THE INFLUENCE OF TELECONFERENCING MEDIUM AND STATUS ON PARTICIPANTS' PERCEPTION OF THE AESTHETICISM,EVALUATION, PRIVACY,POTENCY, AND ACTIVITY OF THE MEDIUM1

This study investigated the influence of teleconferencing medium and status on users' reaction to the medium. Subjects received either high or medium status inductions, and subgroups solved a problem in two node audio, video, and face-to-face conferencing configurations. These subgroups proceeded through the three media treatment conditions in counterbalanced order, and responded to scales measuring the aestheticism, evaluation, privacy, potency, and activity of the medium. Analysis indicated both face-to-face and video conferencing elicited more positive aestheticism and evaluation reactions than the audio conferencing medium. Face-to-face and audio conferencing media were perceived as being more private than the video teleconferencing medium while both video and audio media were perceived as being more potent than face-to-face conferencing. The analysis revealed neither an activity of the medium nor status main effect. The results were discussed in light of information theory.     

Hostile Behavior and Profit in Virtual Negotiation: a Meta-Analysis

Virtual negotiations are expected to differ from face-to-face negotiations in terms of both negotiator behavior and outcomes. Nonetheless, competing theories and mixed results characterize this literature. This paper meta-analytically reviews studies that compared face-to-face negotiation with virtual negotiation (e.g., audio, email/text, video-conferencing). Competing predictions from psychological distance theory and the barrier effect perspective were tested. Overall, results supported the psychological distance theory in that face-to-face negotiations were less hostile and resulted in higher profit than virtual negotiations. Three moderators (negotiation mode, anonymity in virtual negotiation, and further interaction within the experiment) were hypothesized to impact virtual negotiation. While some moderators were significant, they did not completely account for findings across all studies. Results and discussion provide a note of caution for individuals embracing e-business and conducting Internet negotiations as well as suggestions for future research.An earlier version of this paper was presented at the 18th annual meeting of The Society for Industrial/Organizational Psychologists in Orlando, Fl 2003. We thank Kara Waugh for her coding assistance.     

RECRUITMENT COMMUNICATION MEDIA: IMPACT ON PREHIRE OUTCOMES

An unanswered question in recruitment research is whether and how the media used to communicate recruitment messages influence important outcomes. Drawing from research and theory on persuasive communication and media richness and features, we propose and test a model of the effects of media and media features (amount of information, opportunities for 2-way communication, personal focus, social presence, symbolism) on communication outcomes (credibility and satisfaction), attitudes, intentions, and behavior associated with joining the organization. Results of an experiment with 989 undergraduate students show that a constant recruitment message delivered via different media (face-to-face, video, audio, text) influenced perceptions of featares, and perceptions of features were related to important pre-hire outcomes.     

Judgment Accuracy and Outcomes in Negotiation: A Causal Modeling Analysis of Decision-Aiding Effects

This study examines how interaction structure (no formal structure versus modified Nominal Group Technique) and communication channels (face-to-face versus computer-mediated) affect negotiation performance by changing negotiation judgment accuracy. Participants assumed the role of a selling division manager or one of two buying division managers and completed an intra-organizational transfer pricing negotiation task in groups of three members each. In half of all groups, members interacted freely without any formal structure; in the other half, members interacted using a two-step, modified Nominal Group Technique. Within each of these two conditions, half the groups met directly and communicated face-to-face; in the other half, members were physically isolated and communicated with the aid of a simultaneous electronic-messaging facility. Results showed that unstructured groups and computer-mediated groups had lower judgment accuracy, obtained lower outcomes, and distributed resources more unequally than structured groups and face-to-face groups, respectively. Further analyses using causal modeling revealed that judgment accuracy played a significant role in determining negotiation outcomes. Specifically, negotiation structure caused increases in both individual and group profits and decreases in inequality of resource distribution by reducing fixed-sum error. Computer-mediated communication increased both fixed-sum error and incompatibility error and these increases explained the effects of communication medium on resource distribution. However, changes in fixed-sum error only partially explained the effects of communication medium on individual and group profits. Changes in incompatibility error did not explain any of the effects of communication medium on profits. These results are discussed in terms of implications for the design and implementation of decision aids for small group negotiation.     

