The Changing Environment of Selling and Sales Management

New developments and trends in selling and sales management are creating demands and opportunities that require adaptation and new approaches on the part of both sales organizations and academic researchers. This paper summarizes critical dimensions of change in the environment that affect the practice of selling and sales management and introduces the papers that follow in this Anniversary Special Issue of JPSSM.     

Differences in Black and White American College Students�� Attitudes Toward Lesbians and Gay Men

Differences in attitudes toward lesbians and gay men (ATLGM) held by Black and White Americans have rarely been studied systematically despite anecdotal evidence suggesting that Black Americans may be less accepting of lesbians and gay men than are White Americans. We tested the hypothesis that Black American??s ATLGM would be less positive than White Americans?? using data collected from 60 Black (36 female, 24 male) and 62 White (25 female, 37 male) students from a public university in the Midwestern United Sates. We found that Black students held generally neutral ATLGM whereas White students?? attitudes were slightly positive. This difference was mediated by racial group differences in right-wing authoritarianism.     

Examining the impact of traffic environment and executive functioning on children's pedestrian behaviors

The process of integrating visual information and planning a safe crossing is cognitively demanding for many young children. We assessed relations between traffic characteristics, aspects of children's executive functioning (EF), and pedestrian behavior, with the aim being to determine whether well-developed EF would predict safer pedestrian behaviors beyond the contributions of child demographic and traffic environment factors. Using the pretend road method, we studied a sample of 83 children aged 6-9 in a series of 5 crossing trials beside a real road in response to actual traffic conditions. Traffic characteristics and pedestrian behaviors were observed and measured across crossing trials. Both traffic characteristics and EF, most notably cognitive efficiency, were strongly related to children's pedestrian crossing behaviors. Traffic characteristics were also found to interact with children's ability to monitor their crossing performance. Examining developmental influences in pedestrian injury etiology broadens researchers' knowledge of and ability to prevent injuries by moving beyond describing what happens to children and examining why pedestrian injuries occur.     

Family factors associated with attention deficit hyperactivity disorder and emotional disorders in children

Few well-controlled studies have identified psychosocial profiles of families of boys with ADHD and boys with emotional disorders compared with normal controls. However, the clinical and theoretical literature pinpoints four domains in which distinctive profiles would be expected to occur. In this study, twenty-two mothers and thirteen fathers of twenty-two boys with ADHD; twenty mothers and fifteen fathers of twenty boys with a mood or anxiety disorder; and twenty-six mothers and sixteen fathers of twenty-seven normal controls were compared on: (1) stress, support and quality of life; (2) current family functioning; (3) parenting style and satisfaction in the family of origin and current family; and (4) current and past parental functioning. The two clinical groups showed higher levels of stress and lower levels of both social support and quality of life than did normal controls. Both clinical groups showed deficits in current family functioning, but contrary to expectations the ADHD and emotional disorder group did not show distinctly different profiles. Parents of ADHD children reported higher levels of authoritarian parenting styles, and parents from both clinical groups reported less parenting satisfaction than did normal controls in both their current families and their families of origin. Parents of children with ADHD and emotional disorders reported greater parenting satisfaction in their families of origin than in their current families. This discrepancy was greatest for parents of ADHD children. Parents of children with ADHD and emotional disorders reported greater psychological health problems and more childhood ADHD symptomatology than did normal controls. Parents of children with ADHD and emotional disorders have significant psychosocial difficulties in family and personal functioning. Family intervention is highly appropriate for families with children who are referred for help with both types of difficulties.