Do the right thing! A study on social representation of obedience and disobedience

The present research is aimed at investigating through a mixed-method approach the dimensions underlying the psychosocial constructs of obedience, disobedience and the relations between them. To this end, we consider the attitudes toward (dis)obedience being socially constructed, and we chose the theory of social representations (Abric, 2003; Moscovici, 1961) as the theoretical framework of this study.The data, collected on a sample of 190 individuals, allowed us to define these social objects, reducing both their complexity and polysemy.Obedience and disobedience were both seen by research participants as context-dependent behaviours, neither positive nor negative, per se. Also, both related to the concept of authority (individuals, institutions, and society). However, while obedience was mostly considered an uncritical response to laws, social norms or physical authorities, disobedience was defined as an active, conscious line of conduct. Theoretical and practical implications of these findings are discussed.     

The vision heuristic: Judging music ensembles by sight alone

Team effectiveness and group performance are often defined by standards set by domain experts. Professional musicians consistently report that sound output is the most important standard for evaluating the quality of group performance in the domain of music. However, across six studies, visual information dominated rapid judgments of group performance. Participants (1062 experts and novices) were able to select the actual winners of live ensemble competitions and distinguish top-ranked orchestras from non-ranked orchestras based on 6-s silent video recordings yet were unable to do so from sound recordings or recordings with both video and sound. These findings suggest that judgments of group performance in the domain of music are driven at least in part by visual cues about group dynamics and leadership.     

Like Mike: Ability contagion through touched objects increases confidence and improves performance

Magical thinking refers to irrational peculiar beliefs, including those that conform to the laws of contagion. We propose that touching an object that was previously touched by a high performer increases confidence via magical thinking (ability contagion) and improves actual performance among individuals high in experiential processing. A series of studies provides support for this main proposition. Our results cast doubt on an alternative explanation based on priming, and are obtained controlling for participants’ level of rational processing, motivation, and affect.     

Manager–salesperson congruence in customer orientation and job outcomes: The bright and dark sides of leadership in aligning values

To create customer-oriented organizations, managers are often asked to promote a values-based vision. Yet, many managers struggle with transferring their values to employees making strategic value changes difficult. Despite this challenge, research has yet to demonstrate how managers effectively align values within the sales force, or the impact alignment has on job outcomes. Therefore, we develop and empirically test a conceptual framework to examine the role of transformational leadership in aligning salesperson customer orientation (CO) values. We find that transformational leadership is a strong mechanism in creating perceived value congruence, yet may have a surprising dark side. Results suggest that transformational managers achieve congruence by raising or, contrary to conventional wisdom, lowering salesperson CO values to meet the perceived values of the manager. Response surface modelling results support the importance of perceived manager values. Customer-oriented salespeople have higher job satisfaction and sales performance when they perceive their manager to also have high CO. When values are misaligned, job satisfaction increases more for low CO salespeople as perceptions of manager CO increase. Exploratory findings show that performance was higher under situations of perfect alignment but also under severe misalignment suggesting that values generate performance under complementary or supplementary conditions.     

Did Somebody See It? Applying the Verifiability Approach to Insurance Claim Interviews

We examined the application of the verifiability approach to insurance claim interviews. The verifiability approach states that truth tellers and liars differ from each other in terms of the number of details they give that can be verified. Eighty‐three true and false insurance claim statements, related to damage, theft, or loss, were coded in terms of ‘witnesses’ (was the incident witnessed by others) and ‘verifiability’ (the number of perceptual and contextual details provided that could be checked by the investigator). We found that the majority of liars, compared with half the truth tellers, described unwitnessed incidents. This difference between the groups allowed for the detection of liars only. Discrimination between liars and truth tellers based on the verifiability of details was not possible. The implications of these findings are discussed. Copyright © 2014 John Wiley & Sons, Ltd.     

价值取向与社会距离影响经济决策的合作与冲突行为：Chicken Game的证据

采用Chicken Game博弈任务,考察了不同社会价值取向个体（亲社会者与亲自我者）在面对不同社会距离的博弈对手（朋友和陌生人）时表现出的合作与冲突行为。研究结果发现：（1）社会价值取向与社会距离交互影响个体的合作与冲突行为;（2）社会价值取向影响选择策略的反应时,亲社会者选择合作的反应时长于选择冲突的反应时,亲自我者选择合作与选择冲突的反应时没有显著差异;（3）无论对亲社会者还是亲自我者,反馈类型都显著影响个体的合作与冲突行为的选择率以及随后决策的反应时。上述结果表明,个体的合作或冲突行为,并非单一地受到社会价值取向的影响,更可能是受到个人因素（社会价值取向）与其他社会因素（比如,社会距离）的共同调节,并且在这一过程中个体会根据决策后反馈信息不断的调整自己的行为策略。     

