SELF-MONITORING,REHEARSAL, AND DECEPTIVE COMMUNICATION

This study examined the effects of self-monitoring and rehearsal on the ability of observers to detect deception and on the behavioral correlates of deception. It was hypothesized that observers would be more accurate at detecting deception perpetrated by low self-monitors than by high self-monitors, with the difference particularly pronounced when messages were rehearsed. In addition, low self-monitors communicating spontaneously were expected to display greater rates of verbal and nonverbal responding than high self-monitors who planned their communications. Sixteen high and low self-monitors both lied and told the truth (either spontaneously or after 20-minute rehearsals) regarding their feelings while viewing slides of pleasant landscapes and of disfigured burn victims. Analysis of the responses of the 151 observers who made veracity judgments supported the hypothesis concerning accuracy of deception detection. Coding of 10 verbal and nonverbal behaviors revealed that unrehearsed low self-monitors displayed significantly greater pause and nonfluency rates than rehearsed high self-monitors. Additional findings are reported regarding the effects of self-monitoring, rehearsal, and truthful versus deceptive communication on the behavioral correlates of deception.     

IS THERE METHOD TO THE MADNESS? EXAMINING HOW RACIOETHNIC MATCHING INFLUENCES RETAIL STORE PRODUCTIVITY

This article considers the efficacy of matching the racioethnicity of employees and the customer base as a human resource strategy within service organizations. Despite being advocated widely, the literature on its effectiveness is scant and riddled with conflicting findings. We revisit the theoretical rationale underlying this strategy, formulate new theory, and introduce the demographic representativeness construct (i.e., the congruence between employee and customer base profiles) to the organizational literature to test our hypotheses. Using multisource data pertaining to 739 stores of a U.S. retailer, the results indicate a positive effect of racioethnic representativeness on productivity, which is accounted for by improved customer satisfaction. Moreover, additional analyses showed this indirect relationship to be more pronounced in stores with larger minority customer bases.     

Communicating Distressful Information: A Video Training Program in a Special Education Setting

The authors developed and evaluated a videotape training program on teaching process and problem-solving skills specifically related to issues associated with the Education for All Handicapped Children Act of 1975. Results indicated that exposure to the training program reduced anxiety specific to the targeted issues. Feedback about the program was positive. Development and evaluation issues are discussed.     

Helping Students Think

This article outlines a conceptual framework describing predictable differences in the intellectual development of college students and suggests applications leading to sound counseling and educational intervention.     

The Cosmetic Effect: The Impact of Office Environment on the Client

To increase counselor awareness of factors outside of the direct counselor-client dialogue that can affect client growth, the author discusses the impact of seven contextual variables related to office environment and gives suggestions for improving the counseling process.