Sales Technology Applications: Interactive Video Technology in Sales Training: A Case Study

Interactive video (IV), a new technology for training, has had a recent surge in popularity. The use of interactive video technology has been reported to reduce training costs, increase quality, and decrease the amount of time required for training. The major characteristics of this new technology are presented. A state-of-the-art application of an IV system for sales training developed at BellSouth Services is discussed. The results confirm that IV is a promising new sales training tool.     

An anxiety-induced bias in the perception of a bistable point-light walker

Human sensitivity for social cues is exquisite, as illustrated by the ease with which simplified point-light movements invoke social and emotional responses. Compared to faces, these biological motion stimuli only recently started to be used to explore questions regarding social cognition and anxiety. We presented human point-light walkers that could be perceived as facing towards or facing away from the observer, and tested whether participants with high social anxiety would perceive these bistable stimuli differently, because this type of stimuli has particular relevance for them. The results showed that observers with high social anxiety tended to see walkers as facing away more frequently than those with low social anxiety. This may mean that high socially anxious observers are biased towards the more positive perceptual alternative because they are motivated to protect themselves against threatening social experiences, but we also explore alternative explanations. The findings are in line with the evidence for a positivity bias in perception, also called wishful seeing, but in contrast with the attentional negativity bias often found in social anxiety. We discuss reasons for this divergence and possible limitations of the current study.     

A slow component of classic Stroop interference

The interference in colour naming may extend beyond critical Stroop trials. This “slow” effect was first discovered in emotional Stroop tasks, but is extended here to classical Stroop. In two experiments, meaningless coloured letter strings followed a colour word or neutral word. Student participants (Experiment 1), and 18 stroke patients and 18 matched controls (Experiment 2) showed substantial interference by incongruent colour words, both in the word trial (fast component) and in the subsequent string trial (slow component). Different patient subgroups emerged from the comparison of Stroop performance with the controls. An association of fast and slow components was only found in one subgroup. Exploratory analyses revealed no clear differences in damage location between subgroups. Fast interference caused by colour-meaning conflict may be specific for classical Stroop, but the broader occurrence of slow effects suggests a more generalised process of disengagement from attention-demanding stimuli.     

Causation as Simultaneous and Continuous

We propose that all actual causes are simultaneous with their direct effects, as illustrated by both everyday examples and the laws of physics. We contrast this view with the sequential conception of causation, according to which causes must occur prior to their effects. The key difference between the two views of causation lies in differing assumptions about the mathematical structure of time.     

How Ethical is Islamic Banking in the Light of the Objectives of Islamic Law?

Islamic banking is based on moral foundations that make it distinct from conventional banking. Some argue that because of its foundation in Islam, Islamic banking may represent a more morally appealing alternative. Yet, evidence shows that this is not the case. Indeed, the current practice of Islamic banking has not been able to achieve its goals which are based on Islam's moral values: to enhance justice, equitability, and social well‐being. This essay examines the extent to which Islamic banking is ethical and concludes that the practice of the industry does not seem to be de facto ethical from the Islamic perspective of ethical values. It only consists in trading the same instruments of conventional banks without genuinely enforcing Islam's ethical vision. The practice of Islamic banking misrepresents Islam and does not contribute to solving social problems. The interaction between maqasid al‐shari?a (objectives of Islamic law) and qiyās (deductive analogy) provides a supplementary tool for interpreting the failure of the prior in terms of the practical misuse of the latter by Islamic banks. This essay provides an interpretive approach to the current debate about why Islamic banking has failed and suggests ways to move cautiously in the future.     

A measure of interrelationship for overlapping groups

A coefficient of interrelationship between overlapping groups that avoids indeterminacies inherent in the construction of fourfold tables for such purposes and, at the same time, is relatively insensitive to the absolute magnitude of marginal totals of fourfold tables, is developed. Under assumptions that are consistent with the objectives of organizational analysis, this coefficient is shown to be equivalent to a product-moment correlation coefficient. The advantages and limitations of this coefficient are pointed out. A numerical example giving computational procedures is presented.This measure was developed in connection with a study made by Dorothy C. Adkins (1). Her influence in the development was felt in many ways. The article was prepared while the author was employed at The University of North Carolina.