Microcomputer Systems to Handle Sales Leads: A Key to Increased Salesforce Productivity

Since the Clarence Thomas/Anita Hill hearings in 1991, the general public has become more aware of sexual harassment in the workplace. Sales managers are involved in the hiring, promoting, motivating and evaluating of salespersons and therefore must understand how actions can be misinterpreted and therefore lead to accusations of sexual harassment. The purpose of this article is to explain the legal ramifications of sexual harassment to sales managers and to offer guidelines for sales managers to help eliminate sexual harassment in the work environment     

Assessment Centers: An Untapped Resource For Global Salesforce Management

The decisions surrounding salesforce hiring, career development and promotion choices have traditionally been left to the creativity and subjective judgement of marketing managers with very few decision aids from which to draw. As salesforce management became a task requiring an increasingly international focus, the complexity of the decisions and the cultural sensitivity required have left the management of the global salesforce as a very challenging function within the multinational firm. The assessment center, a structured means of evaluating potential new sales recruits and candidates for promotion and transfer, is offered as a tool to begin to address the above problem.     

Industrial Salesforce Motivation and Herzberg's Dual Factor Theory: A UK Perspective

Abstract

This study examines salespersons' views on the job-related factors that motivate and dissatisfy them. There is a discussion of literature pertaining to Herzberg's theory of motivation which is tested by the results of this survey and questioned as a basis for salesforce motivation planning. The findings of the research are explained and their implications for use in salesforce management are offered.     

Computers and the liberal arts: Challenge to psychology

Three years ago Drew University began a campus-wide effort to integrate microcomputers into courses across the entire liberal arts curriculum. This paper summarizes the results of 14 studies that have assessed student and faculty responses to this effort, and concludes by suggesting some implications of these studies for psychologists involved in the design and evaluation of similar programs.     

Portable Digital Devices: Meeting Challenges to Psychotherapeutic Privacy

Portable digital devices, such as smartphones, tablets, and netbooks, now permeate our society. These devices allow substantial efficiencies in access to and communication of information by mental health professionals. They also bring with them risks to psychotherapist–client privacy. This article reviews these threats and offers suggestions as to their mitigation.     

Crosswords to Computers: A Critical Review of Popular Approaches to Cognitive Enhancement

Cognitive enhancement strategies have gained recent popularity and have the potential to benefit clinical and non-clinical populations. As technology advances and the number of cognitively healthy adults seeking methods of improving or preserving cognitive functioning grows, the role of electronic (e.g., computer and video game based) cognitive training becomes more relevant and warrants greater scientific scrutiny. This paper serves as a critical review of empirical evaluations of publically available electronic cognitive training programs. Many studies have found that electronic training approaches result in significant improvements in trained cognitive tasks. Fewer studies have demonstrated improvements in untrained tasks within the trained cognitive domain, non-trained cognitive domains, or on measures of everyday function. Successful cognitive training programs will elicit effects that generalize to untrained, practical tasks for extended periods of time. Unfortunately, many studies of electronic cognitive training programs are hindered by methodological limitations such as lack of an adequate control group, long-term follow-up and ecologically valid outcome measures. Despite these limitations, evidence suggests that computerized cognitive training has the potential to positively impact one’s sense of social connectivity and self-efficacy.     

Computers and commitment to a public management decision: An experiment

Based on results of an experiment, hypotheses are tested concerning the effects of computer use on decision commitment. The experiment required subjects to make an adoption decision regarding a hypothetical government agency's innovation. Subjects could choose from a variety of information sets, some computer based, some not, before making the decision. After their decision the subjects were given “new evidence” that contradicted their initial position. Two experimental treatments included more difficult access to the computer-based information and higher cost for the computer-based information. Results indicate that access difficulty diminishes confidence in decisions and leads to lesser commitment. However, the cost of the computer information seems to have little bearing on decision commitment. Barry Bozeman is director of the Technology and Information Policy Program of the Maxwell School of Public Affairs, Syracuse University, Syracuse NY 13244-4010. There he is professor of public policy and administration and affiliate professor of engineering. His research has focused on organization theory and public management, science and technology policy, and the use of technical information in decision-making. R.F. Shangraw, Jr. is vice president of Independent Project Analysis, Inc., Great Falls, Virginia. Previously, he was assistant professor of public administration at Syracuse University. His research interests include information management, decision-making, and public policy applications of expert systems.     

Counselling and Computers: Introduction and Overview

The symposium on counselling and computers is introduced through a general consideration of the role of computers in both the counselling process and its administrative accoutrements.     

