Behavioral Outcome Variables Research Articles

Do customer relationships mitigate or amplify failure responses?

Service failures can have a damaging impact on company profitability. Prior research demonstrates that robust relationships with customers may mitigate the negative impact of a service failure on behavioral outcome variables, such as repatronage intentions and word-of-mouth. Yet other research finds that customer relationships may actually intensify this negative impact on word-of-mouth and complaining. In earlier research, customers' relationships with service marketers are conceptualized as a uni-dimensional construct ranging from a low level of intensity to high intensity. This research demonstrates that a two-dimensional conceptualization of customers' relationships with service marketers—the Personality-Relatedness and Reciprocity (PRR) framework (Kaltcheva and Parasuraman, 2009)—can account for the seemingly discrepant results in the literature. This article leads to the formulation of a framework—the PRR-Failure Control framework—that links customer relationship strategies to failure control solutions.

Actions Can Speak as Loud as Words: Measuring Behavior in Psychological Science

AbstractIt has been argued that there is a growing trend in personality and social psychological science concerning the preference of self‐report measures over the use of direct observations of behavior for the outcome variables of interest. Augmenting the use of self‐reports with measures of behavior helps achieve methodological pluralism that allows researchers to triangulate on the phenomenon of interest and have increased confidence in understanding the phenomenon. To facilitate this process, we discuss a sample of social psychological and personality studies published during APA’s ‘Decade of Behavior’ that use straightforward and innovative ways of measuring behavioral outcome variables. Specifically, we identify three different strategies for incorporating behavior in a study: behavioral traces, behavioral observations, and behavioral choice. In each case, we show how measures of behavior complement self‐report measures. By making a conscientious effort to include more behavior measures in our research, we can broaden the appeal of psychological science by enhancing our understanding of the causes and antecedents of human behavior.

Are Eating Disorder Prevention Programs Effective?

Abstract Reference Citation: Cororve Fingeret M, Warren CS, Cepeda-Benito A, Gleaves DH. Eating disorder prevention research: a meta-analysis. Eat Disord. 2006;14(3):191–213. Clinical Questions: (1...

Neurofeedback for Children with ADHD: A Comparison of SCP and Theta/Beta Protocols

Behavioral and cognitive improvements in children with ADHD have been consistently reported after neurofeedback-treatment. However, neurofeedback has not been commonly accepted as a treatment for ADHD. This study addresses previous methodological shortcomings while comparing a neurofeedback-training of Theta-Beta frequencies and training of slow cortical potentials (SCPs). The study aimed at answering (a) whether patients were able to demonstrate learning of cortical self-regulation, (b) if treatment leads to an improvement in cognition and behavior and (c) if the two experimental groups differ in cognitive and behavioral outcome variables. SCP participants were trained to produce positive and negative SCP-shifts while the Theta/Beta participants were trained to suppress Theta (4-8 Hz) while increasing Beta (12-20 Hz). Participants were blind to group assignment. Assessment included potentially confounding variables. Each group was comprised of 19 children with ADHD (aged 8-13 years). The treatment procedure consisted of three phases of 10 sessions each. Both groups were able to intentionally regulate cortical activity and improved in attention and IQ. Parents and teachers reported significant behavioral and cognitive improvements. Clinical effects for both groups remained stable six months after treatment. Groups did not differ in behavioural or cognitive outcome.

An Exploratory Study about Inaccuracy and Invalidity in Adolescent Self-Report Surveys

Using Add Health data, the authors provide evidence that some adolescents gave inaccurate and/or invalid responses on a self-administered questionnaire. Further analyses show that these adolescents were much more likely to report extreme levels on psychosocial and behavioral outcome variables. A distinction was made between inaccurate responders (e.g., inaccurate/false responses due to carelessness or confusion) and jokesters (e.g., intentional false responses). The findings show that the jokesters showed considerably more pronounced distorting effects on some psychosocial and behavioral outcome variables than the inaccurate responders did. The authors suggest that although this jokester effect may not seriously bias the results in studies that focus on large groups, for research focusing on some special subgroups (e.g., adoption groups, immigrant groups, disability groups), this effect could pose a serious challenge for the validity of research findings.

