Materialism and the Family Structure–Stress Relation

In this study, we examined the role that materialism plays in the family structure–stress relation in a sample of adolescents. Materialism is a complex construct that appears to both mediate and moderate the family structure–stress relation as well as have both positive and negative effects. The happiness dimension of materialism in particular appears to both mediate and moderate the family structure–stress relation. Adolescents who associate happiness with material possessions report higher levels of family stress due to family disruption (parental divorce) compared with those who are less likely to associate happiness with material possessions. This finding runs contrary to recent marketing research. Additionally, we found the success dimension of materialism to have a direct and salubrious impact on family stress levels.     

Information distortion in the evaluation of a single option

Extending previous work on biased predecisional processing, we investigate the distortion of information during the evaluation of a single option. A coherence-based account of the evaluation task suggests that individuals will form an initial assessment of favorability toward the option and then bias their evaluation of subsequent information to cohere with their initial disposition. Three experiments tested this hypothesis. Initial disposition was manipulated (Studies 1 and 3) or measured (Study 2), and attribute ratings were collected as indicators of information distortion. Results from all three experiments indicate that attribute evaluations were biased to favor initial dispositions. These findings provide evidence that information distortion is one cause of primacy effects in judgment and decision-making settings involving a single option.     

When Are Tutorial Dialogues More Effective Than Reading?

It is often assumed that engaging in a one-on-one dialogue with a tutor is more effective than listening to a lecture or reading a text. Although earlier experiments have not always supported this hypothesis, this may be due in part to allowing the tutors to cover different content than the noninteractive instruction. In 7 experiments, we tested the interaction hypothesis under the constraint that (a) all students covered the same content during instruction, (b) the task domain was qualitative physics, (c) the instruction was in natural language as opposed to mathematical or other formal languages, and (d) the instruction conformed with a widely observed pattern in human tutoring: Graesser, Person, and Magliano's 5-step frame. In the experiments, we compared 2 kinds of human tutoring (spoken and computer mediated) with 2 kinds of natural-language-based computer tutoring (Why2-Atlas and Why2-AutoTutor) and 3 control conditions that involved studying texts. The results depended on whether the students' preparation matched the content of the instruction. When novices (students who had not taken college physics) studied content that was written for intermediates (students who had taken college physics), then tutorial dialogue was reliably more beneficial than less interactive instruction, with large effect sizes. When novices studied material written for novices or intermediates studied material written for intermediates, then tutorial dialogue was not reliably more effective than the text-based control conditions.     

Evidence for the coincidence effect in environmental judgments: why isn't it easy to correctly identify environmentally friendly food products?

The coincidence effect--a phenomenon known in similarity research--suggests that people assign extra weight to features that 2 items have in common. The role of this effect in 2 kinds of environmental judgments about food products is investigated. Task 1 ("How environmentally friendly is a particular food product compared with a reference?") provided some evidence for the coincidence hypothesis. However, Task 2 ("How much more or less environmentally harmful is a food product compared with a standard?") showed anticoincidence. People's subjective evaluations were examined in regard to how they matched or deviated from objective measures of harmful environmental consequences related to food products. Coincidence and anticoincidence help to explain when and why subjective and objective evaluations may diverge.     

The impact of sales contests on customer listening: an empirical study in a telesales context

Companies often use sales contests to achieve short-term objectives to motivate salespeople and to boost sales. However, sales contests also may encourage salespeople to adopt less relational behaviors and limit their ability to manage customer relationships, as manifested in their customer listening practices. Therefore, this study, based on a natural field experiment, examines the effects of a sales contest on customer listening. In so doing, four dimensions of customer listening (passive, active, adaptive, and assertive listening), associated with a process of listening (Hearing, Processing, and Responding), were identified. The study helps clarify the effect of a sales contest on these four dimensions of customer listening by telesales agents. The results reveal that this sales contest exerts negative effects only on the active and passive customer listening, not on the adaptive and assertive customer listening. The study sheds light on how sales contests influence important behaviors such as customer listening, as well as on the nature of customer listening itself.     

The Community Child Health Network Life Stress Interview: a brief chronic stress measure for community health research

Background and Objectives: Chronic stress is implicated in many theories as a contributor to a wide range of physical and mental health problems. The current study describes the development of a chronic stress measure that was based on the UCLA Life Stress Interview (LSI) and adapted in collaboration with community partners for use in a large community health study of low-income, ethnically diverse parents of infants in the USA (Community Child Health Network [CCHN]). We describe the instrument, its purpose and adaptations, implementation, and results of a reliability study in a subsample of the larger study cohort. Design and Methods: Interviews with 272 mothers were included in the present study. Chronic stress was assessed using the CCHN LSI, an instrument designed for administration by trained community interviewers to assess four domains of chronic stress, each rated by interviewers. Results: Significant correlations ranging from small to moderate in size between chronic stress scores on this measure, other measures of stress, biomarkers of allostatic load, and mental health provide initial evidence of construct and concurrent validity. Reliability data for interviewer ratings are also provided. Conclusions: This relatively brief interview (15 minutes) is available for use and may be a valuable tool for researchers seeking to measure chronic stress reliably and validly in future studies with time constraints.     

Catching nonconscious goals in the act of decision making

Research has consistently found that goals triggered by environmental cues can influence decision making processes outside of conscious awareness. This lack of awareness led naturally to the presumption that decision makers could not report the activation level of nonconsciously primed goals. This paper shows that goal activation levels can be reported, so long as the report is made during the decision process on a continuous goal activation scale. These results indicate that default lack of awareness is less a limitation of the cognitive system and more a function of the method used to recover goals during a decision process.