A taxonomic foundation for evidence-based research on employee performance management

This study presents a taxonomic foundation for research on employee performance management practices based on a comprehensive review of the literature (198 articles and book chapters). The taxonomy consists of 50 practices organized within seven topic categories, including an evaluation of the amount of research evidence supporting each practice. This taxonomic foundation facilitates the aggregation, integration, interpretation, and explanation of performance management research based on a role-theoretic perspective derived from the behavioural approach to strategic human resource management. The proposed direct-linkage path model shows how this taxonomic foundation ties performance management practices to behaviours and results. We build on this Practice – Behaviour – Results (PBR) critical path model with moderators and mediators based on cognitive and social factors identified in the extensive previous research. This PBR model provides a foundation for orderly and structured growth for future research that will enhance the connection between research and improved organizational practices in performance management, as well as a guide to best practices in performance management.     

Taking religion to heart: the relationship between the Five Factor Model and the New Indices of Religious Orientation among religious students

The relationship between religious orientation and personality has been investigated using several different measures and diverse samples. As part of a larger study, 114 undergraduate students were given the Duke University Religion Index (DUREL) to include only those participants who were considered religious. The final sample of 80 participants were given the NEO Personality Inventory-Revised (NEO PI-R) and the New Indices of Religious Orientation (NIRO). Based on the results of the bivariate correlations, higher levels of intrinsic religious orientation were associated with greater Agreeableness and Conscientiousness. Multivariate analyses further revealed that Agreeableness was the most important personality variable when predicting intrinsic and quest religious orientations, with higher levels of Agreeableness predicting greater intrinsic and lower quest orientations. While lower levels of Neuroticism predicted greater intrinsic orientation, higher levels of Neuroticism predicted greater quest orientations. Higher Conscientiousness predicted greater intrinsic and lower quest orientations. Implications of these findings are discussed.     

Relationships between core ideological motives,social and economic conservatism,and religiosity: Evidence from a Turkish sample

The “conservatism as motivated social cognition” approach posits two core ideological motives underlying political conservatism across cultures. However, there is a scarcity of tests from non‐Western cultures, and much research has failed to distinguish between social and economic conservatism. Using a relatively large undergraduate sample from a non‐Western, predominantly Muslim country (Turkey), we tested the associations among resistance to change and opposition to equality motives, social and economic conservatism, right‐wing political orientation, and religiosity. In line with the “conservatism as motivated social cognition” account, we found that (a) social conservatism is more strongly related to resistance to change (rather than opposition to equality), (b) economic conservatism is more strongly related to opposition to equality (rather than resistance to change), (c) social conservatism is the strongest predictor of right‐wing political orientation among other conservatism measures, and (d) political orientation and religiosity had divergent effects: While right‐wing political orientation was related to economic conservatism, religiosity was inversely related to the latter, providing support for previous work indicating a resemblance between leftists and Islamists in Turkey. The results generally support the motivated social cognition approach to conservatism while also highlighting the importance of distinguishing between social and economic conservatism.     

Association splitting of the sexual orientation-OCD-relevant semantic network

There is little research on treating symptoms of sexual orientation-obsessive-compulsive disorder (SO-OCD). Semantic networks represent a new cognitive approach for understanding cognitive mechanisms of SO-OCD. Specifically, we tested whether the self-help cognitive technique of association splitting (AS) developed from this approach would be efficacious in reducing SO-OCD symptoms and thought suppression. One hundred and twenty heterosexual undergraduates (82 females, 38 males) were randomly assigned to either the AS or waitlist control group. At baseline and four weeks later, participants completed items assessing SO-OCD symptoms, measures of sexual obsessions and thought suppression, and an association task in which they generated associations to different cue words. Generated associations were coded based on SO-OCD relevance and emotional valence. Results indicated reductions in SO-OCD-relevant associations across levels of emotional valence and SO-OCD-irrelevant negative associations, and increases in SO-OCD-irrelevant positive and neutral associations, only in the AS group. Furthermore, there were reductions in SO-OCD symptoms, sexual obsessions, and thought suppression only in the AS group. Importantly, these findings were obtained with overall large effect sizes. AS appears to be an efficacious self-help technique in reducing SO-OCD symptoms, sexual obsessions, and thought suppression. Clinical implications, limitations, and suggestions for future research are discussed.