Regulatory Focus and Individual Sales Performance of Field Marketers: A Constructive Replication

abstract

We tested whether field marketers’ regulatory focus predicted their performance. Promotion focus spurs eagerness (acting on opportunity, to advance), whereas prevention focus spurs vigilance (not acting, to maintain security). When sales work involves approaching as many new buyers as possible for single transactions (and little else), promotion focus is well suited for sales performance, and prevention focus is counterproductive. Accordingly, prior research found that promotion focus positively, and prevention focus negatively, predicts performance in such a context. We attempt constructive replication of these findings using stronger methodology. Our study (N?=?156) showed that promotion focus positively, and prevention focus negatively, predicted performance. The study replicated previous findings and showed similar, though in most cases slightly smaller, effect sizes than the original study.     

A left cerebral hemisphere’s superiority in processing spatial-categorical information in a non-verbal semantic format

It has been shown that the left and right cerebral hemispheres (LH and RH) respectively process qualitative or “categorical” spatial relations and metric or “coordinate” spatial relations. However, categorical spatial information could be thought as divided into two types: semantically-coded and visuospatially-coded categorical information. We examined whether a LH’s advantage in processing semantic-categorical information is observed in a non-verbal format, and also whether semantic- and visuospatial-categorical processing are differentially lateralized. We manipulated the colors and positions of the standard traffic light sign as semantic- and visuospatial-categorical information respectively, and tested performance with the divided visual field method. In the semantic-categorical matching task, in which the participants judged if the semantic-categorical information of a successive cue and target was the same, a right visual field advantage was observed, suggesting a LH’s preference for processing semantic-categorical information in a non-verbal format. In the visuospatial-categorical matching task, in which the participants judged if the visuospatial-categorical information of a successive cue and target was identical, a left visual field advantage was obtained. These results suggest that the processing of semantic-categorical information is lateralized in LH, and we discuss the dissociation between the two types of categorical information.     

Buddhist Conceptual Rhyming and T.S.Eliot's Crisis of Connection in TheWaste Land and ‘Burnt Norton’

In this essay, I elaborate a reading of the Buddhist allusions throughout T.S. Eliot's poetry as being not confessions of Buddhist faith or merely syncretic experiments, but rather ‘conceptual rhymes’ with the crisis of personal connection that preoccupies Eliot across multiple texts. In the Buddhist concepts of pratītya-samutpāda, ?ūnyatā, sa?sāra, and the pretas, Eliot finds thematic resonances with his own emotional and psychological concerns and so alludes to these concepts in ‘The Fire Sermon’ section of The Waste Land and ‘Burnt Norton’ of Four Quartets as part of his characteristic poetic collage. By examining the connection between Eliot's personal poetic practice and the cross-cultural traditions upon which he drew, my argument intervenes in a long-standing debate regarding the meaning of Asian religio-philosophical influences in the poet's key texts. Moreover, by close reading the third movement of ‘Burnt Norton’ for Buddhist allusions, I attempt to refocus scrutiny of Buddhism in Eliot from the oft-discussed ‘Fire Sermon’ section of The Waste Land to Eliot's later Four Quartets, which remains under-examined for its Buddhist influences by scholars who instead attend to the latter text's more pronounced Vedic references.     

Effects of study list composition on the word frequency effect and metacognitive attributions in recognition memory

In two experiments, study-list composition was manipulated and its impact was observed on metacognitive judgements associated with recognition hits (Hs) and false alarms (FAs). Both studies involved recognition of high-frequency (HF) and low-frequency (LF) words, and focused on the FA portion of the word frequency effect. Our hypothesis was that participants can actively reject items that are distinctive from the study list, and that this effect may be strong enough to overcome the FA word frequency effect. Experiment 1 manipulated list composition with a conjunctive rule and Experiment 2 varied it by having participants study either HF or LF items prior to a test consisting of words of both frequencies. In each study H rate, FA rate, and metacognitive attributions underlying recognition decisions were investigated. In both studies, participants reported rejecting test items predominantly through a process of active rejection, which was more often reported for LF items. This effect was strong enough to reverse the FA portion of the word frequency effect in Experiment 2, but not Experiment 1. The results are discussed in terms of metacognitive rejection mechanisms in recognition memory.     

Attention performance in an epidemiological sample of urban children: The role of gender and verbal intelligence

Abstract

We administered a comprehensive attentional battery to an epidemiologically defined sample of 435 first-and second-grade children to assess the influence of gender and verbal intelligence on attention. The battery included three versions of the continuous performance test (CPT), two digit cancellation tasks, three subtests from the WISC-R, and the Wisconsin Card Sorting Test. The results indicated that both gender and intelligence had an impact on attentional performance. Girls performed better than boys; they made fewer errors on the CPT and obtained higher scores on the digit cancellation task and the Coding subtest of the WISC-R. Children with higher verbal intelligence also performed better on the attentional tests, but this advantage was not observed across measures or levels of performance. For example, children with limited verbal skills performed significantly worse than their peers only in measures with high processing demands (the degraded CPT and the distraction version of the digit cancellation task).     

Apahe Age Groups

Previous communications have indicated that interpretations of Rorschach protocols resultant from testing the Apaches of the Mescalero Indian Reservation produce information which conforms closely to that obtained by standard anthropological and psychoanalytic investigative techniques.

Anthropologic and psychoanalytic observations demonstrate that the effects of acculturation are less disruptive to the personality organization of old-age than of middle-age and young-age Mescalero and Chiracahua Apaches. In the present communication, a comparison is made of Rorschach protocols derived from testing of those three-age groups. The interpretation of those protocols confirms the assumptions based on the anthropological and psychoanalytic observations.     

Apache “Learners” and “Nonlearners”

While the Mescalero and Chiricahua Apaches of the Mescalero Indian Reservation aboriginally probably had very similar if not identical patterns of cognition and perception, present day aged members of those tribes have strikingly different patterns, demonstrable by clinical behavior and Rorschach responses. While in kindergarten, about half of the grandchildren and greatgrandchildren of those aged Mescaleros and Chiricahuas are unable to adjust themselves to the expectations of school teachers and are retained for a second year of kindergarten. Those children, here designated as nonlearners, are found to respond to Rorschach stimuli as do the aged Mescaleros with a high degree of statistical reliability.