Selling & Sales Management in Action: Using the Journal of Personal Selling & Sales Management As A Teaching Aid

Abstract

Although much marketing literature exists pertaining to whether products should be marketed differently from services, little attention has focused on whether product selling differs from service selling. This article reports the results of an empirical investigation that examined whether salespeople selling industrial products use different selling techniques than those selling services. The results suggest that product sales personnel prefer techniques that can use tangible aspects of the product to advantage, while service sales personnel prefer techniques that stress the personal assistance of customers. The implications of the results are also presented.     

A Factor Analytic Study of the Personal Selling Process

Abstract

Despite the importance that personal selling plays in the marketing and promotion mixes of many firms, little research interest has focused on the function of personal selling. More specifically, no published empirical research has examined what selling techniques salespeople have in their repertoire. This article systematically describes the selling techniques salespeople use by identifying the underlying dimensions of these techniques.     

Medical Ethicists,Human Curiosities,and the New Media Midway

Abstract

Medical ethicists have assumed a role in justifying public voyeurism of human “curiosities.” This role has precedent in how scientists and natural philosophers once legitimized the marketing of museums of “human curiosities.” At the beginning of the twentieth century, physicians dissociated themselves from entrepreneurial displays of persons with anomalies, and such commercial exhibits went into decline. Today, news media, principally on television, promote news features about persons that closely resemble the nineteenth century exhibits of human curiosities. Reporters solicit medical ethicists for soundbites to affirm the newsworthiness and propriety of public voyeurism of these medical stories. Ethicists' soundbites are usually ambiguous or self-evident and rarely enable viewers to morally engage the issues. The precedent of early twentieth century physicians disengaging from such exploitive public shows is a useful example for medical ethics.     

Selling Task Characteristics and the Job Satisfaction of Industrial Salespeople

Abstract

Hypotheses were tested concerning the relationship between selling task characteristics and industrial salesforce job satisfaction. The specific explanatory model included the five core task variables measured by the “Job Diagnostic Survey Instrument” designed by Hackman and Lawler. The hypotheses tested were that salespersons' job satisfaction will be greater to the extent that they perceive their selling jobs to be characterized by high skill variety requirements, task identity, task significance, autonomy, and performance feedback from the job. In addition, based upon previous research in non-selling occupations, the salesperson's higher order need strength was examined as a possible moderator variable for the task characteristic/job satisfaction relationship.     

Advocating Avatars: The Salesperson in Second Life

Interactive digital media are revolutionizing the marketing landscape. The virtual world is a dominant player in this new panorama, with exchanges in the virtual marketplace approaching $2 billion annually. While virtual, like real world, exchanges require buyers and sellers, there is little or no understanding of this disembodied sales process. The current study seeks to address this gap in knowledge by employing an ethnographic methodology in which researchers incarnate in Second Life to explore the personal selling process. Specifically, the various notions of the “self ” that constitute the avatar salesperson are explored. Findings from this exploratory study suggest a relationship between the nature of the self and the type of exchange. From this, a conceptual model for the study of the virtual selling self is presented, propositions developed, and managerial implications for the virtual sales force suggested.     

Posttraumatic growth following pregnancy termination for fetal abnormality: the predictive role of coping strategies and perinatal grief

Background: Research about termination for fetal abnormality (TFA) suggests that it is a traumatic event with potential negative psychological consequences. However, evidence also indicates that following traumatic events individuals may experience growth. Although TFA’s negative psychological outcomes are well documented, little is known of the potential for growth following this event. Therefore, the study’s objectives were to measure posttraumatic growth (PTG) post-TFA, examine the relationship between PTG, perinatal grief and coping, and determine the predictors of PTG.

Design: An online, retrospective survey was conducted with 161 women.

Methods: Eligible participants were women over 18 who had undergone TFA. Participants were recruited from a support organisation. They completed the Brief COPE, Short Perinatal Grief Scale and Posttraumatic Growth Inventory. Data were analysed using regression analyses.

Results: Moderate levels of PTG were observed for “relating to others,” “personal strengths” and “appreciation of life.” “Positive reframing” was a significant predictor of PTG. Despite using mainly “adaptive” coping strategies, women’s grief levels were high.

