Yoav Ganzach

Misleading Interaction and Curvilinear Terms

This article examines the relationships between interaction (product) terms and curvilinear (quadratic) terms in regression models in which the independent variables are correlated. The author uses 2 substantive examples to demonstrate the following outcomes: (a) If the appropriate quadratic terms are not added to the estimated model, then the observed interaction may indicate a synergistic (offsetting) relationship between the independent variables, whereas the true relationship is, in fact, offsetting (synergistic). (b) If the appropriate product terms are not added to the equation, then the estimated model may indicate concave (convex) relationships between the independent variables and the dependent variable, whereas the true relationship is, in fact, convex (concave). (c) If the appropriate product and quadratic terms are not examined simultaneously, then the observed interactive or curvilinear relationships may be nonsignificant when such relationships exist. The implications of these results for the examination of interaction and quadratic effects in multiple regression analysis are discussed.

Message framing and buying behavior: A field experiment

Abstract The article examines the impact of message framing on real life buying behavior. Customers of a credit card company who did not use the card for a three-month period received a communication explaining the benefits of the card. These benefits were explained either in terms of gains the customers could obtain from using the card or in terms of losses they could suffer from not using it. Card usage was monitored for two months after the message. Results indicated that the impact of the loss-framed message was much stronger than the impact of the gain-framed message. The percentage of customers who started to use the card in the loss condition was more than double the percentage in the gain conditions, and the charges of the former customers were more than twice as much as the charges of the latter customers. In addition, an interview conducted with some of the customers 6 months after the initial contact revealed an effect of framing on persuasiveness and recall of the message and on involvement with the method of payment.

Intelligence and Job Satisfaction

Previous research has emphasized either situational or dispositional/motivational variables as determinants of job satisfaction. The current study suggests that cognitive variables, and intelligenc...

Pay Contingency and the Effects of Perceived Organizational and Supervisor Support on Performance and Commitment

Applying a social exchange perspective, three studies examine how the effects of perceived organizational support (POS) and perceived supervisor support (PSS) on performance and commitment are constrained by pay contingency. Study 1 shows a negative interaction between POS and pay contingency and a positive interaction between PSS and pay contingency in their effects on performance and nonsignificant interactions regarding commitment. In Studies 2 and 3, which were conducted in high pay contingency field settings, performance was affected by PSS but not by POS, whereas commitment was affected by POS but not by PSS. Implications of these moderation effects are discussed.

Nonlinearity, Multicollinearity and the Probability of Type II Error in Detecting Interaction

The paper analyzes the impact of the inclusion of quadratic terms on the probability of type II error in testing for interaction in the pres ence of multicollinearity. The analysis focuses on two situations: (a) when the true model includes only linear and interaction terms; and (b) when the true model includes linear, interaction and quadratic terms. The implications of this analysis on the estimation of interaction in multiple regression are discussed.

Intelligence, Education, and Facets of Job Satisfaction

This article suggests that intelligence and education have differential effects on intrinsic job satisfaction and on pay satisfaction. Intelligence has a strong direct negative effect on intrinsic satisfaction but a negligible effect on pay satisfaction because it is positively associated with the level of desired job complexity but not with the level of expected pay. On the other hand, education has a strong direct negative effect on pay satisfaction but a small effect on intrinsic satisfaction because it is positively associated with expected pay. These effects of intelligence and education are compared to their effects on global job satisfaction.

Augmenting Means Efficacy to Boost Performance: Two Field Experiments:

Internal and external sources of efficacy beliefs are distinguished. “Means efficacy,” a particular source of external efficacy, is defined as belief in the utility of the tools available for task performance. The authors tested the hypothesis that raising means efficacy boosts performance. In two field experiments, experimental participants were told they got a new computerized system proven to be the best of its kind; controls got the same system with no means-efficacy treatment. In both experiments, means efficacy among experimental participants increased, and they out-performed the controls. A broadened perspective on the efficacy—beliefs construct is elaborated, and practical applications are proposed.

THE INFLUENCE OF QUANTITY OF INFORMATION AND GOAL FRAMING ON DECISION

Abstract The paper examines how goal framing (i.e. formulating the decision problem in terms of acceptance vs. rejection) interacts with the quantity of information to determine judgment and choice. We trace the interaction between goal framing and information quantity to the effect of frames on the weight associated with positive and negative information. In three experiments we show that as the quantity of information increases, the differences in choice (Experiments 1 and 3) and judgment (Experiment 2) between accept and reject frames increase as well.

Message framing and buying behavior: On the difference between artificial and natural environment

Abstract Many marketing communication decisions are based on data generated in the laboratory. This paper demonstrates the risk of this practice by comparing the effect of message framing in a laboratory environment to its effect in a real environment. It is shown that in a laboratory environment, a loss message (e.g., if you will not buy the product, you will lose the following benefits…) is more persuasive than a gain framing (e.g., if you will by the product, you will gain the following benefits…) On the other hand, in a natural environment, a gain message is more persuasive than a loss message. It is suggested that involvement mediates this effect of framing on persuasion.

The psychology of moderate prediction: I. Experience with multiple determination

Abstract In the experiments reported here, individuals with experience in a multivariate prediction setting showed considerable moderation of subsequent univariate predictions, compared to those without such experience. We show that such moderation of prediction does not result from an abstract rule of regression to the mean; rather, it can be explained by the named error model. According to this model, missing predictors are treated as an error term, with their unknown values replaced by central tendencies. Experiment 1 demonstrates the phenomenon of moderation following multivariate experience and explores its generalization to novel predictors. Moderation occurs even for a perfectly valid predictor, contrary to normative application of a regression strategy. Experiment 2 shows that the phenomenon depends on lack of correlation among the multivariate predictors. This accords with the named error model, which asserts that if missing predictors are perceived to be correlated with the available predictor, their unknown values are replaced by extreme values rather than by central tendencies. Experiment 3 shows that mere exposure to additional predictors has no effect; experience in which multiple predictors are used to make numerical predictions seems to be necessary in order to obtain subsequent moderation. In Experiment 4, feedback is introduced. Moderation of prediction results even without prior multivariate experience. However, multivariate experience produces the moderation effect much more quickly.