Frank H. Hankins

Bio: Frank H. Hankins is an academic researcher from Smith College. The author has contributed to research in topics: Population & Human development (humanity). The author has an hindex of 11, co-authored 49 publications receiving 2001 citations.

Perception and communication

Abstract: First published in 1958, this book has become recognized as a classic in its field. It marked a transition between behaviourist learning theory and the modern 'information processing' or 'cognitive' approach to perception and communication skills. It continues to provide a principal starting point for theoretical and experimental work on selective attention. As Professor Posner writes in his Foreword to the reissue: 'it remains of great interest to view the work in its original form and to ponder those creative moments when the mind first grasps a new insight and then struggles to work out its consequences.

A focus theory of normative conduct: Recycling the concept of norms to reduce littering in public places.

Abstract: Past research has generated mixed support among social scientists for the utility of social norms in accounting for human behavior. We argue that norms do have a substantial impact on human action; however, the impact can only be properly recognized when researchers (a) separate 2 types of norms that at times act antagonistically in a situation—injunctive norms (what most others approve or disapprove) and descriptive norms (what most others do)—and (b) focus Ss' attention principally on the type of norm being studied. In 5 natural settings, focusing Ss on either the descriptive norms or the injunctive norms regarding littering caused the Ss* littering decisions to change only in accord with the dictates of the then more salient type of norm.

Do Norms Matter in Marketing Relationships

Abstract: Transaction cost analysis is rapidly becoming an important theoretical paradigm in marketing. However, the accumulation of transaction cost studies has been accompanied by a growing body of critici...