Utilization of Sales Management Knowledge and Identification of Contributors: An Analysis of JPSSM 1980–1990

The utilization of the JPSSM in enhancing sales management knowledge was analyzed by a cross citation of JPSSM articles in other journals and sales management textbooks which found that the JPSSM has made a basic contribution to the sales and sales management literature. An examination of authorships and institutional contributors to the sales and sales management literature in the JPSSM was also conducted. A large number of both individuals and institutions have contributed articles to the JPSSM, indicating a breadth of research on sales. However, a relatively few contributors accounted for a significant proportion of JPSSM articles, suggesting a concentration of research efforts by both individuals and institutions.     

Therapist as Subject: A Review of the Empirical Countertransference Literature

This article presents a synthesis of the research on countertransference (CT) that has been conducted since the last major review of CT literature was published in 1977. The past quarter century has witnessed a growing body of research on CT marked by methodological improvements and increasing conceptual sophistication. In this article, the authors critically review this research, noting implications for counseling practice, making connections to relevant theory, and suggesting directions for future research on CT.     

Logical learning theory: A teleological alternative in the field of personality

Logical learning theory (LLT) is presented as a teleological alternative to most current explanations of human behavior An organism construed as intentional is more suitable to many personality/personological accounts than is an organism construed as mechanical It is first established that LLT is a predicational rather than a mechanical explanation of behavior The concept of telosponsivity is then presented as an alternative to the predominant view of behavior as a supposed response to antecedent stimulation Telosponsivity rests on the assumption of dialectical human cognition A review of the early work on affective assessments in human cognition follows Affection is a special case of telosponsivity, and not a physical feeling or emotion per se Evidence drawn from empirical research outside of the strict LLT literature is also adduced in support of its tenets The presentation closes with a survey of current research being conducted on LLT It IS concluded that human agency is a viable theoretical outlook, and that a view resting on such assumptions can be shown to have empirical validity     

A review and analysis of research on the test–retest reliability of professional judgment

This paper analyzes existing research on the test–retest reliability of human judgment, i.e. the extent to which a judge makes identical judgments when presented with identical stimuli on two occasions. Only research involving professional judges who make experimental judgments in a reasonable analog of their everyday experience is included. Studies of both internal consistency reliability and temporal stability reliability are analyzed (where the former refers to the inclusion of repeat stimuli in the same experimental session, and the latter refers to the repeating of the experimental task from a few days to several months later). It is found that (1) the test–retest reliability literature is concentrated in four substantive judgment areas (medicine/psychology, meteorology, human resources management, and business), (2) the literature is extremely variable in terms of research approach/design, the determinants or correlates of test–retest reliability that have been studied, and the quality of the execution and analysis, and (3) mean test–retest reliability differs across both substantive judgment areas and the internal consistency versus temporal stability distinction. An inescapable conclusion from the analysis is that our knowledge of this fundamental property of human judgment is quite meager. Therefore, the paper concludes with suggestions about future research that would address test–retest reliability more systematically. Copyright © 2000 John Wiley & Sons, Ltd.     

The Liberation of Caring; A Different Voice For Gilligan's “Different Voice”

Recent literature portrays caring as a psychological, social, and ethical orientation associated with female gender identity. This essay focuses on Giliigan's influential view that “care” is a broad theme of moral development which is under-represented in dominant theories of human development such as Kohlberg's theory. An alternative hypothesis is proposed portraying care development as a set of circumscribed coping strategies tailored to dealingwith sexism. While these strategies are practically effective and partially “liberated,” from the moral point of view, they also reflect the debilitating influences of sexist socialization even at the highest level. Gilligan and her colleagues seem to misidentify these inadequacies of mature care. This alternative hypothesis is briefly related to the critical and feminist tradition. Then it is supported with Gilligan's own research and interpretive text.     

Resource orchestration and dynamic managerial capabilities: focusing on sales managers as effective resource orchestrators

Resource-based theory (RBT) posits that firms gain competitive advantage through bundles of valuable and rare resources and sustain that advantage over time when such resources are difficult to imitate or nonsubstitutable by competitors. Recent applications of RBT emphasize the role of managers in mobilizing and leveraging organizational resources and capabilities for achieving business objectives. The purpose of this research is to advance the sales literature by applying learning from two specific perspectives based on RBT that focus explicitly on managerial actions pertaining to resources and capabilities: resource orchestration and dynamic managerial capabilities. These perspectives provide insights into the role of sales managers as orchestrators of sales and nonsales resources for achieving sales, organizational, and customer outcomes. Consistent with the stated purpose, this research provides (1) a review of research on resources and capabilities in the sales literature, (2) an overview of resource orchestration and related research, (3) an overview of dynamic managerial capabilities and related research, (4) a research agenda and propositions based on research orchestration and dynamic managerial capabilities for further investigation on the role of sales managers as effective resource orchestrators in sales organizations.     

