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Why don't women ask?: a mixed method analysis of gender and the propensity to initiate a negotiation
Description
Scholars have contemplated gender differences in negotiations for a number of years. Recently, attention has been directed to the early stages of a negotiation, particularly the propensity to initiate a negotiation. Indeed, there is evidence that men are significantly more likely than women to initiate a negotiation (Small, Gelfand, Babcock, & Gettman, 2007). In an effort to unpack these findings, the present mixed method study partially replicates the quantitative lab study by Small and her colleagues (2007) to explore gender differences and then extends this work with qualitative interviews to examine the rationales underlying the propensity to negotiate. In the quantitative phase of this study, undergraduate students were invited to complete a task in which they could earn between $3 and $10 in addition to course extra credit. All participants were offered $3 and could earn up to $10 if they initiated a negotiation for more money. The qualitative phase of this study included follow-up qualitative interviews to explore the reasons women and men chose to initiate or avoid a negotiation. Quantitative results demonstrate no significant gender differences in the propensity to negotiate. However, qualitative findings reveal trends suggesting that women maintained higher evaluations of money but lower probabilities of attaining more money during the negotiation. Findings support that clear gender differences exist with regard to perceived risks and the value in the decision to negotiate. Thus, findings suggest that gender differences in the propensity to negotiate are more complex than which can be quantitatively measured using a simple ask-no ask dichotomy.
ContributorsLeier, Cassaundra Renee (Author) / Alberts, Jess (Thesis advisor) / Miller, Katherine (Committee member) / Hinshaw, Art (Committee member) / Arizona State University (Publisher)
Created2015
Description
Intermittent social defeat stress produces vulnerability to drugs of abuse, a phenomena known as cross-sensitization, which is proceeded by a corresponding upregulation of ventral tegmental area (VTA) mu-opioid receptors (MORs). Since VTA MORs are implicated in the expression of psychostimulant sensitization, they may also mediate social stress-induced vulnerability to drugs of abuse. Social stress and drugs of abuse increase mesolimbic brain-derived neurotrophic factor (BDNF) signaling with its receptor, tropomyosin-related kinase B (TrkB). These studies examined whether VTA MOR signaling is important for the behavioral and cellular consequences of social stress. First, the function of VTA MORs in the behavioral consequences of intermittent social defeat stress was investigated. Lentivirus-mediated knockdown of VTA MORs prevented social stress-induced cross-sensitization, as well as stress-induced social avoidance and weight gain deficits. Next it was examined whether VTA MOR expression is critical for stress-induced alterations in the mesocorticolimbic circuit. At the time cross-sensitization was known to occur, lentivirus-mediated knockdown of VTA MORs prevented stress-induced increases in VTA BDNF and its receptor, TrkB in the nucleus accumbens (NAc), and attenuated NAc expression of delta FosB. There was no effect of either stress or virus on BDNF expression in the prefrontal cortex. Since social stress-induced upregulation of VTA MORs is necessary for consequences of social stress, next activity dependent changes in AKT, a downstream target of MOR stimulation associated with sensitization to psychostimulant drugs, were investigated. Using fluorescent immunohistochemical double labeling for the active form of AKT (pAKT) and markers of either GABA or dopamine neurons in the VTA, it was determined that social stress significantly increased the expression of pAKT in GABA, but not dopamine neurons, and that this effect was dependent on VTA MOR expression. Moreover, intra-VTA inhibition of pAKT during stress prevented stress-induced weight gain deficits, while acute inhibition of VTA pAKT blocked the expression of cross-sensitization in subjects that had previously exhibited sensitized locomotor activity. Together these results suggest that social stress upregulates MORs on VTA GABA neurons, resulting in AKT phosphorylation, and that increased VTA MOR-pAKT signaling may represent a novel therapeutic target for the intervention of substance abuse disorders.
