Business Psychology Research Findings

Subject Index

Next to each subject is an article number(s). Each number is a link to an article describing a research finding in this subject.




    D - I       J - P         R - W

360-degree evaluations: 348
Abuse: 357
Abusive supervision: 309
Acceptance and Commitment Therapy (ACT): 261
Accidents: 320, 166
Acquiring resources: 300
Acting out: 240
Ad reactance: 382
Adjustment of new employees: 238
Advanced technology: 308
Adversity: 363
Advertising: 382, 269, 225, 212, 203, 168, 129, 103, 78
Advice: 224
Advice taking: 345
Affirmative Action: 238
After-Event Reviews: 281
Age: 289
Aggression: 357, 347
Agreements: 251
Alienated complainers: 133
Altering moods: 351
Ambigous goal environments: 234
Anger Rumination: 347
Anger toward print ads: 103
Anticipation: 310
Anticipation of rewards: 256
Approach-Avoidance: 349
Assertive employee behavior training: 219
Assessment exercises: 352
Association membership: 115
Asymmetrical dominance: 313
Attachment to possessions: 113
Attention: 377
Attention blocking: 296
Attitude: 356
Attracting customers: 152
Attraction: 333
Autonomy themes: 113
Avoidance: 349, 243

Bad news: 219
Bargaining: 329
Behavioral motivation system: 279
Beliefs about leaders: 337
Belonging: 381
Benchmarking: 223
Best employees: 290, 250
Betrayal effect: 299
Blame: 192
Blue moods: 351
Boredom: 32
Brain science: 340
Brainstorming: 151
Brand recognition: 307
Bricolage: 282
Building confidence: 123
Bullying: 357
Business customers: 102
Business disasters: 258
Business planning: 221
Business problems: 370
Business strategy: 363
Business success: 268, 228
Business survival: 282, 233, 207
Business virus: 105
Buying motives: 381

Call books: 185
Career paths: 378
Catastrophic events: 258
Categories: 311
CEO motivational factors: 268
CEO succession: 145
Certainty: 354
Certification: 233
Challenging tasks: 339
Change: 258, 242, 232
Choice: 84
Choice displays: 311
Choice sets: 313
Clarity of thinking: 354
Closing sales: 382, 353, 306, 270, 113, 85
Coaching: 279
Cohabitating business partners: 350
Cold calling: 185
Collaborative groups: 230
Commitment to the group's goals: 272
Communication: 388, 319, 386, 283
Communication patterns: 344
Communication training: 328
Company brand: 25
Company reputation: 368
Comparisons in advertisements: 225, 203
Compensation systems: 283, 250 , 217, 206
Competitive advantage: 368
Complex shopping environments: 120
Compromise choices: 313, 252
Computers: 243
Concern for others: 154
Confidence crash: 342
Conflict resolution: 388, 379, 220, 198
Conspicuous success: 244
Contagion: 105
Contract Violations: 275
Control practices: 247
Cooperation: 276
Cooperative business agreements: 187
Counseling strategy: 331
Core roles: 318
Cost control: 321
Coupons: 205, 25
Couponing strategies: 25
Created success experiences: 58
Creating meaning: 274
Creativity: 370, 302, 277
Crisis situations: 274
Curative effect of mistakes: 241
Customer behavior: 295, 158
Customer choice: 200
Customer complaints: 133
Customer education: 214
Customer experience: 371
Customer feedback: 197
Customer perceptions: 311
Customer loyalty: 199
Customer mood and advertising: 269
Customer moods: 266
Customer preferences: 389, 307
Customer relations: 288
Customer response: 28
Customer sabotage: 335
Customer satisfaction: 277, 102
Customer service: 375, 356, 335, 321, 316r, 266, 249, 245, 197, 79
Customer service scripts: 266
Customer-business relationships: 204
Customers: 278
Customers' perceptions of complexity: 214

--D--

Database: 338
Decision making: 366, 365, 327, 289, 281, 273, 254, 252, 248, 124
Decoys in product choice: 210
Depression: 351
Deregulation: 242
Detecting errors: 281
Deviant behavior: 388, 325, 285, 240
Difficult customers: 384
Dirty Work: 339, 292
Direct Sales: 380
Disappointment: 297
Disappointment that follows rewards: 256
Disgruntled employees: 299
Dispensability: 289
Displays: 311
Discrimination: 286
Distressed employees: 346
Do-it-yourselfers: 282
Dopamine: 256
Downsizing: 242, 192
Dysfunctional tendencies: 388, 348