Predicting customer retention and profitability by using random forests and regression forests techniques

In an era of strong customer relationship management (CRM) emphasis, firms strive to build valuable relationships with their existing customer base. In this study, we attempt to better understand three important measures of customer outcome: next buy, partial-defection and customers' profitability evolution. By means of random forests techniques we investigate a broad set of explanatory variables, including past customer behavior, observed customer heterogeneity and some typical variables related to intermediaries. We analyze a real-life sample of 100,000 customers taken from the data warehouse of a large European financial services company. Two types of random forests techniques are employed to analyze the data: random forests are used for binary classification, whereas regression forests are applied for the models with linear dependent variables. Our research findings demonstrate that both random forests techniques provide better fit for the estimation and validation sample compared to ordinary linear regression and logistic regression models. Furthermore, we find evidence that the same set of variables have a different impact on buying versus defection versus profitability behavior. Our findings suggest that past customer behavior is more important to generate repeat purchasing and favorable profitability evolutions, while the intermediary's role has a greater impact on the customers' defection proneness. Finally, our results demonstrate the benefits of analyzing different customer outcome variables simultaneously, since an extended investigation of the next buy-partial-defection-customer profitability triad indicates that one cannot fully understand a particular outcome without understanding the other related behavioral outcome variables.

Behavioral outcomes from online auctions: reserve price, reserve disclosure, and initial bidding influences in the decision process

This study presents a conceptual model of the online auction consumer decision process and empirically tests some of the model relationships by using an experimental design. The factorial design used a combination of reserve price, reserve disclosure, and initial bidding as treatments to impact two behavioral outcome variables: final price sold and auction interest. The data were gathered via a real existing online auction site where products were auctioned, recreating a true market-based environment. The key finding is that having a $1 reserve price that is disclosed is the optimal strategy to adopt when selling goods in an online auction, if the goal of the seller is to maximize sale price and auction interest. The findings of this research provide insight into how and to what degree these factors influence the dependent variables, ultimately providing online auction hosts and sellers with possible methods for maximizing their potential income from online auctions. This research contributes in synthesizing the developed theories underlying traditional “in person” auctions, with the emerging and rapidly growing medium of online auctions.

PROTOCOL: The Effects of School‐based Social Information Processing Interventions on Aggressive Behavior

PROTOCOL: The Effects of School‐based Social Information Processing Interventions on Aggressive Behavior

Questionnaire and Interview Inconsistencies Exaggerated Differences Between Adopted and Non-Adopted Adolescents in a National Sample

ABSTRACT In a series of adoption-related studies using the Add Health data sets, discrepancies were observed between the Add Health In-school Questionnaire and the In-home Interview data sets in the com-Address correspondence to: Xitao Fan, Curry School of Education, University of Virginia, 405 Emmet Street South, Charlottesville, VA 22903 (E-mail: xfan@virginia.edu). parisons between adoptees and non-adoptees on a group of behavioral and psychosocial outcome variables. Detailed analyses led to our identification of a group of adolescents who were likely to have mischievously or dishonestly identified themselves as “adoptees” when in fact they were not. This group also appeared to have provided extreme responses on questions about delinquent behaviors. The evidence suggests that, as a result of the extreme responses of this group, the previously reported differences between the adopted and non-adopted groups in our article in Child Development(Miller et al., 2000) may have been substantially overstated. Substantive implications of these findings are discussed.

An Investigation of Post-Acquisition Satisfaction with the Merger

This article explores post-acquisition attitudes and behaviors and the impact of merger satisfaction on attitudinal and behavioral outcome variables. The sample for the study comprises 2,845 employees in one division of a large manufacturing company. Results show significant differences in merger satisfaction both within and between acquiring firm and acquired firm employees. Level of individual satisfaction with a merger was also found to be strongly associated with several key attitudinal and demographic variables, including satisfaction with supervision, satisfaction with career future and company identification, communication with top management, agreement with the acquiring company's mission statement, turnover intent, and union status.

Neurological soft signs in childhood do not predict neuropsychological dysfunction in adulthood

So‐called “soft signs,” such as inadequacies of balance and coordination, and difficulties in the execution of fine‐motor imitative movements, have been used as nonspecific markers of subclinical neurological deficits, but their prognostic utility has not been empirically established. Using a long‐term longitudinal design and an extensive set of cognitive and behavioral outcome variables, including comprehensive neuropsychological testing, we studied 38 male subjects who were evaluated as children for problems with overactivity, aggression, academic performance, or a combination of these. Five‐point ratings of the presence and severity of soft signs from 1 (no indication) to 5 (very strong indication) obtained at the childhood assessment were used to divide the subjects into low (score 2) soft‐sign groups. The subjects were evaluated comprehensively as adults (21 to 23 years old) with respect to psychiatric, behavioral, educational, vocational, intellectual, and neuropsychological out...

