An Evaluation of Sales Training in the U.S. Banking Industry

Abstract

The U.S. banking industry has recently recognized the importance of developing a strong personal selling program in order to compete in the new deregulated environment. This study reports the findings of a national survey on the extent and level of sales training by U.S. banks. Results suggest that the industry has much sales training to do if it wishes to compete effectively within the financial services industry.     

Increasing Efficiency in Military Learning: Theoretical Considerations and Practical Applications

Given the fundamental importance of higher-order cognitive skills for military personnel, increasing learning efficiency during training is paramount. The current article expands upon the state-based information-loss processing model, a comprehensive framework elucidating the processes involved in acquiring higher-order cognitive skills, to enumerate best practices for military training. Emphasis is placed on identifying empirically supported, state-of-the-art learning efficiency strategies and methodologies to address points of information loss throughout the learning process. Implications and pragmatic recommendations for simulation-based military training are discussed.     

A difficulty with the functionally independent construction measure of cognitive differentiation

Abstract

Much effort has gone into development of measures of cognitive differentiation. One of the most frequently used measures is Landfield's Functionally Independent Construction (FIC). The present study of the personal constructs of psychotherapists raises issues regarding the validity of FIC. Forty therapists were administered a repertory grid (Rep Grid) assessing their construal of self, clients, and acquaintances on both elicited and supplied constructs. Ratings were completed using a seven-point Likert-type scale (? 3 to + 3). FIC was calculated separately for the parts of the Rep Grid involving acquaintance construal, client construal, the total elicited construct Rep Grid, and the total Rep Grid. These FIC scores were correlated with the number of zero ratings in the grids, producing correlations greater than .70. It is proposed that these results are largely due to the method of computing FIC.     

The Role of Age of Acquisition in Bilingual Word Translation: Evidence from Spanish-English Bilinguals

The present research tested the hypothesis that the age at which one’s first language (L1) words are learned influences language processing in bilinguals. Prior research on bilingual language processing by Kroll and colleagues has suggested that memory links between L1 words and conceptual representations are stronger than memory links between one’s second language (L2) word and conceptual representations. We hypothesized that the strengths of memory links between L1 words and conceptual representations are stronger for words learned early in life than for words learned later in life. Support for the hypothesis was obtained in bilingual translation experiment with 36 Spanish–English bilinguals. Participants translated L1 words into L2 and L2 words into L1. Half of the L1 words were learned early in childhood (early AoA words), and half were learned later in life (late AoA words). The L2 words were translation equivalents of the L1 words tested; the average age at which L2 words were learned was age 7. Target words were presented either in random order or blocked by semantic category. Translation times were longer when trials were blocked by semantic category (i.e., categorical interference) occurred only when early AoA L1 words were translated into L2. Implications for current models of bilingual memory are discussed.     

Bayesian just-so stories in psychology and neuroscience

According to Bayesian theories in psychology and neuroscience, minds and brains are (near) optimal in solving a wide range of tasks. We challenge this view and argue that more traditional, non-Bayesian approaches are more promising. We make 3 main arguments. First, we show that the empirical evidence for Bayesian theories in psychology is weak. This weakness relates to the many arbitrary ways that priors, likelihoods, and utility functions can be altered in order to account for the data that are obtained, making the models unfalsifiable. It further relates to the fact that Bayesian theories are rarely better at predicting data compared with alternative (and simpler) non-Bayesian theories. Second, we show that the empirical evidence for Bayesian theories in neuroscience is weaker still. There are impressive mathematical analyses showing how populations of neurons could compute in a Bayesian manner but little or no evidence that they do. Third, we challenge the general scientific approach that characterizes Bayesian theorizing in cognitive science. A common premise is that theories in psychology should largely be constrained by a rational analysis of what the mind ought to do. We question this claim and argue that many of the important constraints come from biological, evolutionary, and processing (algorithmic) considerations that have no adaptive relevance to the problem per se. In our view, these factors have contributed to the development of many Bayesian "just so" stories in psychology and neuroscience; that is, mathematical analyses of cognition that can be used to explain almost any behavior as optimal.     

