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Two field experiments demonstrate that additive effects of heuristic and systematic processing can explain door-in-the-face technique (DITF) compliance. In Study 1, additive effects of heur...

Richard G. Harrison passed away unexpectedly on April 12th, 2016. In this memoriam we pay tribute to the life and legacy of an extraordinary scientist, mentor, friend, husband, and father.

The name similarity effect is the tendency to like people, places, and things with names similar to our own. Although many researchers have examined name similarity effects on preferences and behavior, no research to date has examined whether individual differences exist in susceptibility to those effects. This research reports the results of two experiments that examine the role of self-monitoring in moderating name similarity effects. In the first experiment, name similarity effects on brand attitude and purchase intentions were found to be stronger for respondents high, rather than low, in self-monitoring. In the second experiment, the interactive effect observed in the first study was found to be especially true in a public (vs. private) usage context. These findings are consistent with theoretical expectations of name similarity effects as an expression of egotism manifested in the image and impression management concerns of high self-monitors.

Purpose – A lack of empirical evidence currently exists verifying name similarity effects on brand level choice and behavior. This research aims to test for and document the existence of a surname brand preference effect – whether individuals with surnames that match the names of brands prefer them more than other brands and behave in a manner consistent with those preferences. Design/methodology/approach – In two studies consisting of four national surveys, 50 consumer brands across 23 product categories were examined. Findings – Findings reveal that respondents with surnames that match well-known national brands more than doubled their preference rate for that brand. Findings also reveal that for consumers who prefer a brand, surname matching results in them being more than twice as likely to label themselves as brand advocates. Originality/value – These findings represent the first comprehensive examination of name similarity effects on brand preferences and advocacy. The data support and extend existing theoretical findings regarding an ego-driven interpretation of those effects. Implications for marketing practice and future research are highlighted.

Two field experiments examine the attitudinal consequences of consumers changing their minds about previously seeing brands when in fact they have not. In the first study, an increase in false brand awareness, holding brand exposure constant, is found to result in more favorable brand attitudes. In the second study, changes in false brand awareness were found to mediate the development of defensive thoughts in which respondents self-justify changing their minds. Defensive thoughts, in turn, mediate the development of brand attitudes. The results suggest that simple changes in one's subjective probability of previously seeing a brand independent of actual exposure can have significant attitudinal consequences for that brand. This is due to the generation of self-justifying cognitions. Individual change scores are further found to have greater theoretical and empirical utility than static measures. © 2011 Wiley Periodicals, Inc.

Prior studies have found that name similarity can serve as a cue that favorably affects evaluations without conscious deliberation. In a series of four experiments, we show that name similarity can increase the conscious processing of information with which it is associated. When exposed to student resumes or advertised brands with names similar (versus dissimilar) to theirs, respondents were more likely to relate the information to themselves (self-reference, Experiments 2–4) and thoughtfully examine it. Evidence of thoughtful processing included slower reaction times when reviewing resumes and greater information recall (Experiment 1), spending more time in resume review (Experiment 2), greater evaluative differentiation between resumes and product brands of different quality (Experiments 2 and 3), and developing stronger brand attitudes (Experiment 4). An expanded view of how and why name similarity can affect persuasion is offered and discussed.

The opto-fluidic ring resonator (OFRR) is a sensitive label-free optical biosensor that is uniquely well suited for photonic and fluidic integration. For the first time we have explored the utility of this novel instrument for the analysis of methylation in oligonucleotides using the MBD-2 (methyl binding) protein as the capture molecule. This application has strong relevance to cancer research and future clinical tools through the study of methylation patterns in important gene promoters. In this work we quantitatively characterized the OFRR's response to artificially methylated ssDNA and dsDNA as a function of the number of methylated cytosines and DNA concentration. The effect of hemi- versus fully methylated oligonucleotides was also investigated. Additionally, anti 5-methylcytidine antibody was also used as the capture molecule and compared with MBD-2. It is found that the antibody has stronger affinity for ssDNA, whereas MBD-2 is much better at binding dsDNA.

Two of the most well-supported patterns to have emerged over the past two decades of research in evolutionary biology are the occurrence of divergent natural selection acting on many male and female reproductive tract proteins and the importance of postmating, prezygotic phenotypes in reproductively isolating closely related species. Although these patterns appear to be common across a wide variety of taxa, the link between them remains poorly documented. Here, we utilize comparative proteomic techniques to determine whether or not there is evidence for natural selection acting on the ejaculate proteomes of two cricket species (Allonemobius fasciatus and A. socius) which are reproductively isolated primarily by postmating, prezygotic phenotypes. In addressing this question, we compare the degree of within-species polymorphism and between-species divergence between the ejaculate and thorax proteomes of these two species. We found that the ejaculate proteomes are both less polymorphic and more divergent than the thorax proteomes. Additionally, we assessed patterns of nucleotide variation for two species-specific ejaculate proteins and found evidence for both reduced levels of variation within species and positive selection driving divergence between species. In contrast, non-species-specific proteins exhibited higher levels of within-species nucleotide variation and no signatures of positive selection. Nucleotide and putative functional data for the two species-specific proteins, along with data for a third protein (ejaculate serine protease), suggest that all three of these genes are candidate speciation genes in need of further study. Overall, these patterns of proteome and nucleotide divergence provide support for the hypothesis that there is a causative link between selection-driven divergence of male ejaculate proteins and the evolution of postmating, prezygotic barriers to gene flow within Allonemobius.

