Does Intraorganizational Network Embeddedness Improve Salespeople’s Effectiveness? A Task Contingency Perspective

Using a two-phase research methodology, this study investigates the relationship between salespeople’s intraorganizational network embeddedness and their sales effectiveness. Following the findings of the exploratory research, we first distinguish salespeople’s intraorganizational networks on the basis of their content—work versus social networks—and their tie activation frequency. Next, we focus on three main sales tasks, opportunity-identification, solution-creation, and closing the deal, and uncover that overcoming the challenges of each sales task requires mobilizing particular intraorganizational resources. We show that work and social networks give access to different sets of resources, and we develop a contingency model that explains which networks and network ties are likely to be more instrumental for salespeople’s effectiveness at each sales task. In the second phase of the research, we test the contingency model using a sociometric method. The results indicate that for effectiveness in opportunity-identification, social as opposed to work networks are most instrumental. For effectiveness in solution-creation, work rather than social networks are more critical. And for closing the deal, both work networks and social networks are important. Furthermore, salespeople who have frequently activated network ties are consistently more effective than salespeople who may have many ties but who activate them less frequently.     

Personal trust extends cooperation beyond trustees: A Mexican study

We studied 2 groups of workers from Oaxaca (Mexico) with different levels of income and education to investigate the role that the affective‐based psychological mechanism of personal trust, as evolutionarily acquired, plays on group cooperation. We measured trust levels through some questionnaires and cooperative behaviour through an iterated prisoner's dilemma under different conditions and analysed trust networks of group members. While these groups did not differ in trust levels or cooperation among trustees, they did differ in terms of cooperation with other group members. Such differences are related to dissimilarities in the trust network topology—as a measure of group cohesion. These results suggest that some personal trust networks extend cooperation within a group beyond trustees in a way that complements the role of the reputation for indirect reciprocity.     

Changes in Perceived Supervisor Embeddedness: Effects on Employees’ Embeddedness,Organizational Trust,and Voice Behavior

Guided by social information processing theory, this study examines how perceived supervisor embeddedness relates to employees’ own affect toward, attachment to, and behavior within the firm. Data were collected from 338 employees at 3 points in time over a 10‐month period. The results supported the proposed model in 3 key ways. First, perceived supervisor embeddedness was directly related to employees’ own embeddedness over time. Second, organizational trust mediated the relationship between perceived supervisor embeddedness and employees’ own embeddedness over time. Third, organizational trust and employee embeddedness were both related to employees’ voice behavior over time.     

The Influence of Openness to Experience on Perceived Employee Creativity: The Moderating Roles of Individual Trust

In this paper, we explain the influence of co‐worker trust on the effect of employees' openness to experience on their perceptions of their own creativity. We surveyed 199 working professionals in Ireland and found that openness to experience was positively associated with both employees' perceptions of their radical creativity and incremental creativity. In addition, the relationship between openness to experience and incremental creativity was negatively moderated by cognition‐based trust in his or her co‐worker. In conclusion, we discuss the theoretical and managerial implications of our findings and highlight directions for future research.     

Judgmental God image,social embeddedness,and social trust among the highly religious in the United States

In this article we explore two propositions concerning the manner in which judgmental God image affects social trust among the highly religious in the United States. One proposition argues that having a judgmental God image and being highly embedded in a community of co-religionists can create low levels of social trust through social bonding and the formation of particularized trust. The other proposition maintains that embeddedness in a moral community of co-religionists helps to reinforce the idea that people are basically good and require love and forgiveness. This leads to higher levels of trust. We test an interaction between judgmental God image and social embeddedness with OLS analysis and data from the 2014 Baylor Religion Survey. We restrict the analysis to the highly religious, those who have no doubt about the existence of God and belong to a place of worship. We find that respondents with a judgmental God image who do not belong to a moral community with any or a few friends have the lowest levels of social trust. Those who have a judgmental God image but are highly embedded in a moral community with at least half of their friends have higher levels of social trust. Embeddedness negates the negative effects of judgmental God image on social trust. Implications for research are discussed in the conclusion.     

