The Price of a Piece of Cheese: Value from Fit Between Epistemic Needs and a Learning Versus an Outcome Focus

In decision making, people can focus on decisional outcomes (outcome focus), but they can also focus on gaining knowledge about the decisional domain (learning focus). Furthermore, people differ in the strength of their epistemic needs—their preference for developing a rich and accurate understanding of the world. We invoke the regulatory fit theory to predict that higher epistemic needs better fit a learning focus than lower epistemic needs, resulting in a greater increase in valuation of the chosen option when a learning rather than an outcome focus is induced. This general hypothesis was tested and supported in three studies, each focusing on a different proxy to epistemic needs. Thus, individuals experienced greater value when they had lower expertise (Study 1), higher need for assessment (Study 2), and higher need for cognition (Study 3) when a learning rather than an outcome focus was induced. Implications for work on epistemic needs, regulatory fit theory, and decision‐making practice are discussed. Copyright © 2011 John Wiley & Sons, Ltd.     

题库优化设计的回顾与展望

题库优化设计是指在题库建立前确定一份最佳的题库开发蓝图,使题库更好地服务于组卷。目前,在线性计算机化测验的情景下,题库优化设计方法主要包括：线性规划法、成本函数法;在计算机适应性测验（CAT）情境下,题库设计方法主要包括：影子测验设计法、p-优化设计法。文中首先介绍这些优化设计法的基本思路、具体步骤与相关的应用研究,然后评述当前题库设计研究的局限,指出未来的可能研究方向。     

Evaluating Open-Ended Parent Reports and Direct Preference Assessments to Identify Reinforcers for Young Children With Autism

Little research has evaluated open-ended parent reports to identify reinforcers for children with autism. This study evaluated open-ended parent reports and direct preference assessments for six young children with autism in home-based therapy. Results indicated little correspondence between parent reports and direct assessment assessments for all but one child. However, a follow-up reinforcer assessment with two children showed that the top ranked stimulus from both assessments functioned as reinforcers, with one child demonstrating higher levels of responding for the top ranked stimulus from the parent report. Results tentatively support open-ended parent reports to identify reinforcers for young children with autism.     

Diversity mindsets and the performance of diverse teams

Diversity can enhance as well as disrupt team performance. Diversity beliefs and climates may play an important moderating role in these effects, but it is unclear what form these should take to promote the positive effects of diversity. Addressing this question in an integration of research in team cognition and diversity, we advance the concept of diversity mindsets, defined as team members’ mental representations of team diversity. These mindsets capture diversity-related goals and associated procedural implications for goal achievement. We develop theory about the accuracy, sharedness, and awareness of sharedness of mindsets as moderators of the diversity-performance relationship. We also identify the determinants of these aspects of diversity mindsets. Finally, we discuss the implications of our model for the management of diversity.     

Testing for Deterministic Salesperson Attributes in Mature Markets

Abstract

Individual, buying center members seek to acquire a bundle of attributes that satisfy the needs of their organization in a manner similar to that of consumers. For companies in mature industries, it is proposed that sales representative- related attributes may be more important than product- or company-related attributes when customers evaluate alternative suppliers. In fact, these attributes may determine ultimate supplier selection and purchase. Data from an industrial positioning study conducted by a major industrial firm supplying consumable operating supplies supports this contention. Managerial implications are also discussed.     

Leadership style,salesperson's work effort and job performance: the influence of power distance

As multinational organizations increase operations in emerging economies, firms need to understand how cultural values prevailing in a host country can influence leadership practices developed and practiced in Western economies. This study explores the relationships among leadership styles and salespeople's attitudes and behaviours with data from salespeople in India with power distance measured at the individual level. Results suggest that for employees' instrumental leadership is more effective in promoting employee effort and increasing job performance. In addition, the relationship between satisfaction with supervisor and turnover intentions is weaker or insignificant, while the relationship between satisfaction with supervisor and effort is stronger for employees in higher power distance organizations. The study highlights cultural sensitivities that need to be considered in formulating an effective leadership style in emerging market contexts.     

Measuring coping flexibility

Abstract

The present study examined coping flexibility and correlates of this style of approaching stressful situations. Two methods for assessing coping flexibility, the Flex (Schwartz and Daltroy, 1991) and a modification of the Ways of Coping Checklist (Folkman and Lazarus. 1980) were administered to 28 men and 32 women, who were also asked questions about their age, gender, style of impression management (self-monitoring and social desirability), and basic personality variables from the Multidimensional Personality Questionnaire (Tellegen. 1982). Subjects responded to four common scenarios described by a 2 (social/nonsocial) × 2 (minor/major) matrix. Gender differences were not found for the Flex, but men exhibited more flexibility than did women when determined by the WOC range score. Older subjects exhibited smaller ranges on both the Flex and the WOC, suggesting that they were less flexible in coping than were younger subjects. Correlations with the Self-Monitoring scale approached significance for the Flex and were significant for the WOC. Greater flexibility was associated with greater well-being and achievement and negatively correlated with stress reactions and alienation.     

The effect of a delayed weekend sleep pattern on sleep and morning functioning

Abstract

It is a common practice for young adults to delay their weekend sleep schedule. The present study was designed to assess the effect of this sleep pattern on the sleep of Sunday night and the functioning of Monday morning. The sleep schedules of 30 young adults were manipulated for 2 consecutive weeks. In the Habitual-Sleep (HS) week, subjects followed their habitual sleep schedule throughout the week; in the Delayed-Sleep (DS) week, subjects' sleep schedule on Friday and Saturday nights were delayed by two hours. Compared to the HS week, subjects showed significantly lower subjective sleepiness near bedtime and trends of longer sleep onset latency on Sunday night in the DS week. In addition, there was both lowered cognitive performance and overall mood rating on Monday morning in the DS week. The delayed weekend sleep pattern contributes to Sunday night insomnia and the Monday morning “blues”.     

The Predictive Role of Simulations in Assessing Military Performance

The current study assessed the predictive validity of simulations to improve the military selection system. Four navy simulations were developed and their predictive validity was measured. The performance of 1007 Israeli navy soldiers was measured in a longitudinal study, which was carried on for almost two years. Participants’ performance in four simulations (naval-navigation test, raft sailing, rubber boat [zodiac] mounting, and military tent assembly) was measured and used as a behavioral predictor for their performance at the end of their first year of active military service on combat ships. All but the raft sailing simulation predicted participants’ performance.