Close range prezygotic barriers are assumed to be present between sister taxa who have overlapping distributions. Here we report the results of studies designed to test the existence of prezygotic barriers between two closely related species, A. fasciatus and A. socius. We finely dissected the courtship and mating rituals and performed Monte Carlo analysis on lengths of time and number of occurrences of particular events in the courtship mating sequence. These detailed investigations of the courtship and mating behavior of conspecific and heterospecific pairs demonstrate that behavioral isolation is non-existent. We also measure the adult lifespan and number of progeny produced from singly and multiply mated males and females in conspecific and heterospecific trials. We found that cost of a heterospecific mating is asymmetric between the sexes with males paying a higher cost.

Aims Macrophage migration inhibitory factor (MIF) is a pro-inflammatory cytokine found pre-formed in the urothelium. During inflammation, MIF is released into the bladder lumen and bladder MIF mRNA is upregulated. Since MIF also has tautomerase activity and blocking tautomerase activity also blocks MIF's biological activity, we hypothesized that blocking MIF's tautomerase activity would prevent bladder inflammation. Therefore, we examined the effects of a MIF tautomerase inhibitor (ISO-1; also blocks biological activity) on cyclophosphamide (CYP)-induced cystitis in mice. Methods Mice receiving CYP (300 mg/kg; i.p.) to induce cystitis or saline (control) were treated either with ISO-1 (20 mg/kg; i.p.; daily) or vehicle (20% DMSO; i.p.; daily) for 2 days. After 2 days, micturition volume and frequency in awake mice were recorded and also mechanical sensitivity to abdominal stimulation using von Frey monofilaments. Bladders were collected under anesthesia and examined histologically, nerve growth factor levels were assayed in bladder homogenates, and production of inflammatory cytokines in the bladder was determined using a targeted array. Results CYP treatment resulted in decreased micturition volume, increased frequency, decreased threshold, increased histological signs of cystitis, increased bladder NGF levels and production of inflammatory cytokines when compared to the control group. Treatment with ISO-1 prevented or greatly decreased all these changes. Conclusion Antagonizing MIF's activity with a systemic MIF tautomerase inhibitor was able to prevent or greatly reduced chemical cystitis in mice, thus indicating the MIF mediates bladder inflammation in this model. MIF represents a novel and important modulator of cystitis. Neurourol. Urodynam. 29:1451–1457, 2010. © 2010 Wiley-Liss, Inc.

The structure of the hybrid zone between the ground crickets, Allonemobius socius and Allonemobius fasciatus, approximates an environmental mosaic based on temperature/moisture at regional spatial scales. In the present study, we show that the micro-geographic spatial structure (i.e. single fields) of this hybrid zone is governed by the same criteria. Thus, the criteria that structure this hybrid zone are scale independent, even though the agents that implement these criteria may differ at various scales (climate, latitude, and elevation at regional scales; grass height, slope aspect, and field use at micro-geographic scales). Additionally, the study demonstrates a previously unknown barrier to genetic exchange in this system that acts before conspecific sperm precedence. © 2008 The Linnean Society of London, Biological Journal of the Linnean Society, 2008, 94, 777–796.

Long-term studies of hybrid zones can provide valuable insight into a number of questions that have long attracted the attention of evolutionists. These questions range from the stability and fate of hybrid zones to the relative fitness of hybrids. In this paper we report the results of a 14-year survey of the Allonemobius fasciatus-Allonemobius socius hybrid zone. Populations were collected intensively in 1986 and 1987 and then more sporadically through the end of the 1980s and throughout the 1990s. By documenting changes in the genetic composition of populations near and within the zone during this period of time we assessed: the strength of the reproductive isolation between the two species; the relative growth rates (which can be considered a surrogate of relative fitness) of genotype classes corresponding to hybrids and to pure species individuals; and, the power of single-year and multi-year measurements of relative growth rates to predict changes in the genetic composition of mixed populations through time. In brief, we found very large year-to-year variation in the relative growth rates of pure species and hybrid individuals. This variation may reflect the fact that both species are at the edge of their range and perhaps at the limits of their ability to deal with environmental perturbations. As a consequence of the variation, even multi-year estimates of relative growth rates often provided imprecise predictions regarding the future genotypic composition of mixed populations. Despite our limited ability to predict the dynamics of individual populations, some trends are apparent. A. socius, the southern species, has clearly increased in frequency along a transect through the Appalachian Mountains, indicating that the zone is moving north in this region. In contrast, the zone appeared to be more stable along the East Coast transect. Within mixed populations, character-index profiles are often bimodal and stable through time, indicating relatively strong reproductive isolation between the two species that is not being reinforced, nor is it breaking down.

This study investigates the zone of overlap and hybridization between a new species in the Allonemobius species complex and Allonemobius socius (Scudder 1877). The new species, Allonemobius sp. nov. Tex was previously misidentified as Allonemobius fasciatus (De Geer 1773). Our survey of genetic variation at 13 allozyme loci shows that the new species differs from A. fasciatus in at least two allozyme loci. A. sp. nov. Tex is distributed mainly in Texas, and it is sympatric with A. socius in some parts of its distribution where the two species hybridize. In addition to the two fixed allelic differences between the two species, there is also a unique allele at a third locus in A. sp. nov. Tex. The proportion of hybrids in the mixed populations where the two species co-occur is always low, resulting in bimodal hybrid index scores. The bimodal distribution suggests that there is reproductive isolation between the new species and A. socius. This reproductive isolation is maintained, at least in part, through conspecific sperm precedence, which also serves as the major barrier to gene flow between A. socius and A. fasciatus.