ContributorsJohnston, Caitlin (Author) / Hammer, Ronald P. (Thesis advisor) / Nikulina, Ella M. (Thesis advisor) / Neisewander, Janet L. (Committee member) / Wu, Jie (Committee member) / Olive, Michael F. (Committee member) / Arizona State University (Publisher)
Created2015
Description
Protectors who do harm are often punished more severely because their crime is perceived as a betrayal of trust. Two experiments test whether this will generalize to protectors who incur harm while serving in their protective role, and if not, whether collective guilt for the harm they suffered provides an explanation. Study 1 tested competing hypotheses that a veteran (versus civilian) with PTSD would be punished either more harshly because of the trust betrayal, or more leniently because of increased guilt about the harm the veteran suffered during war. Men and women were both more lenient toward a veteran (versus civilian) but this effect was mediated by collective guilt only among men. In Study 2, guilt inductions increased leniency among participants less likely to classify the veteran as an in-group member (women, low national identifiers), but not in those who are more likely to classify the veteran as an in-group member (men, high national identifiers), who were lenient without any guilt inductions.
ContributorsJay, Alexander Charles (Author) / Salerno, Jessica M (Thesis advisor) / Schweitzer, Nicholas (Committee member) / Hall, Deborah (Committee member) / Arizona State University (Publisher)
Created2015
Description
Attachment relationships serve a variety of important functions for infants and adults. Despite the importance of attachment relationships in adults, the mechanisms that underlie the formation or maintenance of these kinds of relationships outside of romantic relationships remains chronically understudied. The current research investigated whether the mechanism of synchrony, which is associated with attachment formation in the parent-infant literature, may still be tied to attachment in adults. To measure this association, these studies showed participants videos to prime synchrony, and then measured activation of attachment concepts in a word completion task. The results of Experiment 1 showed that attachment style moderated the effects of the video prime such that those who were securely attached showed activation of attachment concepts while watching the Synchrony video. Those with a preoccupied attachment style showed activation of attachment concepts when they viewed the Asynchrony video. Those with a dismissive attachment style showed an unhypothesized activation of social distance concepts when viewing the Synchrony video. Experiment 2 suggested an overall effect of the Synchrony video on activation of attachment concepts. However, there was no effect of attachment style on these results. Limits of these studies and future directions are discussed.
ContributorsYee, Claire Ida (Author) / Shiota, Michelle L (Thesis advisor) / Neuberg, Steven L. (Committee member) / Kenrick, Douglas T. (Committee member) / Glenberg, Arthur (Committee member) / Arizona State University (Publisher)
Created2015
Description
An emerging literature on the relation between memory and importance has shown that people are able to selectively remember information that is more, relative to less important. Researchers in this field have operationalized importance by assigning value to the different information that participants are asked to study and remember. In the present investigation I developed two experiments, using a slightly altered value-directed-remembering (VDR) paradigm, to investigate whether and how value modifies the dynamics of memory organization and search. Moreover, I asked participants to perform a surprise final free recall task in order to examine the effects of value in the recall dynamics of final free recall. In Experiment 1, I compared the recall dynamics of delayed and final free recall between a control and a value condition, in the latter of which numbers appeared next to words, in random order, denoting the value of remembering each word during recall. In Experiment 2, I manipulated the order of presentation of the values by adding an ascending and a descending condition where values were presented in either an ascending or a descending order, respectively. Overall, my results indicated that value affected several measures of delayed and final free recall, without, in most cases, taking away the serial position effects on those same measures.
ContributorsStefanidi, Aikaterini (Author) / Brewer, Gene A. (Thesis advisor) / Glenberg, Arthur (Committee member) / Goldinger, Stephen (Committee member) / Arizona State University (Publisher)
Created2015
Description
Low-income Mexican American women face significant risk for poor health during the postpartum period. Chronic stressors are theorized to negatively impact mental and physical health outcomes. However, physiological factors associated with increased self-regulatory capacity, such as resting heart rate variability, may buffer the impact of stress. In a sample of 322 low-income Mexican American women (mother age 18-42; 84% Spanish-speaking; modal family income $10,000-$15,000), the interactive influence of resting heart rate variability and three chronic prenatal stressors (daily hassles, negative life events, economic stress) on maternal cortisol output, depressive symptoms, and self-rated health at 12 weeks postpartum was assessed. The hypothesized interactive effects between resting heart rate variability and the chronic prenatal stressors on the health outcomes were not supported by the data. However, results showed that a higher number of prenatal daily hassles was associated with increased postpartum depressive symptoms, and a higher number of prenatal negative life events was associated with lower postpartum cortisol output. These results suggest that elevated chronic stress during the prenatal period may increase risk for poor health during the postpartum period.
