How a maximizing orientation affects trade-offs between desirability and feasibility: The role of outcome- versus process-focused decision making

This research examines how maximizers make decisions when they must trade-off between desirability and feasibility attributes. Across four studies, we demonstrate that maximizers tend to prefer choices offering more desirability to those offering more feasibility and respond more favorably to a product's advertising when it highlights desirability more than feasibility attributes. Furthermore, we show that maximizers' focus on outcomes rather than processes drives their preference for desirability, such that changing from an outcome to a process focus can redirect their interest from desirability to feasibility. By contrast, satisficers do not prefer products higher in desirability to those higher in feasibility and are not more receptive to ads highlighting desirability attributes. Furthermore, because satisficers may focus on both the outcome and the process, priming either one is redundant and does not alter their preference for desirability or feasibility.     

Training Observers to Detect Deception Effects of Self-Monitoring and Rehearsal

It was predicted that trained observers would detect deception more accurately than untrained observers. More specifically, it was predicted that the highest deception detection accuracy would be found among trained observers judging the veracity of low self-monitors and unrehearsed liars, whereas the lowest detection accuracy would be found among untrained observers judging the veracity of high self-monitors and rehearsed deceivers. It also was hypothesized that the discrepancy between observers‘actual ability to detect deception and their certainty in the accuracy of their judgments would be smaller for trained observers than for untrained observers. Observers trained to detect deception used six behavioral cues based on research by deTurck and Miller (1985): (a) message duration, (b) response latency, (c) adaptors, (d) pauses, (e) nonfluencies, and (f) hand gestures. Results confirmed both hypotheses.     

Effects of gender marking in pronominal coindexation.

The naming latency of a pronoun was measured when a single previously presented name in a discourse either agreed or did not agree with the pronoun in gender and person. An effect of agreement was found both under conditions in which subjects were likely to have engaged in strategic processing of the pronoun (Experiment 1) and under conditions in which this was unlikely (Experiment 3). The effect of gender agreement was also investigated when two noun phrases were present in the discourse. The results continued to show an immediate effect of gender agreement (naming latencies increased when a pronoun did not agree with one of two previously presented nouns) under experimental conditions likely to engender strategic processing (Experiment 2). This last effect was not significant under experimental conditions that were not likely to engender strategic processing (Experiment 3). The results are discussed in terms of models of the process of identifying the referent of a pronoun in a discourse.     

Roles and Role Conflict of Women in Infertile Couples

This study explored the experience of role conflict for women in infertile couples. The infertile group consisted of 29 women who, with their husbands, were beginning an infertility program; comparison group subjects were 29 married women with no history of inability to conceive. Each subject completed self-report instruments measuring role conceptions and expectations, the experience of role conflict, and occupational commitment. Each husband also reported his role expectations for his ideal woman. Also, a semi-structured interview was conducted with each infertile subject. Compared to the control group, the infertile group's role conceptions were more traditional; they reported less role conflict of various kinds, and they showed greater occupational commitment. They did not differ significantly on degree of wife-husband role discrepancy, or on mother's occupational commitment. These findings lead to an understanding of infertility as part of an interactional system for dealing with potentially intolerable sources of role conflict.     

Resolving Compensation Disputes with Three-party Job Evaluation

Des conflits naissent dans les organisations a propos du montant de la retribution versee aux titulaires de certains postes. Aux Etats-Unis par exem-ple, le probleme de la contribution-retribution a provoque recemment plusieurs conflits autour des postes traditionnellement reserves aux femmes. Mediation et arbitrage sont les procedures habituellement retenues, mais une evaluation du travail regroupant trois partenaires est une solution originate dont les retombees favorables sur l'organisation depassent la resolution d'un conflit particulier.
Un groupe tripartite a exploite pour 1'evaluation du travail des dimensions pourvues d'echelles precises. Des equipes de deux personnes representant les parties adverses ont evalue des postes "convenablement retribues" a partir des dimensions sus-mentionnees. Les donnees ont été statistiquement synthetisees. Des equipes de deux personnes ont ensuite evalue tous les postes defendus par le syndicat implique dans le conflit. Cet eventail de postes incluait ceux qui etaient en litige.
Une tierce partie neutre devait conseiller les adversaires dans l'application d'une methode d'evaluation du travail qui resolvait le conflit, depistait les postes susceptibles de poser probleme a l'avenir et fournissait un moyen pour retribuer equitablement les nouveaux postes.