Point: Salespeople and Senior Management: Not a “Match Made in Heaven”

This article reports the results of an examination of the Selling Orientation-Customer Orientation scale to determine if the number of items could be reduced while still maintaining the scale's dimensionality and consistency. Analysis of a new Australian data set was undertaken using data from 250 salespeople, 157 of their managers and 276 of their customers in a range of business to business markets. The findings provide evidence that salespeople's customer orientation, as defined by Saxe and Weitz (1982), can be measured with little information loss by ten items, rather than the twenty-four items originally suggested. This significant reduction in length may contribute to a more reliable and valid scale by reducing response fatigue and acquiescence bias, as well as making it possible to include the construct in larger studies with other multiple item scales. Further research is suggested to test the revised scale across a number of industries and consumer groups, to verify its generalizability.     

The Effect of Comparative Advertising on Consumer Perceptions: Similarity or Differentiation?

Purpose  

Comparative advertising is seen as an effective means of conveying the differentiating advantages of a brand. Nevertheless, several studies show that a primary effect of comparative advertising is to lead consumers to associate the advertised brand with the competitor brand identified within the ad: it seems that comparison generates perceived similarity among brands instead of differentiation, per se. In order to clarify the issue, the aim of the research is to investigate the relative effectiveness of comparative and non-comparative advertising in communicating the differentiating attributes of a brand.     

What Matters More—Breaking Tradition or Stereotype Content? Envious and Paternalistic Gender Stereotypes and Advertising Effectiveness

The outcomes of 2 experiments investigating the effectiveness of advertisements that use (non)traditional stereotypes of women (Experiment 1) or men (Experiment 2) are reported. Effectiveness of the ads was tested in relation to perceivers' attitudes toward female or male gender roles, respectively. The main finding was that for both male and female versions of the advertisements, the paternalistic ad strategies were more effective than were the envious ones, supporting the predictions of the stereotype content model over the classic prediction of negative effects of nontraditional gender portrayals for advertising effectiveness. Moreover, attitudes toward gender roles played only a limited role in determining ad effectiveness. Theoretical and practical implications are discussed.     

What If the Energizer Bunny Were Female? Importance of Gender in Perceptions of Advertising Spokes-Character Effectiveness

An experiment was designed to determine whether and in what way gender makes a difference in the ratings of advertising spokes-characters. It was hypothesized and results confirmed that gender and product type affect the likability of spokes-characters and perceptions of target audience. A male spokes-character is perceived as more appropriate for a male-oriented product; however, a female spokes-character and a male product created the impression that the product was not quite so male oriented. It was also hypothesized that the spokes-character with the most positive ratings would be the most memorable. Results did not bear this out.     

Heterogeneity in Verbal Memory: A Marker of Preclinical Alzheimer's Disease?

ABSTRACT

Demonstrations of memory changes in those at risk for Alzheimer's disease by the presence of the APOE e4 allele have been inconsistent to date. The present study went beyond traditional analyses of central tendency (i.e., group differences on mean test scores) and also conducted distribution analyses to search for subtle cognitive differences in subgroups of normal-functioning elderly persons with the APOE e4 genotype. The results of the study revealed that (a) the e4 and non-e4 groups failed to differ in terms of their mean scores on tests of memory and verbal skills; and (b) relative to the non-e4 group, the e4 subjects had significantly greater heterogeneity of variance on the memory measures but not on fundamental verbal skills. Logistic regression analyses indicated that the discrepancy in scores on the memory measures was a significant predictor of genotype group membership (82% correct classification rate). Implications of these findings for the detection of a preclinical phase of AD are discussed.     

The preparation of actions and parameters of action: A fixed or variable process?

Some information processing models consider the selection of an action plan (deciding what to do) and the parameterization of the action (deciding how to do it) as separate stages in movement preparation. Further, these models consider the stages to occur in a fixed order, whereby the selection of an action precedes the parameterization of the action. Five experiments are reported that tested this position. The first four experiments adopted a variation of Rosenbaum's (1980) precuing technique such that, under varying conditions, different amounts and types of advance information were provided to the subject, leaving only the unspecified action or parameter to be supplied following the imperative signal. The critical finding from each study was that the time to specify an action and the time to specify a parameter were equivalent. In experiment 5, similar results were obtained using a response priming paradigm (Rosenbaum and Kornblum 1982). The results of all five studies failed to support a fixed-order model of movement preparation and are more consistent with a variable-order model. The implications of these findings for other models of movement preparation are discussed.     

