The Positive Personality Traits Questionnaire: Construction and Estimation of Psychometric Properties

The purpose of this study was to develop and determine the psychometric properties of a scale to assess perceived positive personality traits that are relevant in an Indian setting. New items were developed adopting items from other scales, writing new items and also on the basis of experience from the field through semi structured interviews undertaken in related research carried out earlier. The new scale is called the Positive Personality Traits Questionnaire (PPTQ) and includes 43 items on four factors: Positive Self Image, Commitment, Outward/ people orientation and Culture Identification. Data from two samples comprising of 395 and 198 participants, were analyzed. Results indicated that both the reliability (internal consistency) and validity (convergent and discriminant) of the PPTQ were adequate.     

Dual-Income Marital Dyads and Mutually Discrepant Economic Versus Personal Information: An Exploratory Investigation

There is an assumption in economic decision-making literature that decision-making in household follows a single set of preferences. The present study is aimed at testing this assumption by investigating 28 dual-income couples (drawn from four occupational sectors namely, IT, public service, self-employment and social-service) and separately eliciting two types of (economic and personal) objective information from dyad members. Effects of key demographic variables (marital role, age, occupation & level of education) suggest that only marital role had a significant influence on discrepancy found in reported information. One way ANOVA showed that marital role had a significant effect on discrepancy observed in personal information rather than for discrepancy in economic information. Implications of the results for social science research methods and in terms of singular preference for a household are briefly discussed.     

Acting and Believing Under the Guise of Normative Reasons

In this paper, I defend an account of the reasons for which we act, believe, and so on for any Ф such that there can be reasons for which we Ф. Such reasons are standardly called motivating reasons. I argue that three dominant views of motivating reasons (psychologism, factualism and disjunctivism) all fail to capture the ordinary concept of a motivating reason. I show this by drawing out three constraints on what motivating reasons must be, and demonstrating how each view fails to satisfy at least one of these constraints. I then propose and defend my own account of motivating reasons, which I call the Guise of Normative Reasons Account. On the account I defend, motivating reasons are propositions. A proposition is the reason for which someone Ф‐s when (a) she represents that proposition as a normative reason to Ф, and (b) her representation explains, in the right way, her Ф‐ing. As I argue, the Guise of Normative Reasons Account satisfies all three constraints on what motivating reasons must be, and weathers several objections that might be leveled against propositionalist views.     

Revisiting Ego Depletion: Moderators and Measurement

We developed and validated two web-based tasks to induce and measure ego depletion in two online experiments (N?=?122 and N?=?788). Ego depletion describes the phenomenon that exerting self-control temporarily reduces people’s capacity to subsequently control themselves. To induce ego depletion, we adapted the e-crossing task, and to measure ego depletion, we adapted the color Stroop task. We successfully induced ego depletion. Participants’ implicit theories about willpower as well as their mood moderated ego depletion. We also discuss several methodological issues and compare different approaches of measuring ego depletion using aggregated reaction times.     

Fostering collaborative mind-sets among customers: a transformative learning approach

To succeed and grow, companies must win new customers. However, selling innovative solutions to prospective business customers remains challenging. We seek to explore how salespeople create, early in the sales process, collaborative customer mind-sets to accommodate learning and adoption of new solutions. By applying transformative learning theory and analyzing authentic video-recorded business-to-business (B2B) initial sales meetings, we are able to determine the microlevel processes and mechanisms taking place in transformative sales dialogue. In this article, we outline seven interactional activities occurring in reflective dialogue cycles, a key means by which salespeople create new customer mind-sets. Reflective dialogue cycles form a spiral-shaped process requiring completion to achieve a shared new understanding favorable to adopting new approaches. Through our analysis, we demonstrate the value of transformative learning theory in better understanding sales interactions. Along with theoretical contributions, our results may help managers and salespeople better develop new business customers.     

Interference Effects of Contextual Cues in Advertisements on Memory for Ad Content

The effectiveness of advertisements has been an issue of great concern to marketers, especially with the rapid increase in the number of marketing communications that the average consumer receives every day. Prior research has examined the impact of verbal interference on consumers’ memory for different elements of the advertisement—that is, interference caused by similar verbal elements in advertisements for brands in the same product category. This study examined the impact of similar contextual or background stimuli on consumers’ memory for different elements of the advertisement. Consumers were exposed to print advertisements for products in different product categories. The similarity of contextual cues—that is, background scenes—was manipulated (similar vs. dissimilar). Using a 2 (contextual cues interference: low and high) x 2 (processing goal: ad and brand) x 3 (cues: brand name, ad photo, product class) between‐subjects design, it was found that exposure to ads with similar contextual elements reduced individuals’ ability to recall not only contextual or background elements but also brand name from a target advertisement.