The study of organizational behaviour in family business

Family businesses (FBs)—enterprises that are significantly influenced by family members and kinship ties—are ubiquitous and play a crucial role across all world economies. Because of the embeddedness of family and business systems in FB, these organizational forms are theoretically distinct from their non-family counterparts. Curiously, FBs have been largely overlooked in the organizational behaviour (OB) literature. The limited available research at the interface of OB and FB highlights the importance of FB as a unique context to advance OB theories, and of OB as a promising discipline to increase our understanding of FB. In a selective review of literature focused on the four topics of values and goals, leadership and power, trust and justice, and conflict, we discuss how insights from the general theory of communal and exchange relationships open exciting avenues for research at the FB-OB interface. Rich fruits of intellectual harvest await scholars who focus on behavioural research in FB.     

PROFESSIONAL NETWORKS OF JUNIOR FACULTY IN PSYCHOLOGY

Composition and functioning of academics' professional networks were assessed in a study of 47 women and 43 men holding tenure-track assistant professor positions in psychology at sixty universities. Women's networks had significantly more women colleagues, more higher-status women colleagues, and fewer associates from their previous institutions than men's. Women also consistently rated their networks as less effective at helping them build a professional reputation. However, women were similar to men in terms of the number of "important colleagues" and higher status associates in their networks and ratings of colleagues' effectiveness at providing professional socialization, friendship, career information, and access to current research. The results suggest that by the third year at the assistant professor level, women in psychology have established a small same-sex support network, but that their larger network functioning may be beginning to diverge from men's in one important area: building a profesional reputation. Implications for women's career strategies are discussed.     

Disclosing Sexual Assault Within Social Networks: A Mixed‐Method Investigation

Most survivors of sexual assault disclose their experiences within their social networks, and these disclosure decisions can have important implications for their entry into formal systems and well‐being, but no research has directly examined these networks as a strategy to understand disclosure decisions. Using a mixed‐method approach that combined survey data, social network analysis, and interview data, we investigate whom, among potential informal responders in the social networks of college students who have experienced sexual assault, survivors contact regarding their assault, and how survivors narrate the role of networks in their decisions about whom to contact. Quantitative results suggest that characteristics of survivors, their social networks, and members of these networks are associated with disclosure decisions. Using data from social network analysis, we identified that survivors tended to disclose to a smaller proportion of their network when many network members had relationships with each other or when the network had more subgroups. Our qualitative analysis helps to contextualize these findings.     

Holding and Facilitating Interactive Regulation in Couples with Trauma Histories

I discuss theoretical models of individual development in a dyadic system and their importance for couple therapy. These models are based on early infant research about the dyadic system created between caregiver and child and include ideas about self-regulation and mutual regulation. These related and overlapping theories are also relevant to the use of couple therapy with partners who have histories of early trauma. Traumatized individuals tend to use avoidant, disorganized, or ambivalent strategies of stress regulation, as opposed to secure and responsive ones. These strategies cocreate problematic interactive patterns in their couple relationships. It is therefore important to establish a therapeutic atmosphere of empathy, responsiveness, and trust that facilitates the partners' capacity to change their interactive patterns. This therapeutic atmosphere serves as a model for the partners that aims to promote more secure attachment, understanding, and growth.     

Processes of Natural Mentoring that Promote Underrepresented Students’ Educational Attainment: A Theoretical Model

Longitudinal studies suggest that naturally occurring mentoring relationships are associated with positive, long‐term educational outcomes, but little is known about the mechanisms underlying these potential effects. Predominant theories and research methods portray natural mentoring as a static, one‐to‐one phenomenon and are removed from specific sociocultural and developmental contexts. Thus, the current paper critically reviews existing literature and proposes a dynamic, network‐based process model of mentoring. Building on Rhodes’ (2005, Handbook of youth mentoring, Thousand Oaks, CA: Sage, 30) theoretical model, the proposed model integrates sociological, educational, and psychological research to examine developmental pathways through which natural mentoring relationships might promote underrepresented (e.g., low‐income, ethnic/racial minorities) students’ educational persistence and success. In particular, mentoring relationships might enhance students’ positive help‐seeking beliefs and trust in nonparent adults. These mentors may possess key cultural capital and knowledge that help underrepresented students navigate White, upper‐ or middle‐class cultural norms. Mentors may also cultivate students’ school‐relevant selves and bicultural identities, facilitating integration into mainstream academia while affirming cultures of origin. Through these processes, previous mentoring experiences may promote the formation of new mentoring relationships, enabling youth to build dynamic support networks. Unfortunately, on a larger scale, advantage and disadvantage persist due to inequitable access to mentoring in educational settings.     

