A Multi-Cultural Study of Salespeople's Behavior In Individual Pay-For-Performance Compensation Systems: When Managers Are More Equal And Less Fair Than Others

In this research, we examine salespeople's behavior in individual pay-for-performance compensation systems and show how perceived management fairness seems to energize sales employees in some environments but not in others. We use a large multicountry database of individual-level remuneration for more than 2,500 salespeople across four B2B industry sectors to demonstrate cultural adaptations of the effect of perceived management fairness. The results indicate that top management should be concerned with employees' perceptions of fairness in addition to the more typical concerns of control and motivation widely acknowledged in the microeconomics-based sales-force compensation literature. In particular, we show that perceptions of management fairness are key to salespeople's proportion of total pay generated by pay-for-performance formulas.     

L’information et la gestion des risques dans le suivi de la grossesse lors du 1 trimestre : quelques réflexions sur le défi éthique et le cadre légal en Suisse

The progress in prenatal medicine raises complex questions with respect to the physician–patient relationship. The physician needs to reconcile medical aspects, ethical principles as well as judicial norms. Already, during the first trimester, the physician has to put into practice the schedule combining for each individual pregnancy physical, laboratory and other appropriate exams. Physicians are under the obligation to inform in a clear and comprehensive way without creating unnecessary anxiety for their patients. Legal requirements include informed consent, the respect for the patient's right to self-determination, and compliance with the Swiss federal law on genetic testing, especially with its articles on prenatal screening and diagnosis. This article discusses the complexity of obstetrical practice when it comes to delivering adequate information within the scope of ethical and legal requirements in Switzerland.     

A message in a bottle: Extrapharmacological effects of alcohol on aggression

The physiological and expectancy effects of alcohol consumption on the aggressive behavior of 116 general-population males aged 18-45 years were analyzed separately in a naturalistic field experiment using a 3 × 3 Balanced Placebo Design (BPD). Participants were given a non-alcoholic drink, a drink targeting a Blood Alcohol Concentration (BAC) of .05%, or a drink targeting a BAC of .1%. Within these three groups, three expectancy levels were induced regarding the quantity of alcohol ingested. Aggressive behavior was measured as retaliation against an aggressive confederate, in the form of amounts of hot sauce and salt administered in a taste test. Expectancies significantly increased aggressive behavior, whereas actual quantity of alcohol ingested was unrelated to aggression. Aggressive dispositions also predicted aggressive behavior.     

Cognitive variables related to worry among adolescents: avoidance strategies and faulty beliefs about worry

Studies aiming to better understand worry have neglected children and adolescents. This constitutes an important limitation considering that excessive worry is frequent among adolescents and that patients suffering from excessive worries associate the beginning of their disorder with adolescence. This study evaluates the cognitive variables associated with worry in a sample of 777 adolescents. It attempts to determine whether cognitive avoidance and false beliefs about the usefulness of worries are present and associated with worries in adolescence. The results showed that participants with a high level of worry used more avoidance strategies and held more beliefs about worry. The results also revealed that avoidance of stimuli that trigger unpleasant thoughts and thought substitution were the major avoidance strategies related to worry among adolescents. The belief that worry helps to avoid future negative events was also related to worry. These findings may suggest that adolescents' worries are maintained by processes similar to those observed among adults.     

A systemically administered beta-adrenoceptor antagonist blocks corticosterone-induced impairment of contextual memory retrieval in rats

Several studies have reported that glucocorticoids impair memory retrieval. The present study examined in male Sprague-Dawley rats the effects of systemically administered corticosterone on retrieval of memory for inhibitory avoidance training. Corticosterone (3.0mg/kg, s.c.) injected 30min before retention testing, 48h after training, significantly impaired retention performance, as compared to vehicle treatment, of rats tested in the training context. In contrast, corticosterone administration did not impair retrieval when rats were tested for retention in a different context. Corticosterone did also not impair retention performance of rats given a mild-intensity footshock that resulted in only weak, non-contextual memory. These findings strongly suggest that corticosterone selectively impaired retrieval of contextual information associated with the training context. The centrally acting beta-adrenoceptor antagonist propranolol (2.0mg/kg), co-administered in a dose that did not affect retention performance alone, blocked the impairment in contextual memory retrieval induced by corticosterone. These findings provide evidence for the view that glucocorticoids interact with noradrenergic mechanisms in influencing memory retrieval.     

