scholarly journals When And Why Does The Thats-Not-All Compliance Technique Work?

2012 ◽  
Vol 10 (3) ◽  
pp. 171
Author(s):  
Yun-Oh Whang
Keyword(s):  
Time Delay ◽  
Cognitive Process ◽  
Theoretical Explanation ◽  
Factorial Experiment ◽  
Reservation Price ◽  
Independent Variables ◽  
Communication Method ◽  
Main Item ◽  
Sales Pitch ◽  
Norm Of Reciprocity

The paper examines the underlying theoretical explanation for a common persuasion technique commonly used in marketing called thats-not-all (TNA). The TNA technique is a communication method where a sales pitch is followed by a bonus offer with a time delay, which is more effective than presenting the main item and the bonus simultaneously. Previous research in psychology proposed two competing explanations for its effectivenessnorm of reciprocity and the anchor adjustment heuristicwith mixed results. To test these competing explanations for the TNA technique, a 2x2 factorial experiment is designed with the use of TNA and the net attractiveness of the deal as independent variables. The result found norm of reciprocity as the dominant cognitive process behind the technique, while anchor adjustment heuristic failed to explain the effectiveness of the technique. It also provides an important marketing implication that TNA can be effective only when the net value of the deal including both the main and bonus items is below the reservation price of the consumers.

Preferred Settings in Chair Adjustments

1993 ◽  
Vol 37 (5) ◽  
pp. 448-452
Author(s):  
Martin G. Helander ◽  
Steven E. Little
Keyword(s):  
Factorial Experiment ◽  
Extreme Position ◽  
Seat Height ◽  
Full Factorial Experiment ◽  
Independent Variables ◽  
Initial Setting ◽  
Back Angle ◽  
Full Factorial ◽  
Back Rest

Thirty eight subjects participated in a study to evaluate preferred (comfortable) settings of adjustable chairs including seat height, seat pan angle and back rest angle. An instrumented hydraulic chair was used. The chair was set in one of eight possible extreme position, with each chair parameters at either a high or low value. Subjects then adjusted all three parameters. A full factorial experiment with 5 factors was performed: the three adjustability parameters set at either high or low, gender and replication. Three independent variables were used: preferred seat height, back rest angle and seat pan angle. For the three ANOVA's and across two experiments, 33 statistically significant results were obtained. The initial setting of a parameter (high or low) consistently produced a significant effect in the choice of the preferred setting for the same parameter. The findings imply that there is a range of acceptable settings: for seat height about 1 in. and for the back support angle and seat back angle about 4 degrees.

scholarly journals Soil-tool interaction of a simple tillage tool in sand

2019 ◽  
Vol 85 ◽  
pp. 08007
Author(s):  
Lucian V. Fechete-Tutunaru ◽  
Ferenc Gaspar ◽  
Zoltan Gyorgy
Keyword(s):  
Rake Angle ◽  
Cutting Edge ◽  
Factorial Experiment ◽  
Forward Speed ◽  
Response Variable ◽  
Independent Variables ◽  
Edge Angle ◽  
Draft Force ◽  
Tillage Depth ◽  
Soil Bin

This study was focused to experimentally evaluate the draft force on a simple tillage tool operating in different conditions in sand. The soil-tool interaction was evaluated in controlled laboratory conditions in a soil bin. A full multilevel factorial experiment was used with one response variable and four experimental factors. The selected design 3 tools × 3 tillage depth × 3 rake angle × 3 forward speed with two replications had a total of 243 runs. Influence of four independent variables including tillage depth (15, 20, 25 cm), rake angle (25, 35, 50 degrees), forward speed (0.67, 0.98, 1.39 m/s) and cutting-edge angle of the tool (30, 45 and 60 degrees) on draft force as the dependent variable was evaluated.