Self‐help strategies to reduce emotional distress: What do people do and why? A qualitative study

Background: Some people with psychological distress do not seek professional help but opt instead for self‐help strategies to reduce their symptoms. Little is known about these strategies. Aim: To investigate which self‐help approaches might be employed to reduce the effects of emotional distress, and the reasons for these choices. Method: Semi‐structured interviews with 11 clerical employees generated data analysed using grounded theory. Findings: Managing distress is a complex and multi‐dimensional process unique to each individual. The use of self‐help options is determined by the interconnection between the person's core beliefs, their social networks, and ideas about coping. Such beliefs may hinder help‐seeking. People tend to engage in activities that are familiar to them already, rather than attempt new ones. The purpose of self‐help strategies is to distract the person from their problems and to contribute to physical and mental well‐being. Implications for practice are discussed.     

Guanxi networks and members' effectiveness in Chinese work teams: Mediating effects of trust networks

The present study examined 33 teams with a total of 206 team members (excluding team leaders) to explore the effects of intrateam guanxi and trust networks on individual effectiveness in Taiwan. Guanxi networks included non-job, departmental and past team networks, while trust networks included affective and cognitive trust networks. Results showed that: (i) guanxi networks could better explain members' effectiveness compared with relational demography, and different guanxi networks had different effects; (ii) the more central an individual's position was in the cognitive trust network, the higher the individual's effectiveness; (iii) the past team guanxi network of a team member displayed a positive effect on the centrality of cognitive trust network, while non-job and departmental guanxi networks showed negative effects; and (iv) the effects of members' guanxi networks on individual effectiveness were mediated by the centrality of trust networks.     

信任的认知神经网络模型

信任是指一方在基于对另一方行为期望的基础上愿意冒一定的风险, 以期在将来得到积极结果的心理过程。近年, 认知神经取向的研究对信任行为引起的特定脑区激活进行了考察, 却忽略了大规模脑网络在信任过程中的整体作用。在总结前人研究的基础上提出信任的认知神经网络模型, 并从认知神经网络视角对信任行为进行解释和整合。在模型中, 信任行为是动力系统、情感系统和认知系统相互作用的结果, 并分别与奖励网络、显著网络、中央执行网络和默认网络等神经网络激活有关。此外, 模型还强调信任行为的反馈机制, 以此构成完整的建构模型。模型阐明了心理系统与中枢神经网络之间的对应关系, 从认知神经角度解释了信任行为发生的心理机制和神经基础。     

Generating Trust in Congregations: Engagement,Exchange, and Social Networks

The relationship between religion and trust is complex and there is little consensus on why, in general, religious people appear to be more trusting than their unaffiliated peers. Most research on religion and trust focuses on differences between traditions and denominations, which offers rather limited insight into the genesis of trust for religious persons. In this study, we draw on recent theoretical developments in social psychology to explore how specific patterns of social interactions within congregations enhance within‐congregation trust among members to the benefit of both churches and individuals. Using survey data from the Portraits of American Life Study, we find that the positive relationship between religiosity and trust is driven less by religious beliefs or practices and more by particular characteristics of micro‐level processes that occur in churches (e.g., closeness of relationships to religious leaders, density of congregational ties, and both giving and receiving aid from other congregation members). In light of research on social learning and trust, we also discuss the potential benefits of this particularized trust for individuals’ levels of generalized trust.     

Reconceptualizing adult attachment relationships: A network perspective

This article explores attachment relationships from a network theory perspective: Correlations among behaviors, beliefs, and feelings related to attachment are hypothesized to stem from causal relations. The authors used two data sets that assessed relationships with four attachment figures (mother, father, romantic partner, and best friend) using the Relationship Structures Questionnaire. Separate networks (Gaussian Graphical Models) were estimated based on 10 items for each attachment figure. Across networks in Study 1 (N = 310), items related to anxiety, seeking support, and discomfort disclosing feelings clustered with other items from their respective domains; a trust‐related item bridged the clusters. Study 2 replicated these findings in a larger and more diverse sample (N = 3,710). The potential of network analysis for advancing the study of attachment is discussed.     

