Building trust to increase purchase intentions: The signaling impact of low pricing policies

We examine the differential signaling impact of two low pricing policies, Price Matching Guarantees and Everyday Low Prices, on consumers' trusting beliefs and purchase intentions. We demonstrate that both PMG and EDLP pricing policies signal stores' ability to offer lower prices. However, whether these sellers were perceived as benevolent, and—consequently—consumers' purchase intentions, varied critically depending upon price uncertainty. Perceived benevolence and purchase intentions were significantly higher [lower] for sellers offering PMG than EDLP when price dispersion was high [low]. Our findings offer insights into whether and under what conditions firms should adopt these low pricing policies.     

Effects of Nonverbal Behavior on Perceptions of a Female Employee's Power Bases

Abstract

The authors extended a previous examination of the effects of nonverbal behavior on perceptions of a male employee's power bases (H. Aguinis, M. M. Simonsen, & C. A. Pierce, 1998) by examining the effects of nonverbal behavior on perceptions of a female employee's power bases. U.S. undergraduates read vignettes describing a female employee engaging in 3 types of nonverbal behavior (i.e., eye contact, facial expression, body posture) and rated their perceptions of the woman's power bases (i.e., reward, coercive, legitimate, referent, expert, credibility). As predicted, (a) direct eye contact increased perceptions of coercive power, and (b) a relaxed facial expression decreased perceptions of all 6 power bases. Also as predicted, the present results differed markedly from those of Aguinis et al. (1998) regarding a male employee. The authors discuss implications for theory, future research, and the advancement of female employees.     

Stress Overload: A New Approach to the Assessment of Stress

The link between stress and health has not received strong empirical support, possibly due to problems in the stress measures used. Here, the first wholly empirical development of a new “Stress Overload Scale” is described. A pool of 150 items was formed to reflect “overload”, a common denominator in stress theories. Then, the results of five sequenced studies, conducted in heterogeneous community samples, were used to pare the item pool. Exploratory (n = 431) and confirmatory (n = 433) analyses revealed two factors (Event Load and Personal Vulnerability) corresponding to theoretical constructs; only the best factor markers were submitted to further construct validity (n = 310) and reliability tests (n = 342). The 24 strongest items were selected for the SOS, which demonstrated criterion validity in predicting who (n = 285) would become sick following a common stressor. The SOS is (1) psychometrically strong, especially in its validity relative to popular measures; (2) appropriate to community research, due to its brevity and fit to a broad demographic spectrum; (3) unique in its ability to cross‐section individuals into risk categories. It should prove useful to community psychologists in determining etiology, diagnosing risk for pathology, and evaluating the efficacy of interventions.     

Relation of occupational knowledge to career interests and competence perceptions in Italian children

The relations of differential occupational knowledge with interests and competence perceptions in children as well as how these relations were moderated by gender and grade were examined in this study using an Italian sample. Data were collected from samples of elementary school and middle school children (N = 539). The Inventory of Children's Activities—Revised (ICA-R; Tracey & Ward, 1998) was used to assess children's interest and competency perceptions in various activities associated with the Holland's RIASEC types. The Occupational Knowledge Scale (OKS) was created for this study, and consisted of a representative sampling of occupational titles to which children indicated their knowledge. Hierarchical regression results indicated a relationship between knowledge, interests, and competence perceptions in children. With regard to overall knowledge, no relationship was found between general knowledge and either grade or gender. More specific examination of the type of knowledge as it varied across the dimensions of People–Things, and Data–Ideas demonstrated that there appeared to be a specific pattern relating interest, gender, and grade to knowledge of occupations. For knowledge of people relative to things occupations, higher interest, higher grade level, and being female predicts stronger knowledge of people occupations. It was also found that interest in ideas predicts stronger knowledge of ideas occupations, and being male predicts stronger knowledge of high prestige occupations. Generally, competence perceptions did not have a unique relation with one's knowledge of People–Things, Ideas–Data, or Prestige; however, girls who reported higher competence had greater knowledge of ideas occupations.     

Everyday risk taking as a function of regulatory focus

Uncertainty is an inherent aspect of everyday life. However, faced with uncertainty, some individuals take risks more eagerly than others. Regulatory focus theory may explain such differences because risky behavior may arise naturally from the eagerness of promotion focused individuals, while safe behavior may arise naturally from the vigilance of prevention focused individuals. A highly relevant real-life context for studying risk is mobility, as engaging in traffic inherently carries uncertainty about negative outcomes. We present two studies showing a direct link between regulatory focus and risky behavior going beyond traditional laboratory approaches. In both naturalistic speeding behavior (Study 1) and simulated risk taking (Study 2) promotion focus was positively, and prevention focus was negatively related to actual risky behavior.     

