Multiple Deescalating Requests,Statistical Information,and Compliance: A Field Experiment1

Although prior research on influence has identified numerous techniques for increasing donation rates (see e. g., Cialdini, 1988), the problem of increasing donation sizes has been neglected. We conducted a field experiment in a telemarketing fundraising context to examine the effectiveness of three influence techniques for increasing the size of donations. The results indicate that the multiple-deescalating-requests technique was effective for increasing donation sizes. However, statistical information-based techniques were ineffective. Theoretical and applied implications of the results are discussed.     

A subcutaneous intracerebral drug delivery device for use in rhesus monkeys

This large-animal intracerebral drug administration unit is designed to allow the delivery of drugs or other agents to discrete loci within the brains of animals while maintaining sterile conditions. It is an improvement over existing designs because it (1) maintains an absolute minimal dead space within the system, (2) is smaller in diameter (by approximately 80% than existing shunt catheters, minimizing tissue damage during placement,(3) is easily secured and requires minimal clearance over the cranium, and (4) maintains a sterile seal between the brain and periphery. Preliminary studies indicate that the device is well accepted by monkeys and is fully functional for periods up to a year. The device is intended for permanent implantation.     

Clamped Corticosterone (B) Reveals the Effect of Endogenous B on Both Facilitated Responsivity to Acute Restraint and Metabolic Responses to Chronic Stress

To determine the effects of both corticosterone (B) and chronic stressors on acute ACTH responses to restraint, young male rats were exposed to streptozotocin-induced diabetes, cold (5-7 degreesC) or intracerebroventricular (icv) neuropeptide Y (NPY) for 5 d and then exposed to restraint within 2 h after lights on. Two groups of rats were studied: intact and adrenalectomized replaced with B pellets that maintained plasma B in the normal mean 24-h range of intact rats. In addition to ACTH and B responses to restraint on d 5, body weight, food intake, fat depots, glucose and other hormones were measured to determine the role of stress-induced elevations in B on energy balance. ACTH responses to restraint were normal in intact rats subjected to diabetes or cold. By contrast, there was no ACTH or B response to restraint in NPY-infused intact rats. All 3 groups of chronically stimulated adrenalectomized rats with clamped B had facilitated ACTH responses to restraint compared to their treatment controls. Overall food intake increased in all groups of stressed rats; however, augmented intake occurred only during the light in intact rats and equally in the light and dark in B-clamped rats. White adipose depot weights were decreased by both diabetes and cold and increased by NPY in intact rats; the decreases with cold and increases with NPY were both blunted and changes in fat stores were not significant in adrenalectomized, B-clamped rats. We conclude that: 1. diabetes- and cold-induced facilitation of restraint-induced afferent input to hypothalamic control of the hypothalamo-pituitary-adrenal (HPA) axis is opposed in intact rats by the elevated feedback signal of B secretion; 2. NPY does not induce facilitation of afferent stress pathways; 3. chronic stimulation of the HPA axis induces acute hyperresponsiveness of hypothalamic neurons to restraint provided that the afferent input of this acute stimulus is not prevented by B feedback; 4. stimulus-induced elevations in B secretion result in day-time feeding; 5. insensitivity of both caloric efficiency and white fat stores to chronic stress in adrenalectomized, B-clamped rats results from loss of normally variable B levels.     