ContributorsJewell, Shannon Linda (Author) / Luecken, Linda J. (Thesis advisor) / Lemery-Chalfant, Kathryn (Committee member) / Perez, Marisol (Committee member) / Arizona State University (Publisher)
Created2015
Description
Previous research has indicated that certain breeds of dogs stay longer in shelters than others; however exactly how breed perception and identification influences potential adopters' decisions remains unclear. Current dog breed identification practices in animal shelters are often based upon information supplied by the relinquishing owner, or staff determination based on the dog's phenotype. However discrepancies have been found between breed identification as typically assessed by welfare agencies and the outcome of DNA analysis. In Study 1, the perceived behavioral and adoptability characteristics of a pit-bull-type dog were compared with those of a Labrador Retriever and Border Collie. How the addition of a human handler influenced those perceptions was also assessed. In Study 2, lengths of stay and perceived attractiveness of dogs that were labeled as pit bull breeds to dogs that were phenotypically similar but were labeled as another breed at an animal shelter were compared. The latter dogs were called "lookalikes." In Study 3, perceived attractiveness in video recordings of pit-bull-type dogs and lookalikes with and without breed labels were compared. Lastly, data from an animal shelter that ceased applying breed labeling on kennels was analyzed, and lengths of stay and outcomes for all dog breeds, including pit bulls, before and after the change in labeling practice were compared. In total, these findings suggest that breed labeling influences potential adopters' perceptions and decision-making. Given the inherent complexity of breed assignment based on morphology coupled with negative breed perceptions, removing breed labels is a relatively low-cost strategy that will likely improve outcomes for dogs in animal shelters.
ContributorsGunter, Lisa (Author) / Wynne, Clive D.L. (Thesis advisor) / Bimonte-Nelson, Heather A. (Committee member) / McBeath, Michael K. (Committee member) / Arizona State University (Publisher)
Created2015
Description
The broaden-and-build theory of positive emotion suggests that positive emotions should broaden thought and behavior repertoires in order to develop lasting resources. In the social domain, this means deploying a variety of affiliative strategies in order to build cooperative relationships. A functionalist perspective on positive emotion suggests that different positive emotions should have distinct effects on these affiliative mechanisms. This study elicited awe, amusement, pride or a neutral control in pairs of same sex strangers. They then completed an open-ended "getting to know you" conversation, which were recorded and coded for affiliative behaviors—smiling, laughter, mimicry, and asking questions. After, they rated their perception of the other as complex and how much they liked each other. Then they played the prisoner's dilemma game. Results indicate that there was a significant mediated effect such that being in the pride condition predicted greater smiling, and smiling predicted cooperation on the prisoner's dilemma. This was true both when an individual's own smiling was predicting their cooperative behavior and when their partner's smiling was predicting their cooperative behavior. However, these effects were only seen in female dyads, not male dyads. There was also a significant mediated effect such that pride led women to ask more questions, which led partners to like each other more. Additionally, awe led to greater mimicry in men, which in turn led to greater cooperation. In women, awe led to greater perception of the other as complex. Overall, these results indicate that there are broaden and build effects of positive emotions, but these are specific to both the emotion and the sex of the interaction members. This is also the first study to demonstrate both an actor and a partner effect of smiling on cooperation in a prisoner’s dilemma. An important area for further inquiry will be the interaction of emotion and sex in predicting social behavior. While sex differences in responding to threats have been characterized by the “tend and befriend” versus “fight or flight” action patterns, a similar approach may also need to be developed for sex differences in response to opportunities.