Exploring the Role of Social Support in Promoting Community Integration: An Integrated Literature Review

Community integration has emerged as a priority area among mental health advocates, policy makers, and researchers (Townley, Miller, & Kloos, 2013; Ware, Hopper, Tugenberg, Dickey, & Fisher, 2007). Past research suggests that social support influences community integration for individuals with serious mental illnesses (Davidson, Haglund, Stayner, Rakfeldt, Chinman, & Tebes, 2001; Davidson, Stayner, Nickou, Styron, Rowe, & Chinman, 2001; Wong & Solomon, 2002), but there has not yet been a systematic review on this topic. Therefore, the purpose of this paper was to explore the influence of social support on community integration through a review of the existing literature. An extensive literature search was conducted, resulting in 32 articles that met the search criteria. These articles were organized into three categories: defining community integration, supportive relationships, and mental health services. The search results are analyzed according to the types of support being provided. Article strengths, limitations, implications, and future directions are also addressed. Overall, the findings of this review suggest that social support, which may be provided by a variety of individuals and services, plays an important role in promoting community integration for individuals with serious mental illnesses. Therefore, as community mental health research and practice continues to promote community integration for individuals with serious mental illnesses, the mental health field should emphasize the importance of social support as a key factor influencing community integration.     

Disability Harassment: A New Term for a Long-Standing Problem

The authors present definitions of the term harassment from the literature and government sources and propose a definition of disability harassment, Existing literature related to disability harassment is reviewed, including anecdotal accounts. Legal findings are summarized from several cases concerning disability harassment of federal employees, and data on disability harassment complaints filed with the Equal Employment Opportunity Commission are provided. The authors suggest that the harmful psychological effects of any form of harassment are similar and a model from the literature on sexual harassment is used as a basis for understanding the effects. Implications for counseling practice and future research are discussed.     

Integrity of Literature on Expressed Emotion and Relapse in Patients with Schizophrenia Verified by a p‐Curve Analysis

There is growing concern that much published research may have questionable validity due to phenomena such as publication bias and p‐hacking. Within the psychiatric literature, the construct of expressed emotion (EE) is widely assumed to be a reliable predictor of relapse across a range of mental illnesses. EE is an index of the family climate, measuring how critical, hostile, and overinvolved a family member is toward a mentally ill patient. No study to date has examined the evidential value of this body of research as a whole. That is to say, although many studies have shown a link between EE and symptom relapse, the integrity of the literature from which this claim is derived has not been tested. In an effort to confirm the integrity of the literature of EE predicting psychiatric relapse in patients with schizophrenia, we conducted a p‐curve analysis on all known studies examining EE (using the Camberwell Family Interview) to predict psychiatric relapse over a 9‐ to 12‐month follow‐up period. Results suggest that the body of literature on EE is unbiased and has integrity, as there was a significant right skew of p‐values, a nonsignificant left skew of p‐values, and a nonsignificant test of flatness. We conclude that EE is a robust and valuable predictor of symptom relapse in schizophrenia.     

An Examination of the Moderating Effect of Core Self-Evaluations and the Mediating Effect of Self-Set Goals on the Primed Goal-Task Performance Relationship

An understudied issue in the goal priming literature is why the same prime can provoke different responses in different people. The current research sheds light on this issue by investigating whether an individual difference variable, core self-evaluations (CSE), accounts for different responses from the same prime. Based on the findings of experiments showing that individuals with high CSE have higher performance after consciously setting a task-related goal than individuals with lower CSE, two hypotheses were tested: (1) Individuals who score high on CSE perform better following a subconsciously primed goal for achievement than do individuals who score low on CSE, and (2) this effect is mediated by a self-set goal. Two laboratory experiments (n = 207, 191) and one field experiment (n = 62) provided support for the hypotheses. These findings suggest that personality variables such as the CSE can provide an explanation for the “many effects of the one prime problem”.     

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.     

Are girls with problems of attention underrecognized?

There is a generally held belief that disorders of attention (e.g., ADHD) are to be found primarily among boys, not girls. We question the evidence relating to sex differences in the prevalence of attentional disorders and suggest possible reasons why reported sex differences appear limited to teacher ratings. An examination of the admittedly scarce literature on correlates of ADHD behaviors suggests no strong evidence for sex differences in the pattern of developmental, attentional and background correlates. We recommend the use of sex-specific norms and diagnostic criteria to identify girls with problems of attention and our plea is for more research to examine the nature of attention deficits in girls.     