Conclusions: “Adaptive” coping strategies such as, “positive reframing” are relevant to TFA. They may act as protective factors against distress and as foundations for growth, implicating that interventions such as Cognitive Behavioural Therapy, which aim to reframe women’s experience, may be beneficial.     

Fairness and political obligation

Abstract

In this paper I offer a limited defence of “fairness” or “fair play” arguments for political obligation by focussing on one important critique of such arguments, that offered by A. John Simmons. I isolate Simmons’s concentration on the idea of “accepting” benefits and argue that, among other difficulties, his criteria for when we can be said to accept a benefit from our political communities are too restrictive. While the scope of the discussion is narrow, I try to sketch ways in which the failings of Simmons’s critique are symptomatic of deeper problems with his libertarian approach.     

The Meaning of Church Affiliation for Continuum of Care Retirement Communities

ABSTRACT

Results of a 1987 national survey of 284 continuum of care retirement communities related to Christian faith groups are reported. Findings indicate a diversity of structural relationships between church-affiliated organizations and their parent religious bodies, and that most parent bodies do not assume financial liability for their affiliates. Major advantages to religious affiliation are consumer trust, opportunity to carry out the church's mission, and marketing. A major disadvantage are perceptions that these communities serve only “their own.” Implications of affiliation are discussed.     

Bilinguals who stutter: A cognitive perspective

PurposeBrain differences, both in structure and executive functioning, have been found in both developmental stuttering and bilingualism. However, the etiology of stuttering remains unknown. The early suggestion that stuttering is a result of brain dysfunction has since received support from various behavioral and neuroimaging studies that have revealed functional and structural brain changes in monolinguals who stutter (MWS). In addition, MWS appear to show deficits in executive control. However, there is a lack of data on bilinguals who stutter (BWS). This literature review is intended to provide an overview of both stuttering and bilingualism as well as synthesize areas of overlap among both lines of research and highlight knowledge gaps in the current literature.MethodsA systematic literature review on both stuttering and bilingualism studies was conducted, searching for articles containing “stuttering” and/or “bilingualism” and either “brain”, “executive functions”, “executive control”, “motor control”, “cognitive reserve”, or “brain reserve” in the PubMed database. Additional studies were found by examining the reference list of studies that met the inclusion criteria.ResultsA total of 148 references that met the criteria for inclusion in this paper were used in the review. A comparison of the impact of stuttering or bilingualism on the brain are discussed.ConclusionPrevious research examining a potential bilingual advantage for BWS is mixed. However, if such an advantage does exist, it appears to offset potential deficits in executive functioning that may be associated with stuttering.     

Maslow's Puzzle: A Reconfiguration

Abstract

A.H. Maslow (1963, 1993) characterized the “creative attitude” in ways such as giving up the past and future, loss of ego or self-forgetfulness, Taoistic receptivity, and innocence. He suggested that underlying these and related characteristics may be “certain prerequisites,” which he offered to us as a “puzzle.”

“Maslow's puzzle” may be considered in relation to what he regarded as a sine qua non of creativeness: “fusion of person and world.” The greater intimacy of such a relationship means that the individual has more fully extended self into that which lies beyond self, that is, into transpersonal realms or fields. A study of such fields, based on representations of fields in general, may provide a different insight into “Maslow's puzzle” and the enhanced creativity with which it is associated.     

Contemplating spiritual experience: Winnicott's potential space,Tibetan bardo,and liminality

Abstract

In this paper, ways of contemplating and accommodating the unfamiliar, especially the “other” of spiritual experience, are considered. Some concepts from psychoanalysis, such as Winnicott's “potential space” and his notion of “holding,” are helpful in comprehending spiritual experiences that can easily be misunderstood, or “flattened out” to use Bion's phrase. Interesting and rather remarkable confluences in these concepts from psychoanalysis and from Tibetan Buddhism (bardo) and cultural anthropology (liminality) are considered in their functions of both enabling and comprehending these extraordinary and often life-enhancing experiences.     

A Defense of Partisan-Science: An Assessment of Stenmark's Non-Partisan Science3

Abstract

In his influential book “How to Relate Science and Religion,” Mikael Stenmark argues for the legitimateness of what he calls “partisan science”: “science that is aligned with or supports a particular ideology, religion, or worldview over another.” However, he maintains that we should make an exception: the justification phase of science (phase 3) requires neutral science. Thus, he argues for “non-partisan science₃.” In this article, I assess his arguments for non-partisan science₃. I find them wanting and I will argue for partisan science₃ and maintain that we should adhere to “Augustinian” or “theistic science.”     

