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  • 1
    Electronic Resource
    Electronic Resource
    Public Self-Disclosure and Speaker Persuasiveness (1985)
    Oxford, UK : Blackwell Publishing Ltd
    Journal of applied social psychology 15 (1985), S. 0 
    Details
    ISSN: 1559-1816
    Source: Blackwell Publishing Journal Backfiles 1879-2005
    Topics: Psychology
    Notes: Two experiments were conducted to examine the conclusion of several rhetorical critics that intimate self-disclosure by high-ranking officials will be viewed by an audience as inappropriate and will result in lowered speaker persuasiveness. In Experiment 1 college students viewed a videotape of a speaker described as either a member of an oratory club, a candidate for Congress, or a congressman. Half of the subjects heard a speech in which the speaker revealed some intimate information about himself. Little disclosure was included in the other speech. It was found that the greater the prestige of the speaker, the more self-disclosure was seen as inappropriate. The audience was least likely to be persuaded by the speaker when he was perceived as a congressman who had disclosed personal information. This effect was replicated in Experiment 2, where individual differences in the audience members' l]evels of perceptiveness about disclosure appre priateness were examined. No significant effects for this individual difference variable were uncovered.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1111/j.1559-1816.1985.tb02341.x
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    Paper (German National Licenses)
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  • 2
    Electronic Resource
    Electronic Resource
    Raising the Price of Agreement: Public Commitment and the Lowball Compliance Procedure (2003)
    Oxford, UK : Blackwell Publishing Ltd
    Journal of applied social psychology 33 (2003), S. 0 
    Details
    ISSN: 1559-1816
    Source: Blackwell Publishing Journal Backfiles 1879-2005
    Topics: Psychology
    Notes: Three studies examined the effect on compliance when a requester raises the price of the request. Participants in Experiment 1 were told that they would receive a free coffee mug for donating money to a fundraiser but were interrupted before they could respond and were told that the fundraisers were out of mugs. These participants were less likely to donate money than a group told nothing about the mugs. Experiments 2 and 3 compared this interruption procedure with the lowball procedure, which also uses a small-to-large price progression. The results from these two studies indicate that allowing people to respond to the initial price is critical for producing the lowball effect. Without a statement of public commitment, the small-to-large price progression led to a decrease rather than an increase in compliance relative to a control group.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1111/j.1559-1816.2003.tb01931.x
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    Paper (German National Licenses)
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  • 3
    Electronic Resource
    Electronic Resource
    When Manipulation Backfires: The Effects of Time Delay and Requester on the Foot-in-the-Door Technique (1999)
    Oxford, UK : Blackwell Publishing Ltd
    Journal of applied social psychology 29 (1999), S. 0 
    Details
    ISSN: 1559-1816
    Source: Blackwell Publishing Journal Backfiles 1879-2005
    Topics: Psychology
    Notes: We examined the effects of 2 variables on compliance rates within the foot-in-the-door procedure. Participants who agreed to a small request were presented with a larger request either immediately after the first request or 2 days later. The second request was presented either by the same person or by a different requester. Compared to a control group receiving only the large request, participants were more likely to agree to the second request in all experimental conditions except one. When the same requester presented the second request without delay, participants were less likely than the control group to agree to the target request. This latter condition represents a situation in which typical foot-in-the-door procedures can backfire on the requester.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1111/j.1559-1816.1999.tb01382.x
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  • 4
    Electronic Resource
    Electronic Resource
    PERSONALITY CHARACTERISTICS OF JOB APPLICANTS AND SUCCESS IN SCREENING INTERVIEWS (1998)
    Oxford, UK : Blackwell Publishing Ltd
    Personnel psychology 51 (1998), S. 0 
    Details
    ISSN: 1744-6570
    Source: Blackwell Publishing Journal Backfiles 1879-2005
    Topics: Psychology
    Notes: Although there is substantial evidence that personality constructs are valid predictors of job performance, there is less systematic evidence of how personality characteristics relate to success in the interviewing process. Measures of the Big Five personality markers were obtained from a sample of graduating college seniors (n= 83) who were engaged in a job search. At a later time these students reported the strategies used in the job search and success in generating follow-up interviews and job offers. Extraversion, Openness to Experience, and Conscientiousness were positively related to the use of social sources (e.g., talking to others) to prepare for interviews. Conscientiousness was positively related to the use of non-social preparation. Use of social sources for preparation for initial interviews was positively related to the likelihood of receiving follow-up interviews and job offers. The results suggest that personality is related to interviewee's success in part through actions taken well before the interviewing process begins and in part through the interviewers' inferences of the applicants' personality during the interview.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1111/j.1744-6570.1998.tb00718.x
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    Paper (German National Licenses)
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  • 5
    Electronic Resource
