Overpredicting and Underprofiting in Pricing Decisions

This research examines sellers' price‐setting behavior and discovers a naturally occurring mismatch between sellers and buyers: Sellers who make a price decision often consider alternative prices and engage in the joint evaluation mode, whereas buyers who make a purchase decision see only the finally set price and are in the single evaluation mode. This mismatch in evaluation modes leads sellers to overpredict buyers' price sensitivity and underprice their products. However, these effects apply only to products unfamiliar to buyers and without salient reference prices and can be alleviated if sellers are encouraged to mimic single evaluation when making pricing decisions. These propositions are empirically tested and verified. Copyright © 2011 John Wiley & Sons, Ltd.     

Ironic effects of performance are worse for neurotics

ObjectivesTo conduct the first examination of neuroticism as a predictor of (1) the incidence of what Wegner (1989, 2009) terms ironic processes of mental control and (2) the precision of ironic performance errors under high- and low-anxiety conditions.DesignAcross two studies we employed a repeated-measures design.MethodIn a football penalty-shooting task (Study 1) and a dart-throwing (Study 2) task, under high-anxiety and low-anxiety conditions, participants gained maximum points for hitting a target zone and fewer points for hitting a designated non-ironic error zone. Additionally, we instructed participants to be particularly careful not to hit a designated ironic error zone, because such hits would score minimum points.ResultsAcross both studies within-subjects moderation analyses revealed a consistent moderating effect of neuroticism on the incidence of ironic errors in the high-anxiety condition. Specifically, when anxious, neurotics displayed a significant increase in ironic performance error and a significant decrease in target hits. Importantly, non-ironic error did not differ across anxiety conditions. Additionally, Study 2 results revealed that neuroticism moderated the precision of ironic errors when anxious. Specifically, when anxious, neurotics' ironic error zone hits were significantly farther from the target zone and significantly farther into the ironic error zone than their relatively emotionally stable counterparts’ errors.ConclusionWe provide the first evidence that neuroticism moderates both the incidence and precision of ironic performance errors. These results will enable practitioners in coaching environments to make evidence-based predictions and interventions regarding which individuals are most prone to ironic performance breakdown when anxious.     

Testing the Physical Activity Self-Definition Model among low-active adults participating in a physical activity intervention

Seeing oneself as a physically active person is one of the strongest predictors of physical activity behaviour and self-regulatory strategies. Determining whether and how physical activity self-perceptions can be stimulated may help low-active individuals who do not see themselves as a physically active person become more active. Cross-sectional research has tested the Physical Activity Self-Definition (PASD) model among active samples; longitudinal studies among low-active adults have yet to be done. The purpose of this study was to test the predictive power of the PASD model among low-active adults over a 16-week physical activity intervention. Participants completed surveys of validated questionnaires in-person at baseline (pre-intervention) and at 16-weeks (end of intervention) at one of two primary care facilities. The final sample included 119 low-active adults. Partial least squares-structural equation modeling indicated that the original model had small-medium predictive power (Q² = 0.22; SRMR = 0.13 [0.05, 0.07]; RMSE = 1.13; MAE = 0.9; BIC = 1348.40). Two paths were added in the revised model (perceived wanting—PASD; perceived ability—perceived commitment), which explained an additional 4% and 5% of the variance in perceived commitment (R² = 0.62 [0.48, 0.72]) and PASD (R² = 0.74 [0.64, 0.80]; all p’s < 0.001), respectively. The revised model had medium predictive power (Q² = 0.25; SRMR = 0.11 [0.05, 0.06]; RMSE = 1.1; MAE = 0.87; BIC = 1332.84) All path coefficients remained positive and significant at p ≤ .001. Among low-active adults, perceived wanting and perceived ability may be more salient when engaging in physical activity and regarding themselves as a physically active person. Findings may support practitioners and health care professionals in designing physical activity interventions to foster PASD among low-active adult populations.     