When do ratings implicate perception versus judgment? The “overgeneralization test” for top-down effects

ABSTRACT

When looking at an object—say, a banana—we can both directly perceive its visual qualities (e.g., its size) and also make higher-level judgments about its visual and non-visual properties (e.g., not only its size, but also its cost). Suppose you obtain a rating of a property such as size. Does that rating implicate seeing or merely higher-level judgment? The answer often matters a great deal -- e.g., determining whether such ratings imply “top-down” effects of cognition on perception. Too often, however, this distinction is ignored in empirical investigations of such effects. Here we suggest a simple test for when such ratings can be used to implicate perception: whenever the very same experiment “overgeneralizes” to an unambiguously non-perceptual factor, the results cannot be used to draw implications about perception, per se. As a case study, we investigate an empirical report alleging that conservatives perceive Barack Obama as darker skinned than liberals do. Two simple experiments show that the very same effects, measured via the same “representativeness” ratings, obtain with unambiguously non-perceptual and even silly factors (involving bright red horns vs. halos, rather than brightness differences). We suggest that this renders such methods unable to implicate visual processing and we recommend that “overgeneralization tests” of this type always be conducted in such contexts.     

Conservatism of Israeli Children

Abstract

Dowd (1975) used social exchange theory to analyze interactions in nonfamily, nonfriendship situations between persons of different ages in industrial societies like that of the United States. One important effect (dependent variable) to be explained in such situations is the interpersonal attribution of power. The argument that Dowd proposed to explain this effect emphasizes two determinants (independent variables): objective power (exchange ratio) and age as a status characteristic. The study reported here tests experimentally the implications of the argument. The results, based on a scenario presented to American undergraduates, indicate partial support for Dowd's argument. In assessing these findings, methodological differences between Dowd's research and the present study are noted, and previous research on the effects of “vividness” in interpersonal inferences is discussed.     

The adolescent first kiss

Abstract

This essay proposes a more intense exchange between humanistic psychology and Lacanian psychoanalysis. Certainly, the two fields are aware of one another but an atmosphere of mutual suspicion and superficial knowledge characterize their relationship. If we examine some of the suppositions governing each approach, there are points of similarity. Both see “psychology” in its truest meaning as defined by ethics. Both countenance the importance of the social and the unique individual (the particular for Lacan). There are also glaring differences on key questions. With respect to these differences, the author reads humanistic psychology through a Lacanian lens to indicate how Lacanian concepts can answer some of the recognized impasses of humanistic psychology (such as the question of evil) where humanistic psychology is other to itself.     

The bodily complexity of truth‐telling in qualitative research: Some implications of Gendlin's theory

Abstract

Gendlin's philosophy of the body is used as an approach to the “truth values” of qualitative research. In this view, our bodily participation in life provides a grounded quality to understanding, a shared reference point for an experientially‐grounded language that can “'work.” This understanding is a bodily‐informed practice and involves the body's access to “more than words can say.” As such, the body is intimate to understanding and such bodily‐informed sense‐making adds a dimension to the ways we have access to and present truth. Implications of this approach for qualitative methodology will be discussed, in particular the implications for the informant's task, the interviewer's task, the task of analysis and the task of the reader.     

Managing deviance: Hustling,homophobia, and the bodybuilding subculture

The subculture of bodybuilding is the backdrop of an analysis of some contradictions inherent in American masculinity. One of the most unusual, but telling of these has to do with “hustling”: the widespread selling of sexual favors by bodybuilders to gay men. In this, one also finds the incongruent presence of homophobia. Hence, homosexual behavior is juxtaposed by anti‐homosexual behavior. This study shows that this irony is necessary if the hustler is to maintain his alleged heterosexual identity. Hypermasculinity and strategies of economic survival in the highly competitive southern California bodybuilding scene are also examined in relation to hustling and more generally to American masculinity. Contradictions in bodybuilding are shown to be more problematic than studies of other street hustlers and prison populations where homosexual behavior is juggled with heterosexual identity.