The Motivative Augmental Effects of Verbal Stimuli on Cooperative and Conformity Responding under a Financially Competin
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ORIGINAL ARTICLE
The Motivative Augmental Effects of Verbal Stimuli on Cooperative and Conformity Responding under a Financially Competing Contingency in an Analog Work Task Elizabeth L. Ghezzi 1
&
Ramona A. Houmanfar 1 & Laura Crosswell 1
# Association for Behavior Analysis International 2020
Abstract The Implicit Relational Assessment Procedure (IRAP) is an assessment tool designed to measure one’s learning history with respect to preexisting verbal relations (Barnes-Holmes, Hayden, Barnes-Holmes, & Stewart, 2008). Responses to stimuli are regarded as implicit because they are measured with respect to the associated response latencies and accuracy, or brief and immediate relational responding (BIRRs; Hughes & Barnes-Holmes, 2013, p. 104). This study used the modified (MD) IRAP to select stimuli that were presented in motivational statements in a simulated work task to increase cooperative and conformity responding. Participants came into contact with customized motivational statements promoting cooperative and conformity responding in conditions with a competing pay-for-performance contingency using an alternating treatments design. Results showed that motivational statements temporarily increased cooperative and conformity responding. Moreover, those participants identified as having a stronger history with particular stimuli, as identified in the MD IRAP, chose to cooperate and conform at higher and more sustained rates. The coherence between implicit responding, as demonstrated in the MD IRAP, and explicit responding, as demonstrated in the simulated work task, and the implications it has on prosocial behaviors will be discussed. Keywords Cooperation . Conformity . Rule-governed behavior . Motivative augmentals . IRAP
Introduction Organizations have largely relied on consequential payment manipulations to increase particular employee behaviors. Indeed, scholars have found that increased performance is often tied to a financial consequence (Rafacz, Houmanfar, Smith, & Levin, 2019). In addition, motivational messages in analog work settings have been shown to enhance financial consequences when the message is relevant to the behavior that produces a financial consequence (Candido, 2013; Rafacz et al., 2019). For example, motivational messages promoting cooperation between participants have been shown to increase We thank Dr. Greg Smith and Jovonnie Esquierdo-Leal for their contributions to the discussion of the modified IRAP and the analysis of the data. * Elizabeth L. Ghezzi [email protected] 1
Behavior Analysis Program, Department of Psychology, University of Nevada, Reno, 1664 North Virginia Street, Reno, NV 89557, USA
cooperative behavior when the financial contingency to cooperate is aligned (e.g., cooperation results in positive financial consequence). When a motivational message to cooperate with a partner does not cohere with a financial consequence (e.g., cooperation results in no financial consequence and working alone results in a financial consequence), cooperative behavior only
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