Individually administered videotape parent training: ?who benefits??

One-hundred families with young conduct problem children were randomly assigned to either an individually administered videotape modeling parent training program (IVM) or to a waiting-list control group. Results immediately posttreatment indicated that treated parents reported using significantly less physical discipline and perceived improvements in their children's behavior problems compared with untreated control parents. During home observations, treated parents exhibited significant changes in at least two of the four behavior outcome variables in their interactions with their children compared with untreated parent—child interactions. One year later, these changes were maintained and the children continued to improve. Correlational analyses indicated that, for treated families, single mother status, maternal depression, and mother's mental age were significantly correlated with at least two of the four mother outcome variables at both posttreatment assessments. A 1-year followup social class was significantly correlated with more critical mother behaviors and increased child deviance. For fathers, analyses indicated that high negative life stress and father depression was correlated with more negative father perceptions of child adjustment and increased child deviance at immediate posttreatment. At 1-year followup only father mental age was correlated with teacher perceptions of child behavior problems. The data support the general effectiveness of the IVM program but caution its use as the sole treatment with highly stressed families.

Relationship between behavioral marital therapy outcome and process variables.

This study was conducted to identify therapist and client behaviors associated with a positive response to social learning-based behavioral marital therapy. A sample of 32 couples receiving treatment was examined. Immediately after each therapy session, the therapist, husband, and wife independently completed process rating forms that measured therapist and client behaviors during the session. Composite scales, derived from these ratings, were entered into multiple regression equations to examine their relationship with posttherapy marital satisfaction. After controlling for pretherapy marital satisfaction and the other predictor variables, therapists', husbands', and wives' ratings of positive client behavior (i.e., collaboration, active participation, and homework compliance) were positively associated with therapy outcome. Implications for marital therapy and suggestions for future research are discussed.

Relationship between behavioral marital therapy outcome and process variables.

This study was conducted to identify therapist and client behaviors associated with a positive response to social learning-based behavioral marital therapy. A sample of 32 couples receiving treatment was examined. Immediately after each therapy session, the therapist, husband, and wife independently completed process rating forms that measured therapist and client behaviors during the session. Composite scales, derived from these ratings, were entered into multiple regression equations to examine their relationship with posttherapy marital satisfaction. After controlling for pretherapy marital satisfaction and the other predictor variables, therapists', husbands', and wives' ratings of positive client behavior (i.e., collaboration, active participation, and homework compliance) were positively associated with therapy outcome. Implications for marital therapy and suggestions for future research are discussed.

Career events, communication activities, and working hours investment among research and development employees

Communication activities and the weekly working hour investment are analyzed for employees who experienced one of the following career events; reaching a career plateau, organizational entry, or internal job change. Using questionnaire data from a sample of 140 R and D professionals, new hires are found to be less well integrated into communication networks than job changers, who work longer hours than both plateaus and new hires. Career events frequently moderate relationships between studied behavioral variables and outcome variables. Findings are discussed in terms of personal needs and situational opportunities for communication activities coinciding with various career events, and the implications for effective R and D management.

The influence of “the body owner's program” on ten-year-olds' food beliefs

We measured the food beliefs of 519 South Australian ten-year-olds before and after they took part in a large nutrition and physical education program that was designed to evaluate the effects of either self-monitoring or health-information dissemination, or a combination of these two teaching strategies on large sets of cognitive, behavioral, and biomedical outcome variables. Multivariate analysis of the data revealed that the children's food beliefs could be represented by two mutually independent components: a “healthiness” versus “sweet-fattening” dimension and a sensory-evaluation dimension. These cognitive structures were highly stable during the duration of the study (six months). The greatest change occurred in the beliefs of the self-monitoring plus health-information treatment group. Specifically, at the end of the project these children applied the concept “gives you energy” more appropriately than previously. We discuss the relevance of the findings to nutrition education.

