The Difference Between Being and Seeing: The Relative Contribution of Self-Perception and Priming to Behavioral Changes via Digital Self-Representation

Studies in the Proteus Effect (N. Yee & J. Bailenson, 2007 Yee, N. and Bailenson, J. 2007. The proteus effect: The effect of transformed self-representation on behavior. Human Communication Research, 33: 271–290. [Crossref], [Web of Science ®] , [Google Scholar]) have shown that the appearance of avatars (i.e., digital representations of ourselves) can lead to behavioral changes in users. For example, participants in attractive avatars became friendlier to confederate strangers than participants in unattractive avatars. While the Proteus Effect is premised on self-perception theory (D. Bem, 1972 Bem, D. 1972. “Self-perception theory.”. In Advances in experimental social psychology Edited by: Berkowitz, L. Vol. 6, New York: Academic Press. [Crossref] , [Google Scholar])—the notion that we infer our own attitudes by observing ourselves as if from a third party—it is also possible that the previous findings were caused by priming (i.e., behavioral assimilation; J. Bargh, M. Chen, & L. Burrows, 1996 Bargh, J., Chen, M. and Burrows, L. 1996. The automaticity of social behaviour: Direct effects of trait concept and stereotype activation on action. Journal of Personality and Social Psychology, 71: 230–244. [Crossref], [PubMed], [Web of Science ®] , [Google Scholar]). In our study, we used immersive virtual environment technology to experimentally tease apart embodiment from perception of the same visual stimulus. Our results showed that embodiment produced significantly larger behavioral changes than mere observation of the same visual stimuli. These findings support the claim that our avatars provide a unique lever to behavioral change; however, more work is needed to pin down the exact mechanism behind the effect.     

Connecting DSM-5 Personality Traits and Pathological Beliefs: Toward a Unifying Model

Dissatisfaction with the DSM-IV model of personality disorders has led to the development of alternative conceptualizations, including pathological trait models and models linked to particular theoretical approaches, such as Beck and Freeman’s (1990) cognitive framework. An important issue involves the potential to interweave such models into a single, parsimonious system that combines their distinct advantages. In this study, pathological trait and dysfunctional belief data from 616 individuals in a non-clinical sample were evaluated for commensurability using structural equation modeling. These models can be integrated via five higher-order factors, and that specific dimensions of dysfunctional beliefs can be differentiated based on features of the DSM-5 trait model. Overall, these results suggest that traits provide scaffolding for individual differences in pathological personality, within which dysfunctional beliefs offer specific vectors for clinical intervention in a cognitive framework. Implications of the empirical commensurability of trait and cognitive models are discussed.     

Trends in optimization models of sales force management

In the last half-century, significant advances have been made in directing sales force behavior with the use of optimization and decision models. The present paper both presents the current state-of-the art in sales force decision modeling, and also discusses key issues and trends in contemporary modeling of relevance to sales force researchers. The paper begins by exploring critical concepts regarding the estimation of the sales response function, and then discusses critical problems of endogeneity, heterogeneity, and temporal variation that are faced by modelers in this task. Modern approaches to dealing with these issues are presented. We then discuss areas of importance concerning finding model solutions, including closed form versus simulation, and optimization versus heuristic solutions. The paper next moves to areas of practical importance where models can help, including call planning, sales force size, territory allocation, and compensation design. Finally, we discuss trends that will likely impact on sales force modeling in coming years, including the use of big data and data mining, the possible breakdown of rationality, the rise of the Internet and social media, and the potential of agent-based modeling.     

Driving toward a goal and the goal‐gradient hypothesis: the impact of goal proximity on compliance rate,donation size,and fatigue

Driving toward a goal (DTAG) is a compliance technique derived from observed persuasion practice (e.g., telethons) wherein the persuader utilizes a goal pitch (e.g., “Help us raise $500”) and progress toward a goal (e.g., a tote board) to encourage compliance. It was postulated that DTAG would be more effective than legitimizing a paltry contribution (LPC) at increasing compliance rate, size, and stability. In Study 1, a fundraising field experiment (N = 840 donations) found that LPC garnered significantly more donations and DTAG garnered significantly larger donations. In Study 2, a lab experiment (N = 992 participants) found that LPC garnered more donations at Time 1, DTAG garnered more donations over time (eventually matching LPC), and LPC yielded smaller donations over time.     

