CLASSI: A classification model for the study of sequential processes and individual differences therein

In psychological research, one often aims at explaining individual differences in S-R profiles, that is, individual differences in the responses (R) with which people react to specific stimuli (S). To this end, researchers often postulate an underlying sequential process, which boils down to the specification of a set of mediating variables (M) and the processes that link these mediating variables to the stimuli and responses under study. Obviously, a crucial task is to chart how the individual differences in the S-R profiles are caused by individual differences in the S-M link and/or by individual differences in the M-R link. In this paper we propose a new model, called CLASSI, which was explicitly designed for this task. In particular, the key principle of CLASSI consists of reducing the S, M, and R nodes of a sequential process to a few mutually exclusive types and inducing an S-M and an M-R person typology from the data, with the S-M person types being characterized in terms of if S type then M type rules and the M-R person types in terms of if M type then R type rules. As such, the S-M and M-R person types and their associated if–then rules represent the important individual differences in the S-M and M-R links of the sequential process under study. An algorithm to fit the CLASSI model is described and evaluated in a simulation study. An application of CLASSI to data from the behavioral domain of anger and sadness is discussed. Finally, we relate CLASSI to other methods and discuss possible extensions. The first author is a post-doctoral fellow of the Fund for Scientific Research—Flanders (Belgium). The research reported in this paper was partially supported by the Research Council of K.U. Leuven (GOA/05/04).     

Social value orientations and the strategic use of fairness in ultimatum bargaining

One of the main issues in research on ultimatum bargaining is whether bargainers are motivated by self-interest or by a concern for fairness. It is difficult to distinguish between both motivations, because it may be in the own interest to make fair offers. In the current paper on ultimatum bargaining, it is investigated whether bargainers are truly motivated to be fair, or whether they merely strategically use fairness as a means to increase their own outcomes. The results of two experimental studies indicate that social value orientations play an important role: strategic use of fairness is mainly displayed by proselfs.     

Movement Integration and the One-Target Advantage

The 1-target advantage (OTA) has been found to occur in many circumstances and the current best explanation for this phenomenon is that of the movement integration hypothesis. The author's purpose is twofold: (a) to model the conditions under which there is integration of the movement components in a 2-component movement and (b) to study the factors that determine the magnitude of the OTA for both the first and second component of a 2-component movement. Results indicate that integration of movement components, where times for one component are affected by the geometry of the other component, occurs when 1 of the movement components is made ballistically. Movement components that require ongoing visual control show only weak interaction with the second component, whereas components made ballistically always show movement time dependence on first and second component amplitude, independent of location within the sequence. The OTA is present on both the first and second components of the movement, with a magnitude that is dependent on whether the components are performed ballistically or with ongoing visual control and also on the amplitudes and indexes of difficulty of the component movements.     

Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?

Firms are becoming increasingly systematic in sales lead generation activities and recognize that multiple interactions are often required to generate leads and to reassure buyers of the benefits of an offering. However, the literature is contradictory regarding what types of persuasive messages should be used across these multiple interactions. This paper investigates what combination of sales influence tactics (SITs) should be used when customers are approached more than once regarding the same offering, that is, sequentially. Should the SITs be consistent (the same), or complementary (different)? Consistent vs. complementary SIT approaches were tested in two field experiments, one with an electronics manufacturer in a single communication channel setting and one with a financial services provider in a cross-channel setting. The results supported our hypothesis and indicated that the use of complementary SITs across interactions, regardless of the order, increases lead conversion.     

