Purpose:The purpose of this master dissertation is to examine current research on trust and its building process in business to business relationship from marketing and behavioral sciences perspectives. Research Questions: (1) What relationships do inter-organizational trust and inter-personal trust have? (2) How trust is built from perspectives of business and behavioral sciences? (3) What benefits and limitations do trust researches in behavioral sciences have, comparing to trust research in marketing? Research Design/Methodology: Qualitative research conducted a literature review between business administration and behavioral sciences, and interdisciplinary interviews with nine scholars and four business managers. Meanwhile, criteria are generated to ensure research quality. Findings: The finding of this research claims that interpersonal and interorganizational trusts are linked with organizational learning theory. Trust-building process is a social cognition sequence, which developed based on theory of social cognition and social interaction. A conceptual framework of trust-building process on the basis of social cognition was developed. Managerial Implications: This research suggests that mangers need to improve companies’ learning and cognition capability in order to identify new business opportunities, reduce the risk on mistakenly trust ineptitude partners, and increase companies’ competitive advantages.

In this study, the development of a second-order false belief task is investigated by considering the impact of the acquisition of Turkish evidential markers, namely &ndash / DI (direct evidence) and &ndash / mIs (inference or hearsay). A neutral version of the tasks served as a control form. 21 kindergarten children (aged 4-5 years), 47 primary school children (aged 6- 12 years) and 10 adults participated in the study. Our results revealed that there is no effect of acquisition of evidentials on false belief understanding. Together with the other studies, there is a facilitative effect of &ndash / DI (direct evidence) in understanding of stories/narratives in general rather than false belief understanding for the children at the age of 4 to 6/7. In addition to the second-order false belief tasks (FBT_2), a simple working memory task (WST), a complex working memory task (LST), a perspective taking task (PTT) and a double- embedded relative clause task (REL_2) were used in order to investigate the developmental trend of these tasks and their possible relationship with second-order false belief understanding. Also, to the best of our knowledge this is the first time that a REL_2 task has been devised in a Turkish study. The general developmental trend was found for all tasks. Even if some significant correlations were found for FBT_2 score predicted from other tasks, analyses showed that only the contribution of age was significant. Since all of these domains are not related to second-order false belief reasoning but develop at the same time, it is not incompatible with the serial bottleneck hypothesis. In sum, the findings are matching with the modularity view that ToM is a faculty of the human mind at their own pace that does not share intrinsic content with other faculties such as language and working memory (Leslie et al., 2004). However, it develops together with those other faculties and they may constrain the expression of child

This dissertation aims to explore the nature of early social preferences by testing attention to a cue that might have evolved as a reliable signal of shared group membership – shared cultural knowledge. Part 1 shows that children attend to this cue when making social choices: Children both prefer others who know songs they themselves know, and avoid others who know songs they do not know, while other cues such as shared preferences for songs are not as powerful drivers of social preferences. Part 2 shows that this cue affects how five-months-old infants allocate attention to human singers. After listening to two individuals singing different songs, infants look longer at singers of familiar songs than at singers of unfamiliar songs. When both songs are unfamiliar, infants do not show preferences for singers of songs that follow or violate Western melodic structure, although they are sensitive to these differences. In focusing on familiar songs but not musical styles, infants may selectively attend to information that might mark group membership later in life, namely shared knowledge of specific songs. Part 3 investigates whether children are selective in the properties they use to infer that two individuals belong to the same group, targeting two potentially important social cues: race and gender. Specifically, Part 3 asks if children attribute shared musical knowledge to individuals of the same race or gender. Four-year-olds attribute shared knowledge to individuals of the same gender, but not of the same race. Five-year-olds attribute shared knowledge to individuals of the same race, but not of the same gender. In contrast, a control unrelated to group-membership – attributions of shared musical preferences – do not yield any dissociation between attributions based on race or gender. Thus, as they gain experience, children seem to adaptively update the social cues they use to infer shared group-membership. Together these results begin to elucidate the mechanisms underlying early social preferences by showing that children might selectively attend to the most reliable cues to shared group-membership, which, in turn, might allow them later in life to participate in the complex social organization that is unique to human societies. / Psychology

