Data Collection via Online Platforms: Challenges and Recommendations for Future Research

Online platforms such as Amazon's Mechanical Turk (MTurk) are increasingly used by researchers to collect survey and experimental data. Yet, such platforms often represent a tumultuous terrain for both researchers and reviewers. Researchers have to navigate the complexities of obtaining representative samples from online participant cohorts, ensuring data quality, ethically incentivizing participant engagement, and maintaining transparency. Reviewers, on the other hand, have to navigate the complexities of evaluating the efficacy of such data collection and execution efforts in answering important research questions. In order to provide clarity to these issues, this article provides researchers and reviewers with a series of recommendations for effectively executing and evaluating data collection via online platforms, respectively.     

Beyond Data Collection: Ethical Issues in Minority Research

This article examines ethical concerns surrounding research on minority issues. Specifically, it addresses whether researchers have an obligation to consider (a) the impact that minority research can have on vulnerable populations and (b) their own backgrounds before conducting or assessing minority research for publication. The article argues for such an obligation mainly from a consequentialist perspective and then explores possible strategies for assessing and meeting that obligation. Finally, it explores the possible negative secondary effects of those strategies and censorship concerns.     

Methods in Sales Research: A Psychometric Evaluation of the ADAPTS Scale: A Critique and Recommendations

This study outlines a method for improving the psychometric properties of the ADAPTS scale for measuring adaptive selling (Spiro and Weitz 1990). As originally presented, the ADAPTS scale suffered from a lack of unidimensionality. Subsequent research has demonstrated mixed results when using ADAPTS as a predictor of salesperson performance. Results from this study suggest that ADAPTS can be improved by addressing the unidimensionality issue. To do this, a series of confirmatory factor models are presented, resulting in a two-factor adaptive selling model. The two adaptive selling constructs, beliefs and behaviors, are psychometrically evaluated, concluding with tests of the predictive validity of the two-factor model using self-reported performance as the exogenous latent variable.     

Sales Force Turnover and Retention: A Research Agenda

Identifying, acquiring, and retaining top sales talent remains a priority in many sales organizations because salesperson turnover remains such an intractable management problem. This paper seeks to encourage and enrich continued research on sales turnover by introducing recent methodological and theoretical advances in psychological, economic, and organizational theory. First, we suggest an examination of sales turnover guided by social network theory. Second, we propose the simultaneous consideration of the interplay between variables within a comprehensive, integrated multilevel framework. Third, in keeping with the shift in research designs initiated in management, our model includes the concept of “shocks”—jarring events that could drive turnover decisions. Finally, we propose to examine sales turnover within an international context. The conceptual framework we present outlines how sales organizations might effectively address sales force turnover and, as a consequence, improve productivity. We conclude by suggesting some specific research questions intended to provide direction for researchers interested in identifying and investigating underresearched linkages.     

Online Data Collection: Strategies for Research

Online data collection, through e‐mail and Web‐based surveys, is becoming an increasingly popular research methodology. In this article, the authors outline the benefits and limitations of this type of data collection to help researchers determine whether their data could be collected online in a way that retains the integrity of the data. A detailed procedure, including strategies to manage limitations, is given for researchers wishing to conduct their own online surveys.     

Career Counseling with Gay Men: Issues and Recommendations for Research

This article reviews the available literature on career issues facing gay men, identifies potentially crucial issues confronting practicing career counselors, and suggests how to work with gay men regarding career issues. Suggestions for future research are also presented.     

Congruence in Sales Force Evaluations: Relation to Sales Force Perceptions of Conflict and Ambiguity

Abstract

This research examined the relationship between salespersons' perceptions of role conflict and role ambiquity from various sources and the degree of agreement between salespeople and sales managers on salesperson performance. Three sources of role ambiguity were found to explain the most variance in performance congruence. Implications for management are discussed.     

