Training Implications of Salesperson Influence Strategy

Abstract

Salespeople attempt to influence their customers in different ways. Depending upon the situation, some of their influence attempts are more successful than others. Therefore, salespeople should be trained to recognize key differences in the situations they face and to use those influence strategies which seem to be the most effective in dealing with the particular situations. This article identifies several types of influences used by salespeople, empirically validates their use, suggests some specific training implications related to influence attempts, and offers an operational framework within which the training may be conducted.     

Autistic Patterns

Abstract

Over the last three decades, researchers have tried to identify the etiology of eating disorders. In examining the connections between different types of self-and-body dissatisfaction evident in eating disorders, the psychodynamic approach is the most feasible. Implicated are deficits of the self, unresolved problems in separation-individuation and self-definition, and the difficulty in expressing needcalled the “Black Hole.” The current article presents three case studies of anorexia, bulimia, and obesity and compares them through the ability to express neediness. Basic terms from the research of Tustin and others are used to explain the dynamics related to the capacity to express need, as exemplified in the different types of eating disorders.     

Self-presentation as a function of perceived closeness and trust with romantic partners,friends, and acquaintances

ABSTRACT

Self-presentation represents behaviors used in establishing an identity with others; such behaviors may differ across various interpersonal relationships. The current article presents two studies examining differences in self-presentation to acquaintances, friends, and romantic partners among college students in relationships. Study 1 was an experiment, and Study 2 utilized a within-subject design. Results showed that individuals engaged in more self-presentation in more established types of relationships. Additionally, both closeness and trust served as moderators, such that those lower in closeness/trust reported more self-presentation in more established types of relationships than in less established types of relationships. At higher levels of closeness/trust, the results were somewhat inconsistent, with Study 1 finding no differences between relationship types and Study 2 finding more self-presentation to romantic partners than to friends and acquaintances. These results are among the first to suggest that individuals engage in differing levels of self-presentation, depending on the type of relationship and the extent to which they feel close to and trust the person.     

Promoting Healthy Partnerships

ABSTRACT

This article offers practical suggestions for partnering with theological schools and libraries in developing countries. Drawing upon his own experiences, and those of others, the author, a theological librarian and consultant, guides readers through the perilous enterprises of international partnerships and foreign aid projects.     

Validation of the French Utrecht Work Engagement Scale and its relationship with personality traits and impulsivity

IntroductionWork engagement is a positive state of mind related to work, characterized by vigor, dedication, and absorption. It is measured through the Utrecht Work Engagement Scale (UWES), which has shown good psychometric properties across occupational types and languages. Besides, some individuals may more easily experience work engagement than others, suggesting that individual stable tendencies could predict this state of mind.ObjectivesIn this article, we aim to: (1) present the psychometric properties of the French versions of the Utrecht Work Engagement Scale (UWES-9 and UWES-17), and (2) assess whether work engagement can be associated with personality traits and impulsivity.MethodFor this purpose, 661 French-speaking workers (M_age = 40.86, SD_age = 12.35) were recruited in the French-speaking part of Switzerland. Two hundred and eleven subjects responded to the UWES-17, the Zuckerman-Kuhlman-Aluja Personality Questionnaire (ZKA-PQ) and the UPPS Impulsive Behaviour Scale (UPPS), and 450 subjects responded to the UWES-9 and the NEO-Five-Factor Inventory Revised (NEO-FFI-R).ResultsResults showed that UWES-9 reached better psychometric properties than UWES-17. Moreover, it appeared that individuals who were active, conscientious, emotionally stable, and extroverted were more prone to experience work engagement than others.DiscussionThus, the path to experiencing work engagement seems to differ as a function of personal stable characteristics. Further studies should analyse how personal characteristics interact with working conditions in determining work engagement.     

Fear-then-relief,legitimizing a paltry contribution,and charity

IntroductionThe compliance literature describes multiple techniques of social influence. Some of them have proven effective at inducing compliance in the charity domain. One such technique is referred to as legitimizing a paltry contribution (LPC). There are theoretical grounds on which it can be assumed that this technique will be particularly effective in conditions in which a person feels relief from fear.ObjectiveThe aim of the study was to examine whether people who experience fear-relief sequences are more susceptible to the LPC technique than those in a neutral emotional state.MethodIn two field studies, some people experienced relief from fear, while others remained in a neutral emotional state. The participants were then asked to donate to a worthy cause. A request was formulated either in a standard way, or with the phrase “even a penny will help”.ResultsThe two experiments yielded consistent results. It turned out that the LPC technique was particularly effective when participants had experienced relief from fear.ConclusionsThe aforementioned pattern of results is important for the development of theoretical knowledge about techniques of social influence, and has direct practical implications.     