    Electronic Resource
    Desire for control, locus of control, and proneness to depression (1984)
    Oxford, UK : Blackwell Publishing Ltd
    Journal of personality 52 (1984), S. 0 
    Details
    ISSN: 1467-6494
    Source: Blackwell Publishing Journal Backfiles 1879-2005
    Topics: Psychology
    Notes: Two personality constructs, desire for control and locus of control, were related to depression among college students. Measures of levels of depression, desire for control, and locus of control were taken from subjects. Approximately six months later 71% of these subjects returned a questionnaire concerning their experiences with depression during that six-month period. It was found that locus of control scores, particularly the extent to which subjects perceived that their lives were controlled by chance, were significantly related to the depression levels. It was also found that high desire for control subjects who held external perceptions of control were most likely to seek nonprofessional help for depression. In addition, high desire for control subjects who perceived their lives as generally controlled by chance were most likely to have suicidal thoughts. The results are interpreted in terms of a general style that may promote a proneness to depression for certain individuals.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1111/j.1467-6494.1984.tb00551.x
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    Paper (German National Licenses)
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  • 6
    Electronic Resource
    Electronic Resource
    Desire for Control and the Use of Attribution Processes (1988)
    Oxford, UK : Blackwell Publishing Ltd
    Journal of personality 56 (1988), S. 0 
    Details
    ISSN: 1467-6494
    Source: Blackwell Publishing Journal Backfiles 1879-2005
    Topics: Psychology
    Notes: The hypothesis that people engage in attribution processes to obtain a sense of control was tested In each of three experiments, subjects identified on an individual difference measure as high in a general desire for control (DC) were found to engage in attnbution processes more than subjects low in desire for control In Experiment 1, high-DC subjects were more likely to utilize attributionally relevant information when describing the cause of a writer's behavior than were low-DC subjects High-DC subjects in Experiment 2 were more likely to ask attribution questions about hypothetical events than were low-DC subjects In Expenment 3, high-DC subjects gave more attributions for their performance on a test than did low-DC subjects The findings are interpreted as support for the control motivation explanation for why people engage in attribution processes
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1111/j.1467-6494.1988.tb00901.x
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    Paper (German National Licenses)
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  • 7
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    A Content Analysis of Sexual Themes in "Playboy" Cartoons (1987)
    New York, N.Y. : Periodicals Archive Online (PAO)
    Sex Roles. 17:3/4 (1987:Aug.) 179 
    Details
    ISSN: 0360-0025
    Topics: Archaeology
    URL: http://gateway.proquest.com/openurl?url_ver=Z39.88-2004&res_dat=xri:pao:&rft_dat=xri:pao:article:v531-1987-017-03-000005
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    Paper (German National Licenses)
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  • 8
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    Changes in Desire for Control over Time: Gender Differences in a Ten-Year Longitudinal Study (1994)
    New York, N.Y. : Periodicals Archive Online (PAO)
    Sex Roles. 31:7/8 (1994:Oct.) 465 
    Details
    ISSN: 0360-0025
    Topics: Archaeology
    URL: http://gateway.proquest.com/openurl?url_ver=Z39.88-2004&res_dat=xri:pao:&rft_dat=xri:pao:article:v531-1994-031-07-000005
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    Paper (German National Licenses)
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  • 9
    Electronic Resource
    Electronic Resource
    Changes in desire for control over time: Gender differences in a ten-year longitudinal study (1994)
    Springer
    Sex roles 31 (1994), S. 465-472 
    Details
    ISSN: 1573-2762
    Source: Springer Online Journal Archives 1860-2000
    Topics: Sociology
    Notes: Abstract Undergraduate students from a predominantly white middle class student body who were administered the Desirability of Control Scale in 1980 completed the scale again in 1990. Males scored significantly higher on the scale than females, indicating a higher desire for control, in the initial sample. The males' scores did not differ significantly over the ten-year period. However, the female subjects' scores increased over the course of the decade to a point not significantly different from that of the males. Possible explanations of this effect concern changes in gender role expectations in the 1980's and changes in the women's preference for control following school and career experiences.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1007/BF01544201
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  • 10
    Electronic Resource
    Electronic Resource
    A content analysis of sexual themes in Playboy cartoons (1987)
    Springer
    Sex roles 17 (1987), S. 179-186 
    Details
    ISSN: 1573-2762
    Source: Springer Online Journal Archives 1860-2000
    Topics: Sociology
    Notes: Abstract Critics of pornography have argued that the way men and women are portrayed in these media create images that can result in harmful gender socialization. The cartoons from all 1985 issues of Playboy were coded for the presence or absence of four themes that have been identified by these critics. It was found that, when these themes appeared, women were more often the victim of sexual coercion, were more often depicted as sexually naive and childlike, and were more often shown with a more attractive body than were the men in the cartoons.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1007/BF00287624
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