The Efficiency of Similarity-Focused Comparisons in Person Perception

ABSTRACT

Comparison processes are ubiquitous in person perception. Comparative thinking can follow two routes: People either search for similarities or for dissimilarities while comparing. Which of these two routes is more efficient? Previous research indicates that people could compare two geometrical figures faster if they focused on similarities rather than dissimilarities. I examine comparisons of people and measure the consumption of cognitive resources as indicator for efficiency. The results confirm an efficiency-advantage of similarity-focused comparisons for social stimuli.     

Analyse comparative du leadership transformationnel et du leadership narcissique

Following a comprehensive review of the literature, this analysis proposes a comparison between the characteristics of transformational leadership and narcissistic leadership. Such a comparison is important as these two types of leadership, although displaying obvious similarities, considerably differ in their intrinsic value. Indeed, whereas the transformational leader exercises an altruistically motivated power, the narcissistic leader opts for an egotistically motivated power.     

Writing about Islam for Youth: A Study of Two Authors and Two World Views

This is a study of two authors who wrote about Islam for youth: Florence Mary Fitch and Reza Aslan. Fitch's book, Allah, the God of Islam: Moslem Life and Worship (1950), and Aslan's No God but God: The Origins, Evolution of Islam (2011b) offer both historical and current views of Islam and the Prophet Mohammad. Although they wrote some 61 years apart, a review of their works reveals similar views, especially concerning the need for reform in Islam. This study reveals two different worldviews about the development of Islam. Fitch's views, although generally supportive of Islam, reflect Western society's view of Islam and Mohammad over half a century ago, while Aslan, a Muslim-reformist, emphasizes current democratic and humanitarian aspects of Islam that are well-suited for the modern world. Subjects discussed include Mohammad's revelations from Allah, the conquering of Mecca by Mohammad and the ending of idolatry, the beginning of Islam as a dominant religion, the role of women in Islam, the hijab and its origins and use, the jihad and its various meanings and applications, the Quran and its conflicting interpretations, the development and decline of the Caliphate, and the decentralization of Islam. The discussion ends with this quote from Aslan: “The Islamic Reformation is already here.”     

Introduction

This article introduces the papers from two video conferences recently held between philosophers at Moscow State University and the University at Albany, State University of New York. The overarching theme is philosophical progress in the past fifty years, but the conferences were designed also to illustrate the range of work now being done by American analytic philosophers and by Russian thinkers. The Albany essays focus on philosophy of science, philosophical logic, Kantian studies, applied ethics, and ethical and political theory. The Russian essays concern philosophy of culture, philosophy of mind, phenomenology, social philosophy, feminism, and postmodernism. This introductory essay notes similarities and differences that exist among American and Russian approaches to philosophy and the prospects for the convergence (or not) of these approaches. It also indicates ways in which contemporary Russian thinkers are striking out in new directions while seeking to recover those parts of their past that were silenced during much of the twentieth century.     

The role of verbal behavior in the establishment of comparative relations

Twelve college students received conditional discrimination training with nonarbitrary and arbitrary stimuli, and derived comparative and transformation of function tests with a think-aloud condition across 2 experiments. Participants who failed these tests received remedial verbal operant training. Four control participants received verbal operant training alone. Across both experiments, only 1 participant passed the derived comparative test after conditional discrimination training. However, all participants passed derived comparative tests and 11 out of 12 participants passed transformation of function tests following verbal operant training, including the 4 control participants. Participants who passed derived comparative tests engaged in a high percentage of correct vocalizations during the think-aloud condition, while participants who failed did not. These results suggest that mediating verbal behavior could have played a crucial role in participants' responses during derived stimulus relations tests.     

Virtue Ethics, The Analects, and the Problem of Commensurability

In support of the thesis that virtue ethics allows for a more comprehensive and consistent interpretation of the Analects than other possible models, the author uses a structural outline of a virtue ethic (derived from Alasdair MacIntyre's account of the Aristotlelian tradition) to organize a discussion of the text. The resulting interpretation focuses attention on the religious aspects of Confucianism and accounts for aspects of the text that are otherwise difficult to explain. In addition, the author argues that the structural similarities between the Aristotelian and Confucian conceptions of self-cultivation indicate a dimension of commensurability between the two traditions, despite very real variations in specific content. Finally, the author suggests how crosscultural commensurability, in general, can be understood on a theoretical level.     

The impact of salesperson credibility-building statements on later stages of the sales encounter

Salespeople frequently attempt to build credibility on their first encounter with a customer. Because customers actively evaluate persuasive messages, it is important to understand their reactions to credibility-building tactics and how these reactions shape the sales interaction. Accordingly, this study investigates customers' reactions to two types of credibility-building statements – benevolence and expertise – using a multistep qualitative analysis of sales transactions in the life insurance industry, along with surveys before and after the sales encounter. Empirical results show that customers are more likely to react positively to credibility-building statements that match their buying style expectations. Furthermore, when customers react positively to a credibility-building tactic, salespeople are more likely to continue using that tactic when addressing customer objections. However, whereas benevolence tactics for addressing customer objections lead to stronger relational outcomes, the findings indicate that expertise tactics do not. Thus, matching sales tactics with customers' buying style expectations is beneficial in the early stages of the sales encounter, but customer objections are best addressed with benevolence tactics, regardless of customers' buying style.