The behaviour of spontaneous environmental scanning is influenced by organisational factors. The focus of the scanning behaviour is influenced by organisational precepts in the working conditions as well as by the general situation in the organisation. Motivational factors, especially intrinsic motivation, have an effect on the intensity of the scanning behaviour. The author argues that organisations´environmental scanning ability is primarily based on the possibilities for the members to scan the environment in a directed manner. This is also an important prerequisite for the establishment of organised environmental scanning. / Diss. Stockholm : Handelshögsk.

Cette thèse porte sur l’influence du parrainage dans le sport et de la consommation d’alcool dans les films sur les attitudes implicites vis-à-vis de l’alcool. Peu de recherches portent sur les mécanismes psychologiques permettant d’expliquer l’influence de l’exposition à de la publicité pour de l’alcool sur les comportements de consommation à long terme. L’hypothèse générale soutenue dans cette thèse est qu’un processus de conditionnement évaluatif par fausse attribution affective médiatise l’effet de l’exposition à des stimuli en lien avec l’alcool sur les attitudes implicites vis-à-vis de l’alcool. L’effet de deux autres processus automatiques (i.e. effet de simple exposition, association avec le soi) sont également étudiés. Deux études (1 et 2) ont d’abord été menées afin de mettre en place une induction permettant (i) d’inhiber les processus contrôlés et (ii) de maximiser la fausse attribution affective par inhibition du contrôle attentionnel dans un paradigme de conditionnement évaluatif. Trois études sur le parrainage ont ensuite été menées dans lesquels nous observé un effet de l’exposition au parrainage sur les attitudes implicites (études 3 et 5). L’effet de l’exposition au parrainage peut être expliqué par un effet de simple exposition aux marques (étude 5), cependant, nos données ne nous permettent pas de conclure à un effet de conditionnement évaluatif (étude 4). Deux études sur la représentation de la consommation d’alcool dans les films et les séries télévisées ont permis de mettre en évidence un effet de conditionnement évaluatif indépendant de l’association avec le soi (étude 6), et que cet effet de conditionnement dépendait de processus contrôlés (étude 7). Dans l’ensemble, l’influence du parrainage sur les attitudes implicites semble s’exercer par un effet de simple exposition, tandis que l’influence de la représentation de l’alcool dans les films et séries télévisées semble davantage s’exercer par conditionnement évaluatif et association du concept d’alcool avec le soi. / This thesis focuses on the influence of alcohol sport sponsorship and alcohol consumption in movies on implicit attitudes towards alcohol. Few researches have focused on the mediating psychological mechanisms between exposure to alcohol promotion in media and long-term consumption. Our hypothesis is that evaluative conditioning through affect misattribution mediatizes the effect of exposure to alcohol stimuli on implicit attitudes toward alcohol. The effect of two other automatic processes (i.e. mere exposure effect, association with the self) are also studied. Two studies (1 and 2) were led to test an induction that (i) impairs controlled processes and (ii) maximizes affect misattribution by inhibiting attentional control in an evaluative condition paradigm. Three studies on alcohol sponsorship were then led in which we found a main effect of on implicit attitudes (studies 3 and 5). A mere exposure effect was observed in the study 5, but we found no convincing evidence for evaluative conditioning (study 4). However, we found an evaluative conditioning effect in two studies on alcohol consumption in movies and TV shows which was shown to be independent from association with the self (study 6), as well as relying on controlled processes (study 7). Overall, sponsorship effects on implicit attitudes seems to occur via a mere exposure effect, while alcohol portrayals in movies seems to impact implicit attitudes toward alcohol through evaluative conditioning and association of alcohol with the self.

