Special Abstract Section: National Conference in Sales Management

Sales managers need a practical means for evaluating returns from investments in sales technology implementations (including sales automation and sales-based customer relationship management systems). This research proposes a behavioral process model approach that can be applied to evaluate sales technology implementations. We develop and test the model with data collected from the sales force of a major consumer packaged goods company. The results indicate that a salesperson’s technology orientation has a direct impact on internal role performance, and it affects performance with customers through a double-mediated mechanism involving the effective use of information and smart selling behaviors (planning and adaptive selling). Sales managers can influence sales technology orientation by providing better internal technology support, considering technology orientation along with customer’s approval of technology in account assignments, and understanding the probability of negative effects through a salesperson’s experience. In our sample, salesperson experience correlates with age, suggesting a “generation gap” effect on sales technology orientation.     

Cross-National Explorations of the Impact of Affect at Work Using the State-Trait Emotion Measure: A Coordinated Series of Studies in the United States,China, and Romania

Drawing on the social information process perspective, we hypothesized that transformational leadership fosters psychological safety climate leading to enhanced individual-level creative process engagement. Furthermore, psychological safety climate was hypothesized to strengthen the relationship between creative process engagement and employee creativity. The hypothesized model was tested with data obtained from a sample of 358 employees and their supervisors from two organizations in the People’s Republic of China. Results of hierarchical linear modeling analysis revealed that transformational leadership influenced creative process engagement via psychological safety climate. Furthermore, psychological safety climate moderated the creative process engagement–creativity relationship such that the relationship was stronger in groups with high rather than low psychological safety climate.     

数学学业不良初中生的工作记忆特点：领域普遍性还是特殊性?

研究选取上海111名(男生48名, 女生63名, 平均年龄11.97岁)初中学生(数学学业不良学生55名与数学学业优秀学生56名), 根据国家数学课程标准, 将数学划分为数与代数、空间与几何两部分, 又从空间与几何领域中选取初一数学学业知识点—— 轴对称和中心对称图形, 分析在不同内容知识领域的解答过程中所涉及的工作记忆成分。结果发现：(1)数与代数学习需要中央执行系统、视觉-空间模板、语音环路三个成分的共同作用; 空间与几何学习主要受到视觉-空间模板和中央执行系统的影响, 但不存在语音环路的影响。(2)对轴对称与中心对称图形任务的成绩影响最大的是视觉-空间模板, 其次是中央执行系统, 语音环路对该任务作用不明显。两个研究说明工作记忆在初中不同年级的各类数学学业任务中具有不同的作用, 中央执行系统和视觉-空间模板相对更具有普遍性作用, 语音环路具有特殊性作用, 并且随着年龄增高, 视觉－空间模板对数学学业任务的作用更为突显。     

Pitting intuitive and analytical thinking against each other: The case of transitivity

Identifying which thinking mode, intuitive or analytical, yields better decisions has been a major subject of inquiry by decision-making researchers. Yet studies show contradictory results. One possibility is that the ambiguity is due to the variability in experimental conditions across studies. Our hypothesis is that decision quality depends critically on the level of compatibility between the thinking mode employed in the decision and the nature of the decision-making task. In two experiments, we pitted intuition and analytical thinking against each other on tasks that were either mainly intuitive or mainly analytical. Thinking modes, as well as task characteristics, were manipulated in a factorial design, with choice transitivity as the dependent measure. Results showed higher choice consistency (transitivity) when thinking mode and the characteristics of the decision task were compatible.     

Becoming Generative: Socializing Influences Recalled in Life Stories in Late Midlife

Through content analysis of adult autobiographies, this study explored possible developmental antecedents of generativity—an adult’s commitment to caring for and contributing to the well-being of future generations. A sample of 158 African-American and Euro-American adults in their late 50s completed self-report measures of generativity and various forms of societal engagement, and then each participant was interviewed in depth to tell the story of his or her life. Replicating past studies, generativity was positively associated with current political and civic engagement and with involvement in religious institutions. For the entire sample, high levels of generativity were predicted by narrative accounts of positive socializing influences coming from the family, teachers and mentors, the education system, and other valued societal institutions. Among the African-American subsample, however, socioeconomic status trumped these positive socializing influences as a strong statistical predictor of generativity, even as African-Americans scored higher than Euro-Americans on both generativity and positive socializing influences. Gender differences also emerged. The results suggest that both social class and positive socializing influences from individuals and institutions may shape generativity for midlife American adults and that these developmental relationships may differ as a function of race/ethnicity and gender.     

Standing in for King Solomon: The Potential Contribution of Human Resource Management to the Implementation of the Stakeholder Approach

Abstract

Most contemporary theorists are in agreement that human resource management (HRM) has a special role to play in affecting the direction of organizational philosophy at the enterprise strategy level. Accordingly, the suggestion is made in this paper that HRM should spearhead the introduction of stakeholder management strategy concepts into organizational thinking and practices. Stakeholder management strategy can be defined as matching the organization's ‘values’ to the ‘values’ of its stakeholders and maximizing, over the long term, the net (social and economic) value added to society. The paper argues that HRM is potentially the best equipped, and strategically the best positioned, to anticipate, monitor and co-ordinate the effects of corporate policy on stakeholders' interests. It may thus serve as a major vehicle for mobilizing and maintaining the support of groups and individuals in the organization's internal and external environment who are parties to the social contract that legitimizes its continued existence and development.     

Marking Twain

The first of the following two narratives is a personal reflection by the instructor of “Narrative Approaches to Bioethics,” an elective in the PhD program at the Albert Gnaegi Center for Health Care Ethics at Saint Louis University. The author argues that perhaps the primary goal of medical ethics education should be to show how to construct plausible and defensible interpretations of human experience and sensibly resolve the problems that these happenings occasion. To that end, the author engaged the sympathetic reading capacities of his students by “thwarting” their expectations for medicalized case studies to “dissect” and instead chose works that invited careful readings of morally-complex literary works. One such reading was Huckleberry Finn, which the class read on the book’s 100^th anniversary. Huckleberry Finn chronicles Huck’s search for truth, goodness and justice on the Mississippi River–a location the class explored on a field trip. The second narrative is the personal reflection of one of the students in this class and attests to the moral pedagogical power of Huck Finn. He relates the insights gleaned from a particular passage where Huck confronts moralistic dogmas.     

TO CATCH THE SKY — THE JEWISH IDENTITY OF ISRAELIS

In the winter of 2000, Israel’s Channel 2 television presented the series To Catch the Sky. This series allows us to learn about the changes in the viewers’ — and especially the secular viewers’ — attitudes to the phenomenon of teshuvah. Studying the intentions of the programme’s creators, the narrative format, the mode of character design and, especially, the reception, reveals that To Catch the Sky is not only a family story, but, like many other Israeli dramas, also a dramatic document that faithfully represents the changes that have intensified among secular Israeli Jews in recent years. It is possible that the sadness expressed by many secular Israeli viewers at the separation of the parents at the end of the series is, perhaps unconsciously, an expression of grief over their weakening ties with Judaism.