Implications of Technology for Social and Emotional Communication

Abstract

Communication technologies are transforming school psychology training and professional practices. To determine the effect of various communication technologies, this exploratory study contrasted three different communication modalities, including the receipt of messages via video, audio, and text. School psychology students were randomly assigned to those three conditions and asked to interpret the emotional intensity of a message conveyed in a case study concerning sexual and psychological abuse. Results showed different response patterns under the various conditions. Members of the group reading a text of the case study rated the emotional intensity as more extreme than did the members of the video and audio groups, both of whom had nonverbal affective information available to them. Practical implications for training and practice are discussed.     

THE ROLE OF GENERALISED EXPECTANCIES IN DETERMINING CAUSAL ATTRIBUTIONS FOR SUCCESS AND FAILURE IN TWO SOCIAL CLASSES

Summary . The sources of discrepancies in causal attributions for success and failure and for self and other attributions of outcome may become clearer when specific research attention is paid to the role of generalised expectancies in the attributional process. The present study hypothesised that when information about task and outcome is standardised, the attributions of both actors and observers will tend to reflect generalised expectancies, evoked in this study by two levels of SES in both actor and observer conditions, more than they will self-serving biases. 230 sixth grade Jewish Israeli pupils of two SES levels were assigned to one of three experimental conditions. All pupils received eight anagrams, four soluble by all and four insoluble. Those in the self-attribution condition attributed their own outcomes to various causes, while those in the similar and different other conditions attributed the same outcomes for pupils of apparently similar or different social class, after having first completed the anagrams themselves. The results indicated that while pupils of high SES tended to attribute both their own and others' outcomes in ways consistent with high generalised expectancy for success, pupils of low SES attributed their own outcomes more to external, unstable factors, and differentiated consistently in their attributions for the self, for similar and for different others. It was argued that these differences reflect undifferentiated, global perceptions of causality among high SES pupils, whose patterns of attribution are consistent both with teacher values and their own experience. Low SES pupils have more differentiated perceptions of causality since uncertainty as to the real causes of their learning outcomes motivates them to greater, but not always adaptive, attributional activity.     

ATTRIBUTIONS TO FAILURE: THE EFFECTS OF EFFORT,ABILITY, AND LEARNING STRATEGY USE ON PERCEPTIONS OF FUTURE GOALS AND EMOTIONAL RESPONSES

This study sought to examine college students' attributions to failure in biology. Through the use of scenarios, we were interested in determining how males and females viewed the attributions of ability, effort, and learning strategy use. A 3 (attribution: ability, effort, strategies) 2 2 (scenario gender) 2 2 (respondent gender) factorial design was used to analyze four future goal statements and four emotional response statements. Results indicated a significant effect for attribution for three of the four future goal items, with participants believing most strongly that future goals could be met if the scenario student used the appropriate strategies. There was also a significant effect for attribution for all four of the emotional response items, with participants having the strongest emotional reaction when the attribution was to effort. Respondent gender interacted with attribution only on one emotional response item. Collectively these results indicate differences in patterns of responses between future goal and emotional items. Moreover,these results are important for learning-to-learn courses designed to teach effective strategy use.     