Allonemobius shalontaki (Braswell) (Orthoptera: Gryllidae: Nemobiinae), a newly recognized species, was described on the basis of novel electrophoretic alleles and a unique male calling song. However, little is known about the species and the factors that isolate it from co-occurring species of Allonemobius (Hebard). We use electrophoretic markers to document sympatry of A. shalontaki with its congener Allonemobius socius (Scudder) and to follow the life cycle of the two species at two sites. The results indicate that there are phenological differences between the species. To confirm the phenological differences quantified in the field, we study patterns of egg development and hatching in the laboratory. Together with laboratory hybridization studies, these result demonstrate that A. shalontaki and A. socius are strongly, but not completely, reproductively isolated.

The use of scarcity and reference price techniques in 13,594 retail newspaper display advertisements across four major U.S. cities was evaluated in terms of frequency and usage strategies using framing and information‐processing perspectives. One or both of these techniques were found in 22.4% of the ads. Scarcity was used more frequently than reference pricing, and was strongly associated with the use of reference pricing. Limited time availability was found to dominate the use of scarcity tactics. Scarcity and reference pricing were also strongly associated with the use of other attention and persuasion tactics, such as color ads, larger ads, and “Sale” announcements. Given the extensive use of reference pricing and scarcity appeals, their association with each other, and their further association with other commonly recognized advertising tactics, additional research on the use of multiple influence strategies appears warranted. The authors thank Tiffani Oltmanns and Daniel Taraba for their assistance ...

The current understanding of reference pricing requires broadening to reflect contemporary advertising practices and shopping behavior. A content analysis of 13,594 newspaper retail advertisements reveals that it is uncommon for reference pricing to be used alone in advertisements: 87.2% of the advertisements featuring reference pricing also include limited-time availability (i.e., “Three days only!”) or sale announcements in the headline or copy. Using dual-process theories of persuasion as a conceptual framework, the authors conduct three field experiments that compare the conditions under which the use of limited-time availability and sale announcements in advertisements that feature reference prices affects consumer price perceptions and store shopping intentions. The findings yield three insights for reference price advertising. First, reference pricing results in favorable price perceptions and store shopping intentions only when consumers are shopping for a product. Second, when consumers are shopping for a product, reference pricing paired with limited-time availability results in more favorable price perceptions and store shopping intentions than the use of either technique alone. Third, the use of sale announcements and limited-time availability in reference price advertisements has a favorable effect on price perceptions and store shopping intentions when consumers are not shopping for a product.

A new species of ground cricket in the genus Allonemobius (Hebard) is described from the southwestern United States. Like many singing Orthoptera, this species is morphologically cryptic and most easily distinguished from related species by using molecular characters and male calling song traits. We describe Allonemobius shalontaki as a new species and present data suggesting its reproductive isolation from congeneric species. Allonemobius shalontaki exhibits a unique male calling song and possesses a distinct allozyme genotype. Additionally, we present an electrophoretic key to the genus and propose phylogenetic relationships among species.

A recent test for the existence of suture zones in North America, based on hybrid zones studied since 1970, found support for only two of the 13 suture zones identified by Remington in 1968 (Swenson and Howard 2004). One limitation of that recent study was the relatively small number of hybrid zones available for mapping. In this study, we search for evidence of clustering of contact zones between closely related taxa using data not only from hybrid zones but from species range maps of trees, birds, and mammals and from the position of phylogeographic breaks within species. Digital geographic range maps and a geographic information system approach allowed for accurate and rapid mapping of distributional data. Areas of contact between closely related species and phylogeographic breaks within species clustered into areas characterized by common physiographic features or predicted by previously hypothesized glacial refugia. The results underscore the general importance of geographic barriers to dispersal (mountain chains) and climate change (periods of cooling alternating with periods of warming, which lead to the contraction and expansion of species ranges) in species evolution.

Three field experiments examined an information processing explanation for the effectiveness of a direct mail persuasion technique. Respondents received an ad in the mail accompanied by a hand-written note of the form, “John, Try this. It works!” and signed using a common initial. In the first experiment, the technique increased (decreased) free sample requests when strong (weak) brand attributes were used. In a second experiment, the attribute quality interaction effect was found only for respondents who could not identify who sent them the ad. Those who knew the sender requested more free samples regardless of the attribute strength of the brand. A third experiment revealed that both the personalization and content of the note contribute to its effectiveness. Theoretical implications are discussed.

What is the nature of the interface between social influence and consumer behavior? Although one could say that any consumer behavior influenced by another person or group properly defines the inte...

Reinforcement, a process whereby natural selection strengthens prezygotic isolation between sympatric taxa, has gained increasing attention from evolutionary biologists over the past decade. This resurgence of interest is remarkable given that, in the 1980s, most evolutionary biologists considered reinforcement to be, at best, a process that rarely occurred in nature. Although studies of reinforcement are now an important component of speciation research, we still lack a clear understanding of when reinforcement should occur. Theoretical models have suggested that genetic architecture, population structure and the type of selection influence the action of reinforcement. Still to be considered are the consequences of variation in mating system and patterns of sperm or pollen utilization on the likelihood of reinforcement. We argue that traveling down The Road Not Taken (apologies to Frost), that is, taking into consideration mating system and patterns of gamete utilization, leads to novel and more precise predictions of the circumstances under which reinforcement should occur.

