Perceptions of Motivational Components: Salesmen and Saleswomen Revisited

Although empirical work has examined differences between salesmen and saleswomen on various aspects, no comprehensive study has examined gender-based distinctions in salespeople's work motivation. The paucity of research attention on this topic is surprising given the plethora of literature in organizational behavior. This paper reports the results of an investigation that explored male and female salespeople's perceptions of expectancies, instrumentalities, and valence for rewards. Findings reveal minimal contrast between the two groups. Implications for practitioners and researchers are provided.     

Being in the Game: Effects of Avatar Choice and Point of View on Psychophysiological Responses During Play

The innovative features of multi-player computer games offer compelling opportunities for self-representation during interactions, and the ways in which these avatars are chosen and manipulated may change interactive experiences. This study investigated the effects of avatar choice (choice vs. no choice) and visual point of view (POV; first-person vs. third-person) on the physiological arousal and subjective evaluations of game experiences. A 2 (Avatar Choice, No Avatar Choice) × 2 (first-person POV, third-person POV) × 2 (female players, male players) mixed-design experiment was conducted (N = 22). The results demonstrated that being able to pick the character that will represent the player in the game leads to greater arousal, especially for males. Visual POVs alone did not affect the game player's arousal, but moderated the effect of avatar choice on the game player's heart rates. Avatar choice produced a more pronounced effect in the third-person POV (where the “camera” was located behind the avatar) in which avatar choice was visually more reinforced than in the first-person POV (where the “camera” was the eyes of the avatar). The results also revealed that the gender of the game player was a significant factor in game play experience. The results suggest theoretical implications of video game self-representation and effects on game player's psychophysiological responses.     

Appearance feedback in intimate relationships: The role of self-verification and self-enhancement

To better understand how body image operates within the context of intimate relationships, we investigated women's responses to appearance feedback from an intimate partner. Participants (N = 192) imagined receiving feedback from their partner that was either consistent with their own appearance self-view (i.e., self-verifying), more positive (i.e., self-enhancing), or less positive (i.e., devaluing), and then provided their affective and cognitive reactions. As expected, women's perceptions of their own appearance moderated their reactions. Women with more negative self-views felt happier with enhancing feedback, but thought that it meant their partner understood them less well. They also felt less happy when they received verifying feedback, but felt more understood by their partners. Thus, women with body image dissatisfaction may find themselves stuck in the “cognitive-affective crossfire” reacting ambivalently whether their partner enhances their appearance or confirms their negative self-views. Further examination of partners’ actual feedback is needed.     

Information Technology Support For Debiasing Group Judgments: An Empirical Evaluation

Human judgments, made by either individuals or groups, have been found to contain biases. One of the most prevalent biases identified is the availability bias, associated with the phenomenon that events which are more available to human memory are correspondingly judged as occurring more frequently or as being more important. This paper is concerned with how to reduce the availability bias in the group context. It reports an experiment in which two computer-based support facilities, electronic brainstorming and electronic mail, were tested for their contributions to reducing the availability bias. A 2 x 2 experimental design was used: electronic brainstorming (available or not) and communication mode (electronic or verbal). Forty teams of three members each were asked to work on a task involving the rating of the importance of a number of items associated with a secretary's task. Both electronic brainstorming and electronic communication helped reduce the availability bias. In both cases, the reduction in bias was due to increased attention paid to items that were found to have low availability in the absence of these support tools. Copyright 2000 Academic Press.     

Parenting Dimensions and Internalizing Difficulties in Italian and U.S. Emerging Adults: The Intervening Role of Autonomy and Relatedness

The present study examined the associations between emerging adults’ perceived parental psychological control and autonomy support, and their autonomy, relatedness and internalizing difficulties in Italy and the U.S. The participants included 494 Italian and 414 U.S. college students, between 18 and 28 years of age (Mean = 21.58, SD = 2.18). Our findings showed that dependency-oriented psychological control had no significant direct associations with autonomy, relatedness or internalizing difficulties. Moreover, the association between parental autonomy support and internalizing problems was fully intervened by autonomy and relatedness, whereas the association between achievement-oriented psychological control and anxiety and depressive symptoms was partially intervened by autonomy and relatedness. Finally, although parental psychological control and autonomy support had similar effects on maladjustment across the two countries, relatedness appeared to play a more central role as an intervening variable for anxiety in the Italian group than in the U.S. group. Overall, our findings highlighted the importance of examining parents’ contributions to emerging adults’ internalizing problems via autonomy support and psychological control across cultures.     

Teaching Mathematics for Spatial Justice: An Investigation of the Lottery

This article explores integrating place-based education with critical mathematics toward teaching mathematics for spatial justice. Local Lotto, a curricular module with associated digital tools, was designed to investigate the lottery as a critical spatial phenomenon and piloted in urban high schools. This article describes findings from the second iteration in a remedial class in a low-income neighborhood. The research questions consider how the spatial focus supported the learning of mathematics and provided opportunities for students to think critically about the lottery using that mathematics. Findings include student interest in and engagement with the theme of the lottery familiar from outside of school with associated social justice implications. Students used mathematics and spatial evidence, at various levels of spatial scale, to support arguments about the lottery with greater success at narrower levels of scale. Suggestions about further innovations to scaffold place in a “critical pedagogy of place” in mathematics are provided.     

Procedural Justice and Perceptions of Fairness in Selection Practice

Demonstrating procedural justice through a focus on the psychometric job-related approach to selection continues to be the most effective means for employers to meet legal requirements and potential claims of unfair treatment. A study of selection practice in a large local UK City Council reports how a structured, highly ‘job-focused’ approach can result in negative perceptions about the fairness of the process, its outcomes and effectiveness. Its findings reveal an organizational dilemma – how to develop selection systems that are sufficiently robust in terms of demonstrating maximum procedural fairness and objectivity to withstand potential litigation but are sufficiently flexible to accommodate those other factors which influence individual perceptions of fairness. It considers the future of the highly structured approach in the light of pressures to develop selection processes which can meet the needs of rapidly changing organizational structures as well the expansion of anti-discrimination legislation and litigation.     

Personal and workgroup incivility: impact on work and health outcomes

This article develops a theoretical model of the impact of workplace incivility on employees' occupational and psychological well-being. In Study 1, the authors tested the model on 1,158 employees, finding that satisfaction with work and supervisors, as well as mental health, partially mediated effects of personal incivility on turnover intentions and physical health; this process did not vary by gender. Study 2 cross-validated and extended these results on an independent sample of 271 employees, showing negative effects of workgroup incivility that emerged over and above the impact of personal incivility. In both studies, all results held while controlling for general job stress. Implications for organizational science and practice are discussed.