The relationship between goal orientation and career striving in young adolescents

We surveyed 280 students (61% girls; M = 15.3 years) and, in the context of goal setting theory and self‐regulation, tested a cross‐sectional model in which goal orientation (learning, performance–prove, performance–avoid) was viewed as an antecedent to self‐efficacy and outcome expectations, self‐efficacy and outcome expectations were tested as antecedents to goal setting, and goal setting tested as an antecedent to career‐striving behaviors (exploration, planning). After controlling for educational achievement, learning orientation was directly, positively, associated with self‐efficacy and outcome expectations, and indirectly associated with career aspirations, career exploration, and planning; and performance–avoid orientation was negatively associated with self‐efficacy. The study demonstrated that goal orientation is an important variable to consider when examining career development in adolescents.     

Perceptual load does not modulate auditory distractor processing

In vision, it is well established that the perceptual load of a relevant task determines the extent to which irrelevant distractors are processed. Much less research has addressed the effects of perceptual load within hearing. Here, we provide an extensive test using two different perceptual load manipulations, measuring distractor processing through response competition and awareness report. Across four experiments, we consistently failed to find support for the role of perceptual load in auditory selective attention. We therefore propose that the auditory system – although able to selectively focus processing on a relevant stream of sounds – is likely to have surplus capacity to process auditory information from other streams, regardless of the perceptual load in the attended stream. This accords well with the notion of the auditory modality acting as an ‘early-warning’ system as detection of changes in the auditory scene is crucial even when the perceptual demands of the relevant task are high.     

Psychology and Culture: Back to the Future?

Psychology has a poor record in addressing cultural phenomena. One response is to turn to ancient concepts from local traditions and to use these as alternative analytic categories to explain behavior. However, there are problems with such an approach. These concepts will be read from the vantage point of the present and interpreted differently so as to propose different diagnoses (and solutions) for contemporary social problems. As an alternative, rather than using ancient resources as analytic categories in the explanation of behavior, we could instead examine how they are used as categories of practice as people actively make sense of their social context and themselves. Attending to such contemporary ‘lay’ usage (and the contestation it entails) allows for a more dynamic conception of cultural processes than is typical in psychology. More generally, I believe that it is possible to use our psychological constructs so that we can see the distinctive particularities of the phenomena before us in new and interesting ways, and in ways that respect their cultural specificity. This claim is illustrated through reference to recent work using the concept of social identity to illuminate aspects of Hindu pilgrimage.     

Exploring the Value of the Substance Abuse Subtle Screening Inventory–3 for Predicting Attrition and Recidivism Among Perpetrators of Intimate Partner Violence

This study explored the potential value of the Substance Abuse Subtle Screening Inventory–3 (SASSI‐3; F. G. Miller & Lazowski, 1999 ) as a means of predicting program attrition and recidivism among perpetrators of intimate partner violence, concluding that the SASSI‐3 is not an adequate predictor.     

Cultural differences in perceived coherence of the self and ingroup: A Japan–Australia comparison

Past studies have found that East Asians ascribe less consistency to individual selves than Westerners, but ascribe more consistency to social groups than Westerners. Using the concepts of naive dialecticism (i.e. the tendency to tolerate contradiction) and psychological essentialism (i.e. the tendency to attribute a fixed essence to something) as different aspects of consistency perception, we examined patterns of perceived consistency of the self and national ingroup among Japanese and Australians. Compared to Australians, Japanese showed more naive dialecticism and less psychological essentialism for the self; however, this cultural difference was not found for their national ingroups. These findings suggest that lay theories are applied in a domain‐specific manner, and the domains to which they are applied depend on culture.