Complex decision making: A longitudinal study of process and performance

Two studies using a computer-simulated, strategy-formulation game and business students were conducted using simultaneous verbal protocols. It was found that a number of information-processing and information-evaluation thought processes were significantly related to game performance. Consistent with what is known about individual decision making, the present results suggest that, for the task used in this study, individuals who engage in causal analysis perform better than those who do not. But those who focus on negative emotions, blindly repeat previously successful decisions, and engage in illogical through processes perform more poorly than those who do not. Causal replication using real managers within organizational settings, however, is needed before firm conclusions can be drawn from this research.     

Relation of Type A behavior to performance and satisfaction among sales personnel

Many of the personal characteristics frequently associated with successful sales performance are very similar to behaviors which are a part of the Type A coronary-prone behavior pattern. This study investigated the relationship between Type A behavior and sales performance, as well as job satisfaction, among a sample of 355 life insurance agents. No significant differences were found between Type A and B agents and three measures of sales performance and one measure of general job satisfaction. Type A behavior among the sample was associated with measures of stress and number of health complaints. Possible explanations for the lack of Type A-performance and Type A-satisfaction relationships are discussed as is the importance of the association with stress and health complaints.     

Visual search by children: the effect of background variation and the use of visual cues

A visual search task was used to assess developmental changes in children's selective attention to specified portions of a visual display. Seven-, nine-, and twelve-year-olds searched for a target letter in matrices of letters, each of which was centered in a form. On each matrix the forms were uniform or they varied in color, shape or both color and shape. The children searched with either no cues or with color or shape cues that could be used to restrict and speed their search. In all conditions search speed increased with age. Comparisons among conditions revealed three different age trends. With no cues children of all ages were slowed comparably by variation in background forms. With color cues all children increased their search speeds relative to no-cue speeds, suggesting selective fixation, but the 12-year-olds benefited most from the cues. With shape cues the search speed of 9- and 12-year-olds was slowed while that of 7-year-olds was either unchanged or was slowed only slightly. These different trends caution against overly general statements of changes with age in selective attention, and highlight the need to consider both particular task requirements and the processes used by subjects of different ages in tasks requiring selective attention.     

Moderating effects of organizational climate on relationships between goal-setting attributes and employee satisfaction

The moderating effects of nine organizational climate factors were examined on the relationships between four goal-setting attributes and three measures of employee satisfaction. Subjects were 245 scientists and engineers participating in an MBO program. Researchers did not find sufficient evidence to warrant a general statement concerning the moderating effects of organizational climate in this context. Explanations, however, are offered for the specific moderating effects which were discovered.     

Two components of need for approval score and their relationship to cheating following success and failure

Subjects completed a simulated “intelligence test” on which they were given bogus feedback indicating that they had either met college norms or had failed substantially to meet norms. Immediately following was a period in which subjects could modify their scores and believe that their modification would go undetected. The relationship of need for approval to “cheating” and amount of “cheating” was analyzed. The results supported an “avoidance” interpretation of approval motivation. Two separate components of need for approval score were identified and found to be differentially related to avoidance behavior for men and for women.     

Developmental differences in cognitive mapping: Configurational knowledge of familiar large-scale environments

In order to investigate the development of cognitive mapping of familiar large-scale environments. First-, fifth-, and eighth-grade children were asked to make bearing and distance estimates to six targets from three sighting locations in their school. Correlations between estimated and actual bearings and distances were extremely high at all grade levels, indicating that (a) children at all grade levels could reliably make such estimates, and (b) route knowledge of even the youngest children was quite high. Bearing accuracy increased between first- and fifth-grade and showed little improvement thereafter. Increases in a measure of configurational accuracy were found between first- and fifth-grade and between fifth- and eighth-grade. Differential accuracy as a function of the demands of particular sighting locations was found only for the younger children.     

Reward behavior by male and female leaders: A causal inference analysis

This research investigated causal inferences between leader reward behavior (positive and punitive) and subordinate goal attainment, absenteeism, and work satisfaction over a 3-month period in a merchandise distribution center (n = 252). Four groups were studied: (a) male supervisors-male subordinates, (b) male supervisors-female subordinates, (c) female supervisors-female subordinates, and (d) female supervisors-male subordinates. Using the techniques of tests of mean differences and corrected cross-lag correlations, the results revealed that: (a) No significant differences attributed to sex were found between the four groups with the perceptions of leader reward behavior or subordinate outcome measures, and (b) the causal inference analysis suggested that the relationships between leader reward behavior and subordinate attitudes and behavior were independent of the effects of sex of supervisor or subordinate. Implications for research on sex stereotypes and leadership were discussed.     

The effects of feedback consistency and feedback favorability on self-perceived task competence and perceived feedback accuracy

The present study, employing a 2 × 2 true-experimental design and regression analyses assessed the main and interactive effects of feedback consistency (consistent vs inconsistent), and feedback favorability (acceptable vs superior), for feedback given at two time periods on measures of perceived feedback accuracy and self-perceived task competence. Among the study's findings were that (a) the perceived accuracy of feedback at the second period was a function of the favorability of feedback received at the first time period, (b) the self-perceived task competence levels of subjects were jointly determined by the favorability of feedback received at both time periods, and (c) the perceived accuracy of feedback was a function of its consistency. Organizational implications of the study's results are offered.     

Orienting versus learning instructions in children's free recall: New evidence

Ninety-six first graders were given a list of either words or pictures to process under three types of incidental orienting instructions (semantic, directed at list organization; semantic, directed at individual item characteristics; and physical) and an intentional-learning instruction. For pictures and words, list organizational instructions were the most effective, and were superior to intentional-learning instructions. In contrast, individual item-orienting instructions were not better than intentional-learning instructions on either list. Additionally, different patterns of instructional effects emerged on the two list types, which were interpreted with respect to both available data and contemporary processing theories.     