Two experiments examine the existence of, and explanation for, emotional contagion effects on product attitudes. In the first experiment, emotional contagion occurred among “receivers” who “caught” a happy emotion from “senders” whom the receivers liked. The relationship between the emotion experienced by senders and receivers was found to be mediated by receivers mimicking smiling on the part of senders. Exposing receivers to happy senders they liked also resulted in receivers having a positive attitudinal bias toward a product. The happiness experienced by receivers via contagion was found to mediate the effects of sender emotion and receiver liking of the sender on receiver product attitudes. The second experiment replicated the first while demonstrating that observation of the facial expressions of senders by receivers, thus allowing mimicking of smiling, was a necessary condition for emotional contagion to occur. The relevance of emotional contagion for understanding consumer behavior across various ...

The prevalent legal view with regard to trademark infringement is that consumers who exercise a low (high) degree of care when evaluating goods will be less (more) likely to notice differences among brands and thus conclude they are of (dis)similar origin. The authors argue on the basis of the involvement literature and demonstrate through two field experiments that the effect of degree of care on likelihood of brand source confusion varies by the type of similarity (similar sound versus similar meaning) among brand names. The authors discuss implications for trademark infringement litigation and company brand name evaluation in light of these findings.

▪ Abstract The evolution of reproductive isolation is perhaps the most significant stage in the process of species formation, and the study of reproductive barriers currently dominates investigations of speciation. The discovery that conspecific sperm and pollen precedence play an important role in the reproductive isolation of some closely related animals and plants is one of the real surprises to emerge from this field in recent years. This review begins with a brief history of the study of reproductive isolation with the aim of understanding why conspecific sperm and pollen precedence were generally overlooked in early work on reproductive barriers. It then examines: case studies, the prevalence of conspecific sperm and pollen precedence, the isolating potential of this class of reproductive barriers, the mechanisms that account for the operation of these barriers, and potential explanations for the rapid divergence of populations in traits related to fertilization. Conspecific sperm and pollen precedence appear to be quite effective in limiting gene exchange; these barriers are widespread although not universal in animals and plants, and they operate through a number of different mechanisms. Much more work remains to be done on a number of fronts to elucidate the processes responsible for the evolution of these reproductive barriers.

Speciation continues to be one of the most intriguingphenomena in evolutionary biology; even though ourunderstanding of many of the mechanisms involved duringspeciation has improved considerably in the last twodecades (Howard and Berlocher 1998, Gavrilets 2004,Coyne and Orr 2004). Recently, Emerson and Kolm(2005) suggested a new agent that could potentially drivespeciation: species diversity itself. Emerson and Kolm(2005) argued that data on numbers of endemic speciesindicate that speciation rate increases with increasing plantand arthropod diversity on the Canary and HawaiianIslands. According to Emerson and Kolm, the proportionof endemic species in taxonomic groups can be used as asurrogate for speciation rate because that proportion isaffected mainly by in situ island speciation rather than byextinction and speciation on other islands (cf. Cadena et al.2005). It follows then that a higher proportion of endemicspecies means a higher in situ island speciation rate. Theproportion of endemic species was found to increase withincreasing diversity on the Canary and Hawaiian Islands,leading to the conclusion that species diversity itself couldbe driving speciation (Emerson and Kolm 2005).Emerson and Kolm’s (2005) study received skepticalresponses (Cadena et al. 2005, Kiflawi et al. 2007, Pereiraet al. 2007, Whittaker et al. 2007, Gruner et al. 2008) thatcame up with several reasons why Emerson and Kolm’s(2005) analysis fails to identify the agent responsible for theobserved relationship between the proportion of endemicsand species diversity. In one of these responses, Witt andMaliakal-Witt (2007) showed with a null model that therelationship can arise by chance alone through stochasticcolonizations and extinctions; however, their null model didnot incorporate speciation, extinction, and inter-islandcolonization. Our main interest is whether Witt andMaliakal-Witt’s (2007) conclusion still holds when theseprocesses are included.The null model presented here is constructed as apresence/absence matrix. The columns are islands and therows are species, where ‘‘1’’ means the species is presenton that island and ‘‘0’’ means absent. Species diversity onthese islands is determined by speciation, extinction, andmigration between the islands; each of which depends onchance. Each species has the same probability of undergoingthese events, and these probabilities are kept constantthroughout the simulation.Presence/absence matrices have been used widely forbuilding null models in community ecology and islandbiogeography (Connor and Simberloff 1979, 1983). Thesemodels have been very influential, but at the same time,have been criticized for potential statistical biases built intothe matrices (Diamond and Gilpin 1982, Wright and Biehl1982, Wilson 1995, Gotelli and Entsminger 2001, 2003).In these models, the ‘‘assemblies’’ of species on islands hasbeen the main interest, so the critical issue was the way ‘‘1’’sand ‘‘0’’s were distributed in a given matrix with fixedcolumn and/or row sums (Gotelli 2000). In our model,however, the distribution of ‘‘1’’s and ‘‘0’’s in the matrix isnot of interest. Moreover, in our model, the size of thematrix changes during the simulation; the matrix growswhen a new row is added after a speciation event (whichensures that the new daughter species is present only on thatisland and nowhere else) and shrinks if a species goes extincton all the islands. Migration between the islands does notaffect the matrix size, but converts the ‘‘0’’s to ‘‘1’’s if themigration event is successful. Thus, the model is unbiased asit does not test whether or not there are certain speciesassemblages on islands.At each time step, each species can potentially speciate,go extinct, or migrate to another island; whether they willdo so depends on chance determined by a random numberdrawn at each time step. For example, if the randomnumber drawn for a particular species is less than thespeciation probability assigned for that simulation, then thespecies undergoes a speciation event. After a speciationevent, the existing species on the island can potentially goextinct depending on the random number drawn at eachtime step for each species. As before, all the species have thesame extinction probability that remains constant through-out the simulation. Lastly, all species that survive on anisland can potentially migrate to other islands, thusreducing the proportion of endemics.

