Conceptualizing Personal Selling for International Business: A Continuum of Exchange Perspective

Abstract

The last twenty years has seen an extensive broadening of the terms “marketing” and “selling”. It is currently fashionable to consider marketing as exchange behavior, and selling to be personal “exchange facilitation” within any context. Justification for such all-encompassing definitions includes the fact that all cultures face certain prerequisites in order to survive: “marketing” and “selling” are means of satisfying them. Such paradigms increase the likelihood that we embrace ethnocentric perspectives and covertly equate various exchange situations which in reality are very different. When discussing selling and marketing, especially in the international arena, we must carefully guard against ethnocentrism and the distortion caused by such homogenizing tendencies.     

A married couple in separate therapy groups

Abstract

A behavioral contract was used to change several behaviors in a married couple's relationship. A multi-assessment “package” was used to determine the effect of the behavior change on the couple's relationship. A multiple baseline, single-subject design demonstrated that the treatment “package” was responsible for producing behavior change and changes in levels of satisfaction. Further research should concentrate on which components of the “package” may be the most critical. Multi-assessments provide the therapist or researcher with concrete data on a couple's progress in behavioral marital therapy.     

Contributors

Abstract

This paper studies the interaction of the clinical theories of two major British theorists, Melanie Klein and Donald Winnicott. Through three clinical examples, we see how the “Klein-Winnicott dialectic” operates in a significantly developmental fashion to advance and fulfill clinical work. Winnicott’s “object survival” is looked at in developmental conjunction with Klein’s “mourning” as a primary clinical and developmental process. This interaction also captures the essence of working with the aggression of a self that has been traumatically disrupted within its early development. This paper demonstrates how such work leads to the assimilation and grieving of primal object loss, evolving into a “developmental mourning process.” This developmental mourning includes the working-through of an “abandonment depression” in the character-disordered patient. A clinical example in a 1989 essay on “psychic pain” by Betty Joseph is used to set up the clinical challenge of going beyond the symptomatic clinging behavior of developmental arrest, into full psychic birth as a separate other, an Other who can relate to an Other. Conclusively, the subjective visceral affect noted and monitored in its clinical dimensions here is that of human “heartache,” which can also include regret.     

Aids-risk behavior among homosexual males: The role of attitudes and substance abuse

Abstract

This paper reports the results of a broad survey of homosexual males regarding AIDS-risk behavior. A very high proportion reported both anxiety over possible HIV infection, and a high probability of exposure to HIV. Although over 80% of respondents reported changes in sexual behavior, the frequency of monogamous, stable relationships is unchanged from that found 16 years ago, and 19% reported continued frequent sexual partners. Consistent with “health belief” models, fear of future exposure and perceived control over behavior were strongly related to behavioral change. However, those who felt they had already been exposed were not substantially more likely to decrease current AIDS-risk behavior, which may have important public health ramifications. Alcohol and drug abuse were related to “high risk” behavior, particularly among respondents who are generally motivated to use substances to decrease “tension” or self-monitoring. Thus, using substances to decrease stress may not only relate to substance abuse itself, but to the role of substances in increasing AIDS-risk behavior.     

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.     

Analysis of the occurrence and severity of vehicle-pedestrian conflicts in marked and unmarked crosswalks through naturalistic driving study