Nothing New Under the Sun? A Comparison of Images of Women in Israeli Advertisements in 1979 and 1994

The changing role of women in society hascreated a challenging task for advertisers — howto portray women in advertisements. The subject of thisarticle is a comparison of two studies undertaken in1979 and 1994 of the portrayal of women and men inprinted Israeli advertisements. These studies respond,in part, to the need articulated by Durkin (1985) forthe analysis of advertisements from countries other than the United States. While Durkin focused ontelevision, however, this study concentrates onadvertisements in the print media because Israelicommercial television is very young, having made itsdebut only at the beginning of the 1990s. The purposeof this paper is essentially twofold: first, to provideevidence about gender display in advertising in Israel— a non-English speaking, capitalist, Western democracy that nevertheless possesses strongtraditional normsand second, to provide a comprehensivepicture of Israel's advertising print output byanalyzing various daily newspapers andmagazines.     

A Woman's Thought or a Man's Discipline? The Letters of Abelard and Heloise

This paper is part of a larger project of recovering the work of women thinkers. Heloise has traditionally been read as either a foil of Abelard or his intellectual appendage. In this paper, I present her views on love, religious devotion, and language as an alternative to philosophic method as it is conceived by Abelard.     

Do Parenting Variables Have Specific or Widespread Impact on Parenting Covariates? The Effects of Manipulating Self-Efficacy or Verbal Responsiveness

ABSTRACT

This research aimed at determining to what extent manipulating a specific parenting variable, self-efficacy beliefs or verbal responsiveness, causes specific change in this variable alone, or conversely to what extent it causes widespread change that affects other parenting covariates—in particular behavioral and emotional responsiveness, positive affect irritability, support, and control. Two microtrials were used to achieve this goal. The 45 parents participating were randomly assigned to an 8-week waiting list followed by an 8-week intervention condition focusing on self-efficacy manipulation, or to an 8-week intervention condition focusing on verbal responsiveness manipulation. It can be concluded from the results that the two specific parenting variables under consideration had widespread effects on the six parenting behaviors, with the exception of control in the self-efficacy beliefs condition. The results are discussed for both empirical and clinical purposes.     

A Stairway to Heaven? Structure of the Religious Involvement Inventory and Spiritual Well-Being Scale

Being religious or having spiritual beliefs has been linked to improved health and well-being in several empirical studies. Potential underlying mechanisms can be suggested by psychometrically reliable and valid indices. Two self-report measures of religiosity/spirituality were completed by a cohort of older adults: the Religious Involvement Inventory and the Spiritual Well-being Scale. Both were analyzed using principal components analysis and the Mokken scaling procedure. The latter technique examines whether items can be described as having a hierarchical structure. The results across techniques were comparable and hierarchical structures were discovered in the scales. Analysis of the hierarchy in the RII items suggested the latent trait assesses the extent to which an individual’s belief in God influences their life. Examining scales with a range of psychometric techniques may give a better indication of the latent construct being assessed, particularly the hierarchies within these which may be of interest to those investigating religiosity-health associations.     

The Relationship Between Mindfulness and Happiness in Student-Athletes: The Role of Self-Compassion—Mediator or Moderator?

Journal of Rational-Emotive & Cognitive-Behavior Therapy - In the present study, the mediating and moderating role of self-compassion in the relationship between mindfulness and happiness was...     

The Pursuit of Perfection: Vice or Virtue in Judaism?

This article explores the issue of perfectionism, which the author asserts is the underlying dynamic in the emotional disorders of many religious patients. Judaism's attitude toward perfectionism, the use of religion as a defense by perfectionistic patients and the degree to which religious issues should be the focus of therapy are discussed. The role of a peer supervision group in counteracting the perfectionistic tendencies of some therapists is also addressed. These issues are illustrated with three clinical vignettes.     

The Persuasive Effects of Emotive Visual Imagery: Superficial Manipulation or the Product of Passionate Reason?

This study reevaluates the persuasive impact of emotional visual appeals within politics and examines two different explanations for their effects. One possibility is that the effects of emotive visual images are essentially superficial in nature, consistent with the view that feelings aroused by an affective image are transferred somewhat mechanically to a political candidate or cause with which it is paired. This transfer-of-affect explanation suggests that emotional appeals may work best among the least informed voters or those paying the least attention to a persuasive political message. The second possibility is that emotional appeals work via passionate reason, in which affective responses to an emotive image are integrated with, and potentially bias, reasoned thought about the accompanying message. This integrated approach leads to the counterintuitive prediction that individuals who are most highly involved in an issue (and who know the most about it) are most influenced by emotional imagery. This prediction arises from growing evidence that people highly involved in value-laden social issues generate the strongest emotional responses to issue-related persuasive appeals. These two models were tested in a study in which undergraduate students were presented with a picture of a cute or an ugly animal and a flyer from an organization advocating a pro- or anti-environment stance with respect to preserving the animal's habitat. The responses showed that emotive imagery was most persuasive among the most involved environment supporters, providing clear evidence of passionate reasoning.     

The role of intimacy and social support in health outcomes: Two processes or one?