Polymorphic di-, tri- and tetranucleotide repeats were examined in Allonemobius to determine whether they could serve as useful markers in studies of sperm precedence, population genetics and hybrid zone structure. Ten microsatellite DNA loci were sufficiently polymorphic to be used for paternity tests and showed no evidence of linkage disequilibrium or deviations from Hardy–Weinberg equilibrium in Allonemobius socius. Nine of 10 of these microsatellites can be amplified from three other Allonemobius species, suggesting that these markers will have widespread utility in this ground cricket genus.

The ground crickets, Allonemobius fasciatus and A. socius are sister species and form a mosaic hybrid zone in the eastern United States. In this study, we developed RAPD markers and constructed genetic linkage maps for the two species, as a first step toward mapping quantitative trait loci that control conspecific sperm precedence. The A. fasciatus map consists of 25 markers mapped to 8 linkage groups, spanning 400.1 contiguous centiMorgans (cM). The average distance between two framework markers is 23.5 cM. The A. socius map consists of 20 markers mapped to 6 linkage groups, spanning 400.5 contiguous cM. The average distance between two framework markers is 30.4 cM. A sex chromosome was identified in the A. socius map. These are the first reported genetic linkage maps for Orthoptera. Resume : Les grillons Allonemobius fasciatus et A. socius sont des especes soeurs et forment une zone d'hybrides en mosaique dans l'Est des Etats-Unis. Dans cette etude, les auteurs ont developpe des marqueurs RAPD et assemble des cartes de liaison genetique chez ces deux especes. Ce travail constitue la premiere etape en vue de la cartographie de caracteres quantitatifs qui controlent la dominance seminale intraspecifique. La carte du A. fasciatus comprend 25 marqueurs assembles en huit linkats qui totalisent 400,1 cM. La distance moyenne entre marqueurs de reference adjacents est de 23,5 cM. Chez le A. socius, la carte est composee de 20 marqueurs formant six linkats qui s'etendent sur 400,5 cM. La distance moyenne entre deux marqueurs de reference est de 30,4 cM. Un chromosome sexuel a ete identifie chez le A. socius. Il s'agit des premieres cartes de liaison genetique rapportees chez les orthopteres. Mots cles : Allonemobius, allozyme, grillon, zone d'hybrides, cartes genetiques, RAPD. (Traduit par la Redaction) Chu and Howard 847

The sibling ground crickets Allonemobius fasciatus and A. socius meet along a mosaic hybrid zone at ≈ 40°N latitude in eastern North America. In this paper we report the findings of a genetic analysis of calling-song variation within and among six cricket populations sampled along a transect through the hybrid zone in southern New Jersey. We compared aspects of the calling song of both wild-caught and laboratory-reared crickets to test the hypothesis that population differences in song observed in the wild were genetically based. We found significant, species-level differences in all aspects of the calling song, and these differences persisted even after a generation of common-garden rearing in the laboratory, supporting the hypothesis that interspecific variation observed in the wild largely reflects genetic differentiation between the two taxa. A discriminant function analysis indicated that individual crickets could be assigned to the proper taxon with less than 10% error, supporting the premise that calling song could be used by female crickets as a mechanism for species recognition. One population, collected from within the hybrid zone and containing significant numbers of hybrid individuals, was intermediate in its calling song, presumably reflecting this population's mixed genetic makeup. In this hybrid zone population, song phenotype was highly correlated to a hybrid index score generated using species-specific alleles at four diagnostic allozyme markers, suggesting a multigenic basis to calling-song variation in these crickets as well as linkage disequilibrium between markers and song. Based on an analysis of laboratory-reared full-sib families, broad-sense heritabilities for calling-song characteristics were generally significant in the two A. socius populations, whereas many components of song showed no significant family effects in the three A. fasciatus populations. The genotypically mixed, hybrid zone population showed very high heritabilities for most calling-song components, which likely reflect the influence of interspecific gene flow on genetic variation for quantitative traits.

Allonemobius fasciatus (De Geer) and A. socius (Scudder) (Orthoptera: Gryllidae) are small ground-dwelling crickets that meet and hybridize, to a limited extent, in a mosaic contact zone stretching from New Jersey to at least as far west as Illinois. To determine whether short-range signals such as visual cues, tactile stimulation, or pheromones are important in limiting gene flow between A. fasciatus and A. socius we carried out a study in the laboratory. A male or a female was placed in a cage with an A. fasciatus and A. socius individual of the opposite sex and the outcome, a conspecific or a heterospecific mating, was recorded. Overall, conspecific matings occurred more frequently than heterospecific matings. However, individuals from areas of sympatry were no more likely to mate with a conspecific than were individuals from areas of allopatry. Thus, the challenge posed by a related species has not resulted in a strengthening of positive assortative mating in these crickets.

