The strategic role of language abstraction in achieving symbolic and practical goals

This article addresses the role of linguistic abstraction in the achievement of symbolic and practical goals. Reviewing evidence from laboratory studies, we first elaborate on the power of language as a means of ingroup enhancement or outgroup derogation under different intergroup conditions. We then report several experimental and archival studies that showed how language serves the achievement of different practical goals such as initiating, maintaining, and ending romantic relations, accounting for individual and group decisions, maintaining or obtaining political and gender power, and persuading others. The analysis of open-ended language measures—which represents a methodological thread of the reviewed studies—shows how language is strategically moulded according to individual and group goals in laboratory as well as in real-life contexts. The implications of the interplay among language, cognition, and action are addressed.     

Revisiting the relationship between impression management and job performance

Although theoretical arguments suggest that impression management should be related to job performance, empirical results have been unsupportive of the association. We argue that this relationship, however, may be found for specific jobs (sales) using a specific objective criterion (sales revenue). We tested this hypothesis across two samples. The first sample utilized a concurrent design and found a significant association between impression management and objective job performance. Furthermore, impression management demonstrated incremental validity over conscientiousness. In the second sample, using a different impression management scale and a predictive design we found that impression management was related to sales revenue, and showed incremental validity over cognitive ability. Implications for research and practice are discussed.     

Evaluation of job candidates with missing information: Effects of attribute importance and interattribute correlation

How do people make evaluations when important items of information are missing? In the context of personnel evaluations or product evaluations, researchers have proposed that decision makers may predict the missing attribute based on its assumed relationship to attributes that are present. In addition, some researchers have suggested that there is a penalty for missing information. An experiment was conducted to investigate the influence of the importance of the missing attribute on the hypothesized inference effect. Hypothetical job candidates were evaluated based on one or two attributes. The correlation between the attributes was varied between groups of subjects as was the importance of one of the attributes. The pattern of ratings of candidates with missing information varied significantly with the correlation condition when the missing attribute was very important, but did not vary as much when the missing attribute was less important. The results were generally consistent with the predictions of the Inferred Information Model (Johnson and Levin, 1985). On average, candidates with missing information were rated lower than comparable candidates with complete information and the missing attribute at an average level.     

Remembering Donald G. Paterson: Before the separation between industrial-organizational and vocational psychology

This article discusses the disconnect between industrial-organizational (I-O) and vocational psychology in the context of Donald Paterson’s career, an applied psychologist who bridged both disciplines. Paterson’s interests in both vocational guidance and personnel selection suggest that these fields are interwoven, despite the prevailing gap separating them in science and practice. Current trends in I-O psychology are discussed that suggest the field is beginning to reconsider the importance of vocational psychology in the modern workplace. We argue that I-O psychology would benefit from such a reconnection by acknowledging its ethical responsibility to improve the workplace for both management and the worker.     

On the validity of implicit association measures of personality traits

Participants (N = 200) completed self-report and implicit association (IAT) measures of Extraversion, Conscientiousness, and Emotional Stability. Peer trait ratings and supervisor ratings of job performance were also collected. Results suggested low convergence between IAT and self-report trait measures. Cognitive ability and self-positive bias both explained significant portions of the method variance expressed by IAT measures. Correlations between IAT trait measures and job performance were statistically non-significant, of similar magnitudes to their self-report counterparts, and of magnitudes consistent with past research on criterion validities of self-report trait measures. The results offer only very limited support for the use of IAT trait measures in applied assessment settings.     

Webcam testing: Validation of an innovative open-ended multimedia test

A modern test that takes advantage of the opportunities provided by advancements in computer technology is the multimedia test. The purpose of this study was to investigate the criterion-related validity of a specific open-ended multimedia test, namely a webcam test, by means of a concurrent validity study. In a webcam test a number of work-related situations are presented and participants have to respond as if these were real work situations. The responses are recorded with a webcam. The aim of the webcam test which we investigated is to measure the effectiveness of social work behaviour. This first field study on a webcam test was conducted in an employment agency in The Netherlands. The sample consisted of 188 consultants who participated in a certification process. For the webcam test, good interrater reliabilities and internal consistencies were found. The results showed the webcam test to be significantly correlated with job placement success. The webcam test scores were also found to be related to job knowledge. Hierarchical regression analysis demonstrated that the webcam test has incremental validity up to and beyond job knowledge in predicting job placement success. The webcam test, therefore, seems a promising type of instrument for personnel selection.     

Operantly conditioning a negotiator's concession making

This study investigated the effects of a bargaining strategy that rewards the opponent's concessions. The first of four experiments revealed that a negotiator's utilization of this reward strategy resulted in large concessions by and quick agreement with the opponent. The second experiment demonstrated that the large concessions continue after the rewards cease and the third, that two previously rewarded negotiatiors subsequently make large concessions to each other and reach quick agreements. Finally, the fourth experiment added strength to a reinforcement explanation of the results by eliminating an interpretation based upon a reciprocity effect.     

Moderating effects of employee expectancies on the relationship between leadership consideration and job performance of engineers

Ninety-four engineers were asked to describe their supervisors' leadership style, to indicate their expectancies whether performing effectively in their jobs would lead to job rewards and the valence of these rewards. It was hypothesized that employees' expectancies and a considerative leadership style interact to influence the performance levels of these engineers. Results indicated that leader consideration and employee expectancies operate in joint fashions to effect job performance.