Setting the sales budget: An exploratory study

This article explores how the sales budget is set in a business organization. Findings from a longitudinal participant observation study revealed that the sales budget is considered of great importance to the organization as sales estimates serve as premises for planning of production and supply and new product developments. It was observed that the sales budget was based on a narrow, inner-directed perspective, almost looking away from important environmental driving forces such as competitors and customers. The findings also showed that individuals involved in the sales budgeting process behaved opportunistically, influencing the budgetary process and outcomes. Theoretical and normative implications are highlighted.     

影响频度记忆的几个因素

本研究通过两个实验探讨了刺激呈现频度、刺激的形式及其性质、加工深度、操作难度、意向性诸因素对频度记忆的影响,结果表明频度编码并不是一个独立、自动的加工系统,对其它识记过程有影响的因素同时也能改变被试的频度估计水平;意向的作用主要体现在当识记任务有一定难度且又缺乏有效的回忆线索时,能够在有限的范围内提高频度估计的水平;记忆痕迹的深度和广度对于频度信息的提取来说是两个彼此关联的线索。此外,本文还就频度记忆领域几个主要理论观点作了简要评述。     

量词肯定句和否定句的理解

本研究试图探索人们对舍有“所有”、“每一个”、“有一些”等量词的肯定句、否定句和双重否定句的理解。要求成人被试尽快判断呈现在计算机屏幕上的句子和哪一幅图画的内容相符。结果表明,影响反应时的因素为(1)句子的表层结构和它的底层意义的一致程度;(2)句子的意义和从图画中得出的命题的一致程度;(3)句子中使用的量词。结果还表明,否定句的判断时间不一定全都比肯定句的长。     

Parallel distributed processing and neuropsychology: A neural network model of Wisconsin card sorting and verbal fluency

Neural networks can be used as a tool in the explanation of neuropsychological data. Using the Hebbian Learning Rule and other such principles as competition and modifiable interlevel feedback, researchers have successfully modeled a widely used neuropsychological test, the Wisconsin Card Sorting Test. One of these models is reviewed here and extended to a qualitative analysis of how verbal fluency might be modeled, which demonstrates the importance of accounting for the attentional components of both tests. Difficulties remain in programming sequential cognitive processes within a parallel distributed processing (PDP) framework and integrating exceedingly complex neuropsychological tests such as Proverbs. PDP neural network methodology offers neuropsychologists co-validation procedures within narrowly defined areas of reliability and validity.     

Using item-specific instructional information in achievement modeling

The problem of detecting instructional sensitivity (item basis) in test items is considered. An illustration is given which shows that for tests with many biased items, traditional item bias detection schemes give a very poor assessment of bias. A new method is proposed instead. This method extends item response theory (IRT) by including item-specific auxiliary measurement information related to opportunity-to-learn. Item-specific variation in measurement relations across students with varying opportunity-to-learn is allowed for.This paper was presented at the 1987 AERA meeting in Washington, DC. This research was supported by grant OERI-G-86-003 from the Office of Educational Research and Improvement, Department of Education. The author thanks Michael Hollis and Chih-fen Kao for valuable research assistance, and appreciates valuable comments made by an anonymous reviewer.     

Observing responses maintained by conditional discriminative stimuli.

In a conditional discrimination procedure, pigeons' observing responses were analyzed to examine whether two color stimuli (blue or red), conditionally related to whether each of two line stimuli (vertical or horizontal) accompanied reinforcement or nonreinforcement, functioned as conditioned reinforcers. If a variable-interval (VI) 10-s requirement was fulfilled, an observing response produced onset of a color stimulus. A little later, a line stimulus was presented independently of responding, added to the color stimulus to form a compound stimulus. If 55 s elapsed with a response not having occurred either through 55 s or after the variable-interval 10-s had timed out, one of the color-line compound stimuli was presented independently of responding. To control for sensory reinforcement effects and for earlier entrance to the later link, a simple discrimination procedure also was conducted in which reinforcement was not correlated with the color stimuli but with the line stimuli only. As in the conditional discrimination, the observing response also could produce earlier presentation of blue or red. The observing response occurred more frequently during the conditional discrimination than during the simple discrimination. The results were related to different theoretical accounts of conditioned reinforcement, particularly the information hypothesis.     

The effect of negative stimulus presentations on observing-response rates

Theories of observing differ in predicting whether or not a signal for absence of reinforcement (S−) is capable of reinforcing observing responses. Experiments in which S− was first removed from and then restored to the procedure have yielded mixed results. The present experiments suggest that failure to control for the direct effect of presenting S− may have been responsible. Pigeons and operant procedures were used. Experiment 1 showed that presentations of S−, even when not contingent on observing, can raise the rate of an observing response that was reinforced only by presentations of a signal (S+) that accompanied a schedule of food delivery. Experiment 2 showed that this effect resulted from bursts of responding that followed offsets of S−. Experiment 3 showed that, when the presence of S− was held constant, lower rates occurred when S− was dependent on, rather than independent of, observing. These results support theories that characterize S− as incapable of reinforcing observing responses.     

A note on the computation of the second-order derivatives of the elementary symmetric functions in the rasch model

Jansen (1984) gave explicit formulas for the computation of the second-order derivatives of the elementary symmetric functions. But they are only applicable to those pairs of items which have unequal parameters. It is shown here that for equal parameters similar explicit formulas do exist, too, facilitating the application of the Newton-Raphson procedure to estimate the parameters in the Rasch model and related models according to the conditional maximum likelihood principle.The author wishes to thank the reviewers for their helpful comments on an earlier draft of this paper.     

Assertiveness and cognitive processing in interpersonal situations

This study examined social skills components that precede the delivery of a skilled overt interpersonal response. Using a cognitive-behavioral systems approach to assertiveness, a task analysis of how women receive and process information in interpersonal situations requiring an assertive response to men was performed. Forty women were assigned to high- or low-assertive groups based on their Rathus Assertiveness Schedule scores. In small group sessions, each woman viewed four videotaped problem situations requiring an assertive response to both pleasant and angry males. After viewing each scene, each woman completed three questionnaires: (a) receiving information, (b) processing-generation of alternatives and decision making, and (c) processing-generation of consequences. High- and low-assertive participants were found to differ in their evaluation of consequences, for response options, particularly how a male would likely to behave to them. High-assertive participants were judged to evaluate more correctly than low-assertive participants the likely behavior of males if response options were implemented. All participants generated more complex alternatives and more assertive responses to situations involving an angry male as compared to a pleasant male. No differences were found between groups in their ability to receive information accurately. Correlational results were supportive of a cognitive-behavioral systems approach of assertion, that is, the emission of a skilled response depends on a chain of preceding responses.Thanks are due to Vida Dyson and Lenard Jason for their comments on an early draft of this paper.     

作业中断对任务绩效的影响及心理疲劳的调节作用

作业中断会对中断后行为绩效产生影响,探讨不同疲劳状态下中断对作业绩效影响的认知机制将有助于完善和发展中断的认知理论。本研究采用事件相关电位(ERP),通过在不同心理疲劳状态下执行数学题任务中断、暂停中断和不中断的空间2-back任务,结合行为数据和ERPs结果,分析作业中断对任务绩效的影响以及心理疲劳在其中的调节作用。实验结果发现,中断后诱发的P200和P300振幅显著提高,作业中断使得主任务的注意力资源下降,任务中断的无关信息干扰了主任务工作记忆,而疲劳状态则进一步加剧了中断对注意资源、工作记忆及行为绩效的负面效应。本研究在揭示作业中断认知过程及疲劳对其影响机理的同时,也支持了中断的目标记忆模型。