Category ratio: A search for an optimal solution to reduce choice overload

This paper endeavors to find an optimal solution to alleviate the harmful consequences of choice overload using assortment categorization. Past research on assortment categorization has primarily studied the type of category labels. Only a few studies focused on the number of category labels, and the extant research is inconclusive on the right number of labels. This paper argues that the number of options under each label is more important in reducing choice overload than the number of labels. We call the number of options under each label “category ratio”. We integrate the research from four streams to recommend an optimal range of category ratio. In a field and a lab experiment, we tested the optimal category ratio as an intervention in the reduction of choice overload. The results of both experiments found a significant reduction in choice overload for the optimal category ratio. In experiment 3, we manipulated the category ratio to test whether the optimal category ratio is better than the non-optimal category ratio. The results of experiment 3 found that consumers experienced more satisfaction for the optimal category ratio than both uncategorized assortment and non-optimal category ratio. Past research has found that fewer labels and uninformative categorization are not helpful in the choice process. This paper finds that a few labels are beneficial only when the category ratio is within the proposed optimal range. Uninformative labels also reduced choice overload when categorized using the optimal category ratio.     

Alienation: A Symptomatic Reaction of Educated Unemployed Youth in India

A 21-item 4-point Alienation Scale (Kureshi & Dutt, 1979) in Hindi was administered to a randomly selected group of 400 educated youth equally divided into: (1) technically educated unemployed, (2) non-technically educated unemployed, (3) technically educated employed, and (4) non-technically educated employed. This scale aimed to ascertain in these subjects comparative degrees of feeling of alienation and its dimensions. Results of statistical comparison revealed that the technically and the non-technically educated unemployed youth, as compared to their employed counterparts, evinced relatively a greater vulnerability to the feeling of alienation and its dimensions, though the latter were also moderately susceptible in this regard. Further, it was found that the technically educated unemployed youth were more prone to alienation and its dimensions and the non-technically educated employed youth were the least affected, with the non-technically educated unemployed and the technically educated employed youth in second and third places respectively. The study also indicated a close association between different dimensions of alienation, both with each other and with the total scale scores.     

Recognizing faces defined by texture gradients

Texture gradients can reveal surface orientation in a manner similar to shape from shading, and therefore provide an important cue for object recognition. In this study, we tested whether a complex 3-D object, such as a face, can be identified from texture gradients alone. The stimuli were laser-scanned faces for which the texture element was a fractal-noise pattern mapped onto the 3-D surface. An eight-alternative forced choice task was used in which participants matched a face defined by texture gradients to one of eight faces defined by shape from shading (Experiment 1) or by texture gradients (Experiment 2). On average, participants scored 24% and 18%, respectively, above chance in these experiments. Although this performance was much poorer than the performance based entirely on shape-from-shading stimuli (Experiment 3), the results suggest that texture gradient information may be used to recover surface geometry of complex objects.     

Personal selling and the purchasing function: where do we go from here?

The business-to-business selling function has changed over the years, with more informed and demanding buyers, prompting firms to move toward a more consultative, solution-selling approach. While these changes have been the focus of extensive research in the personal selling and sales management domain, the customer side of the interaction dyad requires more examination. Even within the context of the customer side, insufficient attention has been paid to the purchasing function in business-to-business (B2B) selling research. Given the increased importance in customer organizations of the purchasing function, this article presents a literature review that highlights the purchasing function's personal selling and sales management needs and argues that, as the purchasing function becomes more important and its needs evolve, personal selling and sales strategies also need to evolve. The article highlights areas for future research in this domain.     

