Does background music in a store enhance salespersons' persuasiveness?

Background music has been studied as a key element of the store atmosphere in terms of its emotional effects; however, previous studies have shown also that music may have cognitive influence on consumers. How does music affect the salespersons' persuasive efforts within the store? To answer this question an experimental study was designed to assess the effects of four levels of arousing music conditions (no-low-moderate high arousing music). The level of pleasure of the musical pieces was controlled for. Music does not moderate significantly the effects of the salespersons on the intent to buy, but low and moderately arousing music (similarly low and moderately interesting musical pieces) does influence significantly the effects on the acceptance of the salesperson's arguments and the "desire to affiliate," i.e., to enter into communication.     

Increasing task difficulty enhances effects of intersensory redundancy: testing a new prediction of the Intersensory Redundancy Hypothesis

Prior research has demonstrated intersensory facilitation for perception of amodal properties of events such as tempo and rhythm in early development, supporting predictions of the Intersensory Redundancy Hypothesis (IRH). Specifically, infants discriminate amodal properties in bimodal, redundant stimulation but not in unimodal, nonredundant stimulation in early development, whereas later in development infants can detect amodal properties in both redundant and nonredundant stimulation. The present study tested a new prediction of the IRH: that effects of intersensory redundancy on attention and perceptual processing are most apparent in tasks of high difficulty relative to the skills of the perceiver. We assessed whether by increasing task difficulty, older infants would revert to patterns of intersensory facilitation shown by younger infants. Results confirmed our prediction and demonstrated that in difficult tempo discrimination tasks, 5‐month‐olds perform like 3‐month‐olds, showing intersensory facilitation for tempo discrimination. In contrast, in tasks of low and moderate difficulty, 5‐month‐olds discriminate tempo changes in both redundant audiovisual and nonredundant unimodal visual stimulation. These findings indicate that intersensory facilitation is most apparent for tasks of relatively high difficulty and may therefore persist across the lifespan.     

Sex differences in stipulated preferences and mate search by clients of a French marriage bureau

Using data from the file of a French matchmaking agency, this study confirmed some previous results on traditional male-female differences in stipulations by placers of advertisements: women seek features influencing financial resources, while men offer these characteristics and seek younger women. An interesting and original result is that the sampled women are older than the men, which partially explains why they spend relatively more money in professional matchmaking services as they age.     

Adaptive mental mechanisms. Their role in a positive psychology

Psychology needs a metric for positive mental health that would be analogous to the IQ tests that measure above-average intelligence. The Defensive Function Scale of the DSM-IV offers a possible metric. In the present article the author links the transformational qualities of defenses at the mature end of the Defensive Function Scale--altruism, suppression, humor, anticipation, and sublimation--to positive psychology. First, the methodological problems involved in the reliable assessment of defenses are acknowledged. Next, the use of prospective longitudinal study to overcome such difficulties and to provide more reliable definition and measurement of defenses is outlined. Evidence is also offered that, unlike many psychological measures, the maturity of defenses is quite independent of social class, education, and IQ. Last, evidence is offered to illustrate the validity of mature defenses and their contribution to positive psychology.     

Pessimistic explanatory style is a risk factor for physical illness: a thirty-five-year longitudinal study

Explanatory style, the habitual ways in which individuals explain bad events, was extracted from open-ended questionnaires filled out by 99 graduates of the Harvard University classes of 1942-1944 at age 25. Physical health from ages 30 to 60 as measured by physician examination was related to earlier explanatory style. Pessimistic explanatory style (the belief that bad events are caused by stable, global, and internal factors) predicted poor health at ages 45 through 60, even when physical and mental health at age 25 were controlled. Pessimism in early adulthood appears to be a risk factor for poor health in middle and late adulthood.     

Intimacy motivation and psychosocial adjustment: a longitudinal study

Longitudinal data of 57 middle-aged men from the Grant Study Adult Development were analyzed in terms of nine indices of psychosocial adjustment and four social motives: achievement, power, affiliation, and intimacy motivation. The Thematic Apperception Test (TAT), administered in 1950-52, was scored for the four motives. Psychosocial adjustment, determined by ratings made primarily with reference to life history data gathered between 1950 and 1967, was comprised of scores on income level, occupational promotion, occupational enjoyment, days of sick leave, marital enjoyment, regular vacations, pastimes with friends, drug or alcohol misuse, and psychiatric visits. High intimacy motivation at age 30 was significantly associated with better adjustment 17 years later. The results are discussed in terms of contemporary theories of psychosocial adaptation.