Is it sometimes better to receive than to give? Preferences for receiver roles over proposer roles in consumer behavior ultimatums

In the context of purchasing ultimatums, consumers may dislike the freedom of choice that comes with proposing offers due to their awareness that the other party may have better information than they do and the fact that the attractiveness of outside alternatives is uncertain. Indeed, across three studies, we find that people prefer to receive rather than propose offers. In Study 1, proposers reached fewer agreements and experienced less favorable attitudes (e.g., satisfaction, fairness, recommendation intentions), particularly when their offers were rejected. In Study 2, proposers experienced more uncertainty and cognitive depletion as compared to receivers, again particularly if the proposed offer was rejected. In Study 3, role preferences were explained by the existence of higher regret in the proposer role, particularly if the proposed offer was rejected. We conclude with a consideration of the theoretical and practical implications of our research for scholars, customers, and service providers.     

The sandwich model: The ‘music and dance’ of therapeutic action

My premise is that a ‘layered’ approach is necessary to understand the process of exchanges that result in therapeutic change. I imagine these processes occurring in three layers – although the number of domains in which change is taking place is actually infinite – such as in a sandwich. The top layer, or top slice of bread of the sandwich, represents a broad view of the change process; it is non‐linear and includes the feature of uncertainty, a general principle of dynamic systems theory. The middle layer, or the meat of the sandwich, is explained by theories that are immediately and clinically useful to a therapist, such as psychoanalytic theories. These are primarily linear theories and use language and symbols to ‘tell a story of what happened’. The bottom layer, or bottom slice of bread of the sandwich, is the micro‐process; this layer includes the moment‐to‐moment patterns of coordinated rhythms that both communicate meaning and provide the essential scaffold for all higher‐level change processes. The micro‐process also requires a non‐linear theory to make sense of its variability and emergent properties. Taking a bite out of the sandwich will include a ‘polysemic bundle of communicative behaviors’ (Harrison and Tronick, 2011). I will illustrate the ‘sandwich model’ with the clinical case of the analytic treatment of a 5 year‐old boy.     

Equivalence class formation as a function of preliminary training with pictorial stimuli

The present experiment investigated the effects of preliminary training with pictorial stimuli on the subsequent formation of three 5‐member equivalence classes (A?B?C?D?E) in 84 university students assigned to seven groups of 12. In the Abstract (ABS) group, all stimuli were abstract shapes. In the Picture (PIC) group, the C stimuli were pictures, and the remaining stimuli were the same abstract shapes as in the ABS group. For the remaining five groups, all stimuli were the same abstract shapes as in the ABS group. However, across groups, preliminary training involved either the establishment of conditional relations with simultaneous (SMTS) or delayed (DMTS) matching‐to‐sample with 0 s, 3 s, 6 s, or 9 s between the abstract C stimuli and the meaningful pictures. For the ABS and the PIC groups, 16.7% and 83.3% of participants formed classes, respectively. Preliminary training with SMTS and DMTS with 0 s, 3 s, and 6 s produced a linear increase in the likelihood of equivalence class formation, 41.7%, 50%, and 75%, respectively. Increasing the duration of delay further from 6 s to 9 s produced a substantial decline, 50%. This experiment extends knowledge about how including meaningful pictures enhances equivalence class formation.     

Individualistic attitudes toward attractive rewards in older people: An experimental study using ultimatum games

This study used an ultimatum game to test the hypothesis that older individuals make more selfish offers when bargaining for highly attractive rewards, regardless of the impacts of others' responses on reward size. Both older and younger individuals separately participated in the experiment and made offers as allocators. The effects of four factors (age, certainty of the allocators' own reward depending on the recipient's response, the recipient's response, and type of rewards to be shared) on participants' offers and expectations of recipients' replies were observed. Older participants demanded higher shares for themselves than younger participants, even under the low certainty condition in the highly attractive reward scenario. Particularly in this scenario, older participants increased their portions immediately after receiving rejections. Moreover, they consistently expected the recipients to accept their offers regardless of the proposed distribution amount or bargaining conditions. It was implied that the high attractiveness of the rewards made it difficult for older individuals to predict the recipient's view of their proposals and thus contributed to them making selfish proposals.     

