Popular Versus Skinnerian Views on the Relation Between Human Freedom and Dignity

This study evaluated Skinner's (1971) contention that the function relating the degree to which a person's behavior is ascribed to voluntary choice and the level of dignity ascribed to that person originates at zero dignity for zero choice. In Study 1, 91 American college students answered questions about themselves, their beliefs about voluntary versus environmental control of behavior, and their bases for judging dignity. Then they attempted to describe their views of the functional relationship between perceived human dignity and perceived voluntary control of both prosocial and antisocial behaviors. Most indicated belief in voluntary choice, and some in intrinsic (unearned) dignity, but few could relate them quantitatively. A second study used 27 students in an advanced class, for whom the theoretical implications of various functional relationships were discussed before the functions were drawn. Both studies refuted Skinner's pragmatic argument against the concepts of freedom and intrinsic dignity.     

Engaging in Less Protective Self-Presentation: The Effects of a Friend's Presence on the Socially Anxious

To cope with their fear of negative evaluation, socially anxious people use protective self-presentation strategies. We hypothesized that the presence of a close friend (vs. being alone) would lead socially anxious people to engage in more acquisitive self-presentation tactics. Results supported the hypotheses. With a friend present versus not, socially anxious participants presented themselves more positively to and selected more self-disclosing topics to discuss with a stranger they believed they would meet face-to-face. Friendship strength moderated some of the effects. Results suggest that friends’ support may allow socially anxious people to satisfy safety needs while engaging in less protective self-presentation.     

How children use drawing to regulate their emotions

We examined two ways in which drawing may function to elevate mood in children—venting (expressing negative feelings) and distraction (expressing something unrelated to the negative feelings). We examined the effectiveness of drawing as an emotion regulator when drawing is used to vent versus distract (Study 1) and tested whether the effects found are specific to the activity of creating one's own drawing or generalisable to a drawing activity in which children had to copy another's drawing (Study 2). To induce a negative mood, we asked children to think of a disappointing event. Mood was assessed before and after the assigned activity. In both studies, mood improved significantly more in the distract than in the vent or copy condition. Study 1 demonstrates that drawing improves mood in children via distraction and not via venting. Study 2 demonstrates that this effect is specific to a drawing task in which an image is freely constructed. When a copying task is used, the effect disappears.     

Aspectual Coercion in Eye Movements

Comprehension includes interpreting sentences in terms of aspectual categories such as processes (Harry climbed) and culminations (Harry reached the top). Adding a verbal modifier such as for many years to a culmination coerces its interpretation from one to many culminations. Previous studies have found that coercion increases lexical decision and meaning judgment time, but not eye fixation time. This study recorded eye movements as participants read sentences in which a coercive adverb increased the interpretation of multiple events. Adverbs appeared at the end of a clause and line; the post-adverb region appeared at the beginning of the next line; follow-up questions occasionally asked about aspectual meaning; and clause type varied systematically. Coercive adverbs increased eye fixation time in the post-adverb region and in the adverb and post-adverb regions combined. Factors that influence the appearance of aspectual coercion may include world knowledge, follow-up questions, and the location and ambiguity of adverbs.     

Aristotle and Personal Selling

Abstract

The authors discuss the relevance of Aristotle's writings, particularly in the Rhetoric, to modern-day personal selling. Aristotle endorses a sophisticated approach to selling—advocating a customer orientation and segmented markets. He proposes a three-pronged selling process that includes appeals to reason and the emotions of the purchaser while concurrently convincing the purchaser of the seller's integrity. Aristotle argues that the art of selling is subject to systematic formal treatment and demonstrates the possibilities of formal analysis in persuasion. He further assimilates logical argument with practical persuasion in a way that provides a sound basis for selling strategy.     

Special Abstract Section: 2009 National Conference in Sales Management

Each year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present this special section containing the abstracts of the papers presented at the 2009 NCSM, which was held March 26–28 in Norfolk, VA.     

Effects of Presentation Format and List Length on Children's False Memories

The effect of list length on children's false memories was investigated using list and story versions of the Deese/Roediger-McDermott procedure. Short (7 items) and long (14 items) sequences of semantic associates were presented to children aged 6, 8, and 10 years old either in lists or embedded within a story that emphasized the list theme. Subsequent tests of recognition memory revealed different effects of length for lists and stories across development. Longer lists produced more false alarms to critical lures for 8- and 10-year-olds only, and longer stories produced more false alarms to critical lures for 6-year-olds only. These results demonstrate that increasing the number of items presented at study increases false recognition for younger as well as older children when the theme of the items is made salient.     

Looks Aren't Everything: 24-Month-Olds' Willingness to Accept Unexpected Labels

A label can efficiently convey nonobvious information about category membership, but this information can sometimes conflict with one's own expectations. Two studies explored whether 24-month-olds (N = 56) would be willing to accept a category label indicating that an animal (Study 1) or artifact (Study 2) that looked like a member of one familiar category was actually a member of a different familiar category. Results showed that children were receptive to these unexpected labels and used them as the basis for inference. These findings indicate that linguistic information can lead even toddlers to “disbelieve their eyes.”     

Let it be: expatriate couples' adjustment and the upside of avoiding conflicts

This research examines the moderating effect of conflict avoidance on the relationship between conflict and psychological adjustment among 45 expatriate couples at two points in time. We propose a model based on the actor–partner interdependence model, which assumes both intrapersonal and interpersonal effects, to address simultaneously the effects of one's own and the other's avoidance behavior. We found substantial support for our model, especially for expatriate spouses. As expected, and only for expatriate spouses, avoidance moderated the conflict–adjustment relationship such that both one's own and one's counterpart's avoidance behavior diminished the negative effect of conflicts. Because these effects were observed only at T2 and psychological adjustment decreased from T1 to T2, our research suggests that the impact of expatriation-associated interaction particularly manifests itself in the long run.     

A Qualitative Exploration of Rural African American Youth Perceptions about the Effect of Dating Violence on Sexual Health

Adolescent dating violence (ADV) remains a significant concern, particularly among rural African Americans. Few studies have explored adolescents’ perceptions about the link between ADV and sexual health and none have targeted this population. Employing qualitative methods based in Community-Based Participatory Research and theory, this study explored rural African American adolescents’ knowledge, perceptions and beliefs about the impact of ADV on sexual health. Secondary data analysis of 20 semi-structured individual interviews, conducted with older adolescents (aged 18–21), revealed participants understood the link between ADV and sexual health consequences, specifically as it related to STI and HIV prevention, condom use, and refusal of sex; and the negative impact refusing sex, communicating about HIV and other STI prevention, and negotiating condom use can have on ADV. This included: (a) negative relationship outcomes, including ADV and fear; and (b) factors that impact one’s ability to refuse sex, communicate about HIV and STI prevention, and negotiate condom use. Findings underscore the need for comprehensive ADV prevention programs for rural African Americans.