It is argued people have learned over the course of their lives that cues associated with a source of stress diminish with an increase in distance from that source. This benefit should have increasing appeal to persons experiencing increasing levels of source specific stress. Two experiments, utilizing different populations of respondents, examine the effects of distance from a place of work on evaluations of advertised vacation resorts by persons experiencing different levels of work-related stress. In the first study, a strong linear trend in favorable attitudes toward a distant (as opposed to a close) resort was found as a function of increasing levels of work-related stress. In the second study, that linear trend was eliminated (replicated) through the presence (absence) of a work-related retrieval cue. The results suggest that distant locations appear attractive because of their perceived escape/avoidance value. That value increases as a function of work-related stress, which has attitudinal consequences contingent upon the availability of cues reminding respondents of work. Implications of the results in terms of the meaning of leisure, the development of more effective advertising appeals, as well as reconsidering past views of distance barriers between people and locations, are discussed.

The use of molecular genetic techniques is becoming increasingly widespread in analyses of hybrid zones. Yet, exactly how many molecular markers are required to provide a given degree of resolution remains an open question. We present statistical models that relate the number of markers examined to their power to discriminate between pure species, F1’s, and backcross individuals. Our models indicate that only about four or five markers are required to provide a coarse classification of individuals in hybrid zones, whereas upwards of 70 markers are required to discriminate between pure species and advanced backcrosses. The models provide hybrid zone researchers a basis upon which to balance the time and expense of examining large numbers of markers against the magnitude of classification errors when smaller numbers of markers are examined.

Three experiments compare the effects of familiar phrases (e.g., “don't put all your eggs in one basket”) to literal phrases conveying the same meaning (i.e., “don't risk everything on a single venture”) on attitude formation. It is argued that the meaning and value of familiar phrases are quickly and easily understood. It is further argued that such phrases tend to be most frequently used in limited-thinking situations and should be effective as peripheral persuasion cues when utilized in the context of a commercial message. All three experiments support this expectation of peripheral-cue effectiveness. Familiar, relative to literal, phrases resulted in more favorable attitudes under low (but not high) involvement conditions (Experiment 1), under conditions of message distraction (Experiment 2), and for persons with a low (but not high) need for cognition (Experiment 3). The results of all three experiments are discussed as being consistent with the predictions of the elaboration likelihood model.

Benedix & Howard (1991,Evolution,45,1751–1759) reported evidence of displacement inAllonemobius fasciatus(Orthoptera: Gryllidae) calling song in areas of overlap betweenA. fasciatusandA. socius. As part of an effort to determine whether this pattern could be accounted for by reinforcement, female phonotaxis was studied in both species. Females of both species were attracted to male songs, but were relatively insensitive to interspecific differences in songs. Thus, female preference does not appear likely to account for calling song divergence betweenA. fasciatusandA. socius.

Manufacturers focus on becoming more agile, software firms deploy rapid application development tools—everyone is in a hurry. Although we all understand the benefits of being first to market, we understand just as clearly that not all first-to-market products enjoy the same, sustainable benefits from being market pioneers. Why do some pioneering products experience a more significant order-of-entry effect than others? Roger A. Kerin, Gurumurthy Kalyanaram, and Daniel J. Howard examine two factors—product hierarchy and brand strategy—which may influence the magnitude of this effect for new consumer packaged goods. First, they hypothesize that pioneering a new product class offers a greater advantage than introducing a new form to an existing product class. Second, they predict that the order-of-entry effect will be greater for brand extensions than for entirely new brands. Finally, considering both product hierarchy and brand strategy, they expect that the order-of-entry advantage for brand extensions over new brands will be significantly greater within new product classes than for new forms of existing products. These hypotheses are tested using data from the Information Resources, Inc. Behaviorscan® data set. Collected from 2,500 household panel members, 75 supermarkets, and 25 drugstores, this database contains weekly measures of brand trial penetration as well as brand distribution, price, and promotion information in eight geographic markets from the period 1983–1988. The models developed in this study explore the relationships among brand trial penetration, product hierarchy, brand strategy, order of entry, lag time between successive brand entrants, and marketing mix variables (i.e., price, promotion, distribution, and advertising). The study strongly supports all three hypotheses. In particular, the analysis clearly demonstrates that the order-of-entry effect is greatest for a new product class pioneered by a brand extension. Order of entry has the least effect on a new product form pioneered by an entirely new brand. For a company seeking a competitive advantage from being first to market, innovation in product function offers greater potential benefit than innovation in product form. Such a company can also benefit from building on the name and reputation of its established brands. Although the study finds these order-of-entry effects significant, the effects of marketing mix variables such as product price and promotion are consistently stronger.

This study examines the explanation of brand persuasion through communicating means-end levels on information (attributes, consequences and values) in commercials. It is argued that consumers perceive the personal relevance and desirability of product attributes in terms of their association with personal consequences of product usage. Similarly, the relevance and desirability of personal consequences are derived from their association with a consumer's personal values. It is predicted and supported that the strength of association between means-end information communicated by an ad will contribute to the explanation of brand persuasion. Support is also obtained for the prediction that the effect on brand persuasion of communicating means-end associations will be stronger for those who are not loyal users of the brand, since those persons have more to learn about the personal relevance and desirability of the means-end information provided by the associations betwwen levels.