Group Productivity and Telematic Communication

Abstract

Evidence offered by Bottger and Yetton has suggested that group performance is a function of member abilities and strategies to use them. This model completed previous ones offered by Steiner and Davis which were developed under the assumption that group communication occurs in a face-to-face situation. However, since the 1980s, a considerable amount of research has focused upon new ways of communication through new technologies. Findings from psychosocial studies suggest that the use of computers for communication changes group processes and outcomes. In this context, a new research question emerges, which is concerned with group performance as a function of the communication channel. New models should be developed for a better understanding of group performance in mediated communication context. This study presents results from a laboratory experiment comparing three communication media: face-to-face, electronic mail, and video-conference, in a multi-decision task (“moon survival”). Its main objective has been to replicate Bottger and Yetton's model but to incorporate the communication channel mentioned above as a moderator variable of group performance. Variables considered have been input variables (members' resources for achieving task); process variables (group composition according to consensus reached, adequate use of resources, and quality of conflict management), and group performance. Our results show the existence of different patterns for predicting group performance according to the communication channel employed. In this sense, in a face-to-face situation groups perform mainly on the basis of their members' knowledge of the task, as in Steiner's model. The performance of video-conference groups was due to the decision schemes, that is, how groups use their resources (the Davis model). Bottger and Yetton's model has been partially replicated in electronic mail situations. The management of the process is crucial for explaining group performance, but it may be necessary to code it in a different way. Therefore, the positive conflict management will be different from face-to-face and video-conference.     

Threats,Bluffs, and Disclaimers in Negotiations

In a buyer-seller simulation within two negotiation periods, we examined the attitudinal and behavioral consequences of variations in the communication of threats. Specifically, we examined the consequences of receiving no threat or a threat stated with, versus without, a disclaimer. In addition, we examined changes in subjects′ evaluations of their partner and negotiation outcomes after some were led to believe their partner had stated a false threat (a "bluff"). As expected, we found that while negotiators who used threats were perceived as more powerful, they were also perceived as less cooperative and achieved less integrative agreements than those who did not use threats. In addition, when information (allegedly from a constituent) identified the threat as a bluff, we found that the disclaimer lessened the negativity of re-evaluations of the negotiation partner. Taken together, our findings suggest that current theory regarding the effect of threats and bluffs in negotiation needs to be qualified by how these tactics are stated. Theoretical and practical implications of our findings are discussed.     

Behavioral and Nondirective Guided Self-Help for Parents of Children with Externalizing Behavior: Mediating Mechanisms in a Head-To-Head Comparison

Parent training (PT) delivered as a guided self-help intervention may be a cost- and time-effective intervention in the treatment of children with externalizing disorders. In face-to-face PT, parenting strategies have repeatedly been identified as mediating mechanisms for the decrease of children’s problem behavior. Few studies have examined possible mediating effects in guided self-help interventions for parents. The present study aimed to investigate possible mediating variables of a behaviorally oriented guided self-help program for parents of children with externalizing problems compared to a nondirective intervention in a clinical sample. A sample of 110 parents of children with externalizing disorders (80 % boys) were randomized to either a behaviorally oriented or a nondirective guided self-help program. Four putative mediating variables were examined simultaneously in a multiple mediation model using structural equation modelling. The outcomes were child symptoms of ADHD and ODD as well as child externalizing problems, assessed at posttreatment. Analyses showed a significant indirect effect for dysfunctional parental attributions in favor of the group receiving the behavioral program, and significant effects of the behavioral program on positive and negative parenting and parental self-efficacy, compared to the nondirective intervention. Our results indicate that a decrease of dysfunctional parental attributions leads to a decrease of child externalizing problems when parents take part in a behaviorally oriented guided self-help program. However, none of the putative mediating variables could explain the decrease in child externalizing behavior problems in the nondirective group. A change in dysfunctional parental attributions should be considered as a possible mediator in the context of PT.     