At least since the time of Aristotle, it has been widely accepted that “man is by nature a social animal”. We eat, sleep, talk, laugh, cry, love, fight and create in ways that integrally depend on others and the social norms that we collectively generate and maintain. Yet in spite of the widely accepted importance of human sociality in underlying our daily activities, its exact manifestation and function is consistently overlooked by many academic disciplines. Cognitive science, for example, regularly neglects the manner in which social interactions and interactively generated norms canalise and constitute our cognitive processes. Without the inescapable ubiquity of dynamic social norms, any given agent simply could not cognise as a human. In this thesis, I aim to use a range of insights – from phenomenology, social psychology, neuroscience, cultural anthropology and gender studies – to clarify the role of sociality for human life. More specifically, the thesis can be broadly separated into three parts. I begin (chapters 1 and 2) with a broad explanation of how human agents are fundamentally tied to worldly entities and other agents in a way that characterises their ontological existence. In chapters 3 and 4, I criticise two recent and much-discussed theories of social cognition – namely, we-mode cognition and participatory sense-making – for failing to make intelligible the social constitution of human existence. In the later chapters (5-7), I then propose foundations for a more satisfactory theory of social cognition, as well as explicating a view of human selfhood as ‘biosocial', such that even the autonomy of biological bodies is socially codified from a human perspective. Taken together, the aforementioned chapters should contribute to calls for a new direction in social cognitive science, whilst also yielding novel insights into the nature of human selfhood.

Verbal Irony in the Czech Discourse and its Perception Mgr. Dominika Rýparová Abstract This thesis sets the verbal irony into a broader context of human communication and supports the tendency to understand the irony as a communication strategy - not only as a speech figure or a tool to make our way of speaking more attractive. The aim of this work is to remind that irony is an integral part of our everyday communication, and a prerequisite for its use and understanding is built on the particular language experience. The experiment was examining the function of the four forms of irony, which differed in the degree of engaged humour or, conversely, expressed criticism. During the research one was able to get answers from a total of 3,167 respondents. Their analysis revealed that the major motivation for use of the selected types of irony is the humour, but the more humorous the statement is, the more the speaker takes a risk of not being completely understood, because he/she plays with reality too much. Further the results showed that the perception of irony-related emotions is influenced by our age. Younger people are more sensitive to the humorous points of irony, while the older are more tolerant of its critical part. The evaluation of irony is also affected by the communication role of the respondent...

[pt] Achados recentes sugerem que pistas sociais e contextuais podem moderar respostas a emoções alheias. O presente trabalho investigou cognição sócio-contextual em reações emocionais vicárias. Foi examinado se respostas convergentes e divergentes dependem da afiliação grupal, direção do olhar e a emoção mostrada pelo emissor; e se o grau proximidade modera respostas aversivas e compassivas ao sofrimento alheio. Essas variáveis emocionais foram analisadas por autorrelato, expressões faciais, rastreio ocular e dilatação de pupila. Os achados respaldam teorias de cognição social e seus efeitos sobre emoção e empatia. / [en] Recent findings suggest that social and contextual cues may moderate responses toward other s emotions. Therefore, the current work investigated socio-contextual cognition in vicarious emotional reactions. It was examined if convergent and divergent responses depend on group membership, gaze direction, and the emotion showed by the displayer; and if degrees of closeness moderate aversive and compassionate responses to other s suffering. These emotional variables were assessed by self-report, facial expressions, gaze behavior and pupil dilatation. Findings supports theories of social cognition and its effects on emotion and empathy.

abstract: Research on the psychology of social power has shown how experiences of power tend to promote goal-oriented behavior and sexual perception in individuals. These experiences need not be generated through real-life power dynamics, but can be primed experimentally in the lab. A recent study has explored how power affects even lower level goal-oriented motor movement, showing how increased power facilitates the initiation of goal-oriented motor actions (Maner et al., 2010). However, this research did not explore how these goal-oriented motor movements promoted by power dynamically evolve over time, or can be influenced by sexual perceptual processes. Using an experimental paradigm known as computer mouse-tracking, we designed an experimental task to asses how participants’ – primed with either a High or Low sense of power – motor movements and sexual perceptual processes co-evolved and influenced one another during decision-making. We analyzed four distinct mouse-tracking variables, including traditional reaction time measures and novel measures indexing real-time decision-making processes. Several hypotheses are proposed and discussed. No significant findings emerged, however general trends showed promising signs for future iterations of the study. The study limitations and proposed future directions for studying these phenomena are discussed. / Dissertation/Thesis / Masters Thesis Psychology 2016

