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While the use of computerized decision aids in accounting is widespread, little is known about the effects of decision aids on accounting decision making. However, prior research has often noted the difficulty in getting users to accept and rely upon decision aids (Rose, 2002). A primary area of focus in the design of decision aids that will facilitate user acceptance and reliance has been the development of user-centered interfaces that increase the user's comfort with the aid. This study contributes to this body of research by extending the findings of Ryan, Mims, and Koestner (1983) on the use of informational versus controlling rewards to the context of a decision aid and the interface design. While Ryan et al. focused on the effects of verbal feedback on intrinsic motivation, this study focuses on the impact of text-based feedback from a decision aid on decision performance for a choice task. Additionally, this study examines the effect of task-contingent versus performance-contingent rewards on the impact of the decision aid feedback. The results indicate a differential effect from that of Ryan et al. (1983) when feedback is provided through a decision aid and the focus is on decision performance rather than the precursor condition of intrinsic motivation. Additional research is needed to help explain why the findings obtained by Ryan et al. do not hold in the context of computerized decision aid use when decision performance is measured directly. There are important implications of these findings both in terms of theory development and decision aid design in professional decision-making environments such as accounting.

They say Eve tempted Adam with an apple. But man I ain’t going for that. Pink Cadillac – Bruce SpringsteenAll through history, individuals have spent considerable effort attempting to influence the behaviors and beliefs of others. As a principal issue in psychology (Forgas & Williams, 2001), social influence processes have been the subject of inquiry for a considerable length of time (Sherif, 1936) while Peterson (2001) argued that the manner in which individuals manipulate others represents the very core of social psychology. Extensive reviews of the social influence literature (e.g. Cialdini & Trost, 1998; Forgas & Williams, 2001) elucidate its powerful role in virtually all work and non-work domains.

Much of the philosophical debate between religionists and secularists has focused on whether to permit people to invoke publicly religious arguments to justify their position on laws and policies. There is a question related to this debate whose answer is often regarded by both liberals and religionists as intuitive and straightfoward: May religionists offer secular justifications in the public square to support or oppose laws and policies without sincerely accepting such reasons as consistent with their respective religion? Some religionists and especially some prominent liberals tend to answer in the negative, disdaining the thought of embracing an alternative that seems duplicitious. I argue that such negative responses tend to neglect the value of insincerity in public justifications.

Taken at face value, it may initially seem difficult to argue with the sentiments enshrined in the rhetoric that surrounds the TEF – raising the status of teaching in Higher Education (HE), rebalancing its relationship with research, incentivising institutions to focus on the quality of teaching and making them more accountable for ‘how well they ensure excellent outcomes for their students in terms of graduate-level employment or further study’ (OfS, 2018, p. 1). Clearly, these are laudable aspirations that will chime with anyone who believes in the importance of students experiencing an education that enriches and transforms them and their potential. Drawing on Fraser and Lamble's (2014/2015) use of queer theory in relation to pedagogy, however, this chapter aims to expose the TEF not just ‘as a landmark initiative that is designed to further embed a neoliberal audit and monitoring culture into Higher Education’ (Rudd, 2017, p. 59) but as a constraining exercise that restrains diversity and limits potential. Although queer theory is more usually linked with gender and sexuality studies, Fraser and Lamble show us that it can be used ‘in its broader political project of questioning norms, opening desires and creating possibilities’ (p. 64). In this way, the queer theoretical lens used here helps us to question, disrupt and contest the essentialising hegemonic logics behind the nature and purposes of the TEF and its effects in HE classrooms. Using the slantwise position of the homosexual (Foucault, 1996), this queer analysis of the TEF can thus be helpful as a politically generative exercise in opening up space for new possibilities.

Focusing on the individual unit of analysis, we explore how workplace identification can explain why individuals engage in unethical behavior that benefits an organization (unethical pro-organizational behavior; UPB). Social identity theory (SIT) stipulates that we want membership within high status organizations and, at extreme levels, may put the organization’s needs above all else. In taking a holistic approach to identification, we investigated how a strong occupational identification can mitigate this desire to unethically help an organization; occupations are a separate identity source and contain codes of conduct that guide ethical behavior. Utilizing a sample of 236 accountants and financial professionals, results indicated that organizational identification and occupational identification alone did not significantly predict UPB, however, the interaction of these identities did. More specifically, organizational identification significantly positively predicted UPB only when occupational identification was extremely low in strength. This effect was found after controlling for relevant personality and cognitive mechanisms related to unethical behavior. Implications for a multidimensional identification view of unethical behavior are discussed.

To cope with the complexity of modern retail stores and personal time constraints, shoppers must be selective in processing information. During a typical shopping trip, they visit only a fraction of a store’s departments and categories, examine a small subset of the available products, and often make selections in just a few seconds. New research techniques can help marketers understand how customers allocate their attention and assess the impact of in-store factors on shopper behavior. This chapter summarizes studies using observational research, virtual reality simulations, and eye tracking to identify the drivers of shopper attention, product engagement, and purchase conversion. These include shopper goals; product assortment, package appearance, price, and merchandising; shelf space allocation, organization, and adjacencies; and salesperson interaction. The research reveals that small changes in a product’s appearance and presentation can have a powerful impact on consideration and choice.