Chapter 6: Biblical Foundations for a Practical Theology of Aging

SUMMARY

This article reviews Biblical sources pertaining to the elderly, particularly the frail elderly. Founded on these sources, implications for elderly with Alzheimer's Disease and other forms of dementia are addressed through a personal perspective informed by writings of Christian mystics.     

Queering “Straight” Preaching

Abstract

Well-meaning straight preachers may approach the issue of LGBTQ equality in the church from a standpoint of compassion, but queer theorists such as Lee Edelman have critiqued “compassion-compulsion” as a subconscious selfprojection, requiring that others become just like us. This article presses straight preachers to go further than simply preaching to include “others,” instead challenging such preachers to open themselves and their congregations to the risk of transformation. Drawing from the philosophical hermeneutics of Paul Ricoeur, this article suggests that preachers move towards others in a gesture of “recognition” that resembles gratitude, and by such a gesture to receive the risky gifts others have to offer. This gratitude for the gifts of others becomes a motive for engaging in queer theory and queer theology, but this motive also puts us at risk. The risk of preaching that seriously engages the gifts of others includes queering ourselves, allowing ourselves to be scandalized by the risk of transformation asked of us by the gospel we preach.     

Emotionally Focused Couple Therapy

Abstract

Working with couples who are both survivors of emotional abuse and are currently in an emotionally abusive relationship can be particularly challenging for the clinician. This article focuses on Emotionally Focused Couple Therapy as a recommended practice approach for clients who are caught in emotionally abusive patterns with one another. The article reviews relevant literature on this approach and illustrates the specific interventions applied lo an emotionally abusive couple.     

Psychology of Dreams

Abstract

This article describes the essential aspects of a creative, experiential course in dream interpretation for psychology and counseling students. Such a course offers counselor educators an opportunity to develop basic interviewing and advanced processing techniques in their students while facilitating greater self-exploration and improved relational functioning. The authors measured students' self-reported change in their overall functioning and satisfaction with self, others, and their future. Finally, practicing counselors may find the techniques outlined in this article useful in their own work with clients.     

Lived religion meets secular life: the dynamics of framing and the subjunctive power of ritual

ABSTRACT

In spite of the variety of often welcome everyday enchantments and empowerment that lived religion may bring to an individual in his/her personal life, it may become problematic in a person’s social life due to provoking tensions with significant others who hold different worldviews. This controversy necessitates the adoption of tactics and practices for adjustment and regulation, should that individual wish to enhance the benefits of religious enchantment and, simultaneously, maintain his/her position in the shared social lifeworld. This article argues that ritual theory, particularly in combining the notions of ritual framing and the subjunctive mode of ritual, offers a promising approach to researching this dynamic. The ritual studies approach helps shed light on the sometimes quite subtle ways in which moving in and out of the ritual frame makes it possible to regulate the often delicate balance of enchantment and disenchantment. This article examines the case study of women engaging in angel spirituality in Finland and the way they are able to navigate different ‘religious’ and ‘secular’ worlds. It argues that the dynamic combination of ritual framing and the subjunctive mode of ritual works as important possibility work in everyday life in a society which is uneasy about very strong expressions of lived religion.     

Dwelling and Seeking in Late Adulthood: The Psychosocial Implications of Two Types of Religious Orientation

SUMMARY

This article summarizes quantitative findings and presents two illustrative case studies showing how religious dwelling and spiritual seeking evolve over the adult life course and relate to psychosocial functioning in late adulthood. The data come from the Institute of Human Development (IHD) longitudinal study of men and women. Religious dwellers tend to emphasize traditional forms of religious behavior whereas spiritual seekers emphasize innovative religious practices. In the IHD study, the religious involvement of the dwellers tended to be highly stable over the life course whereas spirituality gained in salience in the second half of adulthood. In late adulthood, religious dwelling was associated with maintaining close and warm relations with others and communal involvement, and during times of adversity, religiousness served as a buffer against the loss of life satisfaction. Spiritual seeking was associated with an emphasis on personal growth, creativity, and acquiring new knowledge. Spiritual growth was particularly characteristic of introspective individuals who in early adulthood experienced stressful life events.     

