Motivating Operations Affect Stimulus Control: A Largely Overlooked Phenomenon in Discrimination Learning

Several recent studies have explored what Michael (e.g., 1982) termed the value-altering effect and the behavior-altering effect of motivating operations. One aspect of the behavior-altering effect that has garnered no recent attention involves changes in stimulus control produced by motivating operations. To call attention to this aspect of the behavior-altering effect, we herein review 11 studies that are concerned with the influence of varying levels of food or water deprivation on stimulus generalization. These studies suggest that motivating operations influence stimulus control (a) by changing the evocative strength of not just an established discriminative stimulus, but also of stimuli that are physically similar to it; (b) by changing the range of stimuli that evoke the operant in question; and (c) by exerting these effects in a graded fashion. These findings are potentially of conceptual and applied significance, and it appears that further research examining how motivating operations alter stimulus control, including some studies suggested herein, is warranted.     

Familiarity from the configuration of objects in 3-dimensional space and its relation to déjà vu: a virtual reality investigation

Déjà vu is the striking sense that the present situation feels familiar, alongside the realization that it has to be new. According to the Gestalt familiarity hypothesis, déjà vu results when the configuration of elements within a scene maps onto a configuration previously seen, but the previous scene fails to come to mind. We examined this using virtual reality (VR) technology. When a new immersive VR scene resembled a previously-viewed scene in its configuration but people failed to recall the previously-viewed scene, familiarity ratings and reports of déjà vu were indeed higher than for completely novel scenes. People also exhibited the contrasting sense of newness and of familiarity that is characteristic of déjà vu. Familiarity ratings and déjà vu reports among scenes recognized as new increased with increasing feature-match of a scene to one stored in memory, suggesting that feature-matching can produce familiarity and déjà vu when recall fails.     

Identifying illness perception schemata and their association with depression and quality of life in cardiac patients

The purpose of this paper is to identify groups of cardiac patients who share similar perceptions about their illness and to examine the relationships between these schemata and psychosocial outcomes such as quality of life and depression. A total of 190 cardiac patients with diagnoses of myocardial infarction, stable angina pectoris or chronic heart failure, completed a battery of psychosocial questionnaires within four weeks of their admission to hospital. These included the Brief Illness Perceptions Questionnaire (BIPQ), Beck Depression Inventory II (BDI II) and The MacNew Health-related Quality of Life instrument (MacNew). BIPQ items were subjected to latent class analysis (LCA) and the resulting groups were compared according to their BDI II and MacNew scores. LCA identified a five-class model of illness perception which comprised the following: (1) Consequence focused and mild emotional impact, n?=?55, 29%; (2) Low illness perceptions and low emotional impact, n?=?45, 24%; (3) Control focused and mild emotional impact, n?=?10, 5%; (4) Consequence focused and high emotional impact, n?=?60, 32%; and (5) Consequence focused and severe emotional impact, n?=?20, 10%. Gender and diagnosis did not appear to reflect class membership except that class 2 had a significantly higher proportion of AMI patients than did class 5. There were numerous significant differences between classes in regards to depression and health-related quality of life. Notably, classes 4 and 5 are distinguished by relatively high BDI II scores and low MacNew scores. Identifying classes of cardiac patients based on their illness perception schemata, in hospital or shortly afterwards, may identify those at risk of developing depressive symptoms and poor quality of life.     

Giving Each Person Her Due: Taurek Cases and Non-Comparative Justice

Taurek cases focus a choice between two views of permissible action, Can Save One and Must Save Many. It is argued that Taurek cases do illustrate the rationale for Can Save One, but existing views do not highlight the fact that this is because they are examples of claims grounded on non-comparative justice. To act to save the many solely because they form a group is to discriminate against the one for an irrelevant reason. That is a canonical form of non-comparative injustice. The error lies in taking a contingency of some presentations of some Taurek cases, namely, that they involve distribution, to introduce the claims of comparative as opposed to non-comparative justice. But cases of non-comparative justice can, contingently, also involve distribution. In order to settle which form of justice applies it is necessary to examine the nature of the distribution involved and the nature of “classes” to which individuals can be assigned.     

Female facial appearance and health

The current study addressed whether rated femininity, attractiveness, and health in female faces are associated with numerous indices of self-reported health history (number of colds/stomach bugs/frequency of antibiotic use) in a sample of 105 females. It was predicted that all three rating variables would correlate negatively with bouts of illness (with the exception of rates of stomach infections), on the assumption that aspects of facial appearance signal mate quality. The results showed partial support for this prediction, in that there was a general trend for both facial femininity and attractiveness to correlate negatively with the reported number of colds in the preceding twelve months and with the frequency of antibiotic use in the last three years and the last twelve months. Rated facial femininity (as documented in September) was also associated with days of flu experienced in the period spanning the November-December months. However, rated health did not correlate with any of the health indices (albeit one marginal result with antibiotic use in the last twelve months). The results lend support to previous findings linking facial femininity to health and suggest that facial femininity may be linked to some aspects of disease resistance but not others.     

A brief assessment tool for body image in systemic lupus erythematosus

Systemic lupus erythematosus (SLE) may adversely affect body image in multitude ways. Development and validation of a brief and valid SLE specific body image tool were undertaken. Eleven items were identified on interview of 21 SLE patients for the Body Image Lupus Scale (BILS v1.0). The tool was administered to 70 SLE patients. Based on analysis, feedback, and refinement of items, the final iteration BILS v1.2 with five items was administered to 233 SLE patients along with validated body image measures (Situational Inventory of Body Image Dysphoria and Body Image Quality of Life Inventory) and health-related quality of life measures for a subsample. The BILS scores' had an internal consistency reliability of .94. It correlated with both the referent body image measures, and with health-related quality of life. It differentiated participants by health status and disease activity. Test-retest reliability estimates exceeded .90. These results support the psychometric properties of BILS.     

A Classification of Industrial Buyers: Implications for Sales Training

Abstract

Organizational buyer behavior literature, although abundant, tends to provide little help to sales practitioners in the way of identifying what kinds of buyers salespeople might encounter. This information should be especially useful in preparing sales personnel to call on prospects—they could tailor their sales call strategy to the kind of customer they call on. Little published research, however, has explored the kinds of industrial buyers. This paper (a) reports the results of a study that examined industrial buyer types, and (b) discusses sales training implications of dealing with each kind of buyer identified in the investigation.     

The Use of Social Bases of Power in Retail Sales

Abstract

Social power theory has been used to explain how a sales manager may influence sales personnel in an industrial sales setting. The purpose of this study is to investigate the relationship between retail sales managers' power bases and retail salespeople's job satisfaction, role conflict, role ambiguity, work motivation, organizational commitment, and job performance. Results of the study suggest that noncoercive sources of power have greater influence on these variables than does coercive power.     

Personal Selling & Sales Management Abstracts

It has been suggested that delivering superior service quality is a prerequisite for success in today's business environment. As a boundary spanner, the industrial salesperson plays a critical role in the service delivery process. However, little sales force research has focused on service quality. This article focuses on the link between personal selling and service quality, and demonstrates how one firm utilized a measure of service quality as a diagnostic tool in managing its sale force. Additionally, the article shows how the same firm used a competitive service quality assessment to gain insights into its competitive position.