‘The less I trust,the less I contribute (or not)?’ The effects of trust,accountability and self‐monitoring in social dilemmas

The present research examined the influence of trust, accountability, and self‐monitoring on individual decision makers' willingness to contribute in a give‐some game and in an experimental public goods dilemma. Previous research has shown that trust and contributions are positively related such that high trusters generally contribute more than low trusters. The present research questions the pervasiveness of this relation by arguing that low trusters may increase their contributions to the same level as those of high trusters, but only under circumstances where their decisions are highly identifiable to their interaction partner(s). Both studies showed that strong perceptions of trust, high accountability and high self‐monitoring influenced contributions positively. In line with predictions, individuals low in trust contributed up to the same level as high trusters when accountability was high rather than low. Moreover, this interaction between trust and accountability was only found among those classified as high self‐monitors. Our results suggest that the well‐known positive relation between trust and contributions may take a different form when situational cues and individual predispositions are taken into account. Copyright © 2001 John Wiley & Sons, Ltd.     

Psychology,Science, and Culture: Cross-Cultural Analysis of National Psychologies

Although psychology is assumed to be a value-free, universal, and objective branch of science, in actual practice it is deeply enmeshed with Euro-American cultural values that champion rational, liberal, and individualistic ideals. In North America, the free exchange of ideas is valued, and ideas are purportedly evaluated through public and competitive avenues. This belief affects how conferences are organized, research collaborations are developed, research is funded, and publications are accepted. In East Asia, human relationships that can be characterized as being “virtue-based” rather than “rights-based” occupy the centre stage. Individuals are considered to be linked in a web of inter-relatedness and ideas are exchanged through established social networks. Establishing trust and cordial working relationships are prerequisites for the active exchange of ideas. Psychological science is a cultural enterprise that must examine its implicit assumptions and integrate with other world views in developing a truly universal psychological science.     

Job Embeddedness: A new attitudinal measure

Job embeddedness is a relatively new concept that offers the potential to improve our ability to explain why people stay in their jobs. This article outlines the development and testing of new measures of on‐ and off‐the‐job embeddedness. Analyses of survey data show the measures demonstrate adequate psychometric properties across samples (three military and one nonmilitary organization) and across different organizational levels, genders, and tenure, as well as discriminant validity over other turnover‐relevant constructs and appropriate convergent validity with a number of further constructs identified in the literature.     

SEAT-DSR: Spatial and energy aware trusted dynamic distance source routing algorithm for secure data communications in wireless sensor networks

This paper propose a novel secure routing mechanism called Spatial and Energy Aware Trusted Dynamic Distance Source Routing (SEAT-DSR) algorithm for enhancing the network life time of wireless sensor networks. Here, the spatial information, energy level, and the effectiveness of data quality are equalized by the Quality of Service (QoS) based energy aware routing algorithms. In addition to this approach, a standard clustering algorithm is also incorporates for grouping the wireless sensor nodes based on the trust score, spatial information, energy level and the distance between the nodes. In this SEAT-DSR is also capable of making decision over the evaluation metrics that are decided and expressed the QoS. Moreover, a new hierarchical trust mechanism is also introduced in this model which adopts multi-attributes of many wireless sensor nodes according to the data communication speed, data size, energy consumption, and the recommendation. This new hierarchical trust method relies over an improved the sliding window time by considering the presence of various attacks frequency to identify the attackers by discovering their anomalous behaviour. The proposed SEAT-DSR is evaluated by conducting many experiments in a simulation environment that creates by using Network Simulator-2 (NS2). The experimental results of the proposed algorithm are proved that the average packet transfer rate is increased drastically than the existing secure routing methodologies.     

THE ROLE OF JOB EMBEDDEDNESS ON EMPLOYEE PERFORMANCE: THE INTERACTIVE EFFECTS WITH LEADER–MEMBER EXCHANGE AND ORGANIZATION‐BASED SELF‐ESTEEM

Although job embeddedness was originally conceptualized to explain job stability or “why people stay” in their organizations, this investigation examines the role of job embeddedness as a hypothesized moderator of relationships among leader–member exchange (LMX), organization‐based self‐esteem (OBSE), organizational citizenship behaviors (OCBs), and task performance. Findings from 2 studies involving 367 employees and 41 supervisors, 1 in a telecommunications company and another in a manufacturing setting, support hypotheses concerning job embeddedness as a moderator of the relationship between (a) LMX and task performance within a telecommunication sample and LMX and OCBs in a sample of manufacturing employees, and (b) OBSE and OCBs in a manufacturing sample. Further, a hypothesized 3‐way interaction involving job embeddedness, LMX, and OBSE on task performance was found in a sample of manufacturing employees. The implications of these findings for studying and managing job embeddedness in relation to employee performance are discussed.