Effects of noise letters on decisions: Discrete or continuous flow of information?

Four forced-choice letter-detection experiments examined the effect on detection latency of noise letters that were visually similar to target letters. A single target letter was present in each display. Noise letters were similar to the target letter present in the display (the signal), to a different target letter assigned to the same response as the signal, or to a target letter assigned to the opposite response from the signal. Noise letters were present in either relevant or irrelevant display positions, and two quite different stimulus sets were used. The experiments were designed to test a prediction of models in which information about noise letters is transmitted continuously from the recognition to the decision process. These models predict that responses should be faster when noise letters are visually similar to a target assigned to the same response as the signal than when noise letters are similar to a target assigned to the opposite response. Statistically reliable effects of the type predicted by continuous models were obtained when noise letters appeared in relevant display positions, but not when they appeared in irrelevant positions.     

Mixed interpretations of sales proposal signals

Long-term relationships with customers are critical determinants of a sales organization’s success. However, research tends to assess relational approaches from the salesperson or sales organization’s perspective and often neglects to capture customers’ perspectives which lead to the evaluative success or failure of buyer–seller relationships. This study assesses the seller’s bid-related signals from the buyer’s perspective following their selection or rejection of a business-to-business sales proposal. The authors adopt a theories-in-use approach, utilizing 54 depth-interviews with decision-makers from 33 buyer organizations. Within this data set, findings reveal three bid signals that are represented across both selection and rejection outcomes (i.e. mixed interpretations by buyers). These signals are the seller’s usage of price concessions, sales proposal specificity, and comparative customer examples. To better understand the mechanisms which influence buyers’ mixed interpretations of these signals, the authors utilize the newly-advanced qualitative pivoting technique to identify contextual variables across cases that influence the buyer’s positive or negative signal interpretation.     

Non-semantic contributions to “semantic” redundancy gain

Recently, two groups of researchers have reported redundancy gains (enhanced performance with multiple, redundant targets) in tasks requiring semantic categorization. Here we report two experiments aimed at determining whether the gains found by one of these groups resulted from some form of semantic coactivation. We asked undergraduate psychology students to complete choice RT tasks requiring the semantic categorization of visually presented words, and compared performance with redundant targets from the same semantic category to performance with redundant targets from different semantic categories. If the redundancy gains resulted from the combination of information at a semantic level, they should have been greater in the former than the latter situation. However, our results showed no significant differences in redundancy gain (for latency and accuracy) between same-category and different-category conditions, despite gains appearing in both conditions. Thus, we suggest that redundancy gain in the semantic categorization task may result entirely from statistical facilitation or combination of information at non-semantic levels.     

Evidence for parallel semantic memory retrieval in dual tasks

In this dual-task study, we applied both cross-talk logic and locus-of-slack logic to test whether participants can retrieve semantic categories in Task 2 in parallel to Task 1 bottleneck processing. Whereas cross-talk logic can detect parallel memory retrieval only in conditions of categorical overlap between tasks, the locus-of-slack approach is independent of such restrictions. As was expected, using the cross-talk logic, we found clear evidence for parallel retrieval of semantic categories when there was categorical overlap between tasks (Experiment 1). Locus-of-slack-based evidence for parallel semantic retrieval was found, however, both in conditions with (Experiment 1) and in those without (Experiment 2) categorical overlap between tasks. Crucially,however, increasing the demand for resources required to switch from Task 1 to Task 2 eliminated even the locus-of-slack-based evidence for parallel memory retrieval during the psychological refractory period (Experiment 3). Together, our results suggest that parallel retrieval is not bound to conditions of categorical overlap between tasks but, instead, is contingent upon resources needed for switching between tasks (e.g., Oriet, Tombu, & Jolicoeur, 2005).     