Differences in Attributions for Public and Private Face-to-face and Cyber Victimization Among Adolescents in China,Cyprus, the Czech Republic,India, Japan,and the United States

ABSTRACT

The authors' aim was to investigate gender and cultural differences in the attributions used to determine causality for hypothetical public and private face-to-face and cyber victimization scenarios among 3,432 adolescents (age range = 11–15 years; 49% girls) from China, Cyprus, the Czech Republic, India, Japan, and the United States, while accounting for their individualism and collectivism. Adolescents completed a questionnaire on cultural values and read four hypothetical victimization scenarios, including public face-to-face victimization, public cyber victimization, private face-to-face victimization, and private cyber victimization. After reading the scenarios, they rated different attributions (i.e., self-blame, aggressor-blame, joking, normative, conflict) according to how strongly they believed the attributions explained why victimization occurred. Overall, adolescents reported that they would utilize the attributions of self-blame, aggressor-blame, and normative more for public forms of victimization and face-to-face victimization than for private forms of victimization and cyber victimization. Differences were found according to gender and country of origin as well. Such findings underscore the importance of delineating between different forms of victimization when examining adolescents' attributions.     

影响整合式谈判的情境因素和过程因素

从“情境因素”和“过程因素”两个方面对整合式谈判影响因素的研究动态和研究成果进行了归纳和分析。其中“情境因素”是指在正式谈判一开始时就已经存在的因素,主要包括：（1）谈判者的文化价值观,如个人主义与集体主义、权力距离和沟通的高、低语境;（2）社会动机,研究谈判组的动机构成如何影响谈判过程和结果;（3）情绪因素,研究谈判中的积极情绪、消极情绪各自对达成整合式谈判的影响。对“过程因素”的研究考察了谈判沟通的过程,包括谈判过程中各种策略的使用频次、次序和谈判各个阶段的策略使用情况     

Understanding optimal outcomes.

Using a simulated employment contract negotiation, this study examined the relationship between negotiation strategies and the quality of negotiated outcomes. A log‐linear analysis showed that the frequency and sequencing of strategies was systematically related to negotiation outcomes. Impasse negotiations were characterized by the frequent use of contention and sequences that paired similar (either cooperative or competitive) strategies. Settlement was associated with decreased contention and the use of sequences that paired dissimilar strategies. Increasing joint gain was linked to the introduction of priority information and conciliation as well as to changes in the pattern of information exchange: Reciprocal and indirect (positional) information exchange led to low joint gain, whereas reciprocal and direct (priority) information exchange led to high joint gain.     

The influence of power on the information search, impression formation, and demands in negotiation

Based on work by Fiske (1992), we argue that power differences influence information search strategies during negotiation. Experiment 1 showed that negotiators with less power ask more diagnostic than leading questions, and more belief-congruent than incongruent questions, when facing a competitive rather than cooperative partner. Experiment 2 suggested that this result was caused by stronger accuracy and impression motivation among less powerful negotiators. Experiment 3 showed that belief-congruent rather than incongruent questions produce more positive impressions during negotiation. And when less powerful negotiators are asked leading questions about their willingness to cooperate (compete), they responded with lower (higher) demands. The results are discussed in terms of a motivated information-processing model of negotiation.     

Black-Hat/White-Hat Strategy in Bilateral Negotiation

The black-hat/white-hat strategy is a sequential process involving two people who work as a team in a negotiation against an adversary. The first person in the sequence, the black hat, takes a competitive stance toward the adversary; the second in the sequence, the white hat, takes a more cooperative stance. The presumed effect is success in eliciting concessions from the adversary and reaching agreement. The experiment reported here simulated a buyer–seller negotiation to assess the effects of the temporal ordering of the black-hat and white-hat strategies. Subjects, as buyers, negotiated twice with computer-simulated sellers who were either cooperative or competitive in the first negotiation and cooperative or competitive in the second. The results suggested that strategy shifts can play an important role in negotiation: when a new strategy was presented (either more cooperative or more competitive), there was increased concession-making by subjects and reduction of distance between offers. The black-hat/white-hat strategy was most likely to reduce distance and reach agreements. The black-hat/black-hat strategy was least successful by these measures. Evidence of contrast effects was obtained in perceptions of opponent cooperativeness: the black-hat/white-hat strategy produced the greatest perceived cooperativeness. The black-hat/white-hat strategy benefited from two processes: 1. concessions of the white-hat in the second negotiation in reducing distance from agreement, and 2. greater perceived cooperativeness due to the contrast effect. Several indexes of collective efficiency indicated that a black-hat/white-hat aggregate of strategies was more efficient than any other combination of strategies.     

