published_or_final_version / abstract / toc / Clinical Psychology / Master / Master of Social Sciences

No description available.

No description available.

This study examines the effects of performance feedback on negotiator emotions, interpersonal influence, negotiator behavior, and negotiation outcomes. A model based on the role of emotions in dyadic negotiation is proposed that comprises relationships amongst variables before, during, and after negotiation. This model is based on four major elements: namely, cognitive appraisal, emotional specificity, emotional flux, and interpersonal influence, and their influence on negotiator behavior and negotiation outcomes. / A 2 x 4 x 4 (Negotiation Role x Feedback Conditions for the Negotiator x Feedback Conditions for the Counterpart) experimental study was designed to examine the effects of performance feedback during negotiation in a simulation based on an employment contract negotiation. The experiment consisted of two negotiation tasks that were completed sequentially. The emotions of the participants were manipulated after Task 1 by providing them four types of performance feedback in Task 1. These feedbacks were based on two valences (success or failure) and two agency attributes (other locus of responsibility or self locus of responsibility). / Four hundred and fourteen participants from executive and academic programs at a Pakistani university took part in this study. The data were analyzed using general linear models, linear multiple regressions, and Pearson correlational analysis to test: (1) the arousal of negotiator emotions after Task 1 as a result of appraisal of the performance feedback, (2) the influence of negotiator emotions on negotiator behavior during Task 2, (3) the interpersonal influence of counterpart emotions and behavior during Task 2 on negotiator behavior in Task 2, (4) the effect of negotiator behavior in Task 2 on negotiation outcomes, (5) the effect of negotiation outcomes on post-negotiation emotions and the desire for future interaction. / The results supported the hypothesized relationships in the proposed model. The treatment effect was successful in producing the four factors of emotions: namely, anger, guilt-shame, gratitude, and pride-achievement emotions, corresponding to the four types of performance feedback. The negotiator behavior was predicted by these emotions along with counterpart emotions and behavior according to the proposed model. The negotiation outcomes were related to negotiator and counterpart behaviors. Negotiator satisfaction was the main predictor of post-negotiation emotions and the desire for future interaction, although economic negotiation outcomes played some role as well.

This study is part of a program of research on the nature of "stage fright". The analysis to date has suggested that stage fright is an instance of a more general phenomenon of "social influence" where people in interaction are conceptualized as "actors" presenting themselves before "audiences". [...]

What does driving a sports car have to do with a first kiss, shopping in New York or purchasing a pair of designer shoes? These comparisons were used in a recent ad campaign for the Alfa Romeo Spider and are prime examples of an experiential analogy. The predominance of experiential analogies in recent advertisements suggests that they are persuasive. Yet understanding what comes to mind when consumers process these comparisons remains to be investigated. By drawing on analogy and consumption experience literatures, an important moderator of analogical persuasiveness is identified, preference for the base experience, and the influence of emotional knowledge transfer on consumer attitudes is explored. Substantial focus has been devoted to understanding how consumers learn and are persuaded by functional analogies. Digital cameras have been compared to computer scanners, personal digital assistants to secretaries and off-line web readers to VCRs. These functional analogies differ substantially from experiential analogies where consumers are encouraged to compare two experiences. Three studies were conducted to investigate what contributes to the persuasive effect of an experiential analogy. Study 1 explored how base preference moderates the effect of emotional knowledge transfer on consumer attitudes. The findings suggest that an analogy is maximally persuasive for those who like the experience that an advertised product is compared to and cognitively associate a high number of emotions with the advertised product. In Study 2, a cognitive load manipulation was used to provide additional support for the effect of emotional knowledge transfer and base preference on consumer attitudes. Study 3 explored another important moderator, emotional soundness, specific to the persuasiveness of an experiential analogy. The findings from Study 3 further replicated the effect of base preference and emotional knowledge transfer on consumer attitudes and demonstrate that there needs to be sufficient underlying similarities in order for one to infer that the comparison experience and the advertised target product would have emotions in common with one another. The role of affect in the processing of an experiential analogy was also investigated.

No description available.

The importance of emotionality during the psychotherapeutic hour has been extensively documented in the psychotherapy theory and research literature. Prominent theorists and researchers have advocated that the degree of client's emotionality is an important therapeutic variable that facilitates therapeutic and personality change. The purpose of this study was to (a) examine the relationship between client level and type of emotionality as measured by the Experiencing, Strength of Feeling-Revised, and Vocal Quality Scales and the occurrence of in-session therapeutic phenomena as measured by the Category System of Client Good Moments scale, and (b) what levels and types of emotionality occur with specific categories of in-session therapeutic phenomena. Trained judges from Master's and Ph.D level in counselling psychology assessed the occurrence of in-session therapeutic phenomena and levels and types of emotionality in 19 psychotherapy sessions from 8 different therapeutic approaches. The findings indicated that: (a) as the level of experiencing and strength of feeling increased, so did the occurrence of in-session therapeutic phenomena; (b) when the client's vocal quality was Focused or Emotional, the occurrence of in-session therapeutic phenomena significantly increased; and (c) there are optimal levels and types of emotionality associated with particular categories of in-session therapeutic phenomena. These findings have implications for refining and extending counselling theory, for process research, and for clinical practice and training. Future directions are also outlined.

This research examined the relationship between client emotional expression and the level of working alliance between therapist and client. The data were collected from 24 psychotherapy sessions conducted by exemplary psychotherapists of different theoretical orientations. The results of the quantitative analysis indicated that there was no significant linear relationship between the level of intensity of client emotional expression and the level of working alliance. Client emotional expression occurred independently of the level of the working alliance. Using a qualitative method, the study restricted its sample to 5 episodes each from the high and low working alliance sessions in order to examine therapeutic processes surrounding client emotional expression more closely. It was found that the nature of emotional expression and the interaction between therapist and client were quite different in episodes taken from the high and the low alliance sessions. In the high alliance sessions, clients expressed their troubling feelings as they examined their problems. Client emotional expressions were signs of productive therapeutic process. On the other hand, in the low alliance sessions, clients expressed anger and frustration toward their therapists for certain breaches of their relationship. Independently of the differing theoretical orientations, the therapeutic process appeared to converge particularly in the low alliance sessions, showing a similar pattern of therapist and client transactions. In addition to the findings, the study proposed a qualitative method suited for examining a wide variety of questions arising from clinical practice.

No description available.