Is It What You Do,or When You Do It? The Roles of Contingency and Similarity in Pro‐Social Effects of Imitation

Being imitated has a wide range of pro‐social effects, but it is not clear how these effects are mediated. Naturalistic studies of the effects of being imitated have not established whether pro‐social outcomes are due to the similarity and/or the contingency between the movements performed by the actor and those of the imitator. Similarity is often assumed to be the active ingredient, but we hypothesized that contingency might also be important, as it produces positive affect in infants and can be detected by phylogenetically ancient mechanisms of associative learning. We manipulated similarity and contingency between performed and observed actions in a computerized task. Similarity had no positive effects; however, contingency resulted in greater enjoyment of the task, reported closeness to others, and helping behavior. These results suggest that the pro‐social effects of being imitated may rely on associative mechanisms.     

Qualitative sales research: an exposition of grounded theory

The dominant research paradigm in sales research involves testing theory through empirical research. Nascent or underdeveloped research areas, however, may lack or have inadequate existing theories to explain sales-related phenomena. In these cases, sales researchers require a theory-generating methodological approach. Qualitative research designs are useful in this pursuit. The purpose of this article is to provide an exposition of one such qualitative research design – grounded theory. To this end, the foundational processes of grounded theory methodology are discussed. The results of a review of grounded theory examinations conducted in sales research are also provided, and current practices utilized by sales grounded theorists are discussed. Based on this review, future directions in substantive areas and methodological practices are provided. This article aims to serve as a resource for sales scholars wishing to know what grounded theory examinations have been conducted, how to implement grounded theory research and what avenues are available for future grounded theory sales research.     

Reduce temptation or resist it? Experienced temptation mediates the relationship between implicit evaluations of unhealthy snack foods and subsequent intake

A more negative implicit evaluation of unhealthy food stimuli and a more positive implicit evaluation of a weight-management goal have been shown to predict lower consumption of unhealthy food. However, the associations between these evaluations, temptation to indulge and consumption of unhealthy food remain unclear. The current study investigated whether temptation would mediate the relationship between implicit food and goal evaluations and consumption (resembling an antecedent-focused route to self-control of eating), or whether those evaluations would moderate the relationship between temptation and consumption (resembling a response-focused route). A sample of 156 women (17–25 years), who tried to manage their weight through healthy eating, completed two implicit association tasks assessing implicit food and goal evaluations, respectively. Intake of four energy-dense snack foods was measured in a task disguised as a taste test, and participants reported the strength of experienced temptation to indulge in the snacks offered. Negative implicit food evaluation was associated with lower snack intake, and temptation mediated this relationship. Implicit goal evaluation was unrelated to both temptation strength and snack consumption. The findings contribute to an understanding of how negative implicit unhealthy food evaluation relates to lower consumption, namely through the mediation of temptation to indulge in those foods.     

Proximal and distal effects of mortality salience on willingness to engage in health promoting behavior along the life span

The current studies examine proximal and distal mortality salience effects on the willingness to engage in health-promoting activities and explore the roles of age and self-esteem. In Study 1, 164 participants completed a self-esteem scale, were assigned to a mortality salience or a neutral condition, and then completed a scale, tapping their willingness to engage in health promoting activities. Findings revealed that in the proximal mode, mortality salience led the young and middle-aged adults to report higher willingness to promote health behaviors, whereas older adults tended to show a lower willingness to promote their health compared to the control condition. In Study 2, a total of 251 participants completed the same series of questionnaires, including a distracting task immediately after the mortality salience manipulation. Findings revealed that, in the distal mode, whereas death reminders did not affect young adults, mortality salience led middle-aged participants to express higher willingness to conduct health-promoting behaviors than in a control condition. The mortality salience induction did not affect older adults with high self-esteem, but led low self-esteem individuals to report higher willingness to promote their health. The differences between the reactions of the different age groups in both the defense modes are discussed in view of the terror management theory.     

The relationship between employees’ experience of performance management and work engagement within a South African organisation

The study investigated the relationship between employees’ experience of performance management and work engagement. Participants were a convenience sample of employed adults (N=202; females=59%, middle management?=?48%, White?=?54%, tenure more than 9 years?=?48%) in an organisation in the vehicle and asset-based finance industry. They completed the Performance Management Questionnaire (PMQ) and Utrecht Work Engagement Scale (UWES). Multiple regression analysis was used to determine the proportion of variance of work engagement that is explained by employees’ experience of performance management. Results revealed that only empowerment significantly predicted work engagement. These findings suggest that when employees experience performance management as empowering, they are also likely to have higher levels of work engagement.     