Industrial Sales Force Selection: Current Knowledge and Needed Research

Abstract

Selection of sales force members is a critical function of sales management from both time and financial perspectives, yet little published research specific to this function exists in the marketing and sales management literature. Research in personnel selection has emphasized examination of the relative importance of a few variables in a single decision context. This approach does not consider the possible effects of the multi-decision process presently used in sales force selection. This article presents a conceptual framework of the selection process, reviews the marketing, sales management, and relevant personnel selection literature, and considers necessary future research directions.     

Methods in Sales Research: Scaling and Measurement Section: A Time for Change

The Fall 1991 issue of Journal of Personal Selling & Sales Management announced the establishment of the special topic section “Scaling and Measurement”. The primary purpose of the section was “.to provide an authoritative centralized source for dissemination of information related to measurement and scaling issues germane to personal selling and sales management research.”     

Career Path Charting: Framework for Sales Force Evaluation

The authors compare several approaches to the evaluation of field salespeople to see if an improved analytical framework can be created. Based on performance data from 56 industrial salespeople, results suggest sales increase with experience and with the number of customer calls. The findings also provide support for the sales force career cycle and a new multi-attribute performance matrix. The use of a matrix approach allows managers to review and compare the accomplishments of the sales force along several dimensions at the same time.     

Integrating Religion and Psychology in Therapy: Issues and Recommendations

This article explores the history of the relationship between religion and psychology, integration difficulties within psychotherapy, and recommendations for problem resolution. Two religious frameworks psychologists can use to reduce conflicts and enhance psychotherapy with regard to religious concerns are provided2.     

Methods for Practising Ethics in Research and Innovation: A Literature Review,Critical Analysis and Recommendations

This paper provides a systematic literature review, analysis and discussion of methods that are proposed to practise ethics in research and innovation (R&I). Ethical considerations concerning the impacts of R&I are increasingly important, due to the quickening pace of technological innovation and the ubiquitous use of the outcomes of R&I processes in society. For this reason, several methods for practising ethics have been developed in different fields of R&I. The paper first of all presents a systematic search of academic sources that present and discuss such methods. Secondly, it provides a categorisation of these methods according to three main kinds: (1) ex ante methods, dealing with emerging technologies, (2) intra methods, dealing with technology design, and (3) ex post methods, dealing with ethical analysis of existing technologies. Thirdly, it discusses the methods by considering problems in the way they deal with the uncertainty of technological change, ethical technology design, the identification, analysis and resolving of ethical impacts of technologies and stakeholder participation. The results and discussion of our literature review are valuable for gaining an overview of the state of the art and serve as an outline of a future research agenda of methods for practising ethics in R&I.     

Ethical Issues and Guidelines for Conducting Data Analysis in Psychological Research

Psychologists are directed by ethical guidelines in most areas of their practice. However, there are very few guidelines for conducting data analysis in research. The aim of this article is to address the need for more extensive ethical guidelines for researchers who are post–data collection and beginning their data analyses. Improper data analysis is an ethical issue because it can result in publishing false or misleading conclusions. This article includes a review of ethical implications of improper data analysis and potential causes of unethical practices. In addition, current guidelines in psychology and other areas (e.g., American Psychological Association and American Statistical Association Ethics Codes) were used to inspire a list of recommendations for ethical conduct in data analysis that is appropriate for researchers in psychology.     

The State of Research Methods in Personal Selling and Sales Management Literature

This study examines the state of research methods in the personal selling and sales management (SALES) literature and assesses the trends and changes in these methods that have taken place in recent decades. The authors examine the research methods described by 1,346 sales articles published in 15 prominent journals over a 29-year period (1980–2008). They compare articles published in Journal of Personal Selling & Sales Management with the aggregate of sales articles published in other journals as well as with articles published in Industrial Marketing Management to reveal any common trends or differences. The results indicate some important shifts in the use of research methods in SALES literature as well as significant differences in the research methods published across different research outlets. This paper outlines the implications of the findings and offers suggestions for how the discipline might improve its use of various research tools.     