The Effects of Extra Vehicular Activity (EVA) Gloves on Dexterity and Tactility

1993 ◽  
Vol 37 (10) ◽  
pp. 826-830 ◽  
Author(s):  
Ram R. Bishu ◽  
Glenn Klute ◽  
Byungjoon Kim
Keyword(s):  
Pressure Differential ◽  
Factorial Experiment ◽  
Considerable Reduction ◽  
Human Hand ◽  
Discrimination Test ◽  
Human Capabilities ◽  
Independent Variables ◽  
Lack Of Fit ◽  
Conflicting Objectives ◽  
Type Pressure

Human capabilities such as dexterity, manipulability, and tactile perception are unique and render the hand as a very versatile, effective and a multipurpose tool. This is especially true for unknown microgravity environments such as the EVA environment. Facilitation of these activities, with simultaneous protection from the cruel EVA environment are the two, often conflicting, objectives of glove design. The objective of this study was to assess the effects of EVA gloves at different pressures on human hand capabilities, A factorial experiment was performed in which three types of EVA gloves were tested at five pressure differentials. The independent variables tested in this experiment were gender, glove type, pressure differential, and glove make. Six subjects participated in an experiment where a number of dexterity measures, namely time to tie a rope, and the time to assemble a nut and bolt were recorded. Tactility was measured through a two point discrimination test. The results indicate that a) With EVA gloves there is a considerable reduction in dexterity, b) performance decrements increase with increasing pressure differential, and c) some interesting gender glove interactions were observed, some of which may have been due to the extent (or lack of) fit of the glove to the hand. The implications for the designer are discussed.

scholarly journals Secure Communication Based on Hyperchaotic Chen System with Time-Delay

2017 ◽  
Vol 27 (05) ◽  
pp. 1750076 ◽  
Author(s):  
Hai-Peng Ren ◽  
Chao Bai ◽  
Zhan-Zhan Huang ◽  
Celso Grebogi
Keyword(s):  
Time Delay ◽  
Digital Signal Processor ◽  
Secure Communication ◽  
Digital Signal ◽  
Dimensional System ◽  
Chen System ◽  
Infinite Dimensional ◽  
Communication Method ◽  
System With Time Delay ◽  
Infinite Dimensional System

An experimental secure communication method based on the Chen system with time-delay is being proposed in this paper. The Chen system with time-delay is an infinite-dimensional system having more than one positive Lyapunov exponent. The message to be transmitted is encrypted using an hyperchaotic signal generated by the Chen system with time-delay and multishift cipher function. This encryption makes difficult for an eavesdropper to reconstruct the attractor by using time-delay embedding techniques, return map reconstruction, or spectral analysis, consequently, improving the security. Simulations and experiments on TI TMS320C6713 Digital Signal Processor (DSP) show improved resilience against attack and the feasibility of the proposed scheme.

When Death Is Compelling

2015 ◽  
Vol 46 (6) ◽  
pp. 352-360 ◽  
Author(s):  
Simon Schindler ◽  
Marc-André Reinhard
Keyword(s):  
Terror Management Theory ◽  
Mortality Salience ◽  
Terror Management ◽  
Management Theory ◽  
Control Group ◽  
Norms And Values ◽  
Hypothetical Scenario ◽  
The Face ◽  
Scenario Study ◽  
Norm Of Reciprocity

Abstract. Research on terror management theory has found evidence that people under mortality salience strive to live up to activated social norms and values. Recently, research has shown that mortality salience also increases adherence to the norm of reciprocity. Based on this, in the current paper we investigated the idea that mortality salience influences persuasion strategies that are based on the norm of reciprocity. We therefore assume that mortality salience should enhance compliance for a request when using the door-in-the-face technique – a persuasion strategy grounded in the norm of reciprocity. In a hypothetical scenario (Study 1), and in a field experiment (Study 2), applying the door-in-the-face technique enhanced compliance in the mortality salience condition compared to a control group.

Fluent Reading as a Cognitive Process

1984 ◽  
Vol 29 (1) ◽  
pp. 13-14
Author(s):  
John J. Geyer
Keyword(s):  
Cognitive Process ◽  
Fluent Reading
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