Claridge. Drawing on Robinson's theory it was hypothesised that differences in resting electrodermal activity (EDA) would contrast extraverted‐neurotics (low arousal) and introverted‐neurotics (high arousal). The Eysenck Personality Questionnaire (EPQ) was used to identify four extreme groups of female participants: extraverted‐stable (n = 16), extraverted‐neurotic (n = 15), introverted‐stable (n = 8) and introverted‐neurotic (n = 16). EDA measures of skin conductance level (SCL) and non‐specific skin conductance response (NS‐SCR) were collected during two rest periods. Planned contrasts between the extraverted‐neurotic and introverted‐neurotic groups provided support for Robinson's theory on SCL but not NS‐SCR. It was argued that the results for NS‐SCR frequency could be accommodated by Robinson's theory if NS‐SCR was conceptualised as a measure of cortical reactivity to unspecified stimuli rather than as a measure of tonic arousal.     

Brain asymmetry and human electrodermal conditioning

Two experiments are reviewed that demonstrate effects of brain laterality on human classical conditioning. Pictures of facial emotional expressions were used as conditioned stimuli (CSs) together with shock as unconditioned stimlus (UCS). Bilateral electrodermal responses were recorded as dependent measures. In the first experiment, one group was conditioned to an angry face, and one group to a happy face. During extinction, the face-CSs were presented to the right hemisphere on half of the trials and to the left hemisphere on the other half of the trials. Results showed that the right hemisphere was superior in showing persisting effects of learning, and especially to the angry CS+. In the second experiment, lateralized presentations of the angry and happy faces were made during acquisition, with foveal presentations during extinction. Once again, the angry face elicited greater skin conductance responses (SCRs) during extinction in the group that had this stimulus presented to the right hemisphere during acquisition. It is concluded that emotional conditioning is differentially regulated by the two hemispheres of the brain.     

Sales Training: Salespeople's Preparedness and Managerial Implications

Abstract

Salespeople use a variety of selling techniques in their jobs. Little published research, however, has examined how adequately sales training programs prepare sales personnel to employ these techniques. This paper reports the results of a survey that focused on salespeople's adequacy of preparation to utilize various sales techniques. The results of the study lead to several managerial implications about how to improve sales training programs.     

Brain asymmetry and human electrodermal conditioning

Two experiments are reviewed that demonstrate effects of brain laterality on human classical conditioning. Pictures of facial emotional expressions were used as conditioned stimuli (CSs) together with shock as unconditioned stimulus (UCS). Bilateral electrodermal responses were recorded as dependent measures. In the first experiment, one group was conditioned to an angry face, and one group to a happy face. During extinction, the face-CSs were presented to the right hemisphere on half of the trials and to the left hemisphere on the other half of the trials. Results showed that the right hemisphere was superior in showing persisting effects of learning, and especially to the angry CS+. In the second experiment, lateralized presentations of the angry and happy faces were made during acquisition, with foveal presentations during extinction. Once again, the angry face elicited greater skin conductance responses (SCRs) during extinction in the group that had this stimulus presented to the right hemisphere during acquisition. It is concluded that emotional conditioning is differentially regulated by the two hemispheres of the brain.     

Impact of an individualist vs. collectivist context on the social valorization of internal explanations

The theory of the norm of internality emphasizes the role of Western individualism in the normativity of internal explanations. The present study examines the link between the social value accorded to targets expressing internal vs. external explanations and individualist vs. collectivist contexts. Sixty-three male and female French management sciences students evaluated two targets (internal vs. external) in a simulated recruitment situation. The job vacancy was partially manipulated to create individualist vs. collectivist contexts. Participants were asked to state whether or not they would recruit the targets and to describe the targets on traits relating to social utility (market value) and social desirability (likeability). As expected, the results showed that the effect of the targets' internality on recruitment judgments and perceived social utility was stronger in the individualist context than in the collectivist context. However, the analysis also revealed that the participant's gender moderated the impact of the context on the evaluation of the targets. The results showed that the context strongly affected the men's judgments, whereas it had no effect on the women's judgments.     

Sex differences and bilateral electrodermal activity

The present study was aimed at replicating the results of a previous work on sex differences and electrodermal asymmetry from our laboratory (Román,et al. 1987). Skin conductance was bilaterally recorded in a sample of 44 dextral volunteers (22 males and 22 females) during a stimulus-free period, and the performance of two tasks (verbal and spatial). Subjects were grouped into two groups of right-hand and left-hand dominance in their electrodermal responses (EDRs) in accordance with their laterality coefficient scores at rest. During the tasks subjects appeareed clearly differentiated by their lateralization in the magnitude and frequency of EDRs independently of gender: right-hand responders showed higher electrodermal activity on their right hand, while left-hand responders showed higher electrodermal activity on their left hand. Sex differences were not observed within each responsiveness pattern. The orientation of phasic electrodermal changes remained constant throughout the different conditions.