The functions of music and their relationship to music preference in India and Germany

Is the use of music in everyday life a culturally universal phenomenon? And do the functions served by music contribute to the development of music preferences regardless of the listener's cultural background? The present study explored similarities and dissimilarities in the functions of music listening and their relationship to music preferences in two countries with different cultural backgrounds: India as an example of a collectivistic society and Germany as an example of an individualistic society. Respondents were asked to what degree their favorite music serves several functions in their life. The functions were summarized in seven main groups: background entertainment, prompt for memories, diversion, emotion regulation, self‐regulation, self‐reflection, and social bonding. Results indicate a strong similarity of the functions of people's favorite music for Indian and German listeners. Among the Indians, all of the seven functions were rated as meaningful; among the Germans, this was the case for all functions except emotion regulation. However, a pronounced dissimilarity was found in the predictive power of the functions of music for the strength of music preference, which was much stronger for Germans than for Indians. In India, the functions of music most predictive for music preference were diversion, self‐reflection, and social bonding. In Germany, the most predictive functions were emotion regulation, diversion, self‐reflection, prompt for memories, and social bonding. It is concluded that potential cultural differences hardly apply to the functional use of music in everyday life, but they do so with respect to the impact of the functions on the development of music preference. The present results are consistent with the assumption that members of a collectivistic society tend to set a higher value on their social and societal integration and their connectedness to each other than do members of individualistic societies.     

Creation and Implementation of an Environmental Scan to Assess Cancer Genetics Services at Three Oncology Care Settings

An environmental scan (ES) is an efficient mixed-methods approach to collect and interpret relevant data for strategic planning and project design. To date, the ES has not been used nor evaluated in the clinical cancer genetics setting. We created and implemented an ES to inform the design of a quality improvement (QI) project to increase the rates of adherence to national guidelines for cancer genetic counseling and genetic testing at three unique oncology care settings (OCS). The ES collected qualitative and quantitative data from reviews of internal processes, past QI efforts, the literature, and each OCS. The ES used a data collection form and semi-structured interviews to aid in data collection. The ES was completed within 6 months, and sufficient data were captured to identify opportunities and threats to the QI project’s success, as well as potential barriers to, and facilitators of guideline-based cancer genetics services at each OCS. Previously unreported barriers were identified, including inefficient genetic counseling appointment scheduling processes and the inability to track referrals, genetics appointments, and genetic test results within electronic medical record systems. The ES was a valuable process for QI project planning at three OCS and may be used to evaluate genetics services in other settings.     

Masked-target recovery requires focused attention on the target object

Flashing a homogeneous light mask after the presentation of a masked target reduces the deleterious effects of the mask, a phenomenon often called target recovery. Target recovery has been studied using masking paradigms in which a target object is presented in isolation prior to the presentation of a mask, thus capturing attention. In the present study, we examined whether target recovery is possible when a target does not benefit from attentional capture. We hypothesized that target recovery would be eliminated when a target must compete with distractors for perceptual attention. Replicating classic studies, we observed target recovery when pattern and light masks followed an isolated target. However, target recovery was not observed when a light mask followed a masked visual search target. Furthermore, using an attentional-capture paradigm we found that sudden onset search targets were recoverable whereas nononset targets were not. The present findings indicate that attentional capture by a target prior to masking plays a critical role in the subsequent recovery of the target.     

A study of emotion and reason in products and services

This study investigates the relationship between emotion, reason and perceived risk. Evidence is presented using an aggregative data set of 146 products and services which were randomly selected from the SIC (Standard Industrial Classification Codes) manual. It is demonstrated that emotional factors account for a significant and substantial portion of the variance in perceived risk even after the effect of rational factors (perceived differences between alternatives) has been taken into account. It is suggested that emotion be explicitly modelled in future conceptualisations of perceived risk. Copyright © 2002 Henry Stewart Publications.     

Using MATLAB with the Psychophysics Toolbox to present the heterochromatic fusion nystagmus stimulus

We present a program for MATLAB that generates and presents theheterochromatic fusion nystagmus stimulus. This stimulus allows assessment of isoluminant states through recordings of reflexive eye movements (optokinetic nystagmus). The reflexive nature of the subject’s response makes this stimulus especially useful with nonverbal subjects, such as children and animals. Unfortunately, the stimulus is complex and difficult to program. By presenting the present program, we hope to help those who wish to use this tool in their research. The code of the function can be downloaded at www. dal.ca/~mcmullen/downloads.html.