Goal‐Derived Categories: The Role of Personal and Situational Goals in Category Representations

Prior research often emphasized a stimulus‐based or bottom‐up view of product category representations. In contrast, we emphasize a more purposeful, top‐down perspective and examine categories that consumers might construct in the service of salient (i.e., highly accessible) goals. Specifically, we investigate how the point of view imposed by salient consumer goals might affect category representations assessed by participants’ similarity judgments of food products. A key factor in our study is that we examine both individual and situational sources of variability in goal salience. In addition, we also vary the surface‐level, visual resemblance of the stimulus pairs of foods used in the study. The results suggest that personal goals (e.g., health) and situational goals (e.g., convenience) act in conjunction and exert a systematic impact on category representations. Both types of goals, when salient, enhanced the perceived similarity of goal‐appropriate products and reduced the similarity of product pairs when only one product was ideal for the particular goal. The similarity‐enhancing effect was most pronounced when the surface resemblance between the products was low, and the similarity‐diminishing effect was more apparent when surface resemblance was high. Implications are discussed for current theoretical assumptions regarding categorization in consumer research.     

Posttraumatic Stress in Survivors of Childhood Cancer and Mothers: Development and Validation of the Impact of Traumatic Stressors Interview Schedule (ITSIS)

This study presents initial data validating the use of a new instrument, the Impact of Traumatic Stressors Interview Schedule (ITSIS), to assess the occurrence of cancer-related posttraumatic stress in childhood cancer survivors and their mothers. Sixty-six child/adolescent cancer survivors and 64 of their mothers, as well as 130 young adult survivors, completed the ITSIS and other measures of posttraumatic stress and general distress. Five ITSIS factors were identified for the mothers and for the young adult survivors, and three ITSIS factors were identified for the child/adolescent survivors. Factors in all three samples reflected symptoms of posttraumatic distress, concern over medical late effects, communication, and changes in self due to cancer. Only young adult survivors had a factor reflecting a positive engagement with the cancer history. Factors correlated with validation measures in predicted ways. The findings further the conceptualization of posttraumatic stress in pediatric cancer by describing the traumatic experience for survivors and mothers. Comparing factors across samples allows an examination of different influences of cancer within families and over the course of development.     

From Excommunication to Nullification: Testing and Extending Supply-Side Theories of Religious Marketing with the Case of Catholic Marital Annulments

Since the Second Vatican Council (1965), Catholic marital annulments have risen dramatically, especially in the United States. A comparison of American and international rates demonstrates that, consistent with supply-side theories of religion, annulment rates have risen only in countries where the Church competes with other religious institutions. However, supply-side theory cannot explain why the American rate is double that of other countries with competitive religious economies. Historical analysis suggests that the growing number, estrangement, organization, and mobilization of divorced American Catholics motivated the American Church to engage in more intense marketing of annulments. I therefore argue that another variable that incorporates these "qualities of the target market" should be considered in future analyses of religious marketing.     

Interviewing Witnesses: Forced Confabulation and Confirmatory Feedback Increase False Memories

In two experiments, adults who witnessed a videotaped event subsequently engaged in face-to-face interviews during which they were forced to confabulate information about the events they had seen. The interviewer selectively reinforced some of the participants' confabulated responses by providing confirmatory feedback (e.g., "Yes, _is the correct answer") and provided neutral (uninformative) feedback for the remaining confabulated responses (e.g., "O.K. _"). One week later, participants developed false memories for the events they had earlier confabulated knowingly. However, confirmatory feedback increased false memory for forcibly confabulated events, increased confidence in those false memories, and increased the likelihood that participants would freely report the confabulated events 1 to 2 months later. The results illustrate the powerful role of social-motivational factors in promoting the development of false memories.     

THE EVOLVING MANAGER STEREOTYPE: THE EFFECTS OF INDUSTRY GENDER TYPING ON PERFORMANCE EXPECTATIONS FOR LEADERS AND THEIR TEAMS

This study examined how external evaluators' assessments of a management team and its leader are impacted by congruence between the leader's gender and the gender typing of the industry in which the team works. We experimentally tested our theory using industries that are either male typed or gender neutral, with teams led by male and female leaders. Results indicate that performance expectations for the team were more favorable when the leader's gender was congruent with the industry's gender typing, but expectations for the leader were not affected by gender congruence. These findings paradoxically suggest that evaluators form performance expectations for teams based upon individual characteristics of their leaders, even when these characteristics have no effect on the conscious assessments of the leaders themselves.     

From negation to “notion”: Cognitive processes and argumentative strategies

Summary This article deals with the role of negation as a language and cognitive operation. Such a topic is treated here within the framework of the argumentative strategies which consist in making certain cognitive landmarks of the discourse flip over with the intent of imposing the necessity to choose between two types of notions, aiming at the transformation of this choice into an implication. The reference here to the Aristotelian logic of Prior Analytics appears to be more efficient than any other contemporary logic and the author intends to give account of the role of negation as contrary coming into play on an operational and cognitive basis in all the argumentative strategies which oscillate reciprocally from universal to particular.     

A comparison of generalization functions and frame of reference effects in different training paradigms

Six experiments were carried out to compare go/no-go and choice paradigms for studying the effects of intradimensional discrimination training on subsequent measures of stimulus generalization in human subjects. Specifically, the purpose was to compare the two paradigms as means of investigating generalization gradient forms and frame of reference effects. In Experiment 1, the stimulus dimension was visual intensity (brightness); in Experiment 2, it was line orientation (line-angle stimuli). After learning to respond (or to respond “right”) to stimulus value (SV) 4 and not to respond (or to respond “left”) to SV2 (in Experiment 1) or SV1 (in Experiment 2), the subjects were tested for generalization (recognition) with an asymmetrical set of values ranging from SV1 to SV11. Go/no-go training produced peaked gradients, whereas choice training produced sigmoid gradients. The asymmetrical testing resulted in a gradual shift of the peak of responding (go/no-go group) or in the point of subjective indifference (PSI; choice group) toward. the central value of the test series; thus, both paradigms revealed a frame of reference effect. The results were comparable for the quantitative (intensity) and the qualitative (line-angle) stimulus dimensions. Experiment 3 compared the go/no-go procedure with a yes/no procedure in which subjects responded “right” to SV4 and “left” to all other intensities and found no differences between these procedures. Thus the difference in gradient forms in go/no as opposed to (traditional) choice paradigms depends on whether one or two target stimuli are used in training. In Experiment 4, in which visual intensity was used, the shift in the PSI following choice training varied positively with the range of asymmetrical test stimuli employed. In Experiment 5, also with visual intensity, the magnitude of the peak shift following go/no-go training varied as a function of over representing a high or a low stimulus value during generalization testing. Experiment 6, with line angles, showed that the PSI following choice training varies in a similar way. The frame of reference effects obtained in these experiments are consistent with an adaptation-level model.