Affect and delay of gratification

Three experiments investigated the influence of positive and negative affect manipulations on children's preferences for small immediate versus large delayed rewards. Positive and negative affect were induced via verbal instructions to imagine happy and sad experiences. Elementary school children were randomly assigned to a control condition or to one of several treatment conditions consisting of two affect manipulations: a positive followed by a negative, the reverse, and (in the third experiment) two positives or two negatives. In some conditions (in the second and third experiments) measurement of delayed reward preference followed the first and second affect inductions whereas in other conditions (in the second and third experiments) measurement followed only the second affect manipulation. As predicted, negative affect subjects chose fewer large delayed rewards than did positive affect subjects during the first assessment (p < .02). At the second assessment, comparison among treatment and control conditions revealed the influence of a prior commitment effect which negated the potential influence of a second affect manipulation on preference for delayed rewards.     

Third Party Power: Some Negative Effects of Positive Incentives

The present study simulated an organizational dispute to examine the effects of reward and coercive third party power on negotiator concessions and negotiator perceptions of the third party. The results indicated that the possibility of third party rewards inhibited negotiator concessions, and the possibility of third party punishments facilitated concessions. This effect was enhanced by negotiator limit. When negotiators had high limits, they made the fewest concessions if the third party could compensate; when negotiators had low limits, they made the greatest concessions if the third party could press. Taken together, the results suggest that negotiators sometimes use concession making as a strategy to affect third party behavior. When negotiators want third parties to provide compensation, as when they have high limits, they reduce their concession making as a way of eliciting the compensation; when they want to avoid third party behavior that is punitive, and they have low limits and room to make concessions, they hasten their concessions to reach agreement quickly and thereby stem the third party's involvement.     

Immediate and delayed effects of victim suffering on the attacker's aggression

On the first day of a two-day experiment, male undergraduates were either angered or not, and they were given either high, low, or no metered pain feedback after each shock they supposedly delivered to their previous evaluator for his errors on a learning task. After the learning task the subjects made a number of ratings, including how much they had enjoyed this first session. On the second day, all subjects were simply required to administer shocks to a different person for his mistakes on the same learning task. The angered subjects were more punitive on both days toward both learners than the nonangered men. On the first day the angered men also increased the intensity of the shocks they delivered over trial blocks. Most interestingly, the angered men showed more enjoyment of the first session of the experiment as their victim's pain increased, and this enjoyment rating was related to the angered subjects' level of aggression on the second day of the experiment when they punished an “innocent” victim. The results were interpreted as consistent with the hypothesized reinforcement process which essentially states that signs and/or knowledge of the victim's suffering can reinforce impulsive or angry aggressive behavior.     

Attitude bolstering when behavior is inconsistent with central attitudes

An experiment was conducted to study the effects of behaving inconsistently with a central attitude. In a theoretical account, it is suggested that subjects who score high on a feminism scale and who fail to solve a sex-role problem and thus demonstrate sexist thinking will be motivated to adopt feminist (nonsexist) behavior more than subjects who are either lower in feminism or who don't fail such a problem. Since the attitude is central, attitude bolstering rather than change in the direction of the behavior should be the preferred mode of inconsistency reduction for such subjects. Bolstering, in the form of positive affirmative action decisions, was generally demonstrated by subjects who failed the sex-role problem. This effect was more pronounced for those highest in feminism. No such effects on affirmative action decisions were observed for subjects who didn't fail the sex-role problem. Results support the view that threats to one's self-image caused by one's own counter-attitudinal actions lead to attempts to reestablish those threatened values. A conceptual analysis of the conditions under which bolstering rather than attitude change in the direction of the behavior should be expected is presented.     

Effects of relative nurturance and social power on observational learning and imitation

Preschool children observed two models, one of whom (controller of resources) controlled rewards dispensed to the child and to the other model (rival consumer of resources). The nurturance of the controller was varied in terms of his relative generosity towards the subject and rival consumer. Controllers were imitated to a greater extent than consumers only when the controller had been more nurturant to the child than to the rival consumer. Imitation of the controller and consumer were affected differently by the various conditions of nurturance, but children's learning of each model's behaviors were affected similarly by the conditions. The learning and imitative performance of each model's behaviors were uncorrelated, and imitation of one model did not correlate with imitation of the other. However, the learning of the two models' behaviors was highly correlated.     

