Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task

Recently a controversy has arisen among behavioral decision theory researchers concerning the generalizability of research based upon student subject samples to the behavior of expert decision makers. This study compared the influence of framing and performance constraints (goals or limits) on the ability of expert and amateur negotiators to reach integrative agreements in a negotiation task novel to both. The results suggested that while experts did outperform amateurs on comparable competitive market simulations, the patterns of their performance as influenced by framing and performance constraints were consistent.     

A short version of a spatial activity questionnaire

Newcombe, Bandura, and Taylor developed a questionnaire measuring participation in space-related activities. The activities were classified as masculine, feminine, or neutral in gender stereotyping. A short version of this questionnaire was developed based on an item analysis of the responses by 485 introductory psychology students (236 women and 249 men). The 10 masculine, 10 feminine, and 10 neutral items chosen for the short form were given to 60 subjects (28 women and 32 men), along with a measure of spatial performance (Piaget's water-level task). Reliabilities (by coefficient alpha) were .79, .77, and .75, for the masculine, feminine, and neutral activity subscales, respectively. As with the original scale, women had a greater preference than men for feminine activities, men had a greater preference than women for masculine activities, and women and men had an equal preference for neutral activities. Masculine activity preference was associated with better water-level performance, with the relationship significantly stronger for women (r=.50) than for men (r=.10). Uses for the questionnaire in research on sex-related differences in spatial performance are suggested.     

Book reviews

Current Psychology -     

Coping behaviors and managers' affective reactions to role stressors

This study assessed the role of adaptive versus maladaptive coping behaviors and personal characteristics in influencing the affective reactions of managers to four role stressors. Maladaptive coping was found to moderate the relationships of several role stressors with felt stress and job satisfaction. Maladaptive coping and trait anxiety also demonstrated independent additive effects on felt stress and job satisfaction over and above that of all four stressors.     

RESCUE AND RECOVERY AS A THEOLOGICAL PRINCIPLE,AND A KEY TO MORALITY IN EXTRATERRESTRIAL SPECIES

New theological understanding can emerge with the advancement of scientific knowledge and the use of new concepts, or older concepts in new ways. Here, the authors present a proposal to extend the concept of “rescue and recovery” found in the United Nations Law of the High Seas, off-world and within a broader purview of other intelligent and self-aware species that humans may someday encounter. The notion of a morality that extends to off-world species is not new, but in this analysis, rescue and recovery become an imperative when any intelligent and self-aware species is in harm's way. Rescue and recovery encompass a necessary action component except perhaps in those cases where rescuers are in danger. The authors explore three biblical examples of rescue and recovery to derive a fundamental meaning of the concept.     

Death by 1000 ‘true fans’: Do marketing laws apply to music listening?

The advice to musicians and marketers is to focus on what they love: a truism for practitioners is to find 1000 ‘true fans’ and make $100 from each of them (Kelly, 2008. 1000 True fans. The Technium). If this advice is correct, we should see musicians with loyal user bases engaging more with their favourite artists and less with other music, suggesting a narrow targeting strategy would suffice. On the other hand, the established marketing laws indicate that the listeners of very different genres should overlap more than conventional wisdom would suggest, supporting the need for a much broader approach to targeting potential audiences. Given these conflicting views, musicians need to know if they should market to their existing listeners, the listeners of music similar to theirs (i.e., the same genre), or if they should try to reach a much wider audience. We turn to established choice patterns from the marketing literature to address these questions in the music context. This study examines 84,000,000 observations of music listening from 27,000 unique global users between 2013 and 2014 and survey data from 2019 containing music listening from over 1000 representative respondents in the United States. The results show that listening follows the Duplication of Purchase law for genres, artists, albums, and songs, at an annual, 6-months, 3-months, 1-month, and 1-week period, with no indication of partitioned music listening. The implication is that musicians should try to reach all potential listeners, regardless of what they already listen to. These findings contribute to the theoretical knowledge about duplication analyses of various durations, extend the contexts of choice behaviour that exhibit this pattern, and managerially, to knowledge about the extent of potential audiences and ‘share of ear’ competition.     

Self-esteem, attitude similarity, and attraction

Subjects evaluated three stimulus persons on several rating scales who were either 10%, 50%, or 90% similar to themselves in attitudes Subjects were divided into low, moderate, and high self-esteem groups on the basis of an earlier Q sort The results showed a strong positive relation between perceived similarity and positive attribution for each of the dependent variables, including liking, sophisticated, intelligent, sincere, happy, and a social distance scale A negative relation was obtained for two undesirable traits, arrogant and cynical Self-esteem interacted with similarity on several of the measures The difference between self-esteem groups was largely restricted to highly dissimilar stimulus persons Moderate esteem subjects were more favorable toward dissimilar persons than either of the other two groups, and the high and low groups tended to resemble each other more than either group resembled the moderate esteem group These results were discussed in terms of the relation between self-esteem and adjustment, and in terms of McGuire's (1968) theory that predicts a nonmonotonic relation between self-esteem and attitudes.     

Disruption of proofreading by irrelevant speech: Effects of attention,arousal or memory?

A series of five experiments examined the effects of irrelevant speech on proofreading and memory. Four of the experiments used a proofreading task and showed that the deleterious effects of irrelevant speech: (1) depend on the speech being meaningful, (2) are only present when the burden on short-term memory is low and (3) are manifested in a lower detection rate for non-contextual as opposed to contextual errors. Neither the spatial location of the speech (either in terms of spatial dispersion of sources or spatial movement of a single source) nor the intensity of the speech (in a range bounded by 50 dB(A) and 70 dB(A)) had any effect on proofreading. Late selection models of attention are favoured by the results in preference to models having arousal, short-term memory or early selection in attention as their basis. A final experiment showed serial recall for visual lists to be impaired by the presence of any speech-like sound (including reversed speech and speech in an unfamiliar language) which suggests a set of phenomena qualitatively different from those associated with proofreading. Throughout the article the practical consequences of the findings are emphasized.