Unravelling Criteria for Assessing the Performance of Salespeople: A Causal Analysis

Abstract

In the past, academic research on sales force performance has used either objective performance data or subjective managerial ratings to measure sales performance. Consistent with corporate practices, objective and subjective performance measures were used in this research project. The relationships among three components of performance: specific task behaviors, specific goal achievement and overall performance were examined. A casual analysis suggests that managerial evaluations of overall sales performance are influenced by their perceptions of specific selling behaviors and the degree to which sales people attain specified performance goals.     

Differences Between Young and Old University Students on a Lexical Decision Task: Evidence Through an Ex-Gaussian Approach

This work compared two common variants of a lexical decision task (LDT) through two different analysis procedures: first, the classical ANOVA method, and second, by fitting the data to an ex-Gaussian distribution function. Two groups of participants (old and young university students) had to perform, blocks of go/no-go and yes/no tasks. Reaction times and error rates were much lower in the go/no-go task than in the yes/no task. Changes in the ex-Gaussian parameter related to attention were found with word frequency but not with the type of LDT tasks. These findings suggest that word frequency shows an attentional cost that is independent of age.     

Directed Forgetting of Related Words: Evidence for the Inefficient Inhibition Hypothesis

Fifth-grade children and college students were asked to remember some words and to forget others in an item-cued-directed-forgetting task. Taxonomically related pairs of words and control pairs that were unrelated in meaning were used as stimuli. Children found it more difficult than did adults to ignore forget-cued words that followed asso-ciatively related words that were remember-cued. The results provide support for D. F. Bjorklund and K. K. Harnishfeger's (1990) inefficient inhibition hypothesis (i.e., that the efficiency of inhibitory mechanisms improves as children develop). The results also suggest that the inhibition is occurring primarily in the early stages of processing.     

The role of partners and children for employees' daily recovery

This multi-source diary study examined the role of partners for employees' daily recovery in a sample of dual-earner couples. We hypothesized that employees' daily psychological detachment from work during the evening should be positively associated with their partners' daily psychological detachment during the evening. Employees' affective well-being (serenity and negative activation) at bedtime should be influenced not only by their own psychological detachment, but also by their partners' psychological detachment. Moreover, we hypothesized that the presence of children in a couple's household should moderate the relations between partners' psychological detachment on the one hand, and employees' psychological detachment and affective well-being on the other hand. Fifty-three dual-earner couples completed daily electronic surveys via handheld devices at bedtime over the course of one work week. We used dyadic multilevel path modeling to analyze our data. Results showed that employees' and their partners' levels of daily psychological detachment were positively related. Employees' psychological detachment predicted their own negative activation, but not their serenity at bedtime. Partners' psychological detachment predicted employees' serenity and negative activation only in couples without children. Hence, our study provides support for the relevance of partners and children for employees' daily recovery after work.     

Reactive Adjustment or Proactive Embedding? Multistudy,Multiwave Evidence for Dual Pathways to Expatriate Retention

The dominant perspective on expatriation characterizes the process as a continuing adaptation to existing job demands on an international assignment. Another, less studied perspective, emphasizes that expatriates can initiate tactics to acquire task, interpersonal, and affective resources for shaping their assignment experiences. Adopting a positive organizational scholarship lens and drawing on the job demands–resources model, we simultaneously examine both of these reactive demand‐based and proactive resource‐based pathways to expatriate retention. We propose that cross‐cultural uncertainty demands and expatriate‐initiated resource acquisition tactics both influence adjustment and embeddedness. Thus embeddedness works alongside adjustment to drive expatriates’ plans to remain in the international position, which in turn leads to actual retention. Using evidence from 2 separate panel studies (one with 2 waves and the other with 4 waves of data), we demonstrate the importance of the resource‐based pathway for expatriate assignments.     

Systematic Analyses of the Effects of Acceptance on Tolerance of Radiant Heat Pain

The Psychological Record - Numerous studies have demonstrated the utility of acceptance-based strategies for coping with pain. The current research comprised three studies (N = 186)...