Context and companion's behavior as determinants of cooperation and competition in school-age children

Information about the social context and a companion's actions were studied as determinants of cooperation and competition in middle childhood. In Experiment 1, first-, third-, and fifth-grade children were told that they would play a board game with another same-age, same-sex child (actually a bogus companion). The experimenter's instructions established shared rewards or winner-take-all as outcome conditions. Preprogrammed responses—100% cooperative or 100% competitive—provided information about the companion's actions. Results revealed that the companion's responses alone determined cooperation and competition among the first graders. Third graders used both types of information. Fifth graders, however, demonstrated a bias to respond cooperatively whenever a cooperative cue was present. In Experiment 2, first-grade subjects were given extra rehearsal of the game strategies, a scorekeeping procedure for use during the game, or a combination of the two. Results indicated that, under these conditions, younger subjects were able to use the instructions about reward distribution as well as the companion's actions in guiding their social behavior.     

On mediating equity,equality, and self-interest: The role of self-presentation in social exchange

Do individuals conform to various norms of reward allocation not necessarily in response to internal standards but rather, to win approval from relevant others? This study examined the role of self-presentation in mediating equity, equality, and self-interest within reward allocations. It was hypothesized that when others were aware of a subject's behavior, distributions would reflect that person's normative definition of the situation. Subjects allocated a $5.00 payment among themselves and three partners with unequal performance inputs. Informing the experimenter of one's decisions resulted in more equitable divisions, characterizing the employment-productivity relationship between experimenter and subject. When co-workers, defined as peers, were aware of allocations, an equality-based solution was favored. Allocators enhanced their own rewards beyond normative values only when their choices were completely private. Evidence was also found of postdecisional cognitive changes which maintained the belief that one acted justly in giving each partner what he deserved. These findings are consistent with the proposition that individuals maximize their own rewards, defined broadly to include social impression-formation and intrapsychic benefits. Apparently, self-presentational concerns mediate the relative salience of equity, equality, and self-interest in social exhange.     

Behavioral similarity,confederate strategy,and sex composition of dyad as determinants of interpersonal judgments and behavior in the prisoner's dilemma game

The study was designed to test three distinct theoretical models relating player's attitudes toward a confederate in the prisoner's dilemma game: a reinforcing outcome model, a cultural norm model, and a social comparison model. A secondary concern of the study was to determine if player's sex, confederate's sex, and the confederate's strategy interactively influence player's choice behavior. Forty-eight male and forty-eight female subjects played 100 trials of the prisoner's dilemma game with a confederate who played either a 74% cooperative or 74% competitive predetermined strategy and then filled out the Interpersonal Judgment Scale rating the confederate. Behaviorally similar confederates received more positive evaluations than dissimilar confederates supporting the social comparison hypothesis. Further, the strategy of the confederate did not influence choice behavior in mixed-sex dyads, suggesting that sex roles may inhibit behaviorally based male-female interaction. The generality of previous gaming research which has dealt almost exclusively with same-sex dyads is called into question.     

A test of the self-perception explanation of the effects of rewards on intrinsic interest

An experiment was conducted to test the proposition that rewards undermine or enhance intrinsic interest in a task to the extent that individuals interpret their behavior as being motivated by the reward. It was predicted that when subjects were denied the opportunity to develop and confirm this attribution, rewards would not produce an undermining effect, but rather would enhance dispositions and behavior. Subjects were recruited to evaluate a new sugar-free soft drink. Two levels of incentives (reward-no reward), two levels of examination (opportunity-no opportunity), and three levels of outcome (good-neutral-poor) were employed. The results support the prediction that an incentive's effect depends on the examination opportunity. In the examination condition, rewarded subjects attributed their behavior more to external factors than did unrewarded subjects, but gave more negative product evaluations only after tasting it. In the no examination condition, there were no differences in the attributions made by rewarded and unrewarded subjects, and rewarded subjects were more positively disposed toward the product both before and after tasting it. These results are explained as a consequence of two properties of rewards, enhancement through reinforcement and undermining through discounting, and of hypothesis-testing processes.     

The effects of perceived similarity upon the use of reward and punishment

Subjects were led to perceive a trainee as either similar or dissimilar to themselves. During subsequent influence trials, subjects attempted to assess the causes of the trainee's performance and to employ rewards, punishments, or manipulations of the trainee's environment to optimize her performance. It was predicted that subjects would perceive the performance of dissimilar trainees as caused more by the dispositional factor of motivation than the performance of similar trainees, and that dissimilar trainees would thus be rewarded more upon success as well as punished more upon failure. The hypotheses were supported, and a model of reward-punishment behavior and attribution is discussed.     

