Second-order schedules of token reinforcement with pigeons: implications for unit price

Four pigeons were exposed to second-order schedules of token reinforcement, with stimulus lights serving as token reinforcers. Tokens were earned according to a fixed-ratio (token-production) schedule, with the opportunity to exchange tokens for food (exchange period) occurring after a fixed number had been produced (exchange-production ratio). The token-production and exchange-production ratios were manipulated systematically across conditions. Response rates varied inversely with the token-production ratio at each exchange-production ratio. Response rates also varied inversely with the exchange-production ratio at each token-production ratio, particularly at the higher token-production ratios. At higher token-production and exchange-production ratios, response rates increased in token-production segments closer to exchange periods and food. Some conditions were conducted in a closed economy, in which the pigeons earned all their daily ration of food within the session. Relative to comparable open-economy conditions, response rates in the closed economy were less affected by changes in token-production ratio, resulting in higher levels of food intake and body weight. Some of the results are consistent with the economic concept of unit price, a cost-benefit ratio comprised of responses per unit of food delivery, but most are well accounted for by a consideration of the number of responses required to produce exchange periods, without regard to the amount of reinforcement available during those exchange periods.     

Labor supply and consumption of food in a closed economy under a range of fixed- and random-ratio schedules: tests of unit price

The behavioral economic concept of unit price predicts that consumption and response output (labor supply) are determined by the unit price at which a good is available regardless of the value of the cost and benefit components of the unit price ratio. Experiment 1 assessed 4 pigeons' consumption and response output at a range of unit prices. In one condition, food was available according to a range of fixed-ratio schedules, whereas in the other condition, food was available according to a range of random-ratio schedules. Consistent with unit price predictions, consumption and response output were approximately equivalent across schedule types within the lower range of unit prices. However, at Unit Prices 64 (ratio value = 192) and greater, considerably more consumption and response output were observed in the random-ratio condition. Experiment 2 replicated these findings with 4 pigeons using the rapid demand curve assay procedure that is commonly used in the behavioral economics literature. Findings are integrated with two mathematical models of behavior under variable reinforcer delays.     

DOES PACKAGE SIZE MATTER? A UNIT-PRICE ANALYSIS OF “DEMAND” FOR FOOD IN BABOONS

In a study examining “demand” for food, responding of 8 adult male baboons (Papio c. anubis) was maintained under a fixed-ratio schedule of food reinforcement during daily 23-hr experimental sessions. Completion of the ratio requirement resulted in the delivery of one, five, or 10 1-g food pellets. Supplemental feeding was limited to fruit and a dog biscuit daily. Responding increased as “cost” was increased across a wide range of fixed-ratio values before reaching a maximum and then decreasing. Increasing the number of food pellets per delivery decreased total responding and the number of reinforcements per day. A unit-price analysis, in which intake was converted to grams per day and fixed-ratio values were converted to responses per gram, yielded demand functions that overlapped at lower unit prices. Under one or more multiple-pellet conditions, however, intake decreased more quickly than under the one-pellet condition as the fixed-ratio value was increased in all but 1 baboon. This indicates that even when using unit-price conversions, there was variability in total intake. Although unit-price conversions yielded intake data that were more consistent across conditions, conditions differed in response topography even at the same unit prices: Under the multiple-pellet conditions there were longer pauses in responding, running response rate was slower, and the first eating bout (i.e., “meal”) of the session was smaller than under the one-pellet condition. These findings (a) support the heuristic value of a unit-price analysis for studying responding for and consumption of commodities that have similar attributes, and (b) indicate that different response topographies may result in similar intakes of a commodity.     

Behavioral economics of drug self-administration and drug abuse policy.

The concepts of behavioral economics have proven useful for understanding the environmental control of overall levels of responding for a variety of commodities, including reinforcement by drug self-administration. These general concepts are summarized for application to the analysis of drug-reinforced behavior and proposed as the basis for future applications. This behavioral agenda includes the assessment of abuse liability, the assay of drug-reinforcer interactions, the design of drug abuse interventions, and the formulation of drug abuse public policy. These separate domains of investigation are described as part of an overall strategy for designing model projects to control drug use and testing public policy initiatives.     

