Setting the sales budget: An exploratory study

This article explores how the sales budget is set in a business organization. Findings from a longitudinal participant observation study revealed that the sales budget is considered of great importance to the organization as sales estimates serve as premises for planning of production and supply and new product developments. It was observed that the sales budget was based on a narrow, inner-directed perspective, almost looking away from important environmental driving forces such as competitors and customers. The findings also showed that individuals involved in the sales budgeting process behaved opportunistically, influencing the budgetary process and outcomes. Theoretical and normative implications are highlighted.     

Individual differences in reverse Hindsight bias: I never thought something like chernobyl would happen. Did I?

Hindsight bias was studied in the context of the accident in the Chernobyl nuclear power plant, which took place on April 26th 1986. An individual difference factor which relates to the motivation to process information, need for cognition, was expected to moderate the occurrence of hindsight bias. Probability estimates of many casualties due to the use of nuclear power in The Netherlands were obtained from 212 individuals two months before the accident in Chernobyl. These estimates were compared with similar estimates made in hindsight by the same individuals five months after the accident. Loglinear Analyses reveal a systematic hindsight bias. However, the direction of the bias was contrary to expectations. In hindsight, individuals gave lower probabilities than they actually did two months before the Chernobyl accident. These results reveal a reverse hindsight bias. As hypothesized, need for cognition moderates hindsight bias: individuals low and medium in need for cognition express a systematic reverse hindsight bias, while individuals high in need for cognition do not. High need for cognition individuals also show higher literal consistency between the two measurements, which supports a memory explanation of the moderating effect of need for cognition.     

Self-selection biases in correlational studies based on questionnaires

It is commonly held that even where questionnaire response is poor, correlational studies are affected only by loss of degrees of freedom or precision. We show that this supposition is not true. If the decision to respond is correlated with a substantive variable of interest, then regression or analysis of variance methods based upon the questionnaire results may be adversely affected by self-selection bias. Moreover such bias may arise even where response is 100%. The problem in both cases arises where selection information is passed to the score indirectly via the disturbance or individual effects, rather than entirely via the observable explanatory variables. We suggest tests for the ensuing self-selection bias and possible ways of handling the ensuing problems of inference.The author would like to thank members of the Psychology Department at UWA for references on the illustrative example, namely the effects of sex-stereotyping on achievements in mathematics; thanks are also due to the anonymous reviewers whose comments resulted in material improvements to the paper.     

The effect of COVID-19 on home advantage in high- and low-stake situations: Evidence from the European national football competitions

The Covid-19 pandemic has significantly altered the way sporting events are observed. With the absence or limited presence of spectators in stadiums, the traditional advantage enjoyed by home teams has diminished considerably. This underscores the notion that the support of home fans can often be considered a key factor of the home advantage (HA) phenomenon, wherein teams perform better in front of their own supporters. However, the impact of reduced attendance on games with higher stakes, as opposed to low-stakes friendly matches, remains uncertain. In this study, we investigate the recently concluded European football championship (EURO 20), wherein several teams had the advantage of playing at home in high-stakes games with only one-third of the stadium capacity filled. Firstly, we demonstrate that the Covid-19 restrictions, leading to reduced fan attendance, resulted in a nearly 50% decrease in HA compared to the HA exhibited by the same teams during the qualification stage preceding EURO 20, even after accounting for team strength. Secondly, we show that while low-stakes friendly matches generally exhibit a smaller overall HA compared to high-stakes games, the absence of fans led to a similar reduction in HA during the low-stakes matches. Utilizing the recently developed Home Advantage Mediated (HAM) model (Bilalić, Gula, & Vaci, 2021, Scientific Reports, 21558), we were able to attribute the reduction in both high- and low-stakes games to poorer team performance, with no significant contribution from referee bias.     

The significance of unusual acts in sexual homicide

In addition to being an unusual form of crime, sexual homicide (SH) sometimes includes unusual crime scene behaviours, such as carving on the victim, evisceration (i.e., removal of internal organs), skinning the victim, cannibalism and vampirism. The current study investigates these unusual crime scene behaviours to better understand their meaning as well as to explore whether such behaviours are associated with a specific crime-commission process. Using a sample of 762 SH cases, the study uses a combination of chi-square and stepwise forward logistic regression analyses to identify the differences between cases with and without unusual acts. Findings reveal that SH cases with unusual acts present a specific crime-commission process. This crime-commission process is characterised by a greater level of sadism—as demonstrated by the presence of mutilation and foreign object insertion—as well as a greater level of organisation from the selection of a contact location where the risk of being seen or heard was low. These findings provide a better understanding of these behaviours and could help investigators facing such cases.     

Self-control: An integrative framework

Research on self-control has flourished within the last two decades, with many researchers trying to answer one of the most fundamental questions regarding human behaviour—how do we successfully regulate desires in the pursuit of long-term goals? While recent research has focused on different strategies to enhance self-control success, we still know very little about how strategies are implemented or where the need for self-control comes from in the first place. Drawing from parallel fields (e.g., emotion regulation, health) and other theories of self-regulation, we propose an integrative framework that describes self-control as a dynamic, multi-stage process that unfolds over time. In this review, we first provide an overview of this framework, which poses three stages of regulation: the identification of the need for self-control, the selection of strategies to regulate temptations, and the implementation of chosen strategies. These regulatory stages are then flexibly monitored over time. We then expand this framework by outlining a series of growth points to guide future research. By bridging across theories and disciplines, the present framework improves our understanding of how self-control unfolds in everyday life.     

Schizophrenia and indeterminacy: The problem of validity

The paper attempts to account for the confusion over the validity of the concept of schizophrenia in terms of two closely related aspects of conceptual indeterminacy. Firstly, it is identified on the basis of a breakdown in intelligibility, but what constitutes such a breakdown is indeterminate. Secondly, the concept sits between the categories of natural disease or illness on the one hand, and character trait or moral failing or gift on the other. This entails an indeterminacy in attempting to define the role that physiological explanation could have. Light may be thrown on the concept by exploring a distinction between a life story in which the schizophrenic condition emerges as the conclusion of the story and a causal process in which the condition is the end result or final consequence.     

Analyzing sequential categorical data: Individual variation in markov chains

Markov chains are probabilistic models for sequences of categorical events, with applications throughout scientific psychology. This paper provides a method for anlayzing data consisting of event sequences and covariate observations. It is assumed that each sequence is a Markov process characterized by a distinct transition probability matrix. The objective is to use the covariate data to explain differences between individuals in the transition probability matrices characterizing their sequential data. The elements of the transition probability matrices are written as functions of a vector of latent variables, with variation in the latent variables explained through a multivariate regression on the covariates. The regression is estimated using the EM algorithm, and requires the numerical calculation of a multivariate integral. An example using simulated cognitive developmental data is presented, which shows that the estimation of individual variation in the parameters of a probability model may have substantial theoretical importance, even when individual differences are not the focus of the investigator's concerns.Research contributing to this article was supported by B.R.S. Subgrant 5-35345 from the University of Virginia. I thank the DADA Group, Bill Fabricius, Don Hartmann, William Griffin, Jack McArdle, Ivo Molenaar, Ronald Schoenberg, Simon Tavaré, and several anonymous reviewers for their discussion of these points.