Nonverbal behavior of vendors in customer-vendor interaction

Two research questions were posed on the homophily theory of customer-vendor interactions: (a) do vendors show any nonverbal preference for Euro-American or African-American customers?; (b) do vendors demonstrate any nonverbal preference for customers with which they share racial homophily? The results supported the homophily theory for Euro-American customers in that there were significant interaction effects by race in facial expression (F = 5.33, p < .05), amount of speaking (F = 6.76, p < .01), tone of voice (F = 7.62, p < .01), and touching (F = 4.57, p < .05). Vendor behavior varied when the customer was Euro-American, with Euro-American vendors smiling more frequently (M = 4.05) than African-American vendors (M = 3.69), speaking more frequently (M = 3.57) than African-American vendors (M = 3.09), using a more friendly tone of voice (M = 3.59, and engaging in more touching behaviors (M = 1.81) than African-American vendors (M = 1.48). There was no significant difference in the behavior of Euro-American and African-American vendors when the customer was African-American.     

Emotional intensity predicts autobiographical memory experience

College students generated autobiographical memories from distinct emotional categories that varied in valence (positive vs. negative) and intensity (high vs. low). They then rated various perceptual, cognitive, and emotional properties for each memory. The distribution of these emotional memories favored a vector model over a circumplex model. For memories of all specific emotions, intensity accounted for significantly more variance in autobiographical memory characteristics than did valence or age of the memory. In two additional experiments, we examined multiple memories of emotions of high intensity and positive or negative valence and of positive valence and high or low intensity. Intensity was a more consistent predictor of autobiographical memory properties than was valence or the age of the memory in these experiments as well. The general effects of emotion on autobiographical memory properties are due primarily to intensity differences in emotional experience, not to benefits or detriments associated with a specific valence.     

An evaluation of evaluative personality terms: a comparison of the big seven and five-factor model in predicting psychopathology

Two personality models are compared regarding their relationship with personality disorder (PD) symptom counts and with lifetime Axis I diagnoses. These models share 5 similar domains, and the Big 7 model also includes 2 domains assessing self-evaluation: positive and negative valence. The Big 7 model accounted for more variance in PDs than the 5-factor model, primarily because of the association of negative valence with most PDs. Although low-positive valence was associated with most Axis I diagnoses, the 5-factor model generally accounted for more variance in Axis I diagnoses than the Big 7 model. Some predicted associations between self-evaluation and psychopathology were not found, and unanticipated associations emerged. These findings are discussed regarding the utility of evaluative terms in clinical assessment.     

LEADERSHIP EMERGENCE AND SOURCE VALENCE: CONCEPTS IN SUPPORT OF INTERACTION THEORY AND MEASUREMENT

This study sought to determine what perceived characteristics discriminate between leaders and nonleaders in a small group situation. After interacting for three work periods, members of several groups evaluated one another on a source valence instrument containing measures of credibility, attraction, and homophily. During subsequent meetings, a computerized technique (PROANA5) was used to analyze group interaction and identify group leaders. Results indicated that three variables: task attraction, extroversion, and character provided reasonably accurate classifications of leaders and nonleaders. Findings were discussed in terms of Gibb's interaction theory of group leadership.     

Gender homophily in preferences for physicians

Gender homophily in physician preference (desire for a physician of the same sex) and more general homophily preferences (race, religion, and gender) were investigated among a population of college undergraduate and health professional students for a variety of health problems. Findings indicated that gender homophily preference was stronger for men than for women. However, the preferences may not reflect antifemale physician prejudice, particularly self-prejudice of women clients. Male preferred their doctors to be men significantly more than did females, regardless of the health problem. More serious health problems requiring greater physician skill (cancer, heart disease) did not produce significantly greater preference for males than problems requiring a lesser amount of skill. It appeared that health problems requiring a greater degree of physical intimacy (e.g., complete physical exam, gynecological or prostate problem) or psychological intimacy (e.g., emotional problem) produced greater homophily preference. Whether or not the student had had experience in clinical settings as a preprofessional or professional student did not have an impact on homophily preferences. Implications for the future delivery of health care, especially increased numbers of women in medicine, are discussed.This article is a revised version of a paper presented at the 29th Annual Meeting of the Society for the Study of Social Problems, Boston, August 1979. The authors appreciate the suggestions of John Doby and Linda Molm, and the assistance in obtaining subjects of Jean Li Rogers and Kirk Elifson.     

