Empathy and generalized reciprocity in compliance with requests for help

This study examined empathy and reciprocity as explanations for why people comply with requests for help. Participants (35 male and 62 female) imagined being asked for money by a person who had locked keys in a car and then reported how likely they would he to comply with such a request, whether they had previously locked their keys in their car (empathy), and, if so, whether they had been helped (reciprocity). In support of the explanation based on empathy, people who reported previously locking their keys in their cars indicated being more likely to comply.     

The Effect of Generalized Compliments,Sex of Server,and Size of Dining Party on Tipping Behavior in Restaurants1

This study examined the effects of food servers' sex, the use of generalized compliments, and the size of the dining party on tipping behavior in restaurants. Four food servers (2 males, 2 females) waited on 360 parties eating dinner, and either complimented or did not compliment the parties on their dinner selections. Results indicated that food servers received significantly higher tips when complimenting their parties than when not complimenting them, although as the size of the party increased, the effectiveness of compliments decreased. These results and their implications are discussed.     

Ingratiation and Gratuity: The Effect of Complimenting Customers on Tipping Behavior in Restaurants

The present study examined the role of ingratiation on tipping behavior in restaurants. In the study, 2 female food servers waited on 94 couples eating dinner, and either complimented or did not compliment the couples on their dinner selections. Results indicated that food servers received significantly higher tips when complimenting their customers than when not complimenting them. These results and their implications are discussed.     

The Effect of Compliments on Tipping Behavior in Hairstyling Salons1

This study examined the role of compliments on tipping behavior in hairstyling salons. Two female hair stylists cut and styled 115 customers' hair and either complimented or did not compliment the customers while interacting. Results indicated that hair stylists received significantly higher tips when complimenting their customers than when not complimenting them. These results and their implications are discussed.     

Does a customer by any other name tip the same?: The effect of forms of address and customers' age on gratuities given to food servers in the United States

This study examined whether different forms of address used by food servers were related to customers' tipping behavior. Food servers addressed diners who paid with credit cards by their first names, titles plus last names, sir/ma'am, or no address. Results indicated that when food servers personalized their service by addressing their customers by name, they earned significantly higher tips than when they used less immediate forms of address, although customers' estimated age mediated these results.     

The Effect of Patriotic Messages on Restaurant Tipping1

This study compared the effectiveness of 2 types of patriotic messages with a warmth/ ingratiation message and a control condition on restaurant tipping. Two female food servers waited on 100 parties eating dinner. When diners were finished with their meals, servers left them 1 of 4 messages on their checks: “Have a Nice Day,”“God Bless America,”“United We Stand,” or no message. Results indicated that parties who received the “United We Stand” message left significantly higher tips than did those receiving no message or the “Have a Nice Day” message. No other significant differences were found. These results and their implications are discussed.     

Consumer Persuasion: The Use of Evidence When Negotiating the Price of a New Automobile

This study examined whether consumers' use of evidence affected the price at which car salespersons offered to sell a vehicle. Two versions of a message–one containing evidence about the wholesale/invoice price of a vehicle and the other containing no evidence–were e-mailed to 134 sales managers at different Toyota dealerships. The prices offered by salespersons were collected and analyzed. Results indicated that sales managers who had received messages with evidence offered to sell the vehicle for a significantly lower price than did sales managers who received no evidence. These results, their implications, and avenues for future research are discussed.     

Intensity and color of language in attitude change and emotion

This study examined whether messages using or not using emotionally intense language combined with certain colors, i.e., red, white, or blue, to effect attitude change. Emotionally intense messages were more positively associated with attitude change than were those with low emotional intensity, but no interaction effects or main effects for color were found.     

Audience perceptions of candidates' appropriateness as a function of nonverbal behaviors displayed during televised political debates

Compared to televised debates using a single-screen format, such debates using a split screen presenting both debaters simultaneously show viewers the nonverbal reactions of each debater's opponent. The authors examined how appropriate or inappropriate such nonverbal behaviors are perceived to be. Students watched one of four versions of a televised debate. One version used a single-screen format, showing only the speaker, whereas the other three versions used a split-screen format in which the speaker's oppodent displayed constant, occasional, or no nonverbal disagreement with the speaker. Students then rated the debaters' appropriateness. Analysis indicated that the opponent was perceived to be less appropriate when he displayed any background disagreement compared to when he did not. The students perceived the speaker as most appropriate when his opponent displayed constant nonverbal disagreement.