Investigating the Links Between Cultural Values and Belief in Conspiracy Theories: The Key Roles of Collectivism and Masculinity

Research suggests that belief in conspiracy theories (CT) stems from basic psychological mechanisms and is linked to other belief systems (e.g., religious beliefs). While previous research has extensively examined individual and contextual variables associated with CT beliefs, it has not yet investigated the role of culture. In the current research, we tested, based on a situated cultural cognition perspective, the extent to which culture predicts CT beliefs. Using Hofstede's model of cultural values, three nation-level analyses of data from 25, 19, and 18 countries using different measures of CT beliefs (Study 1, N = 5323; Study 2a, N = 12,255; Study 2b, N = 30,994) revealed positive associations between masculinity, collectivism, and CT beliefs. A cross-sectional study among U.S. citizens (Study 3, N = 350), using individual-level measures of Hofstede's values, replicated these findings. A meta-analysis of correlations across studies corroborated the presence of positive links between CT beliefs, collectivism, r = .31, 95% CI = [.15; .47], and masculinity, r = .39, 95% CI = [.18; .59]. Our results suggest that in addition to individual differences and contextual variables, cultural factors also play an important role in shaping CT beliefs.     

The concurrent validity of the N-back task as a working memory measure

The N-back task is used extensively in literature as a working memory (WM) paradigm and it is increasingly used as a measure of individual differences. However, not much is known about the psychometric properties of this task and the current study aims to shed more light on this issue. We first review the current literature on the psychometric properties of the N-back task. With three experiments using task variants with different stimuli and load levels, we then investigate the nature of the N-back task by investigating its relationship to WM, and its role as an inter-individual difference measure. Consistent with previous literature, our data suggest that the N-back task is not a useful measure of individual differences in WM, partly because of its insufficient reliability. Nevertheless, the task seems to be useful for experimental research in WM and also well predicts inter-individual differences in other higher cognitive functions, such as fluid intelligence, especially when used at higher levels of load.     

The Role of Schools in Outcomes for Youth: Implications for Children's Mental Health Services Research

We explore the role of schools in children's mental health services research. Recent literature has suggested that schools play an important role in delivering services to children and adolescents with emotional and behavioral problems. Research in services research, though, has taken a fairly narrow view of which dimensions of school environments are relevant for inclusion in studies. We suggest that a broader view of school environments is appropriate and potentially beneficial to the field. Using Bronfenbrenner's ecological model as a guide, we conceptualize schools as microsystems. Such an approach suggests that all aspects of school environments (treatment as well as non-treatment) are likely to influence many of the outcomes that children's mental health services research frequently targets (e.g., behavioral problems, problematic peer relationships, academic achievement, school attendance). We review literature from a variety of disciplines to suggest relevant features of schools, with particular attention to the role of peer dynamics within schools. We conclude with implications of this expanded conceptualization of schools for children's mental health services research.     

Role of Researchers in the Ethical Conduct of Research: A Discourse Analysis From Different Stakeholder Perspectives

The ethical conduct of research rests largely on researchers, and as such, an understanding of how they perceive and enact their role in research is paramount. However, the literature around ethics and research mostly focuses on researchers’ perception of Research Ethics Boards (REB; also known as Institutional Review Boards) roles and functions. To fill that gap, we analyzed the perceptions of researchers, REB members, and influential parties (n = 40) about researchers’ role in the ethical conduct of research through discourse analysis. Three discourses emerged: researchers as reflective practitioners, protectors of participants, and technicians. Understanding the commonalities and differences among the discourses may foster a shared and compelling institutional research culture.     

Locating experience in time and place: a look at young adult fiction and spiritual intelligence

Spiritual intelligence describes self-awareness and intuition, with the development of creative thinking, compassion and connectedness with others. Many researchers point to an awakening and development of spiritual intelligence that is enhanced through exploration of existential questions within the genre of young adult fiction. Such literature absorbs the adolescent reader so that they become transported into the narrative, exploring a sense of self and of others This article discusses the ways in which young adult fiction, including comparison of a novel of older context (An Episode of Sparrows) with contemporary dystopian fiction (The Maze Runner), can foster young adults’ exploration of self-awareness and cultivate the continued development of notions of connectedness, justice and responsibility. It describes current research on the relationship between spiritual intelligence in young adults and the narrative transportation effect of young adult fiction.     

Ethical implications in the allocation of scarce medical resources in Poland

The health care system in Poland is undergoing major change and it is possible that these changes could affect clinical research. Therefore, the situation of funding of health care is important for the future of medical research in this country. Some questions relevant in this field will be addressed. Since funds for health care and scientific research remain inadequate, their allocation raises moral, economic, legal and organisational dilemmas. The clinical aspects of resource allocation also include physicians’ responsibilities towards their patients. Scientific research, clinical medicine, and clinical research have a common denominator: they rely on trust. The physician should be a fiduciary of the patient as well as being a researcher for the benefit of the patient and for society. Some physicians and researchers, despite unethical conduct, escape disclosure and punishment, but decision-makers who wrongly allocate funds for health care and research are never held accountable for their actions. An earlier version of this paper was presented at a symposium, Scientific Misconduct: An International Perspective, organised by The Medical University of Warsaw, 16 November, 1998.