Processing of faces by patients with unilateral hemisphere lesions. I. Dissociation between judgments of facial affect and facial identity

In this study, right-hemisphere-damaged (RHD) subjects performed significantly worse than LHD and NHD controls across a series of seven facial identity and facial affect tasks. Even when the patient groups were statistically equated on a measure of visuoperceptual ability, the RHD group remained impaired on three emotional tasks--naming, picking, and discriminating emotional faces. These findings suggest that the defects shown by RHD patients on facial affect tasks cannot be solely attributed to defects in visuoperceptual processing and that the right-hemisphere superiority for processing facial affect exists above and beyond its superiority for processing facial identity.     

EEG “maturational lag” profiles: Follow-up analyses

Nineteen children who had EEG diffuse slow frequency profiles suggesting a maturational lag were retested 1 to 2 years later receiving both EEG and psychometric assessments. They were compared to 18 children who also had been tested previously but did not have the slow frequency profile. Children with the maturational lag profile displayed varying degrees of EEG developmental change upon retest;i.e., some showed the expected developmental change while others remained the same. Within this group, there were significant relationships between the degree of EEG change and psychometric scores. Those that demonstrated the most EEG change had higher psychometric indices, and these relationships were not obtained in the comparison group. These findings suggest developmental heterogeneity with respect to brian maturation as measured by the EEG and also suggest that test-retest EEG data can clarify a maturational lag diagnosis.This work was supported by grants awarded to W. C Corning by the Natural Science and Engineering Research Council. The authors wish to acknowledge the assistance and support of J. Washburn, M. Staines, A. Goebel, Lyle MacDonald, and the staff of the psychology department, University of Waterloo.     

Dual-Element Effects in Pigeons’ Matching-to-Sample with Temporal and Visual Stimuli

The present study examined whether the dual-element effect occurs when temporal and visual stimuli appear simultaneously in a zero-delayed, symbolic matching-to-sample task. Two groups of pigeons were first exposed to either a red or green sample stimulus, for either 30 s or 5 s. The sample was followed by the presentation of yellow and blue comparisons. For pigeons in one group, the duration of the sample was the relevant cue. Responses to the yellow comparison were reinforced if the sample was 30 s, and responses to the blue comparison were reinforced if the sample was 5 s. For the other group, sample duration was irrelevant. Responses to the yellow comparison were reinforced if the sample had been green and responses to the blue comparison were reinforced if the sample had been red. Both groups then learned a second matching task in which the sample and comparison stimuli were vertical and horizontal lines. Finally, matching performance was examined when the lines appeared together with the temporal or color elements. The results showed that the line matching task was acquired more slowly for pigeons that were first trained to attend to duration. More importantly, matching was reduced when the temporal and line elements appeared simultaneously, and the effects were similar to those obtained when visual elements are combined.

     

The diagnostic process,the diagnosis and homeostasis

In this paper I shall try to analyse appropriate logic and actual methods as a preliminary to developing expert systems that will simulate clinical diagnosis. It is doubtful that all diagnoses address the same kind of problem and hence no one logic will suffice. Sometimes the signs and symptoms manifest an underlying disorder that cannot be observed directly (“the substantialist model”); sometimes there seems to be no underlying disorder and the diagnosis is a rearrangement of the data (“the nominalist model”). In deciding their merits in the particular case, we must identify the sources of variation; what is meant by saying that the data are independent; and what can be meant by “wrong” diagnosis and misclassification. Problems arise in human diagnosis because the data may be false, even lies; because the known list of diseases is not exhaustive; and because the probability of multiple unrelated diseases increases with age. Special difficulties arise from homeostasis (which is fundamental in defining and understanding disease) because the primary disturbances may be hard to distinguish from the homeostatic responses to them.     

Tovrard a Multidimensional View of Personality and Health

Health status has in effect become an external criterion for various personality traits. It seems unlikely, however, that a unidimensional approach to personality actually will be productive, even when something as concrete as physical health serves as a criterion variable. Instead, the benefits of a more multidimensional, contextualized approach to the prediction of health status are emphasized. Additional comments concern the distinction between cooccurence and correlation of two variables, some ambiguities regarding the appropriate criterion variables for health psychology, and some logistical issues in the domain of personality and health psychology.