Conditioning of counter-empathetic emotional responses

The present research tested the hypothesis that the quality of an observer's vicarious emotional response, as measured by autonomic, expressive, and self-report indexes, is a function of the observer's conditioning history with particular facial expressive displays of emotion. It was predicted that conditions of congruence (Symmetry) between the affective expression of a model and the outcome (shock or reward) presented to an observer would enhance initial empathetic responses, but that conditions of incongruence (Asymmetry) between the model's displays and observer's outcomes would lead to counter-empathetic responses. These changes in the quality of observers' vicarious emotional responses should generalize to a test phase when no rewards or punishments are presented to observers. The results for all measures were consistent and indicate that asymmetric conditioning modified the initial empathetic responses of observers to either counter-empathetic responses or indifference. On the other hand, symmetric conditioning enhanced observers' initial empathetic responses. These effects were evident in the test phase when no reinforcements were administered to the subject. The results are consistent with the theoretical assumption that facial expressions of emotion can acquire meaning and hedonic valence because of their predictive significance and thus can function as conditioned stimuli capable of evoking empathetic and counter-empathetic emotional responses.     

Young children's storage behavior in a memory-for-location task

Two experiments concerned with children's intentional preparation for future retrieval in a memory-for-location task are presented. In the first experiment, 3-, 5-, 7-, and 9-year-olds were instructed to store and subsequently retrieve an object on a large spatial display. All age groups, except the 3-year-olds, tended to store the object at distinctive locations and their retrieval performance was facilitated accordingly. The four age groups did not differ in the types of selections made in a nonmemory control task. The second experiment dealt with the effects of feedback and informational factors on strategy acquisition. Preschoolers were given experience at retrieving the object from distinctive and nondistinctive positions on the stimulus display. Later, when instructed to store the object by themselves, older preschoolers produced the distinctive-position storage strategy following a feedback procedure in which they directly observed the consequences of their retrieval selections. The strategy was adopted by younger preschoolers, but only when additional strategy and task information accompanied visual feedback. The use of external memory tasks with young children and factors affecting strategy acquisition and utilization are discussed.     

Moderating effects of employee expectancies on the relationship between leadership consideration and job performance of engineers

Ninety-four engineers were asked to describe their supervisors' leadership style, to indicate their expectancies whether performing effectively in their jobs would lead to job rewards and the valence of these rewards. It was hypothesized that employees' expectancies and a considerative leadership style interact to influence the performance levels of these engineers. Results indicated that leader consideration and employee expectancies operate in joint fashions to effect job performance.     

Development of classification: The use of similarity and dimensional relations

Findings about perceptual development indicate that overall similarity is the primary perceptual relation by which young children compare complex objects. Traditional studies of classification, however, did not focus on children's organizational use of holistic relations but rather on their ability to classify by dimensions or criterial attributes. The results from such traditional studies suggest that young children are deficient classifiers. The present research investigated the possibility, contrary to the traditional view, that 4- to 6-year-old children are competent and systematic classifiers at least by overall similarity. In three experiments, preschoolers and kindergarteners classified various sets of multidimensional stimuli that could be organized into categories by overall similarity or by dimensional attributes. Consistent with the research in perceptual development, the children were highly attentive to overall similarity. However, the preschoolers in particular showed marked difficulty in using this relation to form categories of more than two objects. The children's difficulties were highly reminiscent of traditional claims about early classification. Analyses of the classification strategies used by the children, however, suggest that even the youngest children understood the purpose of a classification. The developmentla changes appear to be in the ability to execute a classification. Importantly, type of classification strategy was independent of type of category organization. Individual children used the same strategies both when classifying by overall similarity and by dimensional attributes. These results strongly suggest that it is the classification skills themselves, and not just the ability to classify by particular relations, that change with age.     

Children's judgments of numerical quantity: A new view of early quantification

Three experiments investigated the role of length, density, and number dimensions in children's numerosity judgments of linear arrays of beads. The number dimension is physically defined by a length × density rule. Judgments based, even in part, on the number dimension would show signs of a length × density rule. Experiment 1 examined numerosity judgments of large arrays. Results showed that judgments by 3- and 4-year-olds obeyed a length + density rule, providing cogent evidence for a general adding strategy in young children's judgments of quantity. The physical length × density rule emerged gradually with increasing age. Experiment 2 showed that numerosity judgments of small arrays by 3- and 4-year-olds obeyed a length × density rule, indicating response to the number dimension. This result was expected and thereby validated the linearity of the response scale at the youngest ages. Experiment 3 verified the integration rules for individual 3- and 4-year-olds. The integration rules were interpreted in terms of Piaget's stages of the development of quantification. No evidence for Piaget's initial stage was found. This leads to a new view of early quantification which grants young children the ability to integrate stimulus dimensions.     