Parental Care in an Ecological Perspective: A Quantitative Analysis of Avian Subfamilies

The contribution of the male to the care of the young varies greatly within the class Aves. In this paper we use canonical correlation analysis to provide a quantitative framework for assessing the ecological and life history correlates of male involvement in five parental activities. The avian subfamily was used as the unit of analysis. Data were obtained from the existing literature. Four significant dimensions of relationship between the behavioral outcome variables and the ecological/life history predictors emerged from the analysis. Together, these dimensions accounted for 38% of the variability in the five paternal behaviors. The analysis indicated that the most powerful predictors of paternal behavior include mode of development, mating system, certain habitat characteristics, and clutch weight as a percentage of female body weight. The approach described here makes it possible to conduct formal quantitative tests of specific hypotheses widely discussed in the literature and to explore the existing data for important relationships that may have been overlooked in earlier work. The model also generates predictions about the behavior, ecology and life history of taxonomic groups about which little is currently known.

Family-Infant Congruence: Routines and Rhythmicity in Family Adaptations to a Young Infant

SPRUNGER, LEWIS W.; BOYCE, W. THOMAS; and GAINES, JOHN A. Family-Infant Congruence: Routines and Rhythmicity in Family Adaptations to a Young Infant. CHILI) DEVELOPMENT, 1985, 56, 564-572. Previous work suggests that the degree of match or congruence between the behavioral characteristics of infants and their families may significantly influence the nature of their interactions and the success of their mutual adaptation. We examined this hypothesis in a crosssectional study. of infant-family congruence on 1 behavioral measure: the degree of rhythmicity, defined for both infants and families as the extent of predictable regularity in ongoing daily life. Questionnaires sampling demographic, behavioral, and adaptive outcome variables were completed by 285 mothers who had infants ranging in age from 2 to 13 months and who had at least 1 other child. Infant rhythmicity was measured using the Perception of Baby Temperament Scale, and family rhythmicity was assessed with the Family Routines Inventory. Multivariate analyses confirmed that the level of congruence between infant and famnily rhythmicity was significantly associated with mothers' perceptions of overall family adjustment, controlling for other, potentially confounding independent variables. Results are discussed in the context of prior studies examining goodness-of-fit between the characteristics of children and their caregivers.

Biopsychosocial studies on cutaneous malignant melanoma: Psychosocial factors associated with prognostic indicators, progression, psychophysiology and tumor-host response

A series of seven studies investigating biopsychosocial aspects of cutaneous malignant melanoma were conducted by a multidisplinary group of researchers at the University of California, San Francisco. Two studies investigated the relationship of variables derived from a videotaped psychosocial interview and from self-report measures, and two histopathologic indicators: tumor thickness and level of invasion. Associations of psychosocial variables to prognostic indicators were stronger within the younger vs the older subject group. In a multiple regression analysis, patient delay in seeking medical attention emerged as the most significant variable predicting tumor thickness. A study of factors related to patient delay found longer delays in patients who had lesions on the back, less previous knowledge of melanoma, less understanding of its treatment and less minimization of its seriousness. Another study compared the repressive coping reactions—defined as the discrepancy between reported anxiety and that reflected in electrodermal activity—in melanoma patients, cardiovascular disease patients and disease-free controls. The melanoma group was significantly more ‘repressed’ on the combined self-report/physiological measure, as well as on other self-report measures of repressiveness. In order to investigate the relationship of psychosocial factors to more disease-relevant physiological variables, the next study focused on two clinical variables significantly predictive of disease outcome: mitotic rate of the tumor and lymphocytes at tumor site. Emotional expression of sadness and anger, rated from the videotaped interviews, was positively correlated with tumor-specific host-response factors and negatively correlated with mitotic rate. In another study, subjects who had died or had disease progression were matched on the basis of tumor and demographic characteristics with subjects who had no evidence of disease by follow-up. The unfavorable outcome group had higher scores on self-report scales of dysophoric emotion and distress which were administered one to three years previously. An experimental investigation of relationships among behavioral, physiological and tumor outcome variables in the Syrian hamster found that general activity was correlated positively with greater tumor growth following induction. These results were compared to those from the preceeding two human studies, and discussed in terms of a stress-arousal-coping model.

Undermanning Theory and the Workplace

Undermanning theory has been identified as a useful tool for organizational and community psychologists. The research described here demonstrated the utility of this theory in two ways. First, it examined the applicability of undermanning theory to work settings. A model of causal relationships among the number of employees in a setting, setting claim, and several attitudinal and behavioral outcome variables was presented and tested using path analysis. The results provided support for the generalizability of undermanning theory and illuminated important linkages between setting claim and more traditional variables of interest to organizational psychologists, such as job satisfaction and organizational identification. Second, this research examined relationships among social support, sharing grievances, and other outcome measures in small and large work settings. These findings indicated that social support may be a mediating process in the relationship between setting size and employee attitudes and behavior.