A Brief Overview of Existential Depth Psychotherapy

Abstract

This article introduces the special issue of The Humanistic Psychologist, entitled “Depth, Death, and Dialogue: New Inquiries in Existential Depth Psychotherapy.” It begins by identifying several commitments that existential psychotherapists tend to hold in common and that distinguish their approach to depth psychotherapy from others. These commitments include, among others, the meaning, ownership, there-ness, everydayness, phenomenology, and wholeness of human existence, as well as its possibility for authenticity. The article then distinguishes among different kinds of approaches to existential depth psychotherapy, using the criteria of the degree to which they harken to the intellectual Zeitgeists of America or Europe and, with this, the manner in which they address everyday (ontic) and/or philosophical (ontologic) concerns. A brief discussion of the author's understanding of the ontical and the ontological foundations for existential psychology ensues before the article closes with a crucial challenge facing existential depth psychotherapy and brief introduction to the articles in the special issue.     

The Dying Process of a Conscious Woman—Virginia Satir

SUMMARY

This article relates the author's experience with Virginia Satir in the last eight days of her life. The detail of incidents and interactions is most revealing of Virginia's ability to deal with such a poignant time in her own life in an open, focused manner and in a process like she taught others. There is a strong spiritual and human quality that the reader will find deeply moving.     

Notes on Kant's derivation of the various formulae of the categorical imperative

Abstract

This article is concerned with examining Kant's derivation of the various formulae of his Categorical Imperative. It is in agreement with Paton in maintaining that Kant actually mentions five formulae. But it is not in agreement with him, and some others, in maintaining that they are ultimately reducible to three. Nor is it in agreement with those who maintain that they are ultimately reducible to just one. According to the present article, they are ultimately reducible to two: that about a moral law being a universal law; and that about a moral law involving treating human beings as ends in themselves.     

Processus d’élaboration et de validation d’un questionnaire portant sur le développement des compétences émotionnelles lors du mentorat

Objective and methodThe aim of this article is to provide a portrait of the emotional competencies developed by school principals (n = 359) in a mentoring context by developing a seven-step questionnaire by Frenette et al. (2019) presenting various proofs of validity.ResultsThe analyses conducted support a factorial structure with two correlated aspects of emotional competencies (self and others). School principals in Quebec develop more emotional competencies related to the aspect of others than for themselves during mentoring. A further analysis indicates that school principals develop more two dimensions of Emotional competencies: Identification and Understanding. The results also show that 77.26 % of respondents indicated that they developed emotional skills during mentoring.ConclusionThe results provided an understanding of the importance of emotional competencies in education, and specifically in school management. It also revealed the importance of emphasizing the role of mentoring in their development. To our knowledge, the questionnaire developed in this study is one of the first to measure the development of emotional competencies during a mentoring relationship.     

Resources on Same-Sex Couples for Therapists and Clients

SUMMARY

This article provides a brief annotated bibliography of resources for working with same-sex couples. We provide summaries of articles, book chapters, books, and web sites which we have found to be particularly helpful in working with same sex couples. Books covered include those targeted to therapists as well as those targeted to clients (self-help and bibliotherapy books).     

Use of paradoxical techniques in a school setting

Abstract

Family therapists have used paradoxical methods of intervention in a variety of settings and with a variety of problems. This case study report is the first to demonstrate the use of paradoxical interventions with pre-adolescent and adolescent children in a school setting. These types of interventions could be of great value because they require limited verbal ability and insight on the part of the students, produce rapid results, and are particularly suitable for oppositional students.     

Strengthening Couples from a Single-Parent Household Using Relational Cultural Therapy

ABSTRACT

Individuals initially learn about intimate relationships from observing others, such as their parents or caregivers’ relationship, which may positively or negatively affect their own romantic relationship. This article focuses on the application of Relational-Cultural Therapy (RCT) concepts to establish resilience among couples with at least one partner from a single-parent household. Some individuals from single-parent households may not have witnessed romantic relationships to confidently engage in adult romantic relationships. Additionally, clinicians may not consider family background as a source of contention for a couple’s presenting concerns. Thus, this article provides creative interventions and implications to assist counselors in working with couples.     

Luther,Calvin and Musculus on Abraham's Trial: Exegetical History and the Transformation of Genesis 22

Abstract

The purpose of this article is to examine the exegetical history of Genesis 22, and particularly the contributions of Martin Luther, John Calvin and Wolfgang Musculus to that history. It focuses on a specific issue with which these, and other, interpreters grappled, namely, the issue of how one ought to understand the character of Abraham's trial. The article maps out different answers given to this question from Philo to the Reformation towards the end of demonstrating the spirited creativity of the aforementioned trio of interpreters.