Predictors of demand for risk mitigation in transport

The core aim of the present study is to examine the associations between risk awareness, risk perception, worry and risk tolerance on the one hand and priority of safety and demand for risk mitigation in transport on the other hand. The results are based on a self-completion questionnaire survey carried out in a randomly selected representative sample of the Norwegian public obtained from the Norwegian population registry during the autumn and winter 2004 (n = 510). The response rate was 51% and comparisons with general population statistics showed that the sample was adequately representative of the Norwegian population in regard of gender, age, education and previous injury experience. Three variables (risk awareness, worry and priority of safety) were significant predictors of demand for risk mitigation. There was also a negative association between worry and risk tolerance. Contrary to previous research on risk perception, the present study did not find support for the hypothesis that general risk perception was a significant predictor, neither of priority of safety, nor of demand for risk mitigation. However, as expected perceived risk was strongly associated with the respondents’ worry. Worry was a significant predictor of priority of safety as well as for demands for risk mitigation. Personal worry did not have the same effect on demand for risk mitigation as general worry.     

Being there when it happens: A novel approach to sampling reflectively observed experience

Examining a number of recently developed methods for acquiring first-person data on consciousness, we detect a lack of sensitivity for distinguishing the experiential moments in which the experiencing person was reflectively attending to her ongoing experience. In order to address this gap, we introduce a novel research format for obtaining data on lived experience, combining random sampling of experience with a subsequent retrospective examination of acquired samples in the form of dialogical phenomenological inquiry. The proposed approach aims at the examination of reflectively observed experiential moments and is based on researchers’ iterative cultivation of the phenomenological attitude. Drawing upon results from a longitudinal study of the potential of meditation as a tool for examining consciousness, we address the epistemological and methodological challenges of the proposed approach, discuss its applicability and research potential, as well as examine the characteristics and validity of phenomenal data thus acquired.     

Time in a one-instant world

Many philosophers hold that ‘one-instant worlds’—worlds that contain a single instant—fail to contain time. We experimentally investigate whether these worlds satisfy the folk concept of time. We found that ~50% of participants hold that there is time in such worlds. We argue that this suggests one of two possibilities. First, the population disagree about whether at least one of the A-, B-, or C-series is necessary for time, with there being a substantial sub-population for whom the presence of neither an A-, B-, nor C-series, is necessary for time, and hence those folk have a radically more minimal concept of time than has been attributed to them by philosophers. Or, second, the population do not disagree about whether at least one of the A-, B-, or C-series is necessary for time, but disagree about what it takes for a world to fail to contain even a C-series.     

Thoughts and sensations,twin galaxies of the inner space: The propensity to mind-wander relates to spontaneous sensations arising on the hands

Sensations and thoughts have been described as potentially related to self-awareness. We therefore asked whether sensations that arise in the absence of external triggers, i.e., spontaneous sensations (SPS), which were shown to relate to interoception and perception of the self, vary as a function of the individual propensity to generate spontaneous thoughts, i.e., mind-wandering. The Mind Wandering Questionnaire (MWQ) was used as a specific tool to assess the frequency and propensity to mind-wander several weeks before completing an SPS task. Correlational analyses between the MWQ score and SPS showed that greater propensity to mind-wander coincided with widespread perception of SPS, while lesser propensity to mind-wander coincided with more spatially restricted perception of SPS. The results are interpreted in light of the role of spontaneous thoughts and sensations in self-awareness. The potential psychological processes and the way they might regulate the relation between mind-wandering and the perception of SPS are discussed.     

How Change Happens: Controlling Images,Mutuality, and Power

SUMMARY

Change is inevitable but it can go in a positive direction toward growth or in a negative direction. Extending Patricia Hill Collins' concept of controlling images (2000), we can see how these images interact with relational images and strategies of disconnection to obstruct growth on both the societal and the personal level. In therapy, change is defined as movement-in-relationship toward better connection; and increased connection leads to growth. Several aspects of therapy that lead to deeper and wider connection are explored, especially increasing the patient's power. Prior versions of parts of this article were presented at the Jean Baker Miller Summer Training Institutes in 2001 and 2002 and at the 2002 Learning from Women Conference sponsored by the Jean Baker Miller Training Institute and the Harvard Medical School/Cambridge Hospital in Boston, Massachusetts.

As therapists, we're “in the business” of change–change for the better. That's our goal. Another word for change for the better is growth. Change is the essence of life. It is most obvious in children but it is a necessity through all of life. Change will occur inevitably but it can go in a positive or a negative direction. Further, I believe change toward growth creates pleasure. We feel most alive and zestful when we are engaged in this expanding activity.