Sexism and Education: A Workshop to Increase Awareness

Project ASPIRE, a federally funded program, was designed to increase educators' awareness of sexual prejudice. It consisted of 64 hours of training for 32 educators, parents, and students. The training activities focused on self-awareness, the effects of sex-role stereotyping on students, the development of procedures to assess biases in instructional and counseling practices and materials, and a consideration of methods to reduce sex-role stereotyping within the school setting. A number of positive outcomes are reported. Dennis Sparks is co-director of Alternative Learning Program for the High School Age (ALPHA) for the Livonia Public Schools in Michigan. Barbara Mullally is an associate with Organizational Leadership, Inc., of East Lansing, Michigan.     

Computers and girls: Rethinking the issues

A perspective is developed about emerging sex differences in the use of computer technology in education. Computers tend to be conceptually assimilated to the category of science/mathematics/technology, and thus acquire some of the traditional qualities of differentiated interest among boys and girls. Findings from several research projects are reported which point to patterns of difference in educational settings. It is argued that sex differences emerge in relation to the functions computers serve and the organization of learning settings of which they are a part.The preparation of this article and the research reported was supported by the Spencer Foundation, the Department of Education, and the National Institute of Education. The author would like to thank Kathy Clement, Carla Freeman, Peggy Heide, Moni Homolsky, Midian Kurland, Ron Mawby, Roy Pea, and Karen Sheingold for their comments and suggestions about the perspective presented here.     

Computers come to school,but psychology hasn't noticed

Children are beginning to learn about computers at school, but more fundamental changes in their education will occur as computers are used across the whole curriculum. Although some psychologists are playing pioneering roles, the discipline of psychology seems largely unaware of the deep changes just starting in education. Yet psychology has the methodology and subject matter knowledge to make a central contribution. In addition, computers in regular educational use have great promise as research facilities, possibly allowing at last good control to be combined with realism in educational research, and giving new hope for a theory of human learning. Psychologists must be more active in the development of educational computing, and in the public policy debate that will determine the future of our children's education.     

Women in Technology: A Program to Increase Career Awareness

Most women work to help support themselves and their families. Unfortunately young women are not often encouraged to explore occupational options that offer increased economic mobility. This article describes a program designed to develop awareness of nontraditional technical careers for women, careers that require less than four years of postsecondary education. Attended by guidance counselors and math and science teachers, the conference explored the psychological implications of nontraditional choices as well as provided information about these occupations. The article also discusses funding, program development and design, and evaluation.     

A Research Tool to Increase Attention to Experimental Materials: Manipulating Presentation Format

Experimental approaches require researchers in a variety of applied business disciplines to design experimental materials. This research is often busy and difficult to secure high-level professionals; thus, researchers must ensure sufficient attention to experimental materials to provide usable data. The current study suggests an experimental design feature to encourage participants to thoroughly process information contained in experimental materials. Based on Reynolds' (1992) selective attention strategy (SAS) model, variations in presentation format were expected to influence the relative salience of information presented. Two aspects of presentation format were manipulated to increase salience: display (paragraph vs. bullet point) and typeface (standard vs. bold underlined). Results indicate display improved ability to retrieve information, but typeface did not. Implications for the design of experimental materials are discussed.     

Revising Test Items to Increase Validity

Eight female interviewers varied their interview styles in interviewing 207 adults who had been involved in automobile accidents during a four-year period. A “professional” and a rapport or “interpersonal” style was used. Dependent variables consisted of reporting of events related to an automobile accident in which the respondent was the driver, and for which independent criterion data were available. In addition, the amount of health information reported was also analyzed. In spite of the respondents' more favorable attitudes towards the interpersonal interviews, accuracy was not significantly greater in these rapport interviews. In fact, significant interaction effects between interviewer style and recency of the accident were obtained. Respondents, however, reported more completely under rapport conditions. The results are interpreted within a cognitive, role-learning framework.     

Rorschach Productivity as Related to Verbal Reinforcement

The Rorschach was administered to four groups of 25 college Ss equated for verbal intelligence. A continuous reinforcement group, a human content reinforcement group, and an animal content reinforcement group were compared with a no reinforcement control group. Verbal reinforcement applied after each response significantly increased total R for Ss both aware and unaware of the response-reinforcement contingency. In the human and animal content reinforcement groups, verbal reinforcement led to increased human and animal responses respectively, but only for Ss aware of the reinforcement contingency. Implications for the projective test situation were discussed in terms of E bias and S conformity to experimental demands.