Visual configural processing in adults born at extremely low birth weight

Being born at extremely low birth weight (ELBW; ≤1,000 g) is associated with enduring visual impairments. We tested for long‐term, higher order visual processing problems in the oldest known prospectively followed cohort of ELBW survivors. Configural processing (spacing among features of an object) was examined in 62 adults born at ELBW (M_age = 31.9 years) and 82 adults born at normal birth weight (NBW; ≥2,500 g: M_age = 32.5 years). Pairs of human faces, monkey faces, or houses were presented in a delayed match‐to‐sample task, where non‐matching stimuli differed only in the spacing of their features. Discrimination accuracy for each stimulus type was compared between birth weight groups, adjusting for neurosensory impairment, visual acuity, binocular fusion ability, IQ, and sex. Both groups were better able to discriminate human faces than monkey faces (p < .001). However, the ELBW group discriminated between human faces (p < .001), between monkey faces (p < .001), and to some degree, between houses (p < .06), more poorly than NBW control participants, suggesting a general deficit in perceptual processing. Human face discrimination was related to performance IQ (PIQ) across groups, but especially among ELBW survivors. Coding (a PIQ subtest) also predicted human face discrimination in ELBW survivors, consistent with previously reported links between visuo‐perceptive difficulties and regional slowing of cortical activity in individuals born preterm. Correlations with Coding suggested ELBW survivors may have used a feature‐matching approach to processing human faces. Future studies could examine brain‐based anatomical and functional evidence for altered face processing, as well as the social and memory consequences of face‐processing deficits in ELBW survivors.     

The power of sophistication: How service design cues help in service failures

By analyzing three experimental studies, this research tests how and when sophisticated service environment designs (compared to modest service designs) can minimize consumers' negative emotions and increase repurchase intentions after a failure. Drawing on part‐list cueing literature, this research proposes that when a service failure occurs in a sophisticated (vs. modest) environment, consumers will rely on the sophisticated style of design as cues for service quality. We argue that sophisticated (vs. modest) service designs work as strong cues for quality that restrict the retrieval of negative information by consumers and can minimize the negative impacts of service failure, reducing consumers' negative emotions and increasing repurchase intentions. We further advance our theorizing by showing how choice failure consequences (i.e., the risk or consequence related to the service choice) moderate the effects via associative pathways of retrieval. The findings contribute to theory and practice by revealing how service designs can serve as cues to mitigate adverse consequences of service failure.     

Cigarette Smoking in the Movies: The Influence of Product Placement on Attitudes Toward Smoking and Smokers1

Product placement in which actors use products on screen to promote those products, has received little research attention. The current research examines the effects of cigarette use in movies on various attitudes toward smoking and to ward the actor using the product. Participants (N= 120) viewed a 20‐min clip of Die Hard; half viewing a clip in which the lead character smoked, and half viewing a clip in which the lead character did not smoke. Nonsmokers who were low in need for cognition and who saw the lead character smoking reported more favorable attitudes about smoking. In addition smokers who saw the character smoking rated him as more appealing, while nonsmokers' ratings of the character were not affected by his smoking. Results are discussed in terms of the role of the placement of cigarettes in movies in the development of important smoking‐related attitudes.     

Golden hamsters on the eight-arm maze in light and darkness: The role of dead reckoning

This paper examines whether golden hamsters can rely on dead reckoning (getting positional information from updated signals generated during locomotion) on an eight-arm maze. Two groups of hamsters were tested: Group L under ordinary room light, Group D in darkness. To enhance the role of dead reckoning, each subject could climb from its own home cage onto the central platform of the maze. In a first experimental phase (15 trials), the L subjects learned to master the maze through developing a locomotor rule (arm chaining) after three to four trials. The D subjects developed arm chaining less readily and fluctuated more in their performance than did the L subjects. In a second experimental phase (15 trials), four arms were blocked at the beginning of each trial. In both experimental groups the performance decreased, yet remained well above chance level. Success and arm chaining were positively correlated in Phase 1 and negatively correlated with success in Phase 2. We assume that in Phase 2 the L subjects switched to the predominant use of visual cues, and the D subjects to dead reckoning.     

Development of sensitivity to spacing versus feature changes in pictures of houses: Evidence for slow development of a general spacing detection mechanism?