Children's use of perceptual set

The effects of perceptual set and of “sequential visual noise” on the identification of briefly exposed pictures were examined in 5-year-olds, 8-year-olds, and adults. Subjects were asked to indicate whether a brief target matched a standard. The standard picture was presented either before the target picture (to establish a set) or after the target. The target was presented either alone or last in a series of six brief pictures (i.e., in noise). Adults and 8-year-olds were at ceiling when the target was presented alone, but set facilitated their identification of the target in noise. The 5-year-olds benefited from set both when the target was presented alone and when it was presented in noise. These findings suggest that set for a specific target picture functions similarly at all ages.     

A process analysis of the effects of performance-contingent rewards on intrinsic motivation

In this study, the effects of performance-contingent rewards on intrinsic motivation were examined in comparison to no-reward controls receiving identical performance feedback. A path analytic process analysis was conducted to examine the mediation of reward effects on subsequent task interest. It was hypothesized that competence valuation, or the personal importance of doing well, would be an important mediator of interest in situations where performance feedback was available. Rewards were predicted to affect interest by influencing an individual's valuation of competence, and by altering the competence valuation mediation process. In addition, achievement orientation was hypothesized to interact with reward in affecting importance and the mediation process. Prior to performing an interesting puzzle, high school students were offered a performance-contingent reward, and then indicated how personally important it was to do well. After doing three puzzles, all subjects received positive feedback regarding their performance. Multiple regression analyses indicated that importance was affected by the experimental variables, and had a positive causal impact on subsequent intrinsic motivation. It was found that the promise of performance-contingent reward positively affected importance for low achievers relative to high achievers, and that the mediation of subsequent intrinsic interest by importance differed according to reward by achievement combinations. Additionally, a direct effect revealed that performance-contingent rewards significantly enhanced interest, relative to no-reward controls receiving identical performance feedback.     

The causal structure of situations: The generation of plausible causal attributions as a function of type of event situation

The causal structures for each of four types of situations—interpersonal failure, noninterpersonal failure, interpersonal success, and noninterpersonal success—were explored and compared. A first group of subjects generated plausible causes for five specific situations in each of the four general types of situations. A second group of subjects provided similarity data on these causes, which were used in a cluster analysis of the causes. A third group of subjects rated the generated causes on each of six dimensions reported in the attribution literature: changeability, locus, stability, intentionality, globality, and controllability. Analyses of the clusters of causes and the ratings revealed (a) different types of causes were generated for different types of situations, (b) different types of situations led people to generate causes that differ in dimensional location, (c) the various causal dimensions were highly intercorrelated. These findings were applied to A. W. Kruglanski's (Psychological Review, 1980, 87) model of attribution processes. In addition, implications for the study of interpersonal situations and for the cognition-motivation debate over “self-serving” bias in attribution were discussed. Finally, several methodological issues were examined.     

The effects of strategy—Monitoring training on children's selection of effective memory strategies

Second grade children were given training in general principles of strategy monitoring prior to being exposed to differentially effective acquisition strategies in a memory task. The results showed that even though both experimental and placebo control groups could assess when they remembered better, more experimental than control children attributed performance differences to their strategic behavior and then selected the more effective strategy on a forced-choice trial. These findings indicate that instruction in general memory-monitoring principles is sufficient to effect a change in strategy usage. The study therefore provides direct experimental support for the presumed relationship between metacognitive knowledge and subsequent strategy use.     

A comparison of Holland's model using constructs measured by two different methods

The relationship was studied between the set of constructs specified by Holland's 1973 theory (viz, Realistic, Intellectual, Artistic, Social, Enterprising, and Conventional) measured by an Adjective List (AL) derived from Holland's theory and the same set of constructs as measured by the Vocational Preference Inventory (VPI). The correspondence of the two measures of Holland's model compared the distances between the constructs as measured by the AL and the constructs measured by the VPI in factor space using an adaptation of a model testing procedure reported by Wakefield and Doughtie 1973. The subjects were 174 undergraduates at a state university. The correspondence between the two separate measures of Holland's model was significant (p < .01). These results provide further support of the construct validity of Holland's theory and offer evidence that the relationships hypothesized by the theory are not tied to any one particular method of measurement.     

Inquiry method effects on performance in a simulated business environment

The dialectical inquiry (DI) and devil's advocate (DA) techniques have been offered as two options for providing information to the decision maker. Several prior studies have not resolved the relative advantages between these two “inquiry methods.” This paper reports two studies that involve a business simulation task and an inquiry method manipulation. In the first study with student subjects as decision makers, the DA advice was more useful than the DI advice in a situation wherein plant and work force expansions were frequent. In the second study with experienced managers, very few expansion decisions were made, and the nature of DA or DI advice made no significant difference. Instead, a recommendation to engage in a high profit margin, low volume strategy proved useful in some conditions.     

Access to attitude-relevant information in memory as a determinant of persuasion: The role of message attributes

Recipients with access to attitude-relevant information in memory were thought to draw on these beliefs and prior experiences to evaluate the validity of message arguments. Consistent with this idea, persuasion for these recipients was largely a function of the perceived validity of message content: Messages containing high-quality arguments were more persuasive than messages containing lowquality arguments, whereas variations in a structural attribute of the message (its length) proved to have little impact on opinion change. In contrast, people who tend to retrieve little attitude-relevant information were believed to be less able to evaluate the validity of message arguments in terms of information accessed from memory. Instead, it was anticipated that they would base their opinion judgments on a more superficial analysis of persuasion cues, focusing on attributes like message length. Consistent with this reasoning, these recipients were more persuaded by long than short messages. Recipients with moderate levels of retrieval functioned much like the high-retrieval subjects.