Burnout and its relations with basic psychological needs and motivation among athletes: A systematic review and meta-analysis

ObjectivesThe present study is a review on studies about the relationships between the three basic psychological needs/motivational regulations (i.e., amotivation, controlled regulation, extrinsic autonomous regulation, and intrinsic motivation) and burnout.DesignA systematic review and meta-analysis.MethodStudies were identified through five electronic databases and manual search using combinations of three groups of keywords. Three inclusion criteria were then used to screen the searched articles.ResultsEighteen studies met the inclusion criteria and these studies varied considerably in terms of their study characteristics (e.g., characteristics of participants, study designs, and outcome measures). The results also showed that the three basic psychological needs, intrinsic motivation, extrinsic autonomous regulation, and amotivation had small to large effects on predicting global burnout and its three dimensions. However, controlled regulation showed no or weak correlations with the burnout subscales.ConclusionsSelf-determination theory was generally supported in explaining athlete burnout.     

Multicriteria Classification with Unknown Categories: A Clustering–Sorting Approach and an Application to Conflict Management

This work proposes an approach to cluster and sort a set of alternatives considering multi‐criteria categories with a partial order structure. It can be considered a heuristic approach because it does not attempt to derive an optimal partial order among all conceivable clusters of alternatives. Rather than this, it intends to be a simple approach that is transparent to the Decision Maker (DM) whose assistance is sought to help shaping the results. The approach proposed arises from the conjugation of traditional Clustering analysis and Multi‐criteria sorting tools. At the outset, the number of categories and their characteristics is unknown. First, we need to detect only the clusters themselves on the basis of a similarity measure independent of the preferences of the DM. Next, we detect potential partial order relations that might exist between them, according to the subjective preferences of the DM. Such preferences are elicited only after the DM has examined the clusters detected and deemed that these categories made sense. The new approach performs very well in a real‐world problem of management of intragroup conflicts and conflict handling strategies. Copyright © 2012 John Wiley & Sons, Ltd.     

From goal motivation to goal progress: the mediating role of coping in the Self-Concordance Model

Abstract

The present studies examined the mediating role of self-regulatory mechanisms in the relationship between goal motivation and goal progress in the Self-Concordance Model. First, a systematic review, using meta-analytical path analysis, supported the mediating role of effort and action planning in the positive association between autonomous goal motivation and goal progress. Second, results from two additional empirical studies, using structural equation modeling, lent credence to the mediating role of coping in the relationship between goal motivation and goal progress of university students. Autonomous goal motivation was positively associated with task-oriented coping, which predicted greater goal progress during midterm exams (Study 1, N=702) and at the end of the semester in a different sample (Study 2, N=167). Controlled goal motivation was associated with greater disengagement-oriented coping (Study 1 and Study 2) and lesser use of task-oriented coping (Study 2), which reduced goal progress. These results held up after controlling for perceived stress (Study 2). Our findings highlight the importance of coping in the “inception-to-attainment” goal process because autonomous goal motivation indirectly rather than directly predicts goal progress of university students through their usage of task-oriented coping.     

The law of large numbers in children's diversity-based reasoning

Adults increase the certainty of their inductive inferences by observing more diverse instances. However, most young children fail to do so. The present study tested the hypothesis that children's sensitivity to instance diversity is determined by three variables: ability to discriminate among instances (Discrimination); an intuition that large numbers of instances increase the strength of conclusion (Monotonicity); ability to detect subcategories and evaluate numerical differences between the subcategories, or Extraction. A total of 219 Chinese children aged 6 to 11 were tested for sensitivity to diversity by means of Discrimination, Monotonicity, and Extraction. The results indicated that children at all ages were able to discriminate instances and attend to set size. However, only 9- and 11-year-olds demonstrated Extraction and sensitivity to diversity. Furthermore, among all children diversity scores increased linearly with the level of Extraction. These results suggest that the law of large numbers plays a role in children's diversity-based reasoning.