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81.
We offer a study revealing the mechanisms through which communication helps actual bargaining behavior outperform economic predictions. The possibility of individually strategic behavior in the presence of private information leads to game‐theoretic predictions of less than full efficiency. We present a one‐stage, simultaneous offers bargaining game in which buyers and sellers have independent, privately held valuations for the item being sold (i.e. a bilateral auction with two‐sided private information). In three communication treatments, parties are: (a) allowed face‐to‐face communication prior to submitting offers; (b) allowed written communication prior to submitting offers; or (c) allowed no‐communication prior to submitting offers. When parties are allowed pre‐play communication, we find nearly full efficiency (98%). We examine two systematically predictable aspects of dyadic interaction—disclosure and reciprocity—to explain how negotiators achieve this efficiency. Copyright © 2002 John Wiley & Sons, Ltd. 相似文献
82.
Laura J. Kray Adam D. Galinsky Leigh Thompson 《Organizational behavior and human decision processes》2002,87(2):386-409
We examine how gender stereotypes affect performance in mixed-gender negotiations. We extend recent work demonstrating that stereotype activation leads to a male advantage and a complementary female disadvantage at the bargaining table (Kray, Thompson, & Galinsky, 2001). In the present investigation, we regenerate the stereotype of effective negotiators by associating stereotypically feminine skills with negotiation success. In Experiment 1, women performed better in mixed-gender negotiations when stereotypically feminine traits were linked to successful negotiating, but not when gender-neutral traits were linked to negotiation success. Gender differences were mediated by the performance expectations and goals set by negotiators. In Experiment 2, we regenerated the stereotype of effective negotiators by linking stereotypically masculine or feminine traits with negotiation ineffectiveness. Women outperformed men in mixed-gender negotiations when stereotypically masculine traits were linked to poor negotiation performance, but men outperformed women when stereotypically feminine traits were linked to poor negotiation performance. Implications for stereotype threat theory and negotiations are discussed. 相似文献
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85.
Leigh S. Scott John L. Mastenbrook Alan T. Fisher Gregory C. Gridley 《Journal of School Psychology》1982,20(1):39-44
This study investigates the need for local and/or separate racial-ethnic group norms on the Adaptive Behavior Inventory for Children (ABIC). A random sample of 420 children from the Corpus Christi (Texas) Independent School District, was stratified according to gender, age, racial-ethnic group (Black, Mexican-American, and Anglo), and low or middle socioeconomic status. The parent of each child was interviewed with the ABIC. Results indicated a need for local norms for only the low SES Mexican-Americans. 相似文献
86.
Increasing numbers of families in the United States are supported by two incomes. Families must cope with the changes this lifestyle brings. This study explored how women and men in various employment arrangements experienced and coped with stress. Data from 82 couples, analyzed separately by gender, suggest that women report significantly more stressors than men, whereas employment arrangement did not have an effect. All couples, however, seem to benefit by reframing their problems to make them more manageable. Perceptual changes families may make to cope with stresses imposed by external factors such as inflexible work hours and lack of adequate child care over which they have less control are discussed.This research was supported by grants from the Graduate Research Board and the Division of Human and Community Resources, University of Maryland, College Park.Acknowledgment is extended to the University of Maryland Computer Center and to Ms. Dell Karig, Ms. Kathleen Cohan, and Ms. Lisa Zelazny for their assistance on this project. 相似文献
87.
Leigh B. Kelley 《Synthese》1988,76(1):83-121
This paper treats two problem cases in decision theory, the Newcomb problem and Reed Richter's Button III. Although I argue that, contrary to Richter, the latter case does not constitute a genuine counterexample to a standard general proposition of (causal) decision theory, I agree with and undertake to amplify his solution to the decision problem in Button III. I then apply the conclusions and distinctions in the foregoing treatment of Button III to the Newcomb problem and argue that a familiar version of the dominance argument for taking both boxes runs afoul of plausible general constraints on rational agency. The underlying theme of the paper is that basic considerations of epistemic coherence play an important role in dealing with problem cases in decision theory. 相似文献
88.
Vaughn LA Malik J Schwartz S Petkova Z Trudeau L 《Journal of personality and social psychology》2006,91(4):601-611
Three experiments show that the motivational effects of regulatory fit (consistency between regulatory state and strategic means) are context dependent. With no explicit decision rule about when to stop (Experiment 1) or an explicit enjoyment stop rule (Experiments 2 and 3), participants exerted more effort on tasks when experiencing regulatory fit than when experiencing regulatory nonfit. With an explicit sufficiency stop rule (Experiments 2 and 3), participants exerted less effort when experiencing regulatory fit than when experiencing regulatory nonfit. The interactive effect of regulatory fit and stop rules can be explained by misattribution of rightness feelings from regulatory fit; the effect was eliminated by drawing participants' attention to an earlier event as a source of rightness feelings (Experiments 1 and 3). 相似文献
89.
This study investigated the constraints underlying developmental improvements in complex working memory span performance among 120 children of between 6 and 10 years of age. Independent measures of processing efficiency, storage capacity, rehearsal speed, and basic speed of processing were assessed to determine their contribution to age-related variance in complex span. Results showed that developmental improvements in complex span were driven by 2 age-related but separable factors: 1 associated with general speed of processing and 1 associated with storage ability. In addition, there was an age-related contribution shared between working memory, processing speed, and storage ability that was important for higher level cognition. These results pose a challenge for models of complex span performance that emphasize the importance of processing speed alone. 相似文献
90.
Leigh Money 《The Journal of analytical psychology》2023,68(3):590-609
This paper considers how labels may be used: “Neurodiverse,” “genderfluid,” “sex-positive,” “ADHD,” and “highly-sensitive” are just some of the labels that may be offered by patients in introducing themselves. Such labels can be thought of as shortcuts, a way to define identity and sum up a feeling state, attitude, or behaviour. While they may sometimes be “given” in the sense of a diagnosis, they are also “found” and self-adopted. Using scaffolding as a metaphor for allowing growth or development to take place (or compensate for its absence), the phenomenon of self-labelling is presented as fulfilling different functions, namely: Label as mirrored reflection; Label as creative defence; Label as something with which to play; Label as container for that which cannot yet be known; Label as calling something into being; and Label as collective dream image. The article starts with three brief composite clinical sketches, and goes on to explore some of the ways that labels may be used with reference to the presented clinical material. 相似文献