The relationship between color–object associations and color preference: Further investigation of ecological valence theory

Ecological valence theory (EVT; Palmer & Schloss, Proceedings of the National Academy of Sciences 107:8877–8882, 2010) proposes that color preferences are due to affective responses to color-associated objects: That is, people generally like colors to the degree that they like the objects associated with those colors. Palmer and Schloss found that the average valence of objects associated with a color, when weighted by how well the objects matched the color (weighted affective valence estimates: WAVE) explained 80% of the variation in preference across colors. Here, we replicated and extended Palmer and Schloss’s investigation to establish whether color–object associations can account for sex differences in color preference and whether the relationship between associated objects and color preference is equally strong for males and females. We found some degree of sex specificity to the WAVEs, but the relationship between WAVE and color preference was significantly stronger for males than for females (74% shared variance for males, 45% for females). Furthermore, analyses identified a significant inverse relationship between the number of objects associated with a color and preference for the color. Participants generally liked colors associated with few objects and disliked colors associated with many objects. For the sample overall and for females alone, this association was not significantly weaker than the association of the WAVE and preference. The success of the WAVE at capturing color preference was partly due to the relationship between the number of associated objects and color preference. The findings identify constraints of EVT in its current form, but they also provide general support for the link between color preference and color–object associations.     

Moral motivation in defending classmates victimized by bullying

The study addresses factors that relate to defending of classmates victimized by bullying in early adolescence. Specifically, it examines whether moral motivation—measured as a combination of emotion attributions and their justifications in response to a hypothetical transgression—predicts defending in context of gender, social preference, perceived popularity and teacher support. We gathered single-time-point data on a sample of 512 sixth-graders (aged 11–13 years). A three-step hierarchical regression analysis showed that defending was positively predicted by: (1) moral motivation, when gender, social preference, perceived popularity and teacher support were accounted for; (2) interaction between moral motivation and social preference, when all other independent variables were accounted for. Simple slopes indicated that increased social preference strengthened the link between moral motivation and defending. The full model explained 40.5% of the variance in defending. The findings underscore the relevance of morality and its interplay with social preference in understanding defending.     

Marketing of Professional Counselors: A Q‐Sort Study of Best Practices

This quantitative Q‐sort research was designed to evaluate representations of counselor qualifications and to determine which configurations account for the variance in consumer preference and selection. The sample consisted of 161 graduate and undergraduate students in a regional university in Texas. An iterative inverse factor analysis produced 3 distinct factors that accounted for 65.85% of the variance in the data, explaining a majority of the differences in how consumers perceive counselor credentials.     

Simple Co‐Occurrence Statistics Reproducibly Predict Association Ratings

What determines human ratings of association? We planned this paper as a test for association strength (AS) that is derived from the log likelihood that two words co‐occur significantly more often together in sentences than is expected from their single word frequencies. We also investigated the moderately correlated interactions of word frequency, emotional valence, arousal, and imageability of both words (r's ≤ .3). In three studies, linear mixed effects models revealed that AS and valence reproducibly account for variance in the human ratings. To understand further correlated predictors, we conducted a hierarchical cluster analysis and examined the predictors of four clusters in competitive analyses: Only AS and word2vec skip‐gram cosine distances reproducibly accounted for variance in all three studies. The other predictors of the first cluster (number of common associates, (positive) point‐wise mutual information, and word2vec CBOW cosine) did not reproducibly explain further variance. The same was true for the second cluster (word frequency and arousal); the third cluster (emotional valence and imageability); and the fourth cluster (consisting of joint frequency only). Finally, we discuss emotional valence as an important dimension of semantic space. Our results suggest that a simple definition of syntagmatic word contiguity (AS) and a paradigmatic measure of semantic similarity (skip‐gram cosine) provide the most general performance‐independent explanation of association ratings.     

Personality research: components of variance attributable to the person and the situation.

Studies involving personality and situational variables were surveyed. Studies permitting determination of main effects and interactions involving these variables have increased since 1950. In one comparison, situational main effects were significant in 65.5% of the cases, whereas the figure was 31% for individual difference variables and 59.9% for interactions. In another comparison, 35% of situational main effects accounted for more than 10% of the variance, compared with 29% for personality indexes; 19% of the situational variable effects accounted for more than 20% of the variance, compared with 14% of the personality main effects. Low percentages of variance were accounted for by all variables investigated: situational, personality, demographic, and interactions among these variables.     

