Interpersonal needs and functional area of management

This study examines a sample of first-semester MBA students to determine the relationship between their interpersonal needs and their preferences for a functional area of management. The students were categorized according to their preference for one of the following eight functional areas: accounting, systems analysis, finance, small business management, engineering, marketing, manufacturing management, and personnel management. Interpersonal needs were measured by the Fundamental Interpersonal Relations Orientation (FIRO-B) instrument developed by W. C. Schutz. Significant differences in interpersonal needs were found among students preferring different functional specialities. Implications of the results are discussed in terms of occupational choice processes.     

Selective attention and the breadth of learning: A developmental study

Nursery school and second-grade subjects were trained on an optional intradimensional/extradimensional shift task with (1) no overtraining, (2) overtraining on the initial problem only, (3) overtraining on the shift problem only, or (4) overtraining on both the initial and the shift problems. Predictions concerning the effects of age and training conditions on the type of solution and the breadth of learning for the shift problem were derived from selective attention theory. However, the results were not consistent with the one-look assumption of such models. Instead, a multiple-look theory in which the breadth of attention varies with task demands seems most tenable.     

The child's memory for actional, locational, and serial scenes

Three-, four-, and six-year-old children (N = 180) were tested for recall of a toy missing from a previously seen display of four toys. Toys were displayed initially as a series (StoS), as a unit (UtoU), or moved from a series to a unit as S watched (StoU). There was a significant increase in memory for the missing toy with age. In addition, children viewing StoU displays remembered significantly more toys than did children viewing the other displays, independent of age. Twenty-five percent of the 6-year-olds rehearsed spontaneously while viewing the displays. Results indicated that the nature of a memory unit does not change with age, that memory improves with age, and that separate visual and verbal memories are operative in Ss in this age range.     

The development of procedures for identifying competitive behavior in children

This study identified events in the competitive process that could be employed to discriminate between competition and individual, non-social behaviors. When children competed they overtly sought out information on how they were doing vis-à-vis their fellow competitor. In addition, their performance was a function of some competitive contingency: a reward for surpassing another. The procedures developed in this study were designed to manipulate competitive contingencies while observing their effects on task performance and social comparisons. The investigator could thus infer that competition was present when (1) subjects sought out information on how they were doing, as well as how another was doing on comparable tasks during competitive contingencies, and (2) their task performance was a function of the competitive contingency.     

Audience reaction as a determinant of the speaker's self-persuasion

This paper tests effects of audience feedback on speaker attitudes. One hundred and seven male subjects with initial beliefs on both sides of an issue (women's role) were assigned to speak for or against their own position; then an “audience” provided one of three types of feedback (speaker was sincere, speaker was insincere, no feedback) in a 2 × 2 × 3 design. Subjects who received sincere feedback showed greater change in the direction of their speech than did those who received insincere feedback. No feedback treatments resulted in intermediate change. This sincere > no feedback > insincere ordering of means held for both pro- and counterattitudinal speakers and for both pretest attitudes. A main effect for pretest attitude was also obtained. Two additional control groups allow for a separate analysis of the effects of (1) preparing and delivering the speech, and (2) audience reaction to the speech.     

Inducing ordinal and cardinal representations of the first five natural numbers

The prediction that the ordinal property of natural number symbols (using these symbols to represent the terms in an ordered progression) is more easily learned than the cardinal property of natural number symbols (using these symbols to represent the manyness of collections) was examined in this experiment. Preschoolers who evidenced no proficiency with either the ordinal or cardinal properties of natural number symbols were trained to acquire these properties via simple feedback. Both properties proved to be trainable. The most important findings were that the ordinal property was much easier to train than the cardinal property, ordinal training effects were more durable across a 1-week interval than cardinal training effects, and ordinal training appeared to transfer better than cardinal training.