Mere exposure and the endowment effect on consumer decision making

Previous researchers (e.g., J. A. Bargh, 1992, 2002) demonstrated the importance of nonconscious processes on consumer choice behavior. Using an advertisement, the authors determined the effect of two nonconscious processes--the mere exposure effect, which increases object preference by increasing consumer exposure to an object, and the endowment effect, which increases object valuation by providing consumer possession of an object--on consumer behavior. Although the mere exposure effect and endowment effect did not produce an interaction, they produced independent effects. The endowment effect increased object valuation but not object preference. The mere exposure effect increased object preference but not object valuation. Thus, at the unconscious level, an increase in object preference does not lead to an increase in object valuation, nor does an increase in object valuation lead to an increase in object preference. The authors discuss the importance of developing measures of unconscious process in advertising effectiveness.     

Relationship of Adult Representations of Childhood Parenting and Personality Tendencies to Adult Stressors and Political Ideology

Undergraduate students in a Southeastern US University (n = 232) responded to an inventory that included retrospective measures of their parents’ style of parenting (authoritarian vs. authoritative) and their own childhood psychological tendencies (insecurity vs. confidence), as well as their adult stressors and political orientation. Authoritative parenting positively correlated with childhood confidence and negatively correlated with both childhood insecurity and adult stressors. Conversely, authoritarian parenting was positively associated with childhood insecurity and adult stressors but was not significantly correlated with childhood confidence. For the most part, parenting styles, early childhood tendencies, and adult stressors were unrelated to adult political ideology, contrary to previous longitudinal research reporting these connections.     

Games teams play: A method for investigating team coordination and performance

Teams are playing an increasingly important role in the workplace. However, reviews of the team performance literature have suggested that there are serious deficiencies in our understanding of team processes and performance (e.g., Dyer, 1984). These difficulties may be attributable, in part, to the lack of laboratory methodologies to investigate team performance. This paper describes the use of low-fidelity simulations as a potentially useful paradigm for researching team coordination and performance. This paradigm is advantageous in that it offers relatively high levels of experimental control and task representation at a low cost.     

Object‐based visual processing in children with spina bifida and hydrocephalus: A cognitive neuropsychological analysis

The aim of the study was to use cognitive neuropsychological analysis to investigate object‐based visual processing skills in children with spina bifida myelomeningocele and hydrocephalus (SBH). Fourteen children with SBH (aged 8–12) and 21 age‐, socio‐economic status‐, and Verbal IQ‐matched healthy controls were assessed using the Birmingham Object Recognition Battery. Overall, the performance of the children with SBH on the object‐processing tasks was intact, indicating normal development of the ventral visual processing pathway. While the initial results indicated that the children with SBH performed statistically significantly less accurately on some tasks, these group differences no longer met significance criteria after capacity for sustained attention was statistically controlled.     

Understanding the relation between explicitly and implicitly measured political orientation: The moderating role of political sophistication

Researchers have argued that to understand more fully political orientation, non-reactive measures similar to those used in the broader implicit attitudes literature should be explored. Recently, the nature of the relation between explicitly and implicitly measured attitudes has been a topic of considerable discussion, with researchers stressing the importance of when explicit and implicit measures are related and when they are not. In the present research, the relation between explicit and implicit political orientation, and the potential moderating role of political sophistication was investigated. Participants (N = 116) completed an explicit measure of political orientation, a liberal–conservative Implicit Association Test (IAT), and a test of political knowledge. Results showed that explicit and implicit political orientation scores were moderately correlated (r = .48) with each other. Moreover, results from regression analyses showed that the association between explicit and implicit political orientation was moderated by political knowledge scores, such that the positive association was stronger among participants with a greater knowledge of politics.     

Sales Success as Predicted by A Process Measure of Adaptability

Previous studies of sales performance have not used process measures to evaluate the sales interaction as it occurred. The purposes of this paper are to propose the use of a process measure of adaptability and to determine whether observed adaptability behaviors could predict sales success. Salespeople's observed adaptability was positively related to two measures of sales success in a sample of telemarketing sales representatives.

A process measure of adaptability could be used to facilitate the selection of sales trainees by encouraging marketers to hire people who exhibit more adaptability during interactions. Sales training could also be used to teach current salespeople to adjust their dominance levels in order to project more adaptability in sales interactions.     

Emotionality ratings and free-association norms of 240 emotional and non-emotional words

Abstract

The norms which follow are a collection of free association norms to four categories of emotional words (happiness, sadness, anxiety, and anger) and a corresponding set of non-emotional words, matched for frequency of occurrence and for word length. The norms are accompanied by ratings of emotional content, and presented in decreasing order of emotionality. They were collected from a total of 300 Reading University undergraduates over a period of three weeks in 1985.     

What “Mice Trap” tells us about the mental lexicon

Level ordering has proven inadequate as a morphological theory, leaving unexplained the experimental results taken to support it as a component of innate grammar—young children’s acceptance of irregular plurals in English compounds. The present study demonstrates that these results can be explained by slower access to the grammatically preferred singulars of irregular nouns when compounds are created on-line from plural stimuli. Experiments on English noun–noun compound production and on production of either singular or plural forms from the same or opposite form confirmed that more irregular than regular plurals were used in compounds, and showed that producing irregular singulars from plurals was slower than producing regular singulars. Plural responses were also slower when cue and required response number differed.     

The Impact of Fathers' Absence on African American Adolescents' Gender Role Development

Gender role development was assessed in 52 father-absent and 54 father-present African American adolescents. Father-present boys, especially those from lower-income backgrounds, had higher perceptions of their masculinity than did father-absent boys. Lower income father-absent girls perceived themselves to be higher in masculinity than did all other girls. Consequently, father-present adolescents tended to have more traditional gender role orientations than did those in father-absent homes. It is argued that mothers' and fathers' different socializing strategies balance out in two-parent homes. However, in father-absent homes, mothers' tendency to rely on and pressure their daughters fosters relatively more masculine girls, whereas a lack of father socialization fosters less masculine boys. Implications for theory and future research are also discussed.