An Exploratory Model and Initial Test of the Influence of Firm Level Consulting-Oriented Sales Force Programs on Sales Force Performance

This study investigates several proposed relationships between consulting-oriented sales force programs and long run growth of industrial organizations. To operationalize the proposed model, the work introduces twenty-two new measures of consulting-oriented sales programs. Relationships are tested using a sample of industrial sales managers and corresponding, longitudinal firm performance data. Initial consulting-oriented sales training is the strongest influence on firm performance. Evidence suggests combining this training with consulting-oriented ongoing training, evaluation, and compensation programs.     

Modern civilization and human survival: A social‐scientific view†

Repeatedly, in Western democracies, sophisticated marketing techniques are used to manipulate consensus. In this context, "free" markets are interesting only because they contain potential buyers and it is possible to buy consensus. In many European countries (e.g., Italy), in Italy, for example, political scientists apply marketing techniques (advertising, psychological effects) to get (i.e., to buy) political consensus. They work on the premise that the decision to buy a product and the decision to vote for a candidate are equivalent. Their interest is not in convincing, but in shaping an expedient cognitive model.     

Approaching self-deception: How Robert Audi and I part company

This article explores fundamental differences between Robert Audi’s position on self-deception and mine. Although we both depart from a model of self-deception that is straightforwardly based on stereotypical interpersonal deception, we differ in how we do that. An important difference between us might be partly explained by a difference in how we understand the kind of deceiving that is most relevant to self-deception.     

Weakness of will and akrasia

Richard Holton has developed a view of the nature of weak-willed actions, and I have done the same for akratic actions. How well does this view of mine fare in the sphere of weakness of will? Considerably better than Holton’s view. That is a thesis of this article. The article’s aim is to clarify the nature of weak-willed actions.     

Die Zukunft gestalten im Angesicht der Vergangenheit

We report on the 4th Nazareth Conference with Jewish and German participants, most of whom are psychoanalysts. As Herman Beland has observed, these Conferences are intended to be “something like a self-experiment by Germans and Israelis to become, in the presence of the other group, aware of the unconscious identity of both people after the Holocaust.” There is still a widespread inability to mourn for the consequences of the terrible events in the years between 1933 and 1945 and deal satisfactorily with their effects. None of the groups, neither the German, nor the Israeli / Jewish, can do their own inner work without the other. For this reason, the method chosen as appropriate was the Tavistock-style “group relations conference”. This approach was developed by the Institute of Human Relations in London and does not focus on the individual’s behaviour but uses large and small groups to investigate group processes in the here and now. -The present work describes, among other things, the unexpectedly strong resistance towards changes of the conscious and unconscious inner images both of one’s own group and of the other. This process led to a feeling of hopelessness and paralysis within the German group that, due to the presence of the Jewish group, we could not avoid. For the Germans, it was hard to bear and observe the mutually shared history. Jewish participants were not able to accept their own German–Austrian childhood memories as a part of their own identity and connect them to the Germans. Each participant across the groups experienced the fantasy of destruction and the unfruitful effects of division. We had to feel how much the fate of the Germans and the Jews were interlocked to understand the participants’ tensions and efforts for opening new pathways.