Starting low but ending high: a reversal of the anchoring effect in auctions

Counter to the "start high, end high" effect of anchors in individual judgments and dyadic negotiations, 6 studies using a diverse set of methodologies document how and why, in the social setting of auctions, lower starting prices result in higher final prices. Three processes contribute to this effect. First, lower starting prices reduce barriers to entry, which increase traffic and generate higher final prices. Second, lower starting prices entice bidders to invest time and energy (creating sunk costs) and, consequently, escalate their commitments. Third, the traffic generated by lower starting prices can lead bidders to infer value in the item, thereby explaining previous findings that traffic begets more traffic. The authors show that barriers to entry that limit traffic (e.g., a misspelled brand name) lead to anchoring's normal assimilative effect rather than its reversal. By broadening the understanding of anchors to extended social interactions and open markets, the authors identify when and why starting prices anchor.     

The impact of psychological distress on absence from work

The aims of this study were to examine the impact of psychological distress on absence from work; to compare psychological distress and job satisfaction as predictors of absence; and to compare the relative effects of 2 components of psychological distress, depression and anxiety, on absence. Organizational records of absence over a 3-year period were obtained for 323 health service staff in the United Kingdom, who also completed self-report measures of psychological distress and job satisfaction at the beginning of the study and 2 years later. Psychological distress, particularly depression, was found to predict absence, with higher levels of distress predicting a greater number of days and number of times absent. Job satisfaction and psychological distress independently predicted levels of absence. The psychological distress-absence relationship was not moderated by demographic variables.     

Are preschoolers sensitive to configural information in faces?

Several researchers have proposed that developmental improvements in children's face recognition abilities might reflect an increasing reliance on configural information (i.e. spatial relations between features) in faces (Carey & Diamond, 1994; Mondloch, Le Grand & Maurer, 2002). We investigated 4- and 5-year-olds' use of configural information for upright and inverted faces using Tanaka and Sengco's (1997) configural change paradigm. Participants saw a photograph of a child's face (e.g. Luke). Memory for features (e.g. Luke's mouth) was then tested in a face with the same configuration as the study face (e.g. Luke's face), in a face with a novel spatial configuration (e.g. Luke's face with the eyes shifted further apart), and presented on their own (e.g. Luke's mouth alone). We found that preschoolers and adults recognized target features from upright faces better when tested in the context of a face with the same configuration as the study face, than when they were embedded in a face with a new spatial configuration or when they were presented in isolation. This effect was lost when faces were inverted. The results suggest that adult-like styles of face processing are present from 4 years of age.     

Therapy at the Cultural Interface: Implications of African Cosmology for Traumatic Stress Intervention

The topic of intercultural or multicultural therapy continues to stimulate much debate in the field of psychotherapy. Intercultural counseling training emphasizes respect for cultural beliefs as a core dimension of appropriate intervention. This paper addresses the limitations of this perspective in guiding therapists when faced with a clinical situation in which the non-challenging of cultural belief systems seems counter-therapeutic. The discussion is focused around critical observations of circumstances in which conventional African wisdom, as understood by clients presenting for trauma counseling, appeared to be counterproductive for their recovery in terms of western intervention principles. In psychotherapy for traumatic stress and traumatic bereavement, such tensions appear to arise particularly strongly because of the inevitable search for meaning in the face of extraordinary life events. Focusing on meaning making, cognitive intervention, schema realignment and reframing within trauma therapy, the paper explores ethical considerations and areas of potential conflict with reference to theory and clinical case material. Some strategies for therapeutic engagement are proposed.     

Emotional organization of autobiographical memory

The emotional organization of autobiographical memory was examined by determining whether emotional cues would influence autobiographical retrieval in younger and older adults. Unfamiliar musical cues that represented orthogonal combinations of positive and negative valence and high and low arousal were used. Whereas cue valence influenced the valence of the retrieved memories, cue arousal did not affect arousal ratings. However, high-arousal cues were associated with reduced response latencies. A significant bias to report positive memories was observed, especially for the older adults, but neither the distribution of memories across the life span nor response latencies varied across memories differing in valence or arousal. These data indicate that emotional information can serve as effective cues for autobiographical memories and that autobiographical memories are organized in terms of emotional valence but not emotional arousal. Thus, current theories of autobiographical memory must be expanded to include emotional valence as a primary dimension of organization.     

Recognizing the un-real McCoy: priming and the modularity of face recognition

Fodor (1983) has proposed that face perception is carried out by an informationally encapsulated module, whose operation is unaffected by context or expectancies. We tested the modularity hypothesis by examining whether discriminations between normal and distorted versions of famous faces can be primed, either by the name of an associated person (semantic context) or by a valid cue as to the identity of the target face (expectancy). A preliminary experiment showed that, in the absence of priming, discriminations between normal and distorted versions of a face were unaffected by whether the target faces were familiar or not, confirming that these judgments tap perceptual, not postperceptual (semantic), coding processes. In Experiment 1, accuracy was significantly higher when target face pairs were preceded by related name primes, as compared with unrelated ones. In Experiment 2, reaction times were significantly faster for targets preceded by a valid identity cue than for targets preceded by an invalid one. Neither effect could be explained as a speed—accuracy tradeoff. These results fail to support Fodor’s conjecture that face processing is encapsulated.     

Neutralizing Music Piracy: An Empirical Examination

The current study sought to test the viability of employing Sykes and Matza's (1957 Sykes , G. and D. Matza . 1957 . “Techniques of Neutralization: A Theory of Delinquency.” American Sociological Review 22 : 664 – 670 .[Crossref], [Web of Science ®] , [Google Scholar]) techniques of neutralization as a framework for understanding online music piracy. Using data from a sample of 2,032 undergraduates from a large Midwestern university, the relevance of neutralization theory is tested via multinomial logistic regression while controlling for other theoretical predictors and demographic variables. The findings indicated that greater acceptance of the techniques associated with denial of responsibility, denial of injury, denial of victim, and appeal to higher loyalties significantly predicted moderate levels of piracy participation. Furthermore, the effect of appeals to higher loyalty on piracy was found to be conditioned by the respondent's approval of the behavior. Overall, results suggested that university settings may unwittingly facilitate a climate for online piracy whereby students place a higher value on group norms rather than legal norms and do not consider the harms associated with the behavior.     

On-line questionnaire completion time and personality test scores

Participants completed two well established questionnaires on line (HPI: Hogan Personality Inventory; and the HDS: Hogan Developmental Survey). Time taken to complete each study was correlated with scale scores from both questionnaires including the occupational scales derived from the HPI. Those who scored higher on Adjustment (Stability), and Prudence (Conscientiousness) but lower on Learning Approach took longer to complete the test. Those who scored higher on Stress Tolerance and Reliability took significantly longer than those with low scores on these measures. With only the exception of Diligent and Dutiful all correlations between Dark Side variables and time taken were negative, particularly Leisurely, Excitable and Imaginative. Regression showed that up to 6% of the time taken variance could be accounted for. Implications for measurement were considered.