Mixed interpretations of sales proposal signals

Long-term relationships with customers are critical determinants of a sales organization’s success. However, research tends to assess relational approaches from the salesperson or sales organization’s perspective and often neglects to capture customers’ perspectives which lead to the evaluative success or failure of buyer–seller relationships. This study assesses the seller’s bid-related signals from the buyer’s perspective following their selection or rejection of a business-to-business sales proposal. The authors adopt a theories-in-use approach, utilizing 54 depth-interviews with decision-makers from 33 buyer organizations. Within this data set, findings reveal three bid signals that are represented across both selection and rejection outcomes (i.e. mixed interpretations by buyers). These signals are the seller’s usage of price concessions, sales proposal specificity, and comparative customer examples. To better understand the mechanisms which influence buyers’ mixed interpretations of these signals, the authors utilize the newly-advanced qualitative pivoting technique to identify contextual variables across cases that influence the buyer’s positive or negative signal interpretation.     

精神科复诊的处理

当精神科复诊病人主诉疗效不好、不良反应或药价太贵时,精神科医生应当做些什么,同时,能否处理好医、患、药之间的相互关系,对病人的病情转归都有十分重要的影响.     

产品空间位置、价格音节长度对消费者价格感知的影响

本研究采用实验法考察了视听单通道及双通道下产品空间位置与价格音节长度对消费者价格感知的潜在影响。结果发现,呈现在空间右侧以及以较长音节播放的产品使得被试的价格感知升高;短音节条件下,个体对空间右侧产品的价格感知显著高于空间左侧,长音节条件下两侧则无显著差异;相对于单通道刺激呈现,视听通道呈现信息一致时出现信息冗余效应,个体判断的速度更快,验证了共激活模型假设,视听不一致条件下的速度降低则支持了预测编码模型。     

How suboptimal is suboptimal choice?

In a frequently used suboptimal‐choice procedure pigeons choose between an alternative that delivers three food pellets with p = 1.0 and an alternative that delivers ten pellets with p = 0.2. Because pigeons reliably choose the probabilistic (suboptimal) alternative, the procedure has been proposed as a nonhuman analog of human gambling. The present experiments were conducted to evaluate two potential threats to the validity of this procedure. Experiments 1 and 2 evaluated if pigeons obtained food at a lower unit price (i.e., pecks per pellet) on the suboptimal alternative than on the optimal alternative. When pigeons worked under this suboptimal procedure they all preferred the suboptimal alternative despite some pigeons paying a higher price for food on that alternative. In Experiment 2, when the unit price ratio more closely approximated the inverse of the expected value ratio, pigeons continued to prefer the suboptimal alternative despite its economic suboptimality. Experiment 3 evaluated if, in accord with the string‐theory of gambling, the valuation of the suboptimal alternative was increased when pigeons misattributed a subset of the suboptimal no‐food trials to the optimal alternative. When trial sequences were arranged to minimize these possible attribution errors, pigeons still preferred the suboptimal alternative. These data remove two threats to the validity of the suboptimal choice procedure; threats that would have suggested that suboptimal choice reflects economic maximization.     

产品销量和推荐数对网络消费决策的影响:价格的调节效应

基于目标感染理论,探究了产品销量和产品推荐数对大学生网络消费决策的影响,并进一步探究了产品价格在大学生网络消费决策中的调节作用。两项研究均表明,产品销量和推荐数均会促进大学生做出消费决策。其中,产品价格调节了两者对网络消费决策的影响,具体表现为在选购低价格产品时,大学生更加看重产品销量,倾向选购高销量产品;而在选购中高价格产品时,大学生更加看重产品推荐数,选购高推荐数的产品。本研究为网络电商平台如何针对不同价位产品制定产品展示方案提供了理论支持和实践指导。     

Effects of Spikes in the Price of Gasoline on Behavioral Intentions: A Mental Accounting Explanation

In recent years, gasoline prices have spiked in response to world events, only to fall again within weeks or months. Anecdotal evidence suggests that these price fluctuations have a substantial impact on consumers' planned spending and their overall perceptions of financial well‐being. We propose that consumers' behavioral intentions in response to these spikes are driven in part by how consumers mentally account for the fluctuations in gasoline prices. Specifically, we contend that people allocate sharp increases in the price per gallon of gasoline to a comprehensive mental account. As a result, such increases affect consumers' perceptions of their overall cost of living and have far‐reaching effects on their planned spending. These predictions are tested in three experiments. The paper concludes with the discussion of a theoretical and applied implications of the results. Copyright © 2011 John Wiley & Sons, Ltd.