In the context of social dilemmas, previous research has shown that human cooperation is mainly based on the social norm of conditional cooperation. While in most cases individuals behave according to such a norm, deviant behavior is no exception. Recent research further suggests that heterogeneity in social behavior might be associated with varying genetic predispositions. In this study, we investigated the relationship between individuals' behavior in a public goods experiment and the promoter-region functional repeat polymorphism in the monoamine oxidase A gene (MAOA). In a dynamic setting of increasing information about others' contributions, we analyzed differences in two main components of conditional cooperation, namely the players' own contribution and their beliefs regarding the contribution of other players. We showed that there is a significant association between individuals' behavior in a repeated public goods game and MAOA. Our results suggest that male carriers of the low activity alleles cooperate significantly less than those carrying the high activity alleles given a situation where subjects had to rely on their innate beliefs about others' contributions. With increasing information about the others' cooperativeness, the genetic effect diminishes. Furthermore, significant opposing effects for female subjects carrying two low activity alleles were observed.

Whilst considerable research exists on determining consumer responses to pre-determined statements within numerous ad ethics contexts, our understanding of consumer thoughts regarding ad ethics in general remains lacking. The purpose of our study therefore is to provide a first illustration of an emic and informant-based derivation of perceived ad ethics. The authors use multi-dimensional scaling as an approach enabling the emic, or locally derived deconstruction of perceived ad ethics. Given recent calls to develop our understanding of ad ethics in different cultural contexts, and in particular within the Middle East and North Africa (MENA) region, we use Lebanon-the most ethically charged advertising environment within MENA-as an illustrative context for our study. Results confirm the multi-faceted and pluralistic nature of ad ethics as comprising a number of dimensional themes already salient in the existing literature but in addition, we also find evidence for a bipolar relationship between individual themes. The specific pattern of inductively derived relationships is culturally bound. Implications of the findings are discussed, followed by limitations of the study and recommendations for further research.

A substantial body of literature in CMC and eNS research suggests that communication via textual electronic media is devoid of emotional content as many non-and para-verbal indicators expressing emotions are missing. In order to support these theoretical positions, up to date, studies have mainly focused on the direct expression of emotions. To complement this research, we analyze transcripts from electronic negotiation experiments conducted at three universities in December 2006. By using an exploratory research methodology, i.e., content analysis and subsequent multidimensional scaling (MDS), we analyze the emotional connotation of factual statements (content layer). Thereby we take three different perspectives, (1) on a macro resolution level we assess negotiations in order to gain insight into the dynamics of emotional communication over time, (2) on a meso resolution level, single messages (speech acts) of transcripts are the units of analysis and (3) on a micro resolution level, we analyze single utterances within messages. Our results demonstrate that emotions, although not necessarily expressed explicitly, are nevertheless conveyed by the wording and phrasing of utterances. We show that factual statements in negotiations convey an emotional layer, and the same factual statements can be differentiated along their emotional connotation depending on the lexical and syntactical choices of the communicators. Furthermore, there is indication that emotions seem to evolve differently in successful and failed negotiations.

Organizational scholars now acknowledge the relevance of emotions in virtually every aspect of organizational life, including negotiations and conflict resolution. Integrating negotiation phase model theory with social functional models of emotion, we test hypotheses about the development of emotions in negotiations and their effects on the degree of economic (in)equity of the counterpart's subsequent offer during the actual negotiation process. By comparing stalemate dyads with efficient settlement dyads, the study identifies emotional dynamics that characterize successful as opposed to unsuccessful negotiations. Results show that observed differences are primarily the result of impasse dyads spiraling into a negative emotional climate rather than efficient settlement dyads having overall higher levels of positive emotions or increasing them throughout the negotiation process. As predicted by social functional models, the study further confirms that emotions are not only a reaction to the economic (un)fairness of a proposed offer, but their display also influences the payoff (in)equity of the counterpart's subsequent offer. Whether a specific emotional expression increases or decreases the economic fairness of the counterpart's subsequent offer, however, differs across negotiation phases and between dyads that reached an agreement or not. Furthermore, the results show distinct differences between emotions that address individual goal realization in negotiations and emotions that focus on the

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This study examines the impacts of process frames and salience of a turning point on negotiators' responses to a departure during the negotiation process. Results show that individuals negotiating within an integrative-cooperative (as opposed to a distributive-competitive frame) are more likely to interpret the departure as a turning point and match the other's offer. Similarly, results show that making the departure salient by clearly articulating the intent, content, and function of the turning point offer increases negotiators' propensity to embrace the mutually beneficial turning point offer. The findings are discussed in light of negotiators' awareness of events during the negotiation process, their (mis)matching of favorable offers, and relational order theory.

Dimensional qualitative research (DQR) provides a sound conceptual basis for studying complex problems and developing the psychologically sensitive theory needed in marketing. This article proposes dimensional mapping as a method qualified to enhance the application of DQR, contributing to theory development in consumer behavior. The authors show how multidimensional scaling (MDS) can be applied in a mixed method approach for analyzing rich qualitative data. They discuss potential advantages of using MDS in a qualitativequantitative research framework (e.g., openness to the data, taking participants' perspective, metric data level, accounting for fuzzy data, reliability, and validity) in combination with the BASIC IDS proposed by Cohen (1999b) in order to evaluate the comprehensiveness of the results and derive psychologically meaningful conclusions and implications. The proposed approach is illustrated in an exemplary empirical study investigating the perception of seniors' role in advertising.

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