Remembering Friends as Not So Friendly in Competitive and Bargaining Social Interactions

From children's schoolyard play to executives' boardroom negotiations, competitive and bargaining interactions are common to everyday life. Sometimes, the interacting parties are socially close and sometimes not. In this research, we examine how friendship influences memory for actions in such interactions. Dyads consisting of either friends or strangers played a competitive card game (Study 1) or the ultimatum game (Studies 2 and 4) and then recalled the interaction. We find that participants remembered friends' play as more competitive (Study 1) and less generous (Studies 2 and 4) than strangers' play, even when friends' actual play was more generous than that of strangers (Studies 2 and 4). Friendship did not affect recall for one's own play. In a workplace setting, Study 3 reveals people expect more of work colleagues who are friends than of work colleagues who are acquaintances. Study 4 tests our complete model and shows that people expect more of friends than of strangers and that this difference in expectations explains the less favorable memory for friend's actions. Our findings are consistent with a negative disconfirmation account whereby people expect their friends to be less competitive and more generous, and when these expectations are violated, people remember friends' actions more negatively than they actually were. Much research shows positive effects of friendship norms on actual behavior. We demonstrate a negative effect on people's memory of friends' behavior in competitive and bargaining social interactions. Copyright © 2017 John Wiley & Sons, Ltd.     

One after the other: Effects of sequence patterns of breached and overfulfilled obligations

To date, the study of psychological contracts has primarily centred on the question how retrospective evaluations of the psychological contract impact employee attitudes and behaviours, and/or focus on individual coping processes in explaining responses to breached or overfulfilled obligations. In this study, we aim to assess the extent to which sequences of breached and overfulfilled obligations impact job satisfaction and citizenship behaviour intentions. By integrating psychological contract research and theories on cognitive information processing, we formulate competing hypotheses on how sequences of breached and/or overfulfilled obligations lead to patterns of job satisfaction and citizenship behaviour intentions. These competing hypotheses were tested using a vignette study and an experiment. A Bayesian approach was used to test these pattern hypotheses directly against each other. The results show that breached obligations have an immediate negative impact on our outcome variables. Moreover, sequentially breached obligations lead to a continuous decline of job satisfaction and citizenship behaviour intentions. Overfulfilled obligations do little to compensate this negative impact. Implications for theory and practice are discussed.     

The influence of aging on preferences for sequences of mixed affective events

Research on preferences among sequences of mixed affective events has mostly used young adults as participants. Given differences due to aging in people's ability to regulate emotion, one could expect differences due to aging in preferences for different sequences. Study 1 demonstrated age‐related differences in how older adults (age 65 and older) versus young adults (age 18–25) choose to order mixed affective events that will occur over time. The tendency to choose sequences in which the final event is positive was greater among older adults versus young adults. And, more so than young adults, older adults preferred that the positive and negative events in a sequence be separated in time by a neutral event. Studies 2–3 investigated age‐related differences in overall retrospective evaluations of presented sequences of mixed affective events. In contrast to young adults, older adults' retrospective evaluations were not affected by: (1) whether the final trend of the sequence improved monotonically; (2) whether the last event in the sequence was positive; or (3) the temporal proximity of positive and negative events in the sequence. Results of Study 3 suggest that these age‐related differences are due to differences in older (vs. young) adults' ability to regulate emotion. Copyright © 2010 John Wiley & Sons, Ltd.     

Process-specific slowing with advancing age: evidence derived from the analysis of sequential effects

In the current study we examined the generalized slowing hypothesis on the mechanisms underlying sequential effects in serial two-choice reaction time tasks. For young adults, sequential effects of conditions with a high and a low stimulus presentation rate respectively pointed to an automatic and an expectancy mechanism. Older adults' low presentation rate data corroborated the general slowing hypothesis for expectancy, whereas the high presentation rate results did not. The observation of a differential influence of age on the automatic and the expectancy mechanism poses a problem for notions assuming that higher level processes are more vulnerable to advancing age than lower level processes.     

策略转换的成本与顺序效应

灵活的策略转换是个体有效地解决问题的重要条件。策略转换需要成本已得到大量证明,但策略转换成本是否为对称转换成本尚无定论。基于已有研究,对策略转换中存在策略顺序困难效应与较差策略顺序调节效应两种典型的顺序效应进行了具体介绍。在此基础上提出了不对称策略转换成本可能是对称转换成本与策略顺序困难效应之和的假设,并进而提出设想:可通过操纵时间变量来分离策略顺序困难效应与较差策略顺序调节效应。此外,从策略转换成本的角度创新地阐释了策略选择的惰性与倒退现象。