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This study investigated the relationship between environmental uncertainty and social value orientation in a replenishable resource dilemma paradigm. One hundred seventy-two undergraduates harvested units from a common resource pool over 20 trials. Two levels of social value orientation...
We examined whether the discrete, other-directed emotions of anger and compassion exert a greater influence on negotiations than mood. Drawing on cognitive appraisal theories of emotion, we specifically tested whether negotiators who felt high anger and low compassion for each other would (1)...
Many of us believe that, after writing about a subject, we understand it more deeply. Studies in education indicate that writing does indeed enhance comprehension. Three experiments examined whether similar “exposition effects” exist for decision making. In these experiments, subjects were...
In the Analytic Hierarchy Process (AHP), decision makers make pairwise comparisons of alternatives and criteria. The AHP allows to make these pairwise comparisons verbally or numerically. Although verbal statements are intuitively attractive for preference elicitation, there is overwhelming...
In this paper, we study the effect of the elimination of items from a scale so that only those items that correlate highly are chosen. Using a simulation, we estimate the impact on Cronbach's alpha as a function of the total number of items in a scale, the number of items chosen, the true...
We all face resource-allocation tasks, yet little is known about how people make resource-allocation decisions. Three earlier papers (Langholtz, Gettys, & Foote, 1993, 1994, 1995) established that people can intuitively solve technical two-dimensional resource-allocation problems, where...
Subjects playing the role of psychiatrists (actors) engaged in a simulated medical decision-making task in which they attempted to bring the value of a patient indicator variable into a desired range. For each treatment recommended by the actor, both the actor and an observer subject playing the...
This paper extends research on factors influencing effective communication in diverse groups. The effects of social group membership on attention and influence were examined using 17 groups of three men and three women. Each group discussed a controversial topic face-to-face or using either an...
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