Cost-Benefit Analysis Mediation of the Relationship Between Sensation Seeking and Risk Behavior

Risk behavior during adolescence results in substantial morbidity and mortality. Sensation seeking consistently relates to engagement in risk behavior, but the psychological mediators of this relationship remain unclear. The current study demonstrates that adolescents’ judgments of the costs versus benefits of risk behavior were a significant mediator of this relationship. Participants were 406 racially and ethnically diverse adolescents ages 12-17 (M = 14.5, SD = 1.7; 48.3% female) who participated in a larger multi-site investigation of personality and neurocognitive predictors of risk behavior. Data were collected via self-report in a single laboratory session. Mediation of the relationship of sensation seeking to risk behavior was tested using structural equation modeling. Results indicated that higher levels of sensation seeking predicted weighing the benefits of risk behavior higher than its costs, which in turn predicted higher levels of risk behavior. Implications of these findings for understanding mechanisms underlying adolescents’ risk behavior and directions for future research are discussed.     

Aligning inside and outside perspectives of the self: A cross‐cultural difference in self‐perception

Past research shows that European Americans tend to take a first‐person perspective to understand the self and are unlikely to align the inside look with the outside gaze, whereas Asians tend to take a third‐person perspective and are likely to shift their inside look in the direction of the outsize gaze. In three experiments, we compared Asians and European Americans' self‐perceptions when the presence of their parents in the background of self‐perception was primed or otherwise. Without the priming, both European Americans and Asians viewed themselves more positively from their own perspective than from their parents' perspective. With the priming, only Asians lowered the positivity of their self‐perceptions to match the perceived positivity of the self in the parents' perspective. These results suggest that Asians do not have a static, passive tendency to assimilate their self‐views into the perceived external assessments of the self. Rather, their self‐views are fluid and flexible.     

Introducing naturalistic cycling data: What factors influence bicyclists’ safety in the real world?

Presently, the collection and analysis of naturalistic data is the most credited method for understanding road user behavior and improving traffic safety. Such methodology was developed for motorized vehicles, such as cars and trucks, and is still largely applied to those vehicles. However, a reasonable question is whether bicycle safety can also benefit from the naturalistic methodology, once collection and analyses are properly ported from motorized vehicles to bicycles. This paper answers this question by showing that instrumented bicycles can also collect analogous naturalistic data. In addition, this paper shows how naturalistic cycling data from 16 bicyclists can be used to estimate risk while cycling. The results show that cycling near an intersection increased the risk of experiencing a critical event by four times, and by twelve times when the intersection presented some form of visual occlusion (e.g., buildings and hedges). Poor maintenance of the road increased the risk tenfold. Furthermore, the risk of experiencing a critical event was twice as large when at least one pedestrian or another bicyclist crossed the bicyclist’s trajectory. Finally, this study suggests the two most common scenarios for bicycle accidents, which result from different situations and thus require different countermeasures. The findings presented in this paper show that bicycle safety can benefit from the naturalistic methodology, which provides data able to guide development and evaluation of (intelligent) countermeasures to increase cycling safety.     

Supervisory interpretation of safety climate versus employee safety climate perception: Association with safety behavior and outcomes for lone workers

Research has shown that safety climate predicts safety behavior and safety outcomes in a variety of settings. Prior studies have focused on traditional work environments in which employees and supervisors work in the same location and the mechanisms through which safety climate affects behavior are largely understood. However, the nascent research examining safety climate among lone workers suggests that safety climate may have some uniqueness in this context. Based on leadership theories and utilizing an exploratory approach, this study increases our understanding of the lone worker context by examining employee perception of safety climate and supervisory interpretation of safety climate; how similar or different they are, and how they are related to important safety outcomes. Surveys were administered to a matched sample of 1831 truck drivers and their 219 supervisors at four different trucking companies. Objective data on employee injuries were collected six months after survey administration. The results provided support for the measurement equivalence of the Trucking Safety Climate Scale at the organization level for both employee and supervisor respondents. For both organization- and group-level safety climate, employee perceptions of safety climate and supervisory interpretation of safety climate were significantly different, such that supervisors provided higher ratings for both safety climate sub-scales. Further, only employee safety climate perceptions significantly predicted self-reported safety behavior (directly) and objective injury outcomes (indirectly). This suggests that when trying to gauge and improve upon a trucking company’s safety climate, we should rely on employee perspectives, rather than supervisory interpretation, of safety climate.     

Low Prospects and High Risk: Structural Determinants of Health Associated with Sexual Risk Among Young African American Women Residing in Resource-Poor Communities in the South

African American women at increased risk of HIV/sexually transmitted infection (STI) may engage in risky sex as a coping mechanism for depressed economic conditions. This study examines the association between high-risk sexual behavior and structural determinants of sexual health among a sample of young African American women. 237 young African American women (16–19 years old) from economically disadvantaged neighborhoods in North Carolina were enrolled into a randomized trial testing the efficacy of an adapted HIV/STI prevention intervention. Logistic regression analyses predicted the likelihood that young women reporting lack of food at home, homelessness and low future prospects would also report sexual risk behaviors. Young women reporting a lack of food at home (22 %), homelessness (27 %), and low perceived education/employment prospects (19 %) had between 2.2 and 4.7 times the odds as those not reporting these risk factors of reporting multiple sex partners, risky sex partners including older men and partners involved in gangs, substance use prior to sex, and exchange sex. Self-reported structural determinants of sexual health were associated with myriad sexual risk behaviors. Diminished economic conditions among these young women may lead to sexual risk due to hopelessness, the need for survival or other factors.