The impact of evidence lineups on fingerprint expert decisions

Forensic examiners routinely compare a crime-relevant mark of unknown origin against a single suspect's sample, which may create an expectation that the two will match. We tested how embedding the suspect's sample among known-innocent fillers (i.e., an evidence lineup) affects expert decision-making. Experienced fingerprint examiners (N = 43) compared crime-relevant marks against either individual suspect fingerprints (i.e., the standard procedure) or arrays of fingerprints (i.e., evidence lineups), with a matching fingerprint either present or absent. Evidence lineups promoted conservative decision-making, as evidenced by fewer correct IDs and a higher rate of inconclusive judgments. Though errors were rare, evidence lineups also occasionally revealed errors that would have otherwise gone undetected. Our findings thus support arguments that evidence lineups can expose fraud, identify flawed methodologies, and curb overconfidence. The potential benefits and challenges of implementing evidence lineups in forensic laboratories are discussed.     

Parietal control of attentional guidance: the significance of sensory, motivational and motor factors

The lateral intraparietal area (LIP), a portion of monkey posterior parietal cortex, has been implicated in spatial attention. We review recent evidence showing that LIP encodes a priority map of the external environment that specifies the momentary locus of attention and is activated in a variety of behavioral tasks. The priority map in LIP is shaped by task-specific motor, cognitive and motivational variables, the functional significance of which is not entirely understood. We suggest that these modulations represent teaching signals by which the brain learns to identify attentional priority of various stimuli based on the task-specific associations between these stimuli, the required action and expected outcome.     

The use of personality test norms in work settings: Effects of sample size and relevance

The value of personality test norms for use in work settings depends on norm sample size (N) and relevance, yet research on these criteria is scant and corresponding standards are vague. Using basic statistical principles and Hogan Personality Inventory (HPI) data from 5 sales and 4 trucking samples (N range=394–6,200), we show that (a) N>100 has little practical impact on the reliability of norm‐based standard scores (max=±10 percentile points in 99% of samples) and (b) personality profiles vary more from using different norm samples, between as well as within job families. Averaging across scales, T‐scores based on sales versus trucking norms differed by 7.3 points, whereas maximum differences averaged 7.4 and 7.5 points within the sets of sales and trucking norms, respectively, corresponding in each case to approximately ±14 percentile points. Slightly weaker results obtained using nine additional samples from clerical, managerial, and financial job families, and regression analysis applied to the 18 samples revealed demographic effects on four scale means independently of job family. Personality test developers are urged to build norms for more diverse populations, and test users, to develop local norms to promote more meaningful interpretations of personality test scores.     

The protective identity: Evidence that mortality salience heightens the clarity and coherence of the self-concept

Research guided by terror management theory has shown that self-esteem provides a buffer against mortality concerns. The current research extends the theory to examine whether clarity and coherence in the structure of the self-concept serve a terror management function independent of enhancing self-esteem. Specifically, five studies tested whether mortality salience (MS) heightens diverse tendencies to clarify and integrate self-relevant knowledge, especially in individuals predisposed to seek structured knowledge. MS led high, but not low, structure-seeking participants to prefer coherent (Study 1) clearly-defined (Study 2), and simply organized (Study 3) conceptions of their personal characteristics. Also, MS led high structure-seeking participants to prefer causal coherence in recent experience (Study 4) and meaningful connections between past events and their current self (Study 5). Supporting the specificity of these effects on self-concept structuring, MS increased self-enhancement in Studies 1, 4, and 5 but these effects were not moderated by preference for structured knowledge.     

Visuospatial attention and redundancy gain

Two experiments investigated the effect of visuospatial attention on redundancy gain in simple reaction time tasks. In each trial participants were given a central arrow cue indicating where a stimulus would most likely be presented (i.e., upper or lower half of the display in Experiment 1; left or right half of the display in Experiment 2). Then, a single stimulus or two redundant stimuli could be presented in either expected or unexpected locations. Replicating previous findings, responses were faster when stimuli appeared in expected rather than unexpected locations, and they were also faster when two redundant stimuli were presented than when only one was. Critically, redundancy gain was statistically equivalent for stimuli in expected and unexpected locations, suggesting that the effect of redundancy gain arises after the perceptual processes influenced by the allocation of visuospatial attention.

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