That intimacy and social support are related to an individual's health and well-being has often been noted. The present study had two goals. First, we intended to establish whether intimacy and social support were related to mental and physical health in a large, representative community sample. Second, we sought to determine whether intimacy and social support make unique contributions to predicting health, as a step toward developing a model of the relation between these processes. Results strongly supported the initial hypothesis that intimacy and social support were both related to health status. We also found that the effects of intimacy on well-being were mediated by social support, but that the effects of social support were not mediated by intimacy. We therefore concluded that the health-promoting benefits of intimacy most likely occur because intimate relationships are likely to engender higher levels of social support. Distinguishing unique and shared prediction effects is a generic concern for disciplines that study variables that are naturally correlated in real life, such as in the field of personal relationships.     

The “ABCs” of REBT II: A Preliminary Study of Errors and Confusions Made by REBT Therapists

In this study, 19 REBT therapists from the Albert Ellis Institute??s referral list from a sample of 83 provided a specific ??ABC?? assessment of a problem and its solution that they would teach a class of counselling graduate students. This material was analysed for evidence of errors and confusions with respect to the ??ABCs?? of REBT. A total of 81 of such errors/confusions were found with most being made about beliefs at ??B??, particularly about rational beliefs. A variety of errors and confusions were also made about ??A?? and emotional ??Cs??. It was suggested that one way of addressing this state of affairs would be for the Albert Ellis Institute to introduce a theory test which applicants for Fellowship and Associate Fellowship status would have to pass before being awarded such status. Weaknesses of the current study were noted and suggestions for future research made.     

Maxims or myths of beauty? A meta-analytic and theoretical review

Common maxims about beauty suggest that attractiveness is not important in life. In contrast, both fitness-related evolutionary theory and socialization theory suggest that attractiveness influences development and interaction. In 11 meta-analyses, the authors evaluate these contradictory claims, demonstrating that (a) raters agree about who is and is not attractive, both within and across cultures; (b) attractive children and adults are judged more positively than unattractive children and adults, even by those who know them; (c) attractive children and adults are treated more positively than unattractive children and adults, even by those who know them; and (d) attractive children and adults exhibit more positive behaviors and traits than unattractive children and adults. Results are used to evaluate social and fitness-related evolutionary theories and the veracity of maxims about beauty.     

Planned Straight or Biased to Be So? The Influence of Visual Feedback on Reaching Movements

Abstract

Behavioral studies consistently find that subjects move their hand along straight paths despite considerations that suggest reaches should be curved. Literature on this topic makes it clear that the experimentally displayed feedback influences how subjects reach. Could the standard visual feedback, a displayed cursor, explain the lack of path curvature in experimental results? To address this question, we conducted three experiments to examine reach behavior in the absence of the standard visual feedback. In the first experiment, we found significant increases in curvature as visual feedback was progressively extinguished across groups. A second experiment revealed that practiced reaches became curved after the standard visual feedback was removed. A final experiment found that subjects’ reaches made before and after a brief display of visual feedback were similar, indicating a preference for specific curved trajectories. Our results suggest that the consistently straight reaches often observed could be due to a bias to move the displayed cursor straight, which when removed reveal subject-specific preferences for reaches that are often curved.     

The Relationist and Substantivalist Theories of Time: Foes or Friends?

Abstract: There are two traditionally rival views about the nature of time: substantivalism that takes time to be a substance that exists independently of events located in it, and relationism that takes time to be constructed out of events. In this paper, first, I want to make some progress with respect to the debate between these two views, and I do this mainly by examining the strategies they use to face the possibilities of ‘empty time’ and ‘time without change’. As we shall see, the two allegedly very different rival views are much less different than has been thought: their structure is extremely similar, their strategies are extremely similar, and they can both face the possibilities of ‘empty time’ and ‘time without change’ in the same way. Thus, I argue in favour of a certain kind of equivalence between the two views; I discuss a Strong and a Weak version of this claim; and I provide reasons for endorsing the former. I also discuss the parallel between this pair of views about the nature of time and another analogous pair of views: the bundle theory and the substratum theory about the nature of material objects, with respect to the problem with Identity of Indiscernibles.     

Neurologist or psychiatrist? The public and private domains of Jean-Martin Charcot

The emergence of neurology as an autonomous, prestigious field in late-nineteenth-century Paris is well known. Less appreciated is the role that neurologists played vis-à-vis the cognate older field of psychiatry. Taking Jean-Martin Charcot, the most influential neurologist of his time, as a test case, this paper contrasts his attitudes and practice in the public setting of teaching and hospital work with his private practice. A staunch defender of a clear distinction between his field and psychiatry, Charcot's private practice displayed more flexibility. Treating hysteria and neurasthenia created a middle ground of nervous diseases for him to cultivate. Unpublished case histories and other materials, especially from the Charcot library, support the conception of neurologists as active agents in constituting a new psychological medicine.