Effective verbal communication: 284
Ego Depletion: 374
Elaboration of outcomes: 310
Emotion: 379, 349, 303, 291, 273, 242, 240
Emotional contagion: 246
Emotional distress: 349, 331
Emotional eavesdropping: 246
Emotional exhaustion: 358
Emotional intelligence: 291
Emotional labor: 364, 356
Emotional support: 245
Employee affect: 376
Employee complaining: 208
Employee conduct: 357, 285
Employee giving: 372
Employee identification: 362
Employee mistreatment: 384
Employee morale: 388, 213
Employee relations: 372, 299, 194
Employee response to feedback: 229
Employee roles: 330
Employee suggestions: 337
Employee turnover: 271
Employee values: 373
Employee vigor: 328
Employee voice: 337
Employee withdrawal: 265
Employee's commitment to the work: 259
Employment adjustment (new): 339
Employment interviews: 352, 343
Employment policies: 372
Empowering : 131
Enactive mastery: 268
Endowment effect: 222
Enhancing reputations: 110
Entertainment promotions: 152
Entitlement: 357
Entrepreneurial traits: 268
Entrepreneurial triggers: 114
Entrepreneurship: 350, 187
Entry-level employees: 349
Envy: 244
Ethics: 309
Ethnicity: 289
Evaluating performance: 284
Exchange agreements: 275
Executive leadership: 274
Expectations: 201
External threat: 223

Factory management: 206
Failure: 367, 348, 346
Fairness: 314, 289, 275
Faking happy: 356
Family business: 350, 317
Farm wineries: 114
Farmers' markets: 46
Fear: 240
Feedback: 255, 76
Feedback from the work: 216
Feelings: 246
Feelings as information: 254
Femvertising: 382
First-line supervisors: 272
Fitting in: 305
Fixed-sum reasoning: 188
Flattery: 369
flourishing: 372
Follow-through: 299
Following procedures: 275
Formal procedures: 287
Framing techniques: 203
Freud: 94

Gender: 361, 289
Gender issues: 344, 329
Gender grouping: 118
Gender Rules: 344
Gender stereotypes: 361, 267
Gift-giving: 338, 193, 23
Gift registries: 338
Giving instructions: 345, 264
Giving Up: 247
Goal orientation: 264, 250
Goal priming: 237
Goal setting: 264, 387
Gratitude: 341
Grievance filing: 265
Grocery retailing: 199
Group-centered leadership: 334
Group cohesion: 259
Group composition: 118
Group discussions: 248
Group efficiency: 259
Group identity: 223
Group leadership: 334
Group-level success: 58
group memory: 226
Growth: 282
Guided sensemaking: 274
Guilt ads: 103

Halo effect: 368
Happiness: 381
Happy workers: 227
Helping others: 290
Hiding poor performance: 255
Hiding procedure violations: 258
High-effort products: 360
Hiring: 201
Hiring decisions: 257, 253, 222
Hiring practices: 373
Hogan Development Survey: 348
Hogan, Robert: 348
Horney, Karen: 348
Human resource management: 275
Humor in ads: 212, 129
Hybrid compensation systems: 283

Identity: 363, 362
Identity conflicts: 280
Identity expression: 363, 358
Illusion of progress: 241
Impression management: 238, 253
Improvement efforts: 247
Improvement suggestions: 312, 154
Improving moods: 351
Improving performance: 281
Incentives: 322, 319, 290
Incivility: 375, 374
Individualism: 223
Influence tactics: 340, 386
Informal grievances: 265
Information Processing: 353
Ingratiation: 298
Ingratiator's dilemma: 369
Integrating interests model: 198
Integrity: 285
Interdependence: 294
Interpersonal attraction: 298
Interpersonal conflict: 364
Interpersonal effectiveness: 263
Interruptions: 375
Interview questions: 343
Interviewing: 253
Investment: 231
Irritable employees: 299
Israeli Defense Force: 281

--J--

Job disappointment: 292
Job embeddedness: 271
Job satisfaction: 303, 250 , 227, 99
Job simulation exercises: 352
Job-related identities: 276
Job stress: 301, 263, 355
Job titles: 358
Justice: 314
Justification: 286

Latent errors: 258
Laziness: 289, 155
Lay offs: 192
Leader self-sacrifice: 272
Leadership: 361, 359, 334, 324, 303, 274, 232, 139, 106, 83
Leader effectiveness: 361
Learning: 377, 367, 223
Learning attitudes: 236
Learning goals: 264
Legitimacy: 300
Legitimization: 233
LMX - leader-member exchange: 194
Loafing: 289, 155
Long-tenured employees: 290
Long-term customers: 185
Loss aversion: 222
Loss-based goals: 260
Lost trust: 288
Lowest level employees: 99
Loyalty: 278
Luck: 241