22 students are asked to comply with a request by their professor after he recalls or is unable to recall their names. Students whose names were recalled started and returned the completed task more quickly than those whose names were not recalled. The results are consistent with the position that remembrance of names motivates compliance with requests. A complimentary interpretation of remembrance of names is argued.

Customer orientation is a key to successful marketing strategies. In personal selling, customer orientation has been shown to be related to the quality of the customer-salesperson relationship (Saxe & Weitz, 1978). Adaptive selling (Weitz, Sujan, & Sujan, 1986) is a theoretical perspective that suggests sales performance is related to salespeople's ability to shift their customer orientation, by adapting their behavior to different customers in different situations. This article presents personal construct theory (Kelly, 1955) as a framework for understanding how sales personnel perceive and adapt to customers. An interview technique known as laddering (Gutman, 1982; Hinkle, 1965) is used to elicit these constructs from sales personnel. Results of the interviews are compared across levels of sales experience. Consistent with the Sujan, Sujan, and Bettman (1988) findings relating sales effectiveness and breadth of knowledge structures, we find that the number of years of sales experience is related to the breadth of constructs obtained from the laddering interviews. © 1995 John Wiley & Sons, Inc.

Postinsemination barriers to fertilization generally have been ignored by biologists interested in the origin and nature of reproductive isolation among closely related terrestrial animals. Yet evidence presented in this paper indicates that such a barrier bears primary responsibility for the reproductive isolation between the ground crickets Allonemobius fasciatus and Allonemobius socius. Postinsemination barriers to fertilization may isolate many other terrestrial animals as well, but the design of most laboratory hybridization experiments precludes the detection of these barriers.

We report the results of two experiments that examine the role of thematic congruence between a mood-inducing event and an advertised product in determining the effects of mood on brand attitudes. Under incongruent conditions (manipulating mood using a sports stimulus followed by exposure to a casual shoe or casual shorts ad), positive mood affected attitudes by reducing the processing of ad message information. Under congruent conditions (manipulating mood using a sports stimulus followed by exposure to an athletic shoe or athletic shorts ad), positive mood affected attitudes by facilitating the processing of ad message information. The results suggest that whether positive mood reduces or facilitates message processing depends on the relation between how mood is manipulated and the topical areas for which the effects of mood are examined.

Allonemobius fasciatus (De Geer) and A. socius (Scudder) are small ground-dwelling crickets that meet and hybridize, to a limited extent, in a mosaic contact zone stretching from New Jersey to at least as far west as Illinois. To determine whether there is selection against hybridization, we compared heterospecific and hybrid crosses with conspecific crosses with regard to offspring production, viability, and development. Parental, F1, and F2 heterospecific and hybrid crosses produced considerable numbers of offspring, although some cross classes produced significantly fewer offspring than conspecific crosses. Differences in the number of offspring produced between heterospecific or hybrid crosses and conspecific crosses could be attributed to differences in the number of eggs laid rather than to differences in the percentage hatching. The time of hatching, the time required to reach adulthood, and hatchling-to-adult survival were similar in the various cross classes. Postzygotic barriers to gene exchange do not appear to be strong enough to account for the low number of hybrids found in mixed populations.

The ground crickets Allonemobius fasciatus and A. socius meet in a mosaic hybrid zone that stretches from New Jersey at least as far west as Illinois. Within mixed populations from the contact zone, "pure" species individuals predominate. To determine whether hybrids are less viable than pure-species individuals, and to assess whether the high proportion of pure-species individuals in mixed populations results from hybrid inviability, we performed a cohort analysis. In this study, five mixed populations from the hybrid zone were each sampled three to five times from the fall of 1986 to the spring of 1988. Individuals were assigned to one of three categories based on their genotypes: A. socius (individuals harboring only alleles unique to A. socius), hybrid (individuals with alleles unique to both species), and A. fasciatus (individuals harboring only alleles unique to A. fasciatus). This sampling and measurement scheme permitted monitoring of the proportion of hybrid individuals in a population over time. The results were fairly consistent. The relative survival of A. socius was greater than the relative survival of members of the other two groups in four of the five populations. The relative viability of A. fasciatus was greater than that of hybrids in one population, approximately equal to that of hybrids in two populations, and less than that of hybrids in two populations. These results not only shed light on an important component of fitness, viability from hatching to adulthood, but they demonstrate that loss of hybrid individuals during the course of the field season will not explain deviations from random mating expectations present in mixed populations in late summer. The deviations must be due to assortative mating or to a reproductive barrier operating prior to egg hatch.

Theory indicates that the conditions necessary for the operation of reinforcement are very restrictive, yet two recent surveys of the literature report the widespread occurrence of patterns predicted by the reinforcement hypothesis. We begin a reconciliation of theory and data by focusing on one of the most troublesome restrictions placed on reinforcement: the need for strong selection against hybridization. Laboratory hybridization studies often do not find evidence of the required selection. We point out that the design of most laboratory hybridization studies precludes the detection of barriers to fertilization. Recent work on the ground cricketsAllonemobius jasciatusandA. socius, which we summarize here, suggests that barriers to fertilization evolve quickly. If mating is a risky business, such barriers can promote the evolution of premating isolation. Post-insemination signalling systems are little understood by evolutionists and worthy of much greater attention.

This is a special issue of Genetica that has its origins in a symposium held in honor of Richard G. Harrison at Ithaca, New York on July 22–23. Former students of Rick Harrison organized the symposium and most of the speakers were former students, as well. The quality and breadth of the talks were a testament to Rick’s influence as a thinker, synthesizer, and mentor and it is only appropriate to reflect on Rick’s contributions to the fields of evolutionary ecology, systematics, and genetics in this preface to the symposium articles.