ContributorsDanvers, Alexander (Author) / Shiota, Michelle N. (Thesis advisor) / Neuberg, Steven L. (Committee member) / Kwan, Virginia S.Y. (Committee member) / Arizona State University (Publisher)
Created2015
Description
Sleep is essential for physical and psychological health. Sleep has also been linked to the daily patterns of key stress-responsive physiological systems, specifically the hypothalamic-pituitary-adrenal (HPA) axis and autonomic nervous system (ANS). Extant research examining sleep and diurnal patterns of cortisol, the primary end product of the HPA axis, is inconsistent. Moreover, it is not clear how specific aspects of sleep behavior (e.g., sleep duration, sleep quality, sleep variability) are related to specific components of diurnal cortisol rhythms. Salivary alpha-amylase (sAA) has been recognized as a surrogate marker of ANS activity, but limited research has explored relations between sleep and sAA diurnal rhythms. The current study utilized a modified ecological momentary assessment protocol to examine within- and between-person relations between multiple facets of sleep behavior using multiple methods (e.g., subjective report, actigraphy) and salivary cortisol and sAA. First year college students (N = 76) provided saliva samples and diary entries five times per day over the course of three days. Sleep was assessed via questionnaire, through daily diaries, and monitored objectively using actigraphy over a four day period. Between-person results revealed that shorter average sleep duration and greater sleep variability was related to lower levels of waking cortisol and flatter diurnal slopes across the day. Within-person results revealed that on nights when individuals slept for shorter durations than usual they also had lower levels of waking cortisol the next day. Sleep was not related to the cortisol awakening response (CAR) or diurnal patterns of sAA, in either between-person or within-person analyses. However, typical sleep behaviors measured via questionnaire were related to waking levels of sAA. Overall, this study provides a greater understanding of how multiple components of sleep, measured in naturalistic environments, is related to cortisol and sAA diurnal rhythms, and how day-to-day, within-person changes in sleep duration contribute to daily variations in cortisol.
ContributorsVan Lenten, Scott Alan (Author) / Doane, Leah D (Thesis advisor) / Granger, Douglas A. (Committee member) / Infurna, Frank J. (Committee member) / Arizona State University (Publisher)
Created2015
Description
Anxiety and depression are among the most prevalent disorders in youth, with prevalence rates ranging from 15% to 25% for anxiety and 5% to 14% for depression. Anxiety and depressive disorders cause significant impairment, fail to spontaneously remit, and have been prospectively linked to problematic substance use and legal problems in adulthood. These disorders often share a high-degree of comorbidity in both clinical and community samples, with anxiety disorders typically preceding the onset of depression. Given the nature and consequences of anxiety and depressive disorders, a plethora of treatment and preventative interventions have been developed and tested with data showing significant pre to post to follow-up reductions in anxiety and depressive symptoms. However, little is known about the mediators by which these interventions achieve their effects. To address this gap in the literature, the present thesis study combined meta-analytic methods and path analysis to evaluate the effects of youth anxiety and depression interventions on outcomes and four theory-driven mediators using data from 55 randomized controlled trials (N = 11,413). The mediators included: (1) information-processing biases, (2) coping strategies, (3) social competence, and (4) physiological hyperarousal. Meta-analytic results showed that treatment and preventative interventions reliably produced moderate effect sizes on outcomes and three of the four mediators (information-processing biases, coping strategies, social competence). Most importantly, findings from the path analysis showed that changes in information-processing biases and coping strategies consistently mediated changes in outcomes for anxiety and depression at both levels of intervention, whereas gains in social competence and reductions in physiological hyperarousal did not emerge as significant mediators. Knowledge of the mediators underlying intervention effects is important because they can refine testable models of treatment and prevention efforts and identify which anxiety and depression components need to be packaged or strengthened to maximize intervention effects. Allocating additional resources to significant mediators has the potential to reduce costs associated with adopting and implementing evidence-based interventions and improve dissemination and sustainability in real-world settings, thus setting the stage to be more readily integrated into clinical and non-clinical settings on a large scale.
ContributorsStoll, Ryan (Author) / Pina, Armando A (Thesis advisor) / MacKinnon, David (Committee member) / Knight, George (Committee member) / Arizona State University (Publisher)
Created2015