Making do: 282
Making wise decisions when our emotions are aroused: 273
Male Shopping Behavior: 235
Management failure: 348
Manager permission: 321
Managerial Tactics for Countering Occupational Taint: 292
Managing Failure: 346
Manipulating supervisors: 64
Manufacturing: 206, 132
Marketing: 338, 252, 214, 193, 101, 84

Mayer-Salovey-Caruso Emotional Intelligence Test: 291

Meaning: 379

Media certification : 233

Mediation: 379

Meeting exercise: 370

Meetings: 274, 248, 224

Memory: 156, 85

Memory impairment: 377

Men in female-dominated occupations: 267

Mentoring: 290

Message elaboration (kinds of): 211

Metaphor (use of): 106

Mid-point checklist: 230

Mimicry: 305

Misfit: 257

Mistakes: 330, 241

Mistreatment at work: 265

Molding perceptions: 300

Mood: 351, 303, 302

Morale improvement: 213

Mothers (working): 122

Motivation: 336, 328, 123, 58
--N--

Narrative self-referencing: 293

National brand: 25

Negative affectivity: 166

Negative bias against unfamiliar brands: 225

Negative customers: 266

Negative emotions: 246

Negative employees: 335

Negative feedback: 279, 123

Negotiating: 329, 188

Networking: 115

New firm formation: 114

New-hire adjustment: 290, 201, 153

New product introduction: 389, 135

New supervisors: 272

Niches: 228

Normalizing work: 292

Noticing work: 139

Nurturing a bad image: 64
--O--

Obese Caucasian women: 286

Obesity: 286

Obligation inertia: 232

Organizational citizenship: 240

organizational ecology: 207

Organizational identification: 278

Organizational justice: 275

Organizational learning: 215

Organizational politics: 374, 209

Organizational sensemaking: 274

Organizational support: 275

Overqualification: 315

Owner psychology: 363
--P--

Pay plans: 318, 217

Perception: 307

Perceptions of fairness: 314

Perceptions of merchandise quality: 368, 199

Perceptions of value: 199

Percolation: 101

Performance: 336, 302, 301, 291, 271, 261, 259, 234, 209, 123, 27

Performance appraisal: 294, 218, 219, 127

Performance feedback: 279, 229, 154, 76, 27

Performance goals: 264

Performance Improvement: 279, 387

Performance measurement: 234

Performance situations: 236

Personal control: 360

Personnel decisions: 281

Personnel selection: 339

Persuasion: 326, 293, 269, 305, 237, 124

Phantom decoys in product choice: 210

Physical conditions of choice settings: 366

Planning and coordinating tasks: 284

Pluralistic managers: 362

Point-of-Purchase Behavior: 353

Political skill: 298

Positive goal discrepancies: 279

Positive reference point bias: 85

Power: 354

Power markers: 332

Powerlessness: 289

Preferences: 313

Preference goals: 260

Preference reversal: 327

Prejudice: 286, 238, 385

Prejudice against men: 267

Preparatory information: 128

Preparing customers to interact with employees: 266

Prevention strategies: 330

Price cues: 148

Price Framing: 205

Pricing: 180

Print ads: 211, 212, 205

Privacy in providing feedback: 76

Probabilities of success: 273

Problem-solving: 277

Procedural justice: 287

Procedural justice climate: 287

Procedures: 277

Product demonstrations: 143

Product development: 151, 121, 98

Product framing: 306

Product positioning: 366, 313, 210

Product usage: 371

Product valuation: 368, 342

Products as enablers: 360

Productivity: 230

profit: 321

Projection bias: 342

Propensity to Buy: 353

Prototyping: 98

Psychological acceptance: 261

Psychological contract: 275, 153

Psychological ownership: 345

Psychological safety: 358

Psychological well-being: 227

Psychosocial support: 115

Punishment: 354, 322

Purchasing behavior: 304, 280, 46

Purchasing decisions: 365, 195

Pygmalion effect: 83
--Q--

Quality: 296
--R--

Race relations: 36

Reactions to feedback: 154

Reactions to unwanted sales pressure: 270

Reciprocated identity confirmation: 276

Recruiting: 201

Reframing: 292

Regret: 273

Regularity assumption: 200

Related cues: 168

Relationship marketing: 278

Relationship signaling: 79

Relaxation at work: 99

Relaxed job control: 261