Teaching Different Tasks Using Different Stimuli in a Heterogeneous Small Group

The effectiveness of a simultaneous prompting procedure was evaluated in a heterogeneous small group using different tasks and different stimuli for each student. Participants included four middle school students whose functioning levels ranged from typically developing to moderate and severe disabilities. A multiple probe design across behaviors and replicated across students was used. Observational learning maintenance, and generalization also were assessed. Results indicate that the procedure was successful in teaching all four students their targeted stimuli as well as some of the non-targeted stimuli (i.e., observational learning). Students maintained and generalized their information with a high degree of accuracy. Limitations of the study and future research implications are discussed.     

Peak shift following simultaneous discriminations

Pigeons were exposed to stimuli presented on two keys. For some birds, the stimuli varied in a dimension of visual flicker-rate, and for others they varied in visual intensity. During differential training, concurrent schedules operated, with one stimulus correlated with one schedule and another stimulus correlated with a second schedule that arranged a lower, or zero, rate of reinforcement. The stimuli were alternated randomly on the two keys. Generalization tests were given in which the original two, and seven other stimuli lying in the same dimension, were presented in pairs on the two keys in various combinations. In the generalization test given after differential training, each bird showed peak shift. The data did not support explanation for peak shift that gave critical emphasis to whether stimuli were presented simultaneously or successively during differential training.     

Mixing virtue and vice: combining the immediacy effect and the diversification heuristic

Many of the most significant choices that people make are between vices, which exchange small immediate rewards for large delayed costs, and virtues, which exchange small immediate costs for large delayed rewards. We investigate the consequences of making a series of such choices either simultaneously or sequentially. We made two predictions. First, because many alternatives chosen under simultaneous choice will only be experienced following a delay, and because hyperbolic time discounting predicts that people will prefer delayed virtues but immediate vices, we predicted that people would choose more virtues in simultaneous than sequential choice. Second, due to the tendency to diversify portfolios of choices, we predicted a greater mix of virtues and vices in simultaneous than sequential choice. These predictions were confirmed in two experiments involving real choices; one between ‘highbrow’ and ‘lowbrow’ movies, and the other between ‘instant‐win’ and ‘prize‐draw’ lottery tickets. We conclude by posing the question of whether simultaneous or sequential choice results in decisions that more closely approximate what people ‘really’ want. Copyright © 1999 John Wiley & Sons, Ltd.     

Framing and the Role of the Second Actor: An Application of Prospect Theory to Bargaining

An actor's frame of reference significantly affects that actor's risk attitude. Although the frame of reference is often taken as a given, earlier work shows it to be the result of an actor's assumptions and beliefs, which can be manipulated by a second actor in a bargaining situation. As modeled here, confidence in selected assumptions can be manipulated by one of two means: changing the confidence of the actor about the future domain, and getting the actor to adopt a particular domain by discounting the utility of a course of action. Both methods force a change in the perceived domain and a shift in risk attitude. In addition to showing manipulation of an actor's frame, the model adds to our understanding of Kahneman and Tversky's original expression of prospect theory.     

Negotiation, Persuasion and Argument

Argument is often taken to deal with conflicting opinion or belief, while negotiation deals with conflicting goals or interests. It is widely accepted that argument ought to comply with some principles or norms. On the other hand, negotiation and bargaining involve concession exchange and tactical use of power, which may be contrasted with attempts to convince others through argument. However, there are cases where it is difficult to draw a clear distinction between bargaining and argument: notably cases where negotiators persuade others through `framing' and cases where the aims of negotiation have to do with public assertion and acceptance. Those cases suggest that the distinction between negotiation and argument is not absolute, and this raises the question whether rules about what is acceptable in argument and rules about what is acceptable in negotiation can all be viewed as instances of more general common norms about human interaction.