BackgroundAlthough many studies have been conducted on the safety of pedestrian crossings, few researches have been focused on drivers' behavior in unmarked crosswalk and marked crosswalk areas. Considering that statistics of pedestrian accidents are not the same in the two types of crossing area, based on the last report of the World Health Organization, it is very critical to evaluate driver yielding behavior to determine the differences in the actions of drivers when encountering pedestrians in the two areas.MethodsThis study was conducted based on surrogate measures of safety (SMoS) collected through a Naturalistic Driving Study on 52 participants in Iran. The study was carried out from April 2017 to April 2018 using the installation of cameras in the private vehicle of the participants. The analysis of the recorded films showed that 956 conflicts have occurred in unmarked crosswalks and 392 conflicts in marked crosswalks, respectively.ResultsA model was developed for driver yielding behavior using binary logistic regression, and showed that yielding rates in unmarked crosswalsk were about fifty percent of the yielding rates in marked crosswalks. Based on the model, it is indicated that the aggressive behavior of pedestrians during the crossing, such as running, zigzag and diagonal crossing, as well as the late detection of pedestrians by drivers resulting from high-speed driving in the unmarked crossing areas, will reduce the yielding behavior rate. Also, using the Swedish traffic conflicts technique, the severity of the conflicts was classified into four general categories: encounter, potential, slight, and serious conflict, through 30 different levels on the basis of conflicting speed and time to the accident. The results showed that pedestrians behavior during conflicts of the group “encounter” and drivers’ behavior during conflicts of the groups of “potential”, “slight” and “serious”, were the principal factors in preventing collision through an evasive maneuver. The results showed that increasing the level of conflict severity, which indicates an increase of the conflicting speed and a decrease of the time remaining to point of a possible collision with pedestrian, causes drivers to yield a harsh-maneuver to prevent collision. Soft-maneuvers such as deceleration and acceleration, as well as harsh-maneuvers such as changing the lane/stop during conflicts were most driver yielding behavior during conflict groups of slight and serious. According to the results of the analysis, the behavior of drivers in marked crossing areas is better than in the unmarked crossing area, leading to safer crossing for pedestrians.ConclusionsThis study suggests that the significant differences in driver yielding behavior in the two areas is due to the late detection of pedestrians by drivers and also the less proper action by them in unmarked crosswalk areas. Thus, the probability of accidents in Unmarked Crossing areas is higher than in marked crossing areas. Consequently, the design of improved advanced driver assistance systems to identify the risk of pedestrian accident may improve the driver yielding behavior and thus increase the safety of pedestrians.     

Rééducation des compétences socio-émotionnelles pour des adultes présentant une déficience intellectuelle

IntroductionThe aim of the present study was to improve socio-emotional skills in adults with intellectual disability (ID) in order to remediate their social behavior difficulties.MethodThe socio-emotional skills reeducation program (Barisnikov, 2007) was proposed to 17 ID adults. Participants’ socio-emotional skills were assessed in pre- and post-reeducation period using tasks from the “Socio-Cognitive and Emotional Battery” (Barisnikov & Hippolyte, 2011).ResultsPost-reeducation assessment showed that the performance of participants was significantly improved on both “Emotion Attribution Task” and “Social Resolution task”. The significant reduction in their behavioral problems was also observed. These results demonstrated that the improvements were not limited to participants’ socio-emotional processing abilities but were also generalized to their daily functioning.ConclusionThe program provides an interesting tool to improve socio-emotional processing abilities and social behavior in adults with ID.     

aPRIDIT Unsupervised Classification with Asymmetric Valuation of Variable Discriminatory Worth

Abstract

Sometimes one needs to classify individuals into groups, but there is no available grouping information due to social desirability bias in reporting behavior like unethical or dishonest intentions or unlawful actions. Assessing hard-to-detect behaviors is useful; however it is methodologically difficult because people are unlikely to self-disclose bad actions. This paper presents an unsupervised classification methodology utilizing ordinal categorical predictor variables. It allows for classification, individual respondent ranking, and grouping without access to a dependent group indicator variable. The methodology also measures predictor variable worth (for determining target behavior group membership) at a predictor variable category-by-category level, so different variable response categories can contain different amounts of information about classification. It is asymmetric in that a “0” on a binary predictor does not have a similar impact toward signaling “membership in the target group” as a “1” has for signaling “membership in the non-target group.” The methodology is illustrated by identifying Spanish consumers filing fraudulent insurance claims. A second illustration classifies Portuguese high school student’s propensity to alcohol abuse. Results show the methodology is useful when it is difficult to get dependent variable information, and is useful for deciding which predictor variables and categorical response options are most important.     