Repetition in advertising: 211

Reputation: 296

Resisting change: 345, >262

Resources: 282

Restoring Trust: 288

Retail pricing: 148

Revenge: 322, 287

Rewards: 256

Risk: 231

Risk tolerance: 323t

Role-based performance appraisal: 218

Role modeling: 324

Routines (importance of): 262

Rule-making: 215
--S--

Safety: 323t, 320, 166

Sales: 365, 353, 338, 280, 270, 237, 196, 113, 23

Sales (qualities of salespeople): 376, 202

Sales goals: 280

Sales growth: 221

Sales psychology: 270, 305, 195

Sales training: 270

Salespeople: 286, 270

Scapegoating: 367

Scarcity: 370

Second-person pronouns: 375

Seeking help: 243

Seeking revenge: 287

Selection tests: 352

Self-control: 347

Self-defeating behaviors: 297

Self-efficacy: 268

Self-enhancement: 345

Self-esteem: 336, 325

Self-expression: 278

Self-fulfilling prophesies: 267

Self-identity: 378, 280, 276

Self-managed work teams: 131

Self-referencing: 293

Self-reflective job titles: 358

Self-regulation attitudes: 364, 336, 236

Self-verification theory: 358, 343

Self-view: 365

Selling: 342, 293, 252, 185

Sense of history: 122

Sensegiving: 292

Sensemaking: 379

Servant leadership: 359

Service business strategy: 249

Service quality: 199

Serving culture: 359

Setting goals: 284

Settling conflicts: 284

Sexual harassment: 333, 295

Shared knowledge: 223

Shared memory: 258

Shoplifting: 310

Shopping aids: 120

Shopping mall: 286

Shopping to win: 235

Sick leave abuse: 285

Situation assessment: 352

Situational occurrences that annoy employees: 213

Skill-Based Pay: 206

Skill-based products: 342

Slacking on the job: 289, 155

Smartphone: 380

Snapshot feedback: 255

SOC Life Management Strategy: 260

Social buffers: 292

Social exchange: 275

Social Factors Theory: 389

Social influence: 369

Social media: 383

Social network building: 271

Social power hierarchy: 344

Social responsibility: 368, 341

Solving problems collaboratively: 284

Speaking up: 337

Staffing the first-line supervisor position: 272

Standardized routines: 277

Status quo bias: 195, 84

Stepladder technique: 248

Stereo headphones at work: 99

Stereotypes: 377

Stereotyping: 188

Stigmatized jobs: 292

Stimulating behavior: 336

Story: 280

Strategy: 363, 207, 187, 105, 101

Stress: 303, 301, 263, 355

Stress management: 358, 261

Stress training: 128

Structured interviews: 253

Stubbornness: 262

Sunk costs: 228

Supervision: 332, 312, 246 , 385

Supervisory guidance: 285

Suppressing negative emotions: 356

Survival: 282
--T--

Tacit knowledge: 239

Task groups: 230

Teaching interpersonal skills: 263

Team: 277, 132, 131

Team building: 284

Team dynamics: 239

Team roles: 318

Teamwork: 319, 284

Technology: 308

Telephone conversations: 251

Tenure: 312

Territorial inertia: 232

Testing resistance to change: 262

Thanking employees: 341

Theft: 310

Thinking inertia: 232

Thought processes of outstanding performers: 216

Threat: 385

Thwarted desire: 297

Tightwads: 304

Total quality management: 100

Touch: 340, 28

Tough times: 282

Training: 284, 281, 226

Training evaluation: 284

Transportable teamwork competencies: 284

Trickle down effect: 299

Trust: 376, 288, 153, 68

Turnarounds: 106

Turnover: 314, 271, 27

T.V. advertising: 78
--U--

Uncertainty: 326, 294

Uncertainty in valuing and comparing: 222

Uncooperative employees: 247

Untrustworthy actions: 288
--V--

Value-added strategies: 204

Value congruence: 209

Values: 373

Variety: 311

Verbal aggression: 375

Vicarious experience: 123

Victimization: 357

Vigor: 328

Voluntary turnover: 27
--W--

Web of trust relationships: 268

Women: 295, 286, 386, 122, 83

Women in male-dominated occupations: 267

Women's issues: 344

Work avoidance: 385

Work-Family Conflict: 364, 260, 355

Work flow: 259

Work group(s): 289, 259, 245, 226

work relationships: 372

Work standardization: 277

Workplace conflict: 183, 135

Workplace conversations: 344

Workplace feuds: 287

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