Fostering collaborative mind-sets among customers: a transformative learning approach

To succeed and grow, companies must win new customers. However, selling innovative solutions to prospective business customers remains challenging. We seek to explore how salespeople create, early in the sales process, collaborative customer mind-sets to accommodate learning and adoption of new solutions. By applying transformative learning theory and analyzing authentic video-recorded business-to-business (B2B) initial sales meetings, we are able to determine the microlevel processes and mechanisms taking place in transformative sales dialogue. In this article, we outline seven interactional activities occurring in reflective dialogue cycles, a key means by which salespeople create new customer mind-sets. Reflective dialogue cycles form a spiral-shaped process requiring completion to achieve a shared new understanding favorable to adopting new approaches. Through our analysis, we demonstrate the value of transformative learning theory in better understanding sales interactions. Along with theoretical contributions, our results may help managers and salespeople better develop new business customers.     

Optimal cue aggregation in the absence of criterion knowledge

The study of multi‐cue judgment investigates how decision makers aggregate cues to predict the value of a criterion variable. We consider a multi‐cue judgment task in which decision makers have prior knowledge of inter‐cue relationships but are ignorant of how the cues correlate with the criterion. In this setting, a naive judgment strategy prescribes weighting the cues equally. Although many participants are well described via an equal weighting scheme, we find that a substantial minority of participants make predictions consistent with a weighting scheme based on a low‐dimensional projection of the cue space that optimally takes into account inter‐cue correlations. The use of such a weighting scheme is consistent with minimizing maximal error in prediction when the cue‐criterion relationships are unknown.     

Group moral discount: Diffusing blame when judging group members

People lie more when they work as a group rather than alone. However, do people suspect and morally evaluate groups and individuals differently when they are suspiciously successful? In four experiments, we examine whether (a) suspiciously successful individuals and groups are judged and punished differently and (b) individual group members are judged differently from the group as one unit. Results suggest that people suspect successful groups and individuals to the same extent. However, group members are less likely to be suspected, judged negatively, punished, and reported on, when they are judged as separate individuals compared with as a group. The findings demonstrate a bias in judgment of group members, stemming from the method of evaluation—holistic or separate. We suggest that in order to minimize bias when judging misconduct by a group, the moral evaluation and punishment of all group members should be considered simultaneously.     

弱势群体判断对不同价值语义启动下道德判断的调节效应研究

通过行为实验探讨了公平正义和人文关怀这两种基本道德价值的语义启动对涉及弱势群体的道德两难问题判断的影响。研究结果表明,不同道德价值语义启动对道德判断有显著影响,具体表现为：在公平正义启动状态下,人们的道德判断不会对弱势者有明显的道德宽容偏向。当个体处于恻隐关怀启动状态时则会出现明显的道德判断弱势者效应,即对弱势群体的道德判断存在显著的宽容偏向。进一步的检验表明弱势群体判断在道德价值语义启动与道德判断中起着显著的调节作用。本研究不仅从实证的角度证实了道德价值语境在道德判断中的重要性。同时文章还指出在面对重大社会负性事件时,政府、社会媒体、学术界应该呈现怎样的道德价值语境是一个既具有突出现实性和重要理论性的问题。     

情境判断测验的效度研究述评

情境判断测验是一种为作答者呈现工作相关的典型情境以及该情境下可能的行为反应, 要求根据指导语提示进行选择或评价的测验形式。随着其理论和实践的发展, 研究者越来越关注情境判断测验的效度研究, 包括对其构想效度、效标关联效度和递增效度的探讨, 以及指导语类型、情境保真度以及计分方式等因素对其效度的影响。基于这些研究进展, 未来情境判断测验实践领域可能的方向是：(1)开发针对特定构想的情境判断测验; (2)结合具体构想选用相应的指导语; (3)应用作假和培训对效度影响的研究结果指导实践。     

Motivationally selective risk judgments: Do fear and curiosity boost the boons or the banes?

Recent theories of judgment and decision-making have focused increasingly on the role of motivation, affect, and other drive states. The current research examined whether specific motivational orientations associated with approach versus avoidance might be linked selectively to judgments of positive versus negative decision outcomes and future events. Findings from three studies suggest that fear—an emotion intrinsically linked to threat avoidance—was more strongly associated with judgments of negative outcomes than judgments of positive outcomes. In contrast, curiosity—a motivational orientation associated with approaching desired information and experiences—was more strongly associated with judgments of positive outcomes than judgments of negative outcomes. Findings are discussed with respect to functionalist theories of motivation and selective cognition.     

Decision Neuroscience: New Directions in Studies of Judgment and Decision Making

ABSTRACT— Investigations of decision making have historically been undertaken by different disciplines, each using different techniques and assumptions, and few unifying efforts have been made. Economists have focused on precise mathematical models of normative decision making, psychologists have examined how decisions are actually made based on cognitive constraints, and neuroscientists have concentrated on the detailed operation of neural systems in simple choices. In recent years, however, researchers in these separate fields have joined forces in an attempt to better specify the foundations of decision making. This interdisciplinary effort has begun to use decision theory to guide the search for the neural bases of reward value and predictability. Concurrently, these formal models are beginning to incorporate processes such as social reward and emotion. The combination of these diverse theoretical approaches and methodologies is already yielding significant progress in the construction of more comprehensive decision-making models.     

Metacomprehension: A Brief History and How to Improve Its Accuracy

ABSTRACT— People's judgments about how well they have learned and comprehended text materials can be important for effectively regulating learning, but only if those judgments are accurate. Over two decades of research examining judgments of text learning—or metacomprehension —has consistently demonstrated that people's judgment accuracy is quite poor. We review recent research that has shown some success in improving judgment accuracy and then argue that the most common method used to investigate metacomprehension accuracy may inadvertently constrain it. We describe a new method that sidesteps some problems of the older method and present evidence showing how people can achieve high levels of metacomprehension accuracy.     

部件、结构和名称对图形相似性判断的影响

以不同基本形状构成的几何图形为材料,研究了图形的部件形状、整体结构和名称对相似判断的影响。结论为:1)部件形状、整体结构和名称对相似判断估计值均有非常显著影响,且部件形状和整体结构的交互作用也非常显著;2)部件形状、整体结构和名称对相似判断反应时没有显著的影响,但部件形状和整体结构、整体结构和名称两组交互作用均非常显著;3)部件形状和整体结构相同对相似判断估计值的影响更大;名称和部件形状、名称和整体结构相同的条件居次;只有一个因素相同时,部件形状相同影响最大,其次是整体结构和名称。