COMMUNICATION FACTORS RELATED TO CLOSER INTERNATIONAL TIES

The question of what promotes closer ties between nations has long been central to the study of intercultural communication. This research develops and tests a model that specifies three factors drawn from social distance and systems perspectives that are posited to have an influence on the desire for closer ties between the U.S. and Mexico. Each of the factors, perceptions of homophily, shared interests, and threats, have previously been identified as occupying central positions in the development of international relationships. The sample used to test the model was drawn from eight elite occupational groups within Mexican urban centers (N = 800). The results were supportive of the model, with quite acceptable goodness of fit measures, with a high level of variance accounted for in the dependent variable, and with support for the paths between exogenous and endogenous variables as predicted in the model.     

Personality effects and sex differences on the International Affective Picture System (IAPS): A Spanish and Swiss study

The present study analyses the relationship between Anxiety and Impulsivity personality factors and emotions, by controlling for country and sex effects in a sample of Spanish and Swiss university students. Emotions were assessed through the International Affective Picture System (IAPS) of pictures (valence/arousal) using the Self-Assessment Manikin (SAM) procedure. The mixed valence/arousal groups’ pictures were formed according to Tok, Koyuncu, Dural and Catikkas procedure (2010). Results showed that females scored significantly higher in Anxiety factor and men in Impulsivity factor in both countries. The effect of sex was highly significant for Anxiety (ŋ²: 0.12), but there was no significant effect of the country. Also, females obtained higher scores in the four valence/arousal pictures groups. The sex effect was particularly robust for negative valence–high arousal (ŋ²: 0.13). Impulsivity correlated with high ratings of positive valence–high arousal while Anxiety correlated with high ratings of negative valence–high arousal and with high ratings of negative valence–low arousal in both sexes, although scores were higher for females. Structural Equation Modelling confirmed these relationships. Nevertheless, Anxiety and Impulsivity explained only a small amount of the accounted variance of the self-reported valence and arousal of the pictures.     

Opposites Do Not Attract: Social Status and Behavioral-Style Concordances and Discordances Among Children and the Peers Who Like or Dislike Them

Homophily, a term used to describe the tendency to associate with similar others, serves as a basis for attraction among children. The converse may also be true. Dissimilarity appears to contribute to dislike. In one of the only published studies to examine homophily and its converse, D. W. Nangle, C. A. Erdley, and J. A. Gold (1996) found that children were liked by peers who were similar to them in social status and behavioral style and disliked by peers who were dissimilar to them in social status and behavioral style. Examining gender influences, we were only able to partially replicate their findings in the present study. That is, evidence of homophily was found only for girls. In contrast, dissimilarity contributed to dislike for both genders, but was especially evident for boys. With respect to age, prosocial behavior appeared to have a more positive valence among younger girls. whereas aggressive behavior appeared to have a more negative valence among older boys. Attempts to reconcile these findings with those of the Nangle et al. (1996) investigation and the implications for understanding peer processes, gender influences, and behavior problems are discussed.     

Genetic and environmental influences on adult attachment styles

The heritability of adult attachment styles as measured by the Relationship Scales Questionnaire (RSQ) was estimated on data from a volunteer general population sample of 220 adult twin pairs (116 monozygotic pairs. 104 dizygotic pairs). Additive genetic effects accounted for 37%, 43%, and 25% of the variance in the secure, fearful, and preoccupied adult attachment styles, respectively, but none of the variance in the dismissing style. Nonshared environmental influences accounted for the majority of the variance in all styles: 63% secure, 57% fearful, 75% preoccupied, and 71% dismissing. Shared environmental effects were negligible for all styles except dismissing (29%).     

The Relationship of Informational Attributions to Affective Response to Success and Failure

Abstract

This study assessed the relationship of informational attributions—perceived characteristics of the self and the task situation—to postperformance affect. College students performed an anagram task and rated causal and informational attributions for their outcomes, the causal dimensions for the perceived causes of their outcomes, and their affective response to their outcomes. The valence of the outcome—success or failure—was the best predictor of affect, and both causal attributions and causal dimensions accounted for substantial portions of the affect variance. Informational attributions accounted for a significant proportion of the affect variance beyond that attributable to the other factors. Implications of these results for the attributional theory of emotion are discussed.     