Adults are expert at recognizing faces, in part because of exquisite sensitivity to the spacing of facial features. Children are poorer than adults at recognizing facial identity and less sensitive to spacing differences. Here we examined the specificity of the immaturity by comparing the ability of 8-year-olds, 14-year-olds, and adults to discriminate houses differing in the spacing between features versus those differing in the shape of the features themselves. By 8 years of age, children were more accurate for discriminations involving the feature set compared with the spacing set, and the difference in accuracy compared with adults was greater for the spacing set than for the feature set. Importantly, when sets were matched in difficulty for adults, this greater immaturity on the spacing set than on the feature set remained. The results suggest that, at least by age 8, immaturities in sensitivity to the spacing of features may be related to immaturities in general perceptual mechanisms rather than face-specific mechanisms.     

Developmental changes in face recognition during childhood: Evidence from upright and inverted faces

Adults are experts at recognizing faces but there is controversy about how this ability develops with age. We assessed 6- to 12-year-olds and adults using a digitized version of the Benton Face Recognition Test, a sensitive tool for assessing face perception abilities. Children's response times for correct responses did not decrease between ages 6 and 12, for either upright or inverted faces, but were significantly longer than those of adults for both face types. Accuracy improved between ages 6 and 12, significantly more for upright than inverted faces. Inverted face recognition improved slowly until late childhood, whereas there was a large improvement in upright face recognition between ages 6 and 8, with a further enhancement after age 12. These results provide further evidence that during childhood face processing undergoes protracted development and becomes increasingly tuned to upright faces.     

Advancing validity of self‐efficacy in negotiation through focusing at the domain level

Although self‐efficacy can exist at multiple levels of specificity (e.g., general self‐efficacy, domain‐level self‐efficacy, and task‐specific self‐efficacy), the negotiation literature has not explicitly dealt with negotiation self‐efficacy at the domain level. We introduce the conceptual background for domain‐level negotiation self‐efficacy and – in two contrasting studies – demonstrate the construct's ability to predict objective negotiated outcomes. Interestingly, domain‐level negotiation self‐efficacy predicted negotiation outcomes while task‐specific negotiation self‐efficacy did not. Implications of this counter‐intuitive finding are discussed.     

Sparing of sensitivity to biological motion but not of global motion after early visual deprivation

Patients deprived of visual experience during infancy by dense bilateral congenital cataracts later show marked deficits in the perception of global motion (dorsal visual stream) and global form (ventral visual stream). We expected that they would also show marked deficits in sensitivity to biological motion, which is normally processed in the superior temporal sulcus via input from both the dorsal and ventral streams. When tested on the same day for sensitivity to biological motion and to global motion at two speeds (4 and 18° s(-1)), patients, as expected, displayed a large deficit in processing global motion at both speeds. Surprisingly, they performed normally in discriminating biological motion from scrambled displays, tolerating as much noise as their age-matched controls. Networks bypassing damaged portions of the dorsal and the ventral streams must mediate the spared sensitivity to biological motion after early visual deprivation.     

Effects of normal and abnormal visual experience on the development of opposing aftereffects for upright and inverted faces

We used opposing figural aftereffects to investigate whether there are at least partially separable representations of upright and inverted faces in patients who missed early visual experience because of bilateral congenital cataracts (mean age at test 19.5 years). Visually normal adults and 10-year-olds were tested for comparison. Adults showed the expected opposing aftereffects for upright and inverted faces. Ten-year-olds showed an adultlike aftereffect for upright faces but, unlike the adult group, no aftereffect for inverted faces. Patients failed to show an aftereffect for either upright or inverted faces. Overall, the results suggest that early visual input is necessary for the later development of (at least partially) separable representations of upright and inverted faces, a developmental process that takes many years to reach an adult-like refinement.     

An Utility Based Framework for Evaluating the Financial Impact of Sales Force Training Programs

Limited attention has been devoted to the financial evaluation of sales training programs. In response to this shortcoming, this research proposes a sales training evaluation framework that integrates economic utility theory with Kirkpatrick's (1959a, 1959b, 1960a, 1960b) four-level training evaluation model. The proposed utility theory framework is tested using data derived from a sales training program conducted in Egypt. After performing the economic evaluation, sensitivity analysis is employed to demonstrate the financial trends of varying key training program variables. The paper concludes with discussions of theoretical and managerial implications, research limitations, and recommendations for future research.