A qualitative study of leader behaviors perceived to enable salesperson performance

Abstract

This study builds on and extends previous sales leadership research by exploring sales professionals’ perceptions of effective leadership behaviors. Semistructured interviews with both sales leaders and salespeople working in a global enterprise software company were examined through a qualitative analysis. Results indicated that participants believed sales leadership played an important role in influencing sales performance. When asked to describe specific sales leader behaviors that best enable salesperson performance, sales professionals – both sales leaders and salespeople – overwhelmingly referenced coaching, followed by collaborating, championing, and customer engaging. We define and describe these four key sales leader behaviors and identify four potential mediating variables (trust, confidence, optimism, and resilience), from which emerges a conceptual framework of sales leader behaviors perceived to enable salesperson performance. We examine these four key sales leader behaviors and mediators in the broader context of leadership theory, particularly transformational, servant, authentic, and adaptive leadership theories. The key contribution of this study is the identification of a set of leader behaviors that are likely to be especially effective in modern sales organizations given that they originated from the perceptions of sales professionals themselves.     

Toward a predictive model of suicidal ideation and behavior: some preliminary data in college students

Within a multivariate statistical design, the relationship of various interpersonal, emotional, and cognitive variables to suicidal ideation and behavior in college students was examined. A total of 158 subjects (58 males, 100 females) completed self-report measures of life stress, faulty cognitions, loneliness, depression, hopelessness, family cohesiveness, adaptive reasons for living, and suicidal ideation and behavior. The results of a multiple-regression analysis, forward-inclusion algorithm, indicated that a predictive equation consisting of loneliness, irrational beliefs, and low adaptive reasons for living best accounted for suicidal behavior scores. To determine the basic structures and power of the predictor variables under study, a factor analysis and composite regression were employed, resulting in a predictive equation consisting of three factors: Social/Emotional Alienation, Cognitive Distortions, and Deficient Adaptive Resources. Results are discussed in terms of an interactional model of suicidal behavior.     

San Diego suicide study: comparison of gay to straight males

Previous large studies of completed suicides have not considered sexual orientation in their data analyses. In this study, data from the known homosexual subpopulation (13 males, aged 21-42) in a series of 283 suicides were examined. They were compared with all other aged male suicides 21-42 (n = 106). Both groups showed considerable substance abuse plus a variety of other psychiatric diagnoses. Both also had a high frequency of relationship difficulties near the time of death. Gays who committed suicide did not have a history of more police trouble and were no more likely to be living alone than the comparison group. They did not have more prior suicide attempts or previous psychiatric treatment. We conclude that, among the factors examined here, there appears to be little difference between gay and heterosexual male suicides.     

Pavlovian phenomena in conditioned acceleration—Stimulus summation

Four naive male rats were separately fear-conditioned to two stimuli (light and sound) by pairing these stimuli with shocks. During Sidman avoidance these unreinforced stimuli elicited increases in response rates (conditioned acceleration). In a multiple schedule with light-shock and sound-shock reinforcements in the first component, the rats were tested for summation effects in the second (avoidance) component by presenting the light twice, the sound twice and the compound twice. They were then extinguished by eliminating the shocks in the first component. The effects of compounding were evidenced by: (1) a sizeable and reliable amplitude increase to the compound stimulus during conditioning; (2) a smaller and less consistent decrease in latencies during conditioning in all four subjects; and (3) a greater resistance to extinction for the compound stimulus as measured by mean amplitudes for all four subjects and on six of seven extinction sessions. Latency data during extinction were inconclusive. An additional unexpected finding was what appeared to be a two-factor secondary extinction of the avoidance itself as a result of Pavlovian extinction. The responding in the first four minutes of avoidance was inhibited to such an extent that the number of shocks received during this period increased 700 per cent from the last three conditioning sessions to the first three extinction sessions.     

ERIC Counseling and Personnel Services Information Center

This article describes the development and planned use of the Counseling and Personnel Services Information Center, which is part of the Educational Research Information Center (ERIC).     

A Legacy of Silence: Bioethics and the Culture of Pain

For over 20 years the medical literature has carefully documented the undertreatment of all types of pain by physicians. During this same period, as the field of bioethics came of age, the phenomenon of undertreated pain received almost no attention from the bioethics literature. This article takes bioethicists to task for failing to recognize the undertreatment of pain as a major ethical, and not merely a clinical, failing of the medical profession. The nature and extent of the problem of undertreated pain is examined, as well as possible reasons for its disregard by bioethicists. The factors contributing to undertreated pain in the clinical setting are considered, as well as the hazards posed by recent failures to address ethically questionable clinical practices. Finally, suggestions are offered for refocusing the attention of bioethicists to this significant problem.     

A call for a pluralist epistemological understanding in the assessment and evaluation of counselling

The authors outline and posit the futility of the 'paradigm war' between reductionistic/positivistic and phenomenological/naturalistic philosophies within counselling evaluation, pointing out that the notion of such competition is itself based on positivist thinking. They trace attempts at creating a 'truce' in the war based on strict demarcation of territory. They conclude that in the longer term more might be gained by accepting the veracity of both philosophies and creating a pluralist model which will be more fully equipped to evaluate the human process of counselling.     

“Not with me you don't”: A story of narrative practice and dissociative disorder

This paper discusses issues relating to therapeutic practice based upon the narrative metaphor. A case of someone suffering the effects of Dissociative Identity disorder is used to illustrate the difficulties that clients can experience with the “expert” knowledge conception of therapy. The value of the “respectful” and “non-expert” emphasis of Narrative Practice emerges even when the therapist believes that he or she lacks expertise in the client's apparent “condition.” Three themes emanating from the case form the basis for the discussion: the client's experience of being recruited into accepting the diagnostic label of Dissociative Identity Disorder; the effects of being forced to accept a contract to eliminate self-abusive behaviour; and the therapist's dealing with a gun in the therapy room.     

Validation of the Micropat Battery

Micropat is a battery of computer-based aptitude tests designed to assess aspects of psychomotor coordination and information management. Initial research and development work on Micropat started in 1980 with the Army Air Corps and the tests were successfully validated against rotary wing pilot training outcome. In 1985, funding for the project was taken over by the Royal Navy (RN) with a view to improving selection for both RN Pilots and RN Observers. Validation of the main battery was carried out on Pilot and Observer trainees at Britannia Royal Naval College (BRNC), Dartmouth, UK. The paper outlines the development of the Micropat programme over the past decade, focusing on a number of key practical methodological issues. These include discussion of the task-based approach to test construction, the use made of the potential afforded by computer-based assessment and the problem of developing robust composite predictors from small samples. In particular, the relative merits of unit-weighted, rationally weighted and empirically weighted composite predictors are examined. Evidence for the validity of the tests is summarized. It is concluded that we are unlikely to improve substantially on the levels of prediction which were being obtained in the 1950s. Continual development and improvement in selection testing is needed simply to maintain levels of prediction as the demands of flying change. The new forms of test made possible by computer-based assessment technology provide the means of maintaining useful levels of prediction as flying training courses become longer and more complex.