Market forces,negotiator frames and transaction outcomes

Although implicit framing differences have been advanced as an explanation of the buyers advantage, two necessary preconditions must be met to sustain this model: a demonstration that negatively-framed negotiators are advantaged in negotiations and that buyer role labels invoke a negative frame. A modification of Neale, Northcraft, Magliozzi and Bazerman s (1986) simulation created a role-neutral setting in which positively-framed negotiators bargained against negatively-framed negotiators, thus testing the first of these preconditions. Experiment 1 found no differences in the outcomes of positively- and negatively-framed negotiators, a finding that could be attributed to relatively low market competitiveness. A second experiment, by creating power imbalanced negotiation markets, sought to increase market distributiveness and strengthen framing effects. Results showed that both high power and negatively-framed negotiators were significantly advantaged, providing conditional support for the implicit framing model, However unlike role, frame interacted with power suggesting that the two variables are not functionally equivalent. These findings are interpreted to suggest that factors other than implicit framing differences account for the buyers advantage. More generally these results suggest that frame is responsive to situational variables and that such variables, by influencing negotiation processes, mediate the relationship between negotiator frames and negotiation outcomes.     

Can individualists and cooperators play together? The effect of mixed social motives in negotiations

Despite noting the likelihood of dissimilar motives in many transactions, previous negotiation research has focused on negotiations whose participants were similarly motivated (to be cooperative or individualistic). In this paper, we answer recent calls to examine “mixed dyads” (i.e. negotiators with differing social motives) in addition to homogeneous dyads. Our results showed that cooperative - and mixed - dyads both experienced significantly more positive negotiation processes and outcomes than individualistic dyads. We discuss the important roles communication and reciprocity may have in helping individualists and cooperators to reach mutually beneficial agreements.     

Media use, face-to-face communication, media multitasking, and social well-being among 8- to 12-year-old girls

An online survey of 3,461 North American girls ages 8-12 conducted in the summer of 2010 through Discovery Girls magazine examined the relationships between social well-being and young girls' media use--including video, video games, music listening, reading/homework, e-mailing/posting on social media sites, texting/instant messaging, and talking on phones/video chatting--and face-to-face communication. This study introduced both a more granular measure of media multitasking and a new comparative measure of media use versus time spent in face-to-face communication. Regression analyses indicated that negative social well-being was positively associated with levels of uses of media that are centrally about interpersonal interaction (e.g., phone, online communication) as well as uses of media that are not (e.g., video, music, and reading). Video use was particularly strongly associated with negative social well-being indicators. Media multitasking was also associated with negative social indicators. Conversely, face-to-face communication was strongly associated with positive social well-being. Cell phone ownership and having a television or computer in one's room had little direct association with children's socioemotional well-being. We hypothesize possible causes for these relationships, call for research designs to address causality, and outline possible implications of such findings for the social well-being of younger adolescents.     

Getting to the Root of Relationship Attributions: Family-of-Origin Perspectives on Self and Partner Views

A large body of research has been devoted to the study of family-of-origin (FOO) experience influences on future relationship outcomes and processes. In addition, substantial information exists regarding the role relationship attributions play in connection with relationship quality and stability. Yet, limited information has been forthcoming regarding how the FOO experience has an influence on attributions made in romantic relationships. Structural Equation Modeling (SEM) was employed to assess the impact of the FOO experience on attributions made about one’s own communication and personality variables, as well as the communication and personality variables of one’s partner from a sample of individuals who had completed the RELATionship Evaluation (N = 6,649). Results show evidence of a relationship between the FOO experience and the attributions made about oneself and one’s partner. Results were particularly pronounced for the communication variables. Gender differences also were found. The utility of study findings for couple and family researchers and practitioners is discussed.