Denial of responsibility: a new mode of dissonance reduction

Denial of responsibility as a mode of dissonance reduction and the conditions under which it is likely to occur were explored in 3 experiments. Two experiments tested and supported the hypothesis that following a counterattitudinal behavior, participants prefer the mode of reduction made available to them first, regardless of whether it is attitude change, trivialization, or denial of responsibility. The 3rd experiment tested and supported the hypothesis that denial of responsibility reduces the negative affective state induced by dissonance. The mechanism of denial of responsibility in dissonance reduction is discussed.     

Sensitivity and specificity of MMPI-2 neurologic correction factors: receiver operating characteristic analysis

A number of Minnesota Multiphasic Personality Inventory-2 (MMPI-2) items have been hypothesized to reflect neurologic symptomatology, rather than psychopathology, among closed-head-injury (CHI) patients. Some investigators have proposed a correction factor interpretive approach, which involves the deletion of such items from the MMPI-2 profile, as a method of reducing the probability of artificial clinical scale elevations due to the symptoms of CHI. The present study employed receiver operating characteristic (ROC) analysis to evaluate the sensitivity and specificity of three correction factors. All three factors demonstrated strong sensitivity when discriminating CHI patients from normal individuals but demonstrated poor specificity when discriminating CHI patients from psychiatric patients. These findings suggest that caution should be applied in using MMPI-2 neurologic correction factors, particularly with patients who might have comorbid psychiatric conditions.     

Does a salient distractor capture attention early in processing?

Kim and Cave (1999) used spatial probes in order to measure the effects of bottom-up and top-down factors on the allocation of spatial attention over time. Subjects searched for a target with a unique shape, with a uniquely colored distractor present on each trial. The singleton distractor captured attention early in processing, whereas attention homed in on the target’s location later on. Kim and Cave (1999) concluded that top–down factors cannot prevent the presence of a salient distractor from delaying target selection. The present study tested the idea that such results were obtained only because subjects adopted the strategy of searching for the most salient item. Kim and Cave’s (1999) finding was replicated in Experiment 1. In Experiment 2, instead of a feature search, subjects performed a conjunction search—that is, a task that could not be performed using a salience–based strategy. Probe response times were longest at the salient distractor’s location at both the short and the long stimulus onset asynchronies. These results suggest that, early in processing, top–down factors can exert their influence and prevent the capture of attention by a salient distractor.     

Effects of top-down guidance and singleton priming on visual search

Recent literature suggests that observers can use advance knowledge of the target feature to guide their search but fail to do so whenever the target is reliably a singleton. Instead, they engage in singletondetection mode—that is, they search for the most salient object. In the present study, we aimed to test the notion of a default salience-based search mode. Using several measures, we compared search for a known target when it is always a singleton (fixed-singleton search) relative to when it is incidentally a singleton (multiple-target search). We examined the relative contributions of strategic factors (knowledge that the target is a singleton) and intertrial repetition effects (singleton priming, or the advantage of responding to a singleton target if the target on the previous trial had also been a singleton). In two experiments, singleton priming eliminated all the differences in performance between fixed-singleton and multiple-target search, suggesting that search for a known singleton may be feature based rather than salience based.     

Temporal expectations modulate attentional capture

Subjects’ ability to override attentional capture by salient distractors during singleton search has been attributed to the adoption of an attentional set for the type of discontinuity characterizing the target (Folk, Remington, & Johnston, 1992) or to fast disengagement of attention from the salient distractor’s location (Theeuwes, Atchley, & Kramer, 2000). The present results support an alternative account by showing that temporal expectancies modulate attentional capture. In a color singleton search, an irrelevant onset preceding the target by a given time interval produced capture when the distractor-to-target interval varied unpredictably but failed to do so when this interval was predictable. Moreover, with unpredictable intervals and moderately salient stimuli, capture was overridden at the expected average interval. These findings invite caution when stimulus onset asynchrony manipulations are used to study the temporal deployment of attention, since they demonstrate that such manipulations introduce powerful temporal expectations.