Sales Force Activities and Marketing Strategies in Industrial Firms: Relationships and Implications

This study explores the role of the sales force in formulating and executing marketing strategies. Specifically, the relationships between sales force activities such as providing information about customer needs, hiring and training salespeople, and assessing new market segments and four marketing strategies (market penetration, product development, market development, diversification) are examined. Results indicate that the use of sales force activities is related to a firm's strategic choices, and that the relationships vary by firm size and type of offering.     

Corporate Culture and Sales Force Management in Japan and America

Abstract

Managers' personal values are a key aspect of corporate culture. Sales representatives' agreement with their managers' values (hereafter “value congruence”) can be expected to influence sales performance, satisfaction, and propensity to quit. These propositions are investigated in two countries. One hundred seventy-five sales representatives and 93 sales managers from a Japanese firm and 146 sales representatives and 21 sales managers from a comparable American firm participated in the study. A questionnaire was distributed to the managers and representatives. Value congruence was found to be weakly related to performance, but strongly related to satisfaction and propensity to quit for both cultural groups. The Japanese group was found to be higher in value congruence and propensity to quit, but lower in satisfaction. Suggested are implications for future research and for managers.     

Experience Sampling Methods: A Modern Idiographic Approach to Personality Research

Experience sampling methods are essential tools for building a modern idiographic approach to understanding personality. These methods yield multiple snapshots of people's experiences over time in daily life and allow researchers to identify patterns of behavior within a given individual, rather than strictly identify patterns of behavior across individuals, as with standard nomothetic approaches. In this article, we discuss the origin and evolution of idiographic methods in the field of personality and explain how experience sampling methods function as modern day idiographic methods in this field. We then review four primary ways in which experience sampling methods have been used to foster idiographic approaches in personality research. Specifically, we highlight approaches that examine individual differences in temporal and behavioral distributions, situation–behavior contingencies, daily processes, and the structure of daily experience. Following a brief methodology primer, we end by discussing future directions for idiographic experience sampling approaches in personality psychology and beyond.     

Cognitive Behavioral Therapy for Late-Life Depression: Evidence,Issues, and Recommendations

This paper discusses relevant research on structured therapy techniques used in the course of cognitive behavioral therapy (CBT) that are helpful in treating older adults with depressive disorders. These findings are compared and contrasted with clinical observations pertinent to the identification of moderator/mediator and other contextual factors critical to the efficacy of CBT for the treatment of this population. While some of these techniques may be viewed as a specific type of intervention in their own right (e.g., Behavioral Activation and Lifeskills Approach), their underlying theory and specific operations are consistent with the underpinnings of other cognitive and behavioral strategies and may be frequently juxtaposed within a CBT framework, depending on the nature of the problem and the specific available resources. Several common issues identified as being problematic for clinicians new to clinical work with older adults are highlighted, and useful information on how to adapt/modify traditional CBT approaches to augment treatment outcome with older adults is provided. Clinicians who use CBT will be familiar with most components discussed, but one novel augmentation towards the development of an age-appropriate format of CBT, termed Lifeskills Approach, is included. In this approach, clinicians are encouraged to identify and incorporate evidence of prior successful coping strategies to challenges that occur across the lifespan. This approach values and respects how clients have overcome aversive life experiences to facilitate attentional deployment away from a narrative of failure to one of resilience and self-acceptance, thereby down-regulating emotional distress. An important consideration discussed is how to use behavioral activation effectively, particularly with persons who have mild cognitive impairment (MCI) or are in the early stages of dementia.     

Finding Voice: The Photovoice Method of Data Collection in HIV and AIDS-Related Research

This study examined the efficacy of photovoice as a research technique to explore the lives of children and families living in the context of HIV and AIDS. Participants were volunteers at a Day Care and Support Centre (n=18), and members of a community support group consisting of People Living with AIDS (n=5). The findings revealed that the photovoice method is particularly useful for dealing with the ‘unspoken’ lived experience of children and families.