Special Abstract Section: 2011 National Conference in Sales Management

Each year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present this special section containing the abstracts of the papers presented at the 2011 NCSM, which was held in Orlando, FL, March 30–April 2.     

A 10-year prospective study of personality and reproductive success: Testing the mediating role of healthy living

Abstract

Objective: There is some evidence that personality relates to childbearing in adulthood but the importance of personality for reproductive capacity is unknown. This study explored cross-time associations between the major dimensions of trait personality and self-reported fertility and fecundity. Methods: A representative sample of young Australian adults [n?=?4501; age range ≈ 18–44 (women), 18–54 (men)] provided information on personality, fertility, fertility intentions, fecundity and lifestyle factors (cigarette smoking, alcohol consumption, physical activity) in 2006 and again in 2016. Older Australian adults [n?=?4359; age ≥?45 (women), ≥ 55 (men)] provided information on personality, lifestyle factors and completed fertility. Results: After controlling for sociodemographic factors, completed fertility was associated with higher agreeableness in both sexes, and lower conscientiousness and openness in women. In younger adults, higher levels of openness were associated with fewer children 10 years later in both sexes, and higher extraversion was associated with more children 10 years later in men. The association between fertility intentions and subsequent fertility was stronger among women scoring higher on conscientiousness, and women scoring higher on neuroticism were more likely to acquire medical or health difficulties in having children – an effect that was mediated by higher levels of cigarette smoking. Conclusions: The study provides initial evidence for an association between personality and the acquisition of difficulties in having children.     

Affective Expectations Influence Neural Responses to Stressful Images in Soldiers

In the present study, we examined how expectations about the affective valence of an event influence immediate neurocognitive responses to the event. Both neutral images and negative images displaying war photos were shown to active duty military personnel undergoing predeployment training. Expectations regarding the affective content of upcoming images were manipulated by means of abstract visual cues that were valid only 75% of the time. Besides providing greater ecological validity, inclusion of invalid cues enabled us to examine separately, effects of the expected and actual valence of the images. Neurocognitive responses within the first second after image presentation were examined using the late positive potential (LPP), a noninvasive measure of brain electrical activity known to index affective processes. Negative images evoked an enhanced LPP relative to neutral images over central-parietal and right anterior electrode sites. Both the central-parietal and anterior LPP were found, likewise, to be modulated by expected valence. Expectation of negative versus neutral images led to an enhanced central-parietal LPP and an attenuated anterior LPP over both hemispheres independent of image valence. These findings are interpreted in terms of the allocation of attention to motivationally salient events, affective interpretation of those events, and induced affective/motivational states. By helping to characterize affective responses to acute stress and the regulation of those responses by psychological context, our study contributes to a basic understanding of how such regulation may become disordered and may aid in the development of targets for therapeutic interventions.     

Collaboration Technologies Improve Performance and Communication in Air Battle Management

Team communication is critical for Air Battle Management (ABM). In this study, two communication tools (text chat and electronic whiteboard) and two team resource aids (tabular and graphical displays) were introduced during simulated ABM to supplement radio communication. Results showed that combined chat and virtual whiteboard improved team performance, decreased number and duration of radio transmissions, but had mixed effects on workload. In addition, the graphical resource display improved team performance, decreased number and duration of radio transmissions, and reduced workload compared to the tabular display. These findings indicate that collaboration technologies introduced in this experiment may benefit military operations.     

Construct and Criterion Validity of the Comprehensive Trail Making Test in Children and Adolescents with Traumatic Brain Injury

The current study examined the construct and criterion validity of the Comprehensive Trail Making Test (CTMT) when used to evaluate children and adolescents with traumatic brain injury (TBI). Participants included 100 children and adolescents, 50 who had sustained TBI and 50 normal comparisons (NC). Analyses indicated that the CTMT factor scores were significantly correlated with tests of perceptual organizational ability, processing speed, and motor function and provided support for its construct validity. Additionally, correlations between the various CTMT scores suggested that a different pattern of associations was present in the TBI group compared to the NC group. Finally, the TBI group performed significantly worse (p < .001) on all of the CTMT scores, including each of the five CTMT trails as well as the factor and composite index scores. Results support the construct and criterion validity of the CTMT when used to assess children and adolescents with TBI.     

Strategies actually employed during response-focused emotion regulation research: Affective and physiological consequences

Addressing internal validity concerns in emotion regulation research, the present experiment was primarily designed to determine whether research participants are compliant when asked to use a response-focused strategy during emotional film viewing or whether these individuals incorporate the use of antecedent strategies. The influence of antecedent vs. response-focused strategy use on self-reported affect, physiological, and behavioural data were additionally investigated. A total of 82 healthy undergraduate participants were asked to use one of two response-focused emotion regulation techniques—suppression or exaggeration—while watching a 2 minute positive or negative movie. Following the movie, participants self-reported their affective response to the film, described how they tried to suppress or exaggerate their reaction (i.e., strategies used to regulate their response), and estimated the percentage of time they used each strategy. Representing “antecedent” and “response-focused” techniques, the strategies reported by participants were coded as “cognitive” or “muscular” in nature. Relative to exaggerators, participants in the suppression condition were significantly more likely to self-report using an antecedent (cognitive) strategy for at least some portion of the film (65% vs. 38%). During the suppression condition, greater use of antecedent strategies did not influence sympathetic reactivity to either movie but did result in significantly less self-reported negative affect to the negative movie.     

AN AUGUSTINIAN PHILOSOPHER BETWEEN DUALISM AND MATERIALISM: ERNAN MCMULLIN ON HUMAN EMERGENCE

In claiming the independence of theology from science, Ernan McMullin nevertheless saw the danger of separating these disciplines on questions of mutual significance, as his accompanying article “Biology and the Theology of the Human” in this edition of Zygon shows. This paper analyzes McMullin's adoption of emergence as a qualified endorsement of a view that avoids the excesses of both dualism and materialism. I argue that McMullin's distinctive contribution is the conceptual clarification of emergence in the light of a precise understanding of matter, in light of Aristotelian metaphysics and Darwinian theory. As applied to human nature, McMullin retains an Augustinian outlook that sees spirit as emergent in the human body and which posits a credible biblical hermeneutic. I indicate briefly how McMullin's perspective could be fortified by a fuller natural theology.