Aggressive interactions and consistency of dominance hierarchies of the native and nonnative cichlid fishes of the Balsas basin

Dominance hierarchies are generally established based on the levels of aggressiveness that animals present. Frequently, animals fight to establish a dominance hierarchy and obtain a disputed resource. The Mexican mojarra Cichlasoma istlanum is a native species of the Balsas river basin and coexists there with four nonnative cichlids: tilapia Oreochromis sp., convict cichlid Amatitlania nigrofasciata, spotcheek cichlid Thorichthys maculipinnis, and green terror Andinoacara rivulatus. These five cichlid species compete for spaces for reproduction, feeding, and shelter and frequently engage in aggressive interactions to obtain these resources. We quantified dominance indices to evaluate the hierarchical structure of dominance among these five cichlids and the duration of aggressive behaviors of the Mexican mojarra during experimental contests between the native species and each of the four nonnative species. The Mexican mojarra was consistently dominant over the other four cichlid species, performing a larger number of aggressive behaviors and investing more time in attacking than the nonnative cichlids, which resulted in a higher hierarchical position. Our results show that the native fish, Mexican mojarra, established dominance over all four nonnative cichlid fish of the Balsas basin. Thus, the establishment of nonnative cichlid species in the Balsas basin is likely associated with factors other than behavioral dominance.     

Holding your place: Reactions to the prospect of status gains and losses

This paper examines individuals’ reactions to the prospect of gaining or losing status in groups. The results of three experiments provide evidence that individuals attach greater value to status when recalling the risk of status loss than when recalling the potential for status gain (Experiment 1), are willing to pay more to avoid a status loss than to achieve a status gain (Experiment 1), and put forth greater effort when striving to prevent status loss than when striving to gain status (Experiment 2). Finally, individuals who risk losing status allocate more resources toward personal status concerns (and away from group interests and potential monetary gain) than do individuals who have a chance of gaining status (Experiment 3). We discuss the implications of this research both in terms of individuals’ psychological experience of their status, as well as status attainment and maintenance concerns in groups.     

Competitive Dynamics in Forecasting: The Interaction of Skill and Uncertainty

The outcomes in many competitive tasks depend upon both skill and luck. Behavioral theories on risk taking in tournaments indicate that low‐skilled individuals may have incentives to take more risks than high‐skilled ones. We build on these theories and suggest, in addition, that when luck is more important in determining outcomes, the increase in risk taking is larger for low‐skilled than high‐skilled individuals. We test this hypothesis by analyzing stock analysts' forecasts of companies' earnings per share under market conditions that vary in volatility and thus imply different levels of luck in outcomes. Specifically, noting that forecasts that deviate widely from the consensus—which is observable by the analyst—potentially carry career‐related rewards but also reputational risks, we examine the degree of deviation from consensus exhibited by analysts of different skill levels (measured by both past forecasting accuracy and education) in different market conditions. We find that average deviations from consensus increase as markets become more volatile. At the same time, under conditions of high volatility, low‐skilled analysts exhibit larger increases in deviations from consensus than high‐skilled analysts. These field data results support our hypothesis based on of risk taking in tournaments. We discuss alternative interpretations such as, for example, self‐serving attributions and indicate directions for future research. Copyright © 2012 John Wiley & Sons, Ltd.     

The impact of sales contests on customer listening: an empirical study in a telesales context

Companies often use sales contests to achieve short-term objectives to motivate salespeople and to boost sales. However, sales contests also may encourage salespeople to adopt less relational behaviors and limit their ability to manage customer relationships, as manifested in their customer listening practices. Therefore, this study, based on a natural field experiment, examines the effects of a sales contest on customer listening. In so doing, four dimensions of customer listening (passive, active, adaptive, and assertive listening), associated with a process of listening (Hearing, Processing, and Responding), were identified. The study helps clarify the effect of a sales contest on these four dimensions of customer listening by telesales agents. The results reveal that this sales contest exerts negative effects only on the active and passive customer listening, not on the adaptive and assertive customer listening. The study sheds light on how sales contests influence important behaviors such as customer listening, as well as on the nature of customer listening itself.