Paying a price: culture, trust, and negotiation consequences

Three studies contrasting Indian and American negotiators tested hypotheses derived from theory proposing why there are cultural differences in trust and how cultural differences in trust influence negotiation strategy. Study 1 (a survey) documented that Indian negotiators trust their counterparts less than American negotiators. Study 2 (a negotiation simulation) linked American and Indian negotiators' self-reported trust and strategy to their insight and joint gains. Study 3 replicated and extended Study 2 using independently coded negotiation strategy data, allowing for stronger causal inference. Overall, the strategy associated with Indian negotiators' reluctance to extend interpersonal (as opposed to institutional) trust produced relatively poor outcomes. Our data support an expanded theoretical model of negotiation, linking culture to trust, strategies, and outcomes.     

The effects of safety behaviors on the fear of contamination: an experimental investigation

The strategies used by anxious individuals to prevent feared outcomes, known as safety behaviors, are thought to maintain pathological anxiety by preventing the disconfirmation of inaccurate threat beliefs. However, it is possible that safety behaviors might also contribute to the development and exacerbation of anxiety symptoms. The present study tested this notion in a sample of undergraduate participants with either low (n=30) or high (n=26) levels of contamination fear. After a week-long baseline period, participants spent 1 week engaging in a clinically representative array of contamination-related safety behaviors on a daily basis, followed by a second baseline period. Subsequent to the safety behavior manipulation, participants evidenced statistically significant increases in threat overestimation, contamination fear symptoms, and emotional and avoidant responses to three contamination-related behavioral avoidance tasks (BATs). In contrast, anxiety and depressive symptoms remained stable. The magnitude of change in contamination concerns was equivalent among participants in both contamination fear groups. Our findings suggest that contamination-related safety behaviors elicit a modest and specific increase in the fear of contamination. Possible mechanisms for this effect, as well as implications for the role of safety behaviors in the psychopathology of anxiety disorders, are discussed.     

Eye movements when looking at print advertisements: the goal of the viewer matters

Viewers looked at print advertisements as their eye movements were recorded. Half of them were asked to rate how much they liked each ad (for convenience, we will generally use the term ‘ad’ from this point on), while the other half were asked to rate the effectiveness of each ad. Previous research indicated that viewers who were asked to consider purchasing products in the ads looked at the text earlier and more often than the picture part of the ad. In contrast, viewers in the present experiment looked at the picture part of the ad earlier and longer than the text. The results indicate quite clearly that the goal of the viewer very much influences where (and for how long) viewers look at different parts of ads, but also indicate that the nature of the ad per se matters. Copyright © 2007 John Wiley & Sons, Ltd.     

Finding the right case: the role of predictive features in memory for aviation accidents

Three experiments examined the role of story structure in memory for written aviation accident reports by both pilots and nonpilots. Accident reports follow a standard format providing setting, complication, decision and outcome information. Following the ‘predictive features’ model, it was hypothesized that expertise would facilitate recall, and that pilots would recall most effectively with the complication feature. Pilot and nonpilot participants read and recalled 4 (Experiment 1) or 8 (Experiment 2) accident reports. With four cases, pilots recalled more than nonpilots, but no difference was found with eight cases. A primacy effect for pattern of recall was found in Experiment 1 with the setting and complication features most effective in triggering case recall. When task difficulty was increased (Experiment 2), the complication feature alone was the most effective. In Experiment 3, we manipulated text structure and found that complication and decision features were better recognized than setting or outcome features by nonpilots. The finding across three studies that the complication feature was consistently the most effective for retrieving aviation accident reports supports the ‘predictive features’ model. Copyright © 2007 John Wiley & Sons, Ltd.     

The latent structure of anxiety sensitivity--revisited

Anxiety sensitivity has been implicated as a risk factor for the development and maintenance of panic and other anxiety disorders. Although researchers have generally assumed that anxiety sensitivity is a dimensional, rather than categorical, variable, recent taxometric research has raised questions concerning the accuracy of this assumption. The present study examined the latent structure of anxiety sensitivity by applying four taxometric procedures (MAXEIG, MAXCOV, MAMBAC, and L-Mode) to data collected from two large nonclinical samples (n = 1,025 and n = 744) using two distinct measures of anxiety sensitivity (Anxiety Sensitivity Profile and Anxiety Sensitivity Index-Revised). In contrast to previous taxometric analyses of anxiety sensitivity, results of the present research provided convergent evidence for a latent anxiety sensitivity dimension. Several potential explanations for the discrepancy between these findings and those of previous research are discussed, as well as the implications of these findings for the conceptualization and measurement of anxiety sensitivity.     

What lies beneath: Parenting style and implicit self-esteem

The current studies extend previous research on self-esteem by examining one of the likely origins of implicit self-esteem. Three studies showed that young adult children who reported that their parents were more nurturing reported higher implicit self-esteem compared with those whose parents were less nurturing. Studies 2 and 3 added a measure of overprotectiveness and revealed that children who reported that their parents were overprotective also reported lower implicit self-esteem. Moreover, Study 3 revealed that mothers’ independent reports of their early interactions with their children were also related to children’s level of implicit self-esteem. In all three studies, these findings remained reliable when we controlled statistically for participants’ explicit self-esteem. These findings contribute to a growing body of literature validating the construct of implicit self-esteem.     

Rats (Rattus norvegicus) encode the shape of an array of discrete objects

To navigate efficiently, a traveler must establish a heading using a frame of reference. A large body of evidence has indicated that humans and a variety of nonhuman animals utilize the geometry, or shape, of enclosed spaces as a frame of reference to determine their heading. An important and yet unresolved question is whether shape information from arrays of discrete objects and enclosed environments are represented, and utilized, in the same way. In the present study, rats were presented with a reference memory task in which they had to find water that was hidden in 1 of 4 discrete and unique objects placed at the vertices of a rectangle. The results indicate that rats could utilize both feature and geometry cues to locate the hidden goal. The rats' performance declined during transformation tests using a triangular array, indicating that the rats may have encoded the primary axis of the object array, rather than local cues, to direct their search.