Voter Preference and Emotion: Using Emotional Response to Classify Decided and Undecided Voters1

This study tested the utility of using the emotioneliciting qualities of candidates to classify both decided and undecided voters. Based on Mehrabian and Russell's (1974b) theoretical perspectives, a hypothesis was developed that emotional response to candidates could be used to discriminate between voters. Three hundred eighty-six registered voters in Bexar County, Texas, were randomly polled. These voters were asked a series of attitude and behavior questions. Of special interest for this study were questions about the Texas Governor's race between Bill Clements and Mark White. Voters were asked to identify their preference for either man and to respond to questions that tapped the emotioneliciting qualities of each candidate. The results indicated that the emotioneliciting qualities of the political candidates could be used to discriminate both decided and undecided voter preference. Specifically, over 90% of the decided voters and 80% of the undecided voters were accurately classified. This was seen as important for two reasons. First, it supported the claim that emotions may play an important role in voter preference. Second, it suggested a method for discriminating between voters even when voters were unable to immediately identify their own candidate preferences. Also of importance was the finding that the emotioneliciting quality scales became a “clarification” tool for some voters who were “on the fence” about the two candidates. After these voters responded to questions about thek feelings, candidate preference could be more clearly verbalized. A refinement of the “emotion-eliciting quality” instrument was suggested for future research.     

If you have a choice,you have trouble: Stimulus valence modulates presentation‐order effects in preference judgment

It is well known that the presentation order of choice options often affects decision outcomes to a significant degree. However, despite the significance and wide occurrence of the effects, they are ignored in most preference models. Furthermore, psychophysical findings of stimulus‐magnitude dependent presentation‐order effects have not been acknowledged previously in the cognitive literature on preference judgments. Thus, the potential moderating effect of the level of stimulus magnitude (here, valence) on the direction and size of order effects in preference judgment has not been investigated previously. In two experiments, participants (117 and 204, respectively) rated their preference for pairs of everyday‐type objects and phenomena (e.g., apple–pear, headache–stomachache). Stimuli were spaced horizontally, and each participant received them in one of two opposite within‐pair presentation orders. Participants also rated the stimuli's valence on a scale from very bad to very good. The results showed a positive correlation between the rated valence and the tendency to prefer the first‐mentioned (left) stimulus; that is, the effect was greatest, and opposite, for choices between the most attractive and the most unattractive options, respectively. In terms of Hellström's ( 1979 ) sensation‐weighting model, the positive correlation is caused by a higher weight (i.e., impact on the preference judgment) for the left stimulus than for the right, which is possibly due to the left stimulus being compared to the right. The results suggest that researchers may have failed previously to find important moderators of presentation‐order effects in preference judgment due to the failure to use sufficiently attractive or unattractive stimuli. Copyright © 2010 John Wiley & Sons, Ltd.     

Effects of Poll Reports on Voter Preferences

Relative strengths of the bandwagon (or rally-around-the-winner) affect and its converse, the underdog effect, were tested. Study 1 was conducted with registered Republicans during 4 days immediately prior to the first major Republican primary of 1996. Bogus poll data showing Dole leading Forbes (or Dole trailing Forbes) were presented to voters who then voted their preference for Dole, Forbes, or neither. Findings showed a significantly greater tendency to vote for Dole over Forbes when the bogus poll showed Dole leading Forbes than when it showed Dole trailing. Thus, results supported the bandwagon effect and, furthermore, showed it as explaining 6% of the variance in voter preferences. In Study 2, participants were given bogus poll data on 2 personally relevant issues and were then asked to vote their preferences on the issues. Participants had extremely strong consensus preferences on one issue and were not influenced by bogus poll data. On the second issue that involved moderately strong consensus preferences, bogus polls significantly affected votes, supporting the bandwagon effect. Bandwagon effects were stronger for women compared with men, and for 2 of 3 PAD (Pleasantness, Arousability, Dominance) basic temperament factors; that is, for individuals with more arousable and less dominant temperaments. Implications for other personality variables were noted.     

Developmental factors and performance in remedial courses

This study investigated the relations between various developmental factors and performance in remedial courses. The Iowa Developing Autonomy Inventory, Iowa Managing Emotions Inventory, and Iowa Developing Competency Inventory were administered to 231 students enrolled in a developmental studies program at a large state university (enrollment about 25,000). Regression analyses indicated that various developmental measures accounted for a small effect (amount of variance accounted for ranged from 2% to 7%) on performance in remedial courses. The percentage of variance accounted for by the three inventories was similar to what could be accounted for by more traditional measures of SAT scores and high-school grade point averages. The percentage of variance accounted for by traditional measures ranged from 2% to 10%.