A critical commentary on follow-up studies and “desistance” theories about transgender and gender-nonconforming children

ABSTRACT

Background: It has been widely suggested that over 80% of transgender children will come to identify as cisgender (i.e., desist) as they mature, with the assumption that for this 80%, the trans identity was a temporary “phase.” This statistic is used as the scientific rationale for discouraging social transition for pre-pubertal children. This article is a critical commentary on the limitations of this research and a caution against using these studies to develop care recommendations for gender-nonconforming children.

Methods: A critical review methodology is employed to systematically interpret four frequently-cited studies that sought to document identity outcomes for gender-nonconforming children (often referred to as “desistance” research).

Results: Methodological, theoretical, ethical, and interpretive concerns regarding four “desistance” studies are presented. The authors clarify the historical and clinical contexts within which these studies were conducted to deconstruct assumptions in interpretations of the results. The discussion makes distinctions between the specific evidence provided by these studies versus the assumptions that have shaped recommendations for care. The affirmative model is presented as a way to move away from the question of, “How should children's gender identities develop over time?” toward a more useful question: “How should children best be supported as their gender identity develops?”

Conclusion: The tethering of childhood gender diversity to the framework of “desistance” or “persistence” has stifled advancements in our understanding of children's gender in all its complexity. These follow-up studies fall short in helping us understand what children need. As work begins on the 8th version of the Standards of Care by the World Professional Association for Transgender Health, we call for a more inclusive conceptual framework that takes children's voices seriously. Listening to children's experiences will enable a more comprehensive understanding of the needs of gender-nonconforming children and provide guidance to scientific and lay communities.     

Beyond community analysis: A response to Dr Borg

Abstract

Medicine, psychology, and psychiatry are not only modes of scientific knowledge or professional practice, but also means of social control that participate in regulating behavior. The “re-pathologizing” of psychiatry during the past 25 years bears witness to an anthropological mutation that reduces the human being to the sum of his or her conduct. In order to get to this “medico-economic” civilization of the subject, postmodern psychiatry has needed to deconstruct and reconstruct its normative landscape for the benefit of “fickle” notions and “behavioral disorders,” at the expense of the concept of “psychological suffering.”     

Self-concept as a risky driver: Mediating the relationship between racing video games and on-road driving violations in a community-based sample

PurposeThe mediating relationship of self-conceptions as a risky driver on self-reported driving violations was examined for players of “drive’em up” and “circuit” racing video games using an Internet survey of automobile and racing club members. Structural equation modelling (SEM) tested Fischer et al. (2012) extended socio-cognitive model on the effects of risk-glorifying media on cognitions and actions.MethodAn Internet questionnaire was developed and relied upon validated instruments or questions derived from previous surveys. Driver club members were asked about: (1) their frequency of video game playing, (2) self-perceptions as a risky driver and (3) self-reported driving violations. SEM was performed to examine mediating effects of racing video game playing on self-reported driving violations.ResultsPlaying “drive‘em up” video games positively predicted risky self-concept (β = .15, t = 2.26), which in turn, positively predicted driving violations (β = .73, t = 8.63), while playing “circuit racing” games did not predict risky self-concept, although risky self-concept did predict driving violations (β = .72, t = 8.67).ConclusionsSelf-concept as a risky driver mediated the relationship between racing video game playing and self-reported driving violations for “drive’em up”, but not for “circuit racing” video games. These findings are congruent with Fischer and colleagues’ experimental model that self-concept as a reckless driver mediated the relationship between racing video game playing for “drive’em up”, but not for “circuit racing” games and risk-taking behavior in a video of road traffic scenarios.     

Psychiatry in the labyrinth: Deconstructing deviancy

Abstract

Deviancy is a key concept in psychiatry and other therapeutic disciplines, because it dramatizes the way in which they depend on the establishment of norms, in order to justify their theory and practice. The writings of Derrida as well as Goethe provide a different view: that “deviation” from a “norm” can be fundamentally important to the well‐being of the norm. Thus deviancy can be viewed not as something to be “corrected” but rather as a creative possibility to be encouraged and shaped in productive ways. As a case of “deviancy” we have selected the writings of John Perceval, whose Narrative provides a critique of the mental‐health establishment of his day, particularly the asylum, and offers an alternative to 19th‐century views of “lunacy.” We see his “schizophrenic” commentary on his “psychosis” and its treatment as analogous to the deconstructive, “schizophrenic” discourse of postmodernity which is similarly critical of the reigning, modernist psychiatric order.     