Quota vs positional power in four-person apex games

In coalition formation experiments, which coalitions will form and how players in coalitions will allocate their jointly gained rewards are typically predicted as a function of the players' relative power. In this paper, we isolated two logically independent sources of a player's power: the player's contribution to the rewards obtainable by coalitions of which he may be a member (“quota power”), and the number of distinct coalitions which a player may join (“positional power”). The separation of the two types of power is clearly shown in apex games, where a single player (Apex) attempts to lure any of the other players (Base) from the coalition of all Bases. A series of four-person computer-controlled apex and nonapex characteristic function games, varying with respect to the relationship of quota power to positional power, were played by 15 quartets of male players. Quota power was strongly manifested in all outcome measures, while positional power appeared only as a bias toward equal allocations of reward when coalitions among players of equal positional power formed. Neither of two social psychological theories that are applicable, pivotal power and weighted probability theory, predicted coalition frequencies. In a test of five solution concepts, the competitive bargaining set predicted payoff allocations better than either of the two aforementioned theories, the kernel, or an equal-split model.     

Transfer between downshift in reward magnitude and continuous delay of reward

Two separate experiments were conducted to investigate transfer of persistence between delay and a downshift in reward magnitude. In the first experiment, experimental rats were initially downshifted in reward magnitude and later tested for persistence to continuous delay of large reward. It was found that these rats were more persistent to the effects of delay than control rats which did not receive prior experience with a downshift in reward magnitude. In the second experiment, experimental rats were first trained to receive large reward under delayed conditions and then tested for persistence to a downshift in reward magnitude. Compared to control rats which received no prior experience with delay, the experimental rats showed a significantly smaller negative contrast effect. The results were interpreted as supporting Amsel's theory of persistence as well as Capaldi's recent interpretation of contrast effects.     

Work orientation vs hygienic orientation: A bi-polar approach to the study of work motivation

Based on the work of Herzberg and associates 1959 a bi-polar measure of work orientation vs hygienic orientation was constructed. In addition to providing reliability estimates, the convergent and discriminant validity is shown through correlation of the measure with other measures of work motivation, personality measures, values, and abilities. Finally, criterion-related validity is shown by correlating the new measure with supervisor's ratings of how long it will take newly hired college graduates to reach the third level of management.     

Occupational change in mid-career: An exploratory investigation

Twenty-five people who had made voluntary, radical occupational changes in mid-career were interviewed and compared and contrasted with people remaining in matched occupations. Four categories of factors emerged from the data as being important to mid-career occupational change: factors associated with the first occupation, factors associated with the second occupation, obstacles to change, and personal factors. Dissatisfaction with the first occupation and attraction to a second occupation are both necessary for change to occur but do not in all cases cause change. Dissatisfaction results from a lack of congruence between a person's work orientations and the rewards of an occupation, and attraction results from a perceived congruence between the two. Obstacles to change are most financial in nature and can deter or delay change even when dissatisfaction and attraction exist. Differing personal beliefs about the control one has over one's life and one's ability to succeed in new areas in large part determine whether obstacles deter change or not.     

Face-saving and entrapment

Entrapping conflicts are those in which individuals: (1) have made substantial, unrealized investments in pursuit of some goal, and (2) feel compelled to justify these expenditures with continued investments, even if the likelihood of goal attainment is low. It was hypothesized that entrapment (i.e., amount invested) would be influenced by the relative importance individuals attach to the costs and rewards associated with continued investments. Two experiments tested the notion that entrapment would be more pronounced when costs were rendered less important (and/or rewards were made more important). In Experiment 1, half of the subjects were instructed beforehand of the virtues of investing conservatively (Cautious condition), whereas half were informed of the advantages of investing a considerable amount (Risky condition). Investments were more than twice as great in the Risky condition. Moreover, consistent with a face-saving analysis, (1) the instructions had a greater effect on subjects with high rather than low social anxiety, and (2) individuals with high social anxiety who participated in front of a large audience were more influenced by the instructions than were individuals with low social anxiety who participated in front of a small audience. In the second experiment, the importance of costs and rewards were varied in a 2 × 2 design. As predicted, subjects invested significantly more when cost importance was low rather than high. Contrary to expectation, reward importance had no effect. Questionnaire data from this study also suggested that entrapment was at least partially mediated by the participants' concern over the way they thought they would be evaluated. Theoretical implications are discussed.