Transparency for the Public Good: When Feeling Powerful Does and Does Not Affect Willingness to Sacrifice for the Environment

In two studies, we tested the hypothesis that the effect of feeling powerful on willingness to sacrifice for the preservation of shared resources depends on whether such willingness is expressed publically or privately. Participants were randomly assigned to either a power priming condition or a control condition and then completed measures assessing their attitudes, future intentions, and willingness to sacrifice for environmental conservation. Consistent with our hypothesis, the psychological experience of power decreased people's environmental attitudes and willingness to sacrifice for the environment, but only when these responses were made privately. These findings suggest that a sense of power, when experienced in private, influences the way individuals feel about and intend to engage in pro-environmental sacrifice. The findings also suggest that this effect may be eliminated when judgments are made transparently, in public view.     

Improving Customer Reactions to Electronic Brokered Ultimatums: The Benefits of Prior Experience and Explanations

Because of the growth of online discount travel intermediaries (e.g., Priceline), researchers have become interested in how customers react to electronic brokered ultimatum bargaining contexts. This paper investigates how characteristics of the customer and characteristics of the bargaining context might ameliorate customers' (a) perceptions of justice; (b) willingness to recommend the intermediary to others; and (c) willingness to repatronize the intermediary. We found that customer familiarity generally improved customer reactions to the electronic intermediary. We found a moderating effect for intermediary explanations in the form of an excuse, as explanations improved customer reactions when offers were rejected, but worsened reactions when offers were accepted.     

Responses to the Michelangelo Computer Virus Threat: The Role of Information Sources and Risk Homeostasis Theory1

Computer users were surveyed before and after the Michelangelo trigger date (March 6, 1992) to examine risk perceptions and performance of risky and protective behaviors. Consistent with Risk Homeostasis theory, population risk perceptions changed over the course of the risk period, while personal risk perceptions remained unchanged. Protective behaviors also changed over the virus threat period and were dependent on the passage of the virus trigger date, prior virus experience, and experience during the period of the risk event. This study: (a) provides a scaling of risky and protective behaviors that others may use in future research, (b) suggests a more vivid picture of risk related behavior can be obtained by evaluating personal versus population risk perceptions and risky versus protective behaviors separately, and (c) suggests that training to reduce risks will be most effective if focused on behaviors that are least central to work activities.     

The Influence of Third Party Power and Suggestions on Negotiation: The Surface Value of a Compromise1

A simulated organizational dispute tested the influence of third party power and settlement suggestions on negotiation. Six different types of third party suggestions were tested: Integrative (highest possible value to both parties), compromise (the prominent solution equally favorable to both parties), unintegrative (lowest possible value to both parties), favorable (more value to subject than to opponent), unfavorable (more value to opponent than to subject), and no offers. Additional subjects bargained with no third party. The results suggest that the potential of a third party to impose a settlement influenced disputant perceptions of power and desire for third party involvement, but had only weak effects on communication processes and little effect on offer proposals. While integrative suggestions led to greater acceptability of the third party, compromise suggestions positively influenced the appearance of fairness and the use of rationality and exchange messages. Receipt of an unfavorable suggestion resulted in less favorable ratings of third party acceptability, greater perceptions of bias, and the use of more assertive messages and fewer upward appeals aimed at the third party than did receipt of a favorable suggestion. Implications for managerial dispute resolution behavior and subsequent perceptions of satisfaction and justice are discussed.     

Broadening Engineering Education: Bringing the Community In

Two issues of particular interest in the Irish context are (1) the motivation for broadening engineering education to include the humanities, and an emphasis on social responsibility and (2) the process by which broadening can take place. Greater community engagement, arising from a socially-driven model of engineering education, is necessary if engineering practice is to move beyond its present captivity by corporate interests.     

The mind and heart (literally) of the negotiator: personality and contextual determinants of experiential reactions and economic outcomes in negotiation

The authors developed and tested a model proposing that negotiator personality interacts with the negotiation situation to influence negotiation processes and outcomes. In 2 studies, the authors found that negotiators high in agreeableness were best suited to integrative negotiations and that negotiators low in agreeableness were best suited to distributive negotiations. Consistent with this person-situation fit argument, in Study 1 the authors found that negotiators whose dispositions were a good fit to their negotiation context had higher levels of physiological (cardiac) arousal at the end of the negotiation compared with negotiators who were "misplaced" in situations inconsistent with their level of agreeableness, and this arousal was in turn related to increased economic outcomes. Study 2 replicated and extended the findings of Study 1, finding that person-situation fit was related to physiological (heart rate), psychological (positive affect), and behavioral activation (persistence) demonstrated during the negotiation, and these measures in turn were related to the economic outcomes achieved by participants.     

Visual discomfort: the influence of spatial frequency.

The response of different visual discomfort groups to a range of spatial frequencies at threshold and suprathreshold was investigated. In experiment 1, a paired-comparison task was conducted. The high visual discomfort group judged a spatial frequency of 4 cycles deg-1 as the most perceptually distorted and somatically unpleasant to view. The moderate and low visual discomfort groups judged 8 and 12 cycles deg-1 as more perceptually and somatically unpleasant to view than lower spatial frequencies. In experiment 2, the spatial contrast-sensitivity function (CSF) for the high visual discomfort group was depressed for spatial frequencies between 1 and 12 cycles deg-1 in comparison with the moderate and low visual discomfort groups. When these same spatial frequencies were modulated at 6 Hz, CSFs were the same for all groups. These results are discussed in relation to a failure of inhibition across spatial-frequency channels in the high visual discomfort group. This may be explained by a more generalised parvocellular system processing deficit. Possible similarities between some forms of migraine and visual discomfort are highlighted.