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.     

The psychological construal of health behaviors

IntroductionIn order to optimize the effectiveness of behavior change interventions, we need to understand how the construal level – how we mentally represent or construe events or behaviors – influences health-related choices.ObjectiveTo examine the impact of mental construal on health decisions. Based on the Construal Level Theory, we predicted that people would give more weight to “cognitive considerations” when making a choice after being primed with the high-level perspective, whereas they would give higher weights to “sensory considerations” after being primed with the low-level perspective.MethodIn the first experiment, ninety-nine participants were primed with either high-level or low-level perspective across decision scenarios about vaccination and physical safety. The second experiment investigated nutrition decisions, which asked seventy participants to taste food that either had no label or was labelled “organic”. Organic label should prime high-level construal as it implies outcomes (e.g., product quality and healthiness) that are more distant in time and uncertain, in contrast with sensory dimensions (e.g. taste and appearance), which are immediately present. Participants rated cognitive and sensory considerations as well as action intentions.ResultsThe first study revealed that after the priming with the high-level construal, cognitive considerations became more important than sensory considerations in predicting protective action intentions, whereas after priming with the low-level construal, sensory considerations became more important. The second study revealed that only sensory considerations predicted decisions to consume the non-labelled product and only the cognitive score predicted decisions to consume the organic-labelled product.ConclusionWe demonstrated a moderating effect of construal-level mindset in health-protective decisions. We also discuss the implications for health promotion and policy, such as optimizing the effectiveness of behavior change interventions.     

Acts against the workplace: Social bonding and employee deviance

Research into the phenomenon of workplace deviance has separately focused on two types of employee rule‐breaking behavior, 1) acts against the property and assets of the organization and 2) various types of counter‐productive behavior. In an attempt to compare the theoretical and empirical similarity of these two forms of employee deviance, this paper examines the self‐reported involvement in both property and production deviance among a population of employees randomly sampled from three industry sectors and three metropolitan areas. Utilizing a weighted least squares logit regression analysis, the findings support continued conceptual separation of these two forms of employee rule‐breaking as they seem to be explained by slightly different configurations of the “social bonding” model. Involvement in property deviance seems to be primarily the result of a lack of future “commitment” to the organization, while counter‐productive behavior is better understood using a combination of “commitment, attachment, and involvement” variables in the model. Further, both forms of workplace deviance were significantly more likely to involve younger employees.     

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.     

Editorial introduction

Abstract

Three views of “self” have emerged as part of the same Zeitgeist: the “self that humanistic psychology salvaged from the reductionisms of behaviorism and psychoanalysis; the “selves” postmodern critics find as they deconstruct hegemonies of modernity; and the “illusion of separate selfhood” of transpersonal theory. The differences and overlaps of these views are examined in an effort to find a coherence without compromising the differences. This examination begins with a recognition of the splitting views as part of the same recent Zeitgeist, and of a longer philosophical history which grounds these. Next, recent critiques of the humanistic sense of self are surveyed, followed by distinction between “self,” “identity,” and “life.” Then a contextualization follows in classical terms of “fate” and “destiny” as well as the values inherent in these views of humanness, notably happiness and fulfillment. Finally, a single example, offered by Bergson, is used to illustrate the compatibility, even necessity of a compatibility, of differences.     

Institute report: The annual summer program in phenomenology

Abstract

This article presents Merleau‐Ponty's concept of “flesh” as a possible factor in the (re)defining of the Rogerian theory in terms of its concept (perspective) of man and the world. It describes Merleau‐Ponty's study of phenomena, emphasizing those aspects which are most closely related to his concept of man, on the course which brings one to his concept of “flesh.” It will include some cases of therapeutic treatment from the view point of “man in the world,” which is proposed by the philosopher.