Optofluidic lasers are of particular interest for lab-on-a-chip-type devices, with broad spectral tunability, convenient microfluidic integration, and a small footprint. Optofluidic ring resonator (OFRR) lasers are advantageous in terms of size but typically generate nondirectional emission that is of minimal practical use. We introduce two unique geometries for soft-lithography-based OFRR lasers--side-coupled rings and spiral rings--both of which can be produced in polydimethyl siloxane substrates with contact molding. These rings utilize evanescent and direct butt-coupling, respectively, to effectively couple the OFRR laser emission into microfluidic channels. A laser threshold of a few to tens of microJ/mm(2) is achieved.

We developed and characterized a Fabry-Perot (FP) sensor module based micro gas chromatography (microGC) detector for multipoint on-column detection. The FP sensor was fabricated by depositing a thin layer of metal and a layer of gas-sensitive polymer consecutively on the endface of an optical fiber, which formed the FP cavity. Light partially reflected from the metal layer and the polymer-air interface generated an interference spectrum, which shifted as the polymer layer absorbed the gas analyte. The FP sensor module was then assembled by inserting the FP sensor into a hole drilled in the wall of a fused-silica capillary, which can be easily connected to the conventional gas chromatography (GC) column through a universal quick seal column connector, thus enabling on-column real-time detection. We characterized the FP sensor module based microGC detector. Sensitive detection of various gas analytes was achieved with subnanogram detection limits. The rapid separation capability of the FP sensor module assembled with both single- and tandem-column systems was demonstrated, in which gas analytes having a wide range of polarities and volatilities were well-resolved. The tandem-column system obtained increased sensitivity and selectivity by employing two FP sensor modules coated with different polymers, showing great system versatility.

We demonstrate the rapid detection of explosive vapors based on a fiber-based optical Fabry-Perot (FP) gas sensor. The sensing probe of the FP sensor is composed of a thin metal layer and a vapor-sensitive polymer layer that are deposited sequentially on a cleaved fiber endface to form an FP cavity. The interference spectrum generated from the reflected light at the metal-polymer and polymer-air interfaces changes upon the absorption of gas analyte. By monitoring the interference shift, we are able to obtain quantitative and knetic information of the interaction between the analyte and the polymer layer. We further assemble the FP sensor with a short fused silica capillary into a sensor module, and employ it in a gas chromotgraphy (GC) system for selevtive rapid on-column detection. In this report, we specifically target 2, 4- dinitrotoluene (DNT) and 2, 4, 6-trinitrotoluene (TNT) for their obvious defense applications. This work could lead to a portable sensor capable of detecting low concentrations of DNT, TNT, and other explosive chemicals.

Microfluidic lasers, which utilize liquid as a gain medium, are of great interest for lab-on-a-chip devices due to their small size, tunability, and cost-effectiveness. We demonstrate a soft-lithography-based opto-fluidic ring resonator (OFRR) laser which can be produced in arrays of identical rings in polydimethyl siloxane (PDMS). The PDMS structures are produced from a silicon mold fabricated using reactive ion etching (RIE) and are both robust and reusable. Using rhodamine 6G in a tetraethylene glycol (TEG) dye solvent provides enough refractive index contrast with PDMS to generate a multimode lasing signal from rings 200 to 400 microns in diameter and lasing thresholds of 2.7 μJ/mm 2 centered around 580 nm. These rings are coupled to liquid waveguides which conveniently direct the lasing emission to other on-chip devices. Since the rings and waveguides are not in fluidic contact, many rings may potentially be coupled into a single waveguide for multi-color emission. Separating the ring and waveguide fluidics also prevents unwanted absorption of the lasing signal by extra dye molecules.

Macrophage migration inhibitory factor (MIF) is a pro-inflammatory cytokine found pre-formed in the urothelium. During inflammation, MIF is released into the bladder lumen and bladder MIF mRNA is upregulated. Since MIF also has tautomerase activity and blocking tautomerase activity also blocks MIF's biological activity, we hypothesized that blocking MIF's tautomerase activity would prevent bladder inflammation. Therefore, we examined the effects of a MIF tautomerase inhibitor (ISO-1; also blocks biological activity) on cyclophosphamide (CYP)-induced cystitis in mice.Mice receiving CYP (300 mg/kg; i.p.) to induce cystitis or saline (control) were treated either with ISO-1 (20 mg/kg; i.p.; daily) or vehicle (20% DMSO; i.p.; daily) for 2 days. After 2 days, micturition volume and frequency in awake mice were recorded and also mechanical sensitivity to abdominal stimulation using von Frey monofilaments. Bladders were collected under anesthesia and examined histologically, nerve growth factor levels were assayed in bladder homogenates, and production of inflammatory cytokines in the bladder was determined using a targeted array.CYP treatment resulted in decreased micturition volume, increased frequency, decreased threshold, increased histological signs of cystitis, increased bladder NGF levels and production of inflammatory cytokines when compared to the control group. Treatment with ISO-1 prevented or greatly decreased all these changes.Antagonizing MIF's activity with a systemic MIF tautomerase inhibitor was able to prevent or greatly reduced chemical cystitis in mice, thus indicating the MIF mediates bladder inflammation in this model. MIF represents a novel and important modulator of cystitis.