Personal Selling & Sales Management Abstracts

For most people retirement means fishing, golf, travel and other leisure activities, but not for John Wyman. After retiring from a highly successful management career with AT&;T, Wyman has begun his second career as a business educator.     

The 30th Sir Frederick Bartlett lecture: Fact, artefact, and myth about blindsight

Blindsight is the ability, still controversial if a vote is taken, of subjects with clinically blind field defects to detect, localize, and discriminate visual stimuli of which the subjects say they are completely unaware—the original definition—or of which they might be aware but not in the sense of experiencing a visual percept. These two conditions are known as blindsight Types I and II. This Bartlett lecture narrates the discovery of blindsight and its mounting opposition, and it evaluates the continuing and often perplexing debate about its standing as a visual cognitive phenomenon.     

Toward a Sociocultural Perspective on Means of Self-Destruction*

ABSTRACT: The relationship between an individual's intent to die and choice of method is examined. A sociocultural perspective is developed in an attempt to: explain the principle differences in choice of method by sex; to explain regional variations over time, by sex; and to differentiate between regional and/or cultural areas in their use of firearms as a means of self-destruction. The concept of availability is examined, and it is shown that it consists of, at least, two dimensions: the physical presence of a method, and the sociocultural acceptability of that method that results in the individual's selection of a particular method of self-destruction from a range of socially and culturally acceptable means of suicide. A concept of suicidal threshold is advanced as suggestive of a suicidal level that an individual must reach before a suicidal process develops and results in the person's self-inflicted death.     

Discriminating speech rhythms in audition,vision, and touch

We investigated the extent to which people can discriminate between languages on the basis of their characteristic temporal, rhythmic information, and the extent to which this ability generalizes across sensory modalities. We used rhythmical patterns derived from the alternation of vowels and consonants in English and Japanese, presented in audition, vision, both audition and vision at the same time, or touch. Experiment 1 confirmed that discrimination is possible on the basis of auditory rhythmic patterns, and extended it to the case of vision, using ‘aperture-close’ mouth movements of a schematic face. In Experiment 2, language discrimination was demonstrated using visual and auditory materials that did not resemble spoken articulation. In a combined analysis including data from Experiments 1 and 2, a beneficial effect was also found when the auditory rhythmic information was available to participants. Despite the fact that discrimination could be achieved using vision alone, auditory performance was nevertheless better. In a final experiment, we demonstrate that the rhythm of speech can also be discriminated successfully by means of vibrotactile patterns delivered to the fingertip. The results of the present study therefore demonstrate that discrimination between language's syllabic rhythmic patterns is possible on the basis of visual and tactile displays.     

Effectively responding to tactile stimulation: Do homologous cue and effector locations really matter?

We report a study designed to investigate the extent to which speeded behavioral responses following tactile stimulation are influenced by differences in neural conduction latencies at different body sites and/or by the characteristics of the compatibility between the cue and effector. The results showed that it may not be particularly desirable to present tactile cues (e.g., warning signals) to an interface operator's feet if a speeded foot response is required, for even though such an arrangement maximizes the set-level compatibility between the stimulus and the response, it turns out that response latencies are primarily determined by conduction latencies through the peripheral nervous system.     

Are the spatial features of bodily threat limited to the exact location where pain is expected?

Previous research has revealed that anticipating pain at a particular location of the body prioritizes somatosensory input presented there. The present study tested whether the spatial features of bodily threat are limited to the exact location of nociception. Participants judged which one of two tactile stimuli, presented to either hand, had been presented first, while occasionally experiencing a painful stimulus. The distance between the pain and tactile locations was manipulated. In Experiment 1, participants expected pain either proximal to one of the tactile stimuli (on the hand; near condition) or more distant on the same body part (arm; far condition). In Experiment 2, the painful stimulus was expected either proximal to one of the tactile stimuli (hand; near) or on a different body-part at the same body side (leg; far). The results revealed that in the near condition of both experiments, participants became aware of tactile stimuli presented to the “threatened” hand more quickly as compared to the “neutral” hand. Of particular interest, the data in the far conditions showed a similar prioritization effect when pain was expected at a different location of the same body part as well as when pain was expected at a different body part at the same body side. In this study, the encoding of spatial features of bodily threat was not limited to the exact location where pain was anticipated but rather generalized to the entire body part and even to different body parts at the same side of the body.     

Dimensions of Religiousness and Cancer Screening Behaviors Among Church-Going Latinas

Churches are a promising setting through which to reach Latinas with cancer control efforts. A better understanding of the dimensions of religiousness that impact health behaviors could inform efforts to tailor cancer control programs for this setting. The purpose of this study was to explore relationships between dimensions of religiousness with adherence to cancer screening recommendations among church-going Latinas. Female Spanish-speaking members, aged 18 and older from a Baptist church in Boston, Massachusetts (N = 78), were interviewed about cancer screening behaviors and dimensions of religiousness. We examined adherence to individual cancer screening tests (mammography, Pap test, and colonoscopy), as well as adherence to all screening tests for which participants were age-eligible. Dimensions of religiousness assessed included church participation, religious support, active and passive spiritual health locus of control, and positive and negative religious coping. Results showed that roughly half (46 %) of the sample had not received all of the cancer screening tests for which they were age-eligible. In multivariate analyses, positive religious coping was significantly associated with adherence to all age-appropriate screening (OR = 5.30, p < .01). Additional research is warranted to replicate these results in larger, more representative samples and to examine the extent to which enhancement of religious coping could increase the impact of cancer control interventions for Latinas.     

Ain’t sure who to blame: Metacognitive influences on appraisal–emotion processes

In this research, we propose that emotions are affected not only by appraisals, but also by a metacognitive sense of confidence versus doubt over the appraisals. Focusing on core-relational themes (CRTs), higher-order appraisals comprising the combined meaning of several appraisals, we predicted and found evidence, over two studies, that the effect of a CRT on the corresponding emotion is stronger if one feels confident about the validity of the CRT compared to feeling doubtful. In Study 1, CRT was manipulated by recall and in Study 2, CRT was manipulated in vivo. Both designs produced consistent support for the hypotheses. These findings demonstrate the need to consider metacognitive processes in understanding the effects of appraisals on emotions.