The Many Meanings of Religiousness: A Policy-Capturing Approach

ABSTRACT This article reports the results of two policy-capturing studies that investigated individual differences in the meaning of religiousness. Policy capturing requires judges to respond to a large number of hypothetical scenarios or profiles that differ along a number of potentially relevant cues or attributes. Multiple regression analyses are then conducted to ascertain which cues are influencing each judge's responses. For both studies, 100 profiles were developed describing hypothetical individuals who differed on 10 cues thought to influence perceptions of religiousness (e.g., church attendance, doctrinal orthodoxy), and judges rated each profile on a 9-point religiousness scale. Judges in Study 1 were 27 Roman Catholic and Protestant college students. Policy-capturing analyses identified clear individual differences in the cues that afifected judgments of religiousness, and in the self-insight of the students into their personal policies. To test whether these findings reflected the youth or religious maturity of the sample, the study was replicated with a sample of 22 Catholic and Protestant clergy. Similar results were found in Study 2. In both samples, individual policy capturing did a significantly better job of predicting judgments of religiousness than did self-described policies or policies created by averaging across judges. Together these findings underscore the diversity of religious meanings and the need for further idiographic investigations in the psychology of religion.     

The effects of a memory aid on three types of conservation judgments

Twelve boys and 12 girls at each of 3 ages (4, 5, and 6 years) were tested on three types of conservation judgments (qualitative, quantitative, and equivalence) on both continuous and discontinuous substances. Half of the subjects were provided a memory aid while the other half were not. Conservation ability was determined both with and without verbal justification. The memory aid increased the number of equivalence conservation responses only when verbal justification was not required. The number of subjects conserving on each of the three tasks varied as a function of the scoring criteria used. Type of materials, sex, and age effects were found. The role of transitive inferences and memory in the equivalence conservation task was discussed. Inconsistencies in previous research due to different scoring techniques were noted.     

Effects of an audio cueing system on the rate of teacher praise

The effects of automated cueing on teacher praise rate was investigated in one special, one fourth-, and one seventh-grade classroom. After establishing baseline praise rates in each of the three classrooms, two methods for increasing teacher praise rate were introduced according to a multiple-baseline design. During the first phase, two teachers were instructed to count and graph their praise rate during each session. All teachers received auditory cues to prompt praising during another phase. In all cases, introduction of cues markedly increased teacher praise rates, but self-recording was relatively ineffective. An analysis of teacher-praise distributions showed that cues closely controlled teacher praise for two of the three teachers.     

A parallel but not necessarily connectionist model of the auditory system

The basic processing elements (the neurons) in the brain operate in the millisecond range and are about a million times slower than a computer (Feldman, 1985). In order to make up for this lack of computational speed, the brain must use a parallel multisynaptic method to transmit information. This paper presents a parallel processing model of the auditory system; the model accounts for the frequency and the sound-localization information.     

Cognition and affect in evaluations of stereotyped group members

The contribution of cognition and affect to evaluations of stereotyped group members was examined. Subjects were American male undergraduates who evaluated a male homosexual or a male heterosexual applicant to a program in elementary education or fine arts. Cognitive measures used to predict evaluations were the discrepancies between stereotype components for the social category and stereotype components for the occupation; affective measures were four dimensions of mood-affect. Results indicated that negative affect predicted evaluations of homosexuals but not heterosexuals. Homosexuals were evaluated less favorably than heterosexuals for both occupations, despite the fact that homosexuals were perceived as less discrepant from occupational members than heterosexuals.     

From dispositions to behaviors: The flip side of attribution

The implicational relations between dispositional levels and relevant categories of behavior were investigated. Observers were asked questions about the extent to which persons occupying moderate or extreme positions on an attribute (dispositional) continuum (a) attempt various behaviors, (b) are potentially able to perform various behaviors, and (c) generally emit those same behaviors. Three determinants—central tendency, ability, and social desirabliity—offer a reasonable account of the observed implicational relations. First, persons with a given disposition are not expected to emit behavior that is widely discrepant with that disposition. Second, ability considerations dictate that persons with skillful dispositions are believed capable of unskillful behavior, but unskillful persons are thought relatively incapable of skillful behavior. Third, persons are believed to more frequently attempt socially desirable than socially undesirable behavior. Also, persons with moderate dispositions are believed to actually emit socially desirable behavior more frequently than socially undesirable behavior. Finally, the determinants noted above may be of differing relevance for morality, ability, and preference attributes.