Made available in DSpace on 2015-05-14T12:43:00Z (GMT). No. of bitstreams: 1 arquivototal.pdf: 805721 bytes, checksum: 0e84ad32bcbf4a4bf23c53b174610561 (MD5) Previous issue date: 2012-04-02 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior - CAPES / The Alzheimer s phatology is understood as a brain disease whose reason for his commitment is not yet known. It deteriorates the cognitive structure and functioning and is characterized by several deficiencies that alter mental and social performance of the individual. The Alzheimer s disease affects neurological functioning, cognitive elements, language, interaction and daily life of individuals affected by the disease. The development of this research aims to investigate how cognitive deficits from Alzheimer s disease alter the use of language in social interaction processes. An integrated study of neurocognitivism and sociocognitivism allows us to understand the language in conjunction with other cognitive elements, and believes that the social use of language has important role in building the knowledge. Three phenomena will be placed for review. The first one investigates the correlation between linguistic and cognitive decline of patients, considering the aspects of neurodegenerative disease, with the social world of the patient, which proven undergoes major changes during the course of the disease, culminating in his/her total isolation in the last phase. Finally, we will perform an analysis of specific linguistic resources used by patients with Alzheimer s and the dynamic interaction of which involved individuals with Alzheimer s. Our results observed in chapter IV (diagnosis, linguistic and cognitive decline and possible ways to categorize patients with Alzheimer s) and in the chapter V (the sociocognitive analysis of ordinations put in use in face to face interaction) revealed that in Alzheimer s disease not only change the internal structures of the individual with brain pathology, but also the language, the cognitive deficits of its constituents, interaction and social practices of everyday individuals. / A patologia Alzheimer é entendida como uma doença cerebral cuja razão de seu comprometimento ainda não é conhecida. Ela deteriora a estrutura e funcionamento cognitivo e é caracterizada por várias deficiências que alteram o desempenho mental e social do sujeito. A patologia Alzheimer afeta o funcionamento neurológico, os elementos cognitivos, a linguagem, a interação e o cotidiano dos indivíduos acometidos pela doença. O desenvolvimento desta pesquisa tem como objetivo a investigação de como os déficits cognitivos oriundos da doença de Alzheimer alteram o uso da linguagem nos processos de interação social. Um estudo integrado do neurocognitivismo e sociocognitivismo permite entender a linguagem conjuntamente com outros elementos cognitivos, assim como, acredita que o uso social da língua possui importante papel na construção do conhecimento. Três fenômenos serão destacados para análise. O primeiro investiga a correlação do declínio linguístico-cognitivo dos portadores, considerando os aspectos neurodegenerativos da doença, com o mundo social do paciente, que comprovadamente passa por grandes alterações no transcorrer da patologia, culminando em seu isolamento total na última fase. Por fim, realizaremos uma análise dos recursos linguísticos específicos utilizados por portadores de Alzheimer e a dinâmica interacional das quais participam os sujeitos portadores de Alzheimer. Nossos resultados, observados nos capítulos IV (diagnóstico, declínio linguísticocognitivo e as maneiras de categorizar possíveis portadores de Alzheimer) e no capítulo V (a análise das ordenações sociocognitiva postas em uso na interação face a face), nos revelaram que a Doença de Alzheimer não apenas altera as estruturas cerebrais internas do indivíduo portador da patologia, mas, também, a linguagem, os déficits cognitivos dela constitutivos, a interação e as práticas sociais rotineiras desses sujeitos.