On decision rules and information processing strategies for choices among multiattribute alternatives

Abstract.— It is suggested that a decision in a complex situation can be described as a sequential process in which different decision rules and information processing strategies can be used at different points in time. Examples of possible decision rules are presented in an approximate order of complexity. Two ways for processing the information in a decision situation, viz., breadth-first or depth-first strategies, are discussed and suggestions are made about their relationship to particular decision rules. Finally, it is proposed that the order of application of particular rules in a decision process is guided by a tendency to minimize cognitive effort.     

Mental models and problem solving: Three challenges to a theory of restructuring and insight

The Gestalt psychologists' view of restructuring and the associated phenomenon of insight is discussed and related to findings in modern cognitive psychology. In line with Ohlsson (1984b) it is assumed that search in semantic memory is an indispensable part of restructuring. However, in contrast to Ohlsson's (1984b) information processing theory of restructuring and insight the present paper focuses on the role of mental models. It is asserted that the Gestalt approach to problem solving is compatible with the idea that a mental model is manipulated. The paper discusses three assumptions of restructuring and insight, all of which are related to mental models: (a) restructuring involves manipulating a mental model; (b) the experience of insight is based on "seeing" something in a mental model; (c) restructuring aims at realizing structural balance in a mental model. To assess the validity of these three assumptions is seen as a challenge to future research on human problem solving.     

Qualitative Evaluation Methods Applied to a High School Counseling Center

The authors present a case study demonstrating how qualitative techniques can be used to evaluate a high school counseling and guidance program.     

Culture in the context of intercultural negotiation.

This study explores culture's effect on behaviors and outcomes in intercultural negotiation and examines how those effects are moderated by role. Eighty U.S. and international students took part in a previously developed negotiation task (Pruitt, 1981) and completed Hui and Triandis's (1986) individualism‐collectivism (INDCOL) scale. Negotiation interactions were coded for information sharing, offers, and distributive tactics. Findings show that a negotiation dyad's collectivism is positively associated with higher joint profit. The effects of culture on both communication behaviors and joint outcomes, however, differ by role of the negotiator. In particular, seller collectivism has larger and more consistent effects on communication behavior and joint profit than buyer collectivism. Results support a ‘culture in context’ perspective of negotiation that takes into account negotiator qualities, contextual and structural features of the negotiation, and mediating processes in addition to cultural values.