Selling and Sales Management in Action Examining the Bases Utilized for Evaluating Salespeoples' Performance

Evaluating salespeoples' performance is an important task for sales managers. However, little is known about what bases are used by sales managers to evaluate the performance of their salespeople. A study was conducted to determine the bases actually used by sales managers and the results were compared with a study conducted in 1983. Findings indicate more emphasis on profit and cost control, a continued reliance on qualitative measures, and a wide variety of bases being utilized to evaluate the performance of salespeople. Furthermore, the stability of results, across a wide variety of respondent job titles as well as business types and sizes, indicates a good deal of generalizability to other firms.     

Personality predictors of smoking behavior in a sample of physicians

Abstract

The smoking status of 239 physicians was obtained from a mail survey in 1981. MMPI data, which had been obtained from these men 25 years earlier, was used to prospectively predict smoking status at follow-up. Those who never smoked had scores indicative of social conventionality (low scores on L, Pd, and Schubert scales; high scores on Ego-control). A similar pattern was found among smokers who quit after a relatively short smoking history. Compared to ex-smokers, those who continued to smoke at the time of follow-up were characterized by high scores on the Pd and Ma scales. These results were discussed in terms of a multi-stage conceptualization of the smoking cessation process.     

Forgiveness is an emotion-focused coping strategy that can reduce health risks and promote health resilience: theory,review, and hypotheses

Experimental evidence suggests that when people are transgressed against interpersonally, they often react by experiencing unforgiveness. Unforgiveness is conceptualized as a stress reaction. Forgiveness is one (of many) ways people reduce unforgiveness. Forgiveness is conceptualized as an emotional juxtaposition of positive emotions (i.e., empathy, sympathy, compassion, or love) against the negative emotions of unforgiveness. Forgiveness can thus be used as an emotion-focused coping strategy to reduce a stressful reaction to a transgression. Direct empirical research suggests that forgiveness is related to health outcomes and to mediating physiological processes in such a way as to support the conceptualization that forgiveness is an emotion-focused coping strategy. Indirect mechanisms might also affect the forgiveness-health relationship. Namely, forgiveness might affect health by working through social support, relationship quality, and religion.     

Functional neuroimaging of working memory in survivors of childhood brain tumors and healthy children: Associations with coping and psychosocial outcomes

Purpose: Pediatric brain tumors are the second most common cancer diagnosis in individuals under age 20 and research has documented significant neurocognitive, psychosocial, and emotional late effects. Associations among these deficits have not been adequately considered and the role of survivors’ coping with stress in relation to deficits is unknown. Further, research has yet to examine neurobiological processes related to neurocognitive, psychosocial, and emotional difficulties in survivors through the use of functional neuroimaging. Method: Questionnaire measures and functional neuroimaging were used to examine the neurocognitive, psychosocial, and emotional functioning and coping responses of survivors of pediatric brain tumors (N = 17; age 8–16) and healthy children (N = 15). Results: Survivors experienced elevated levels of psychosocial and behavioral/emotional difficulties relative to healthy controls and normative data. Increases in brain activation in prefrontal and other anterior regions in response to a working memory task were associated with better psychosocial functioning, use of engagement coping strategies, and less use of disengagement coping strategies. Regression analyses suggest coping accounts for a significant portion of the association between brain activation and behavioral/emotional functioning. Conclusions: This study extends late-effects research by examining neurobiological processes associated with psychosocial and emotional difficulties. These findings contribute to our understanding of difficulties in survivors and provide a foundation for research exploring these associations and mediators of deficits in future longitudinal studies.     

Determinants of religious expression in the workplace

With the importance of religion to many individuals and the legal protections present in various countries, religious expression in the workplace is a phenomenon worthy of greater research and understanding. This study examined several potential antecedents of religious expression in the workplace. Results from a sample of employed individuals suggest that both individual and organisational factors, including individual religiosity, company culture and value congruence, influence the level of workplace religious expression.     

Analysis of Christian Character Curricula: Development of Holy Nation Citizens

From an initial sample of fifteen Christian character development curricula, ten were selected for more in-depth analysis. Three were eventually chosen as exemplary models of curricula that promote Sermon on the Mount qualities, considered as the ultimate expression of holy nation citizenship expectations.     

UNDERMINING AND CONSTRUCTING COHERENCE IN TRADITIONAL NARRATIVE PARADIGMS: CONTEMPORARY VIEWS

Using both images and metaphor proved an effective qualitative method in our study with adolescent girls who use crystal methamphetamine. The combination increased the depth of learning by inviting less calculated responses and the breadth of learning by allowing for consideration of societal and contextual dimensions of experience. In this article, we demonstrate how combining images and metaphors in qualitative inquiry can enable researchers to resist the tendency to distill complex experiences down to manageable forms. In so doing, we offer a contextualized perspective of how change may occur, thus reconceptualizing our roles as practitioners.     

A China–New Zealand comparison of forgiveness

The present study examined the practice of forgiveness among participants from China (N = 172) and New Zealand (N = 91). We tested a theoretical model describing the relationships between collectivism, individualism, and forgiveness. Participants from China were more collectivistic and less individualistic than were participants from New Zealand. Overall, participants from New Zealand were more forgiving than were participants from China. Collectivism was positively related to decisional forgiveness in Chinese participants. Decisional forgiveness independently predicted conciliatory behaviour among participants from China, but this was not the case for participants from New Zealand. Thus, the hypothesized model received qualified support.     

Using Twitter to Teach Reader‐Oriented Biblical Interpretation: “Tweading” the Gospel of Mark

Twitter offers an engaging way to introduce students to reader‐oriented interpretation of the Bible. The exercise described here introduces students to the idea that the reader has a role in the production of a text's meaning, which thus varies from reader to reader. Twitter enables us to capture the real‐time thoughts of a variety of respondents to the text of Mark as it is read aloud. Students can concretely observe the effects of particular textual moments on individual respondents as well as analyze their general interpretive stances with regard to the text as a whole. Students come to grasp that the meaning of the text varies depending on the reader, setting the stage for more complex theoretical discussion of reader‐response theory, the reader's role in the production of meaning, the adjudication of “allowed” and “disallowed” interpretations, and the appropriateness of “reader‐response” criticisms for texts that were composed to be encountered orally.