The Relative Effectiveness of Three Compliance Techniques in Eliciting Donations to a Cultural Organization

To compare the relative effectiveness of three compliance techniques during a museum fund-raising drive, 89 individuals were asked to contribute $1 to the museum after having been exposed to an initial request according to one of the following conditions: (1) in the foot-in-thedoor condition, individuals were first asked to sign a petition in support of the museum; (2) in the door-in-the-face condition, they were initially asked for a $5 contribution; (3) in the. low-ball condition, they were asked to contribute 75 cents and then to increase this amount by 25 cents in order to support the children's program: and (4) in the control condition, subjects simply received the target request for $1. The groups differed significantly in terms of the number of individuals who donated, and in the amount of their contributions. The low-ball condition was generally the most effective, especially with respect to the amount of money contributed. This was followed in turn by the door-in-the-face and control conditions, with the foot-in-the-door condition the least effective in virtually every comparison. These findings are discussed in terms of their implications for the experimental analysis of compliance, as well as the development of more effective fund-raising programs.     

ASSESSMENT OF STIMULUS PREFERENCE AND REINFORCER VALUE WITH PROFOUNDLY RETARDED INDIVIDUALS

We evaluated a procedure for identifying potential reinforcers with profoundly retarded individuals. In Experiment 1, six persons were repeatedly exposed to 16 stimuli, and approach behaviors to each stimulus were used to identify preferred and nonpreferred stimuli. In Experiment 2, we examined the reinforcing properties of preferred and nonpreferred stimuli by delivering them contingently on the occurrence of arbitrarily selected responses. Results revealed that the preferred stimulus conditions typically produced higher rates of responding than did either the baseline or the nonpreferred stimulus conditions, suggesting that the procedure can be used to assess reinforcer value for individuals with limited behavioral repertoires.     

CLINICAL BEHAVIORAL PHARMACOLOGY: METHODS FOR EVALUATING MEDICATIONS AND CONTINGENCY MANAGEMENT

We evaluated methods for comparing the effects of dextroamphetamine (Dexedrine), thioridazine (Mellaril), and contingency management in the control of severe behavior problems. A reversal design was used in which medications were systematically titrated and assessed in unstructured as well as structured settings with three clients. Subsequently, behavioral procedures including timeout, differential reinforcement of other behavior, and visual screening, were used in a multiple-baseline design across settings. The assessment and design methods were useful in comparing the interventions. Dextroamphetamine decreased inappropriate behaviors and improved academic behaviors in one client, but no reliable effects were observed in the other two clients. Thioridazine was variable across clients, settings, behaviors, and dosages. Contingency management produced consistent decreases in inappropriate behaviors and small improvements in academic performance.     

The effects of social motives on behavior in social dilemmas in two cultures

Subjects in Santa Barbara, California, and Groningen, The Netherlands, participated in a seven-person social dilemma game, presented in terms of a conservation of resources problem. Prior to their decision making in the social dilemma game, subject's social motive (altruistic, cooperative, individualistic, competitive) was assessed by means of two different classification procedures. On the basis of previous research findings American subjects were expected to display relatively more competitive social motives, and Dutch subjects relatively more cooperative ones. However, no indications of crosscultural differences were found neither with regard to the distribution of social motives nor with regard to the amount of resources taken for self in the social dilemma game. In both locations, competitive subjects took most resources for self, individualistic subjects took next most, cooperative subjects took less than individualists, and altruistic subjects took the least. In addition to predictive validity, indices of the convergent validity of two social motive assessment procedures were described.     

Development of organization in recall: A stages-of-learning analysis

An experiment is reported in which the effects of taxonomic organization on 7-year-old and 11-year-old children's free and cued recall of two- and four-category lists were examined. The data were analyzed using a stages-of-learning model that simultaneously delivers estimates of the impact of these manipulations on storage and retrieval components of recall. The results indicated that for the Grade 2 children providing a category label at the time of recall primarily enhanced storage whereas increasing the number of categories primarily enhanced retrieval. For Grade 6 children, on the other hand, the use of category labels to cue recall primarily enhanced retrieval, whereas increasing the number of categories affected both storage and retrieval in free recall, but only retrieval in cued recall. In addition, while older children were superior to younger children at both storing and retrieving information, age differences at retrieval were generally larger than those at storage.     

The effects of sound duration on newborns' head orientation

Two experiments assessed the importance of sound duration for eliciting head orientation responses from newborn infants. In Experiment 1, thirty infants turned with equal frequency toward 20-s continuous rattle sounds and 20-s trains of rattle segments. The duration of the rattle segments--14 and 100 ms (2/s), or 500 ms (1/s)--did not influence the likelihood of turning. Response latencies and durations proved quite similar for all stimuli. In Experiment 2, twenty-four infants heard continuous rattle sounds of four different durations: 1, 5, 10, and 20 s. They turned reliably to all stimulus durations; furthermore, the magnitude and temporal characteristics of head orientation responses did not differ for the four stimulus durations. These results suggest that the newborn's head orientation response may reflect a motor program that is initiated by auditory input and then executed in a similar fashion regardless of further stimulation.