Sales Success as Predicted by A Process Measure of Adaptability

Previous studies of sales performance have not used process measures to evaluate the sales interaction as it occurred. The purposes of this paper are to propose the use of a process measure of adaptability and to determine whether observed adaptability behaviors could predict sales success. Salespeople's observed adaptability was positively related to two measures of sales success in a sample of telemarketing sales representatives.

A process measure of adaptability could be used to facilitate the selection of sales trainees by encouraging marketers to hire people who exhibit more adaptability during interactions. Sales training could also be used to teach current salespeople to adjust their dominance levels in order to project more adaptability in sales interactions.     

Quality-of-life after penile prosthesis placed at radical prostatectomy

Abstract

The clinical and psychosocial effects of immediate penile prosthesis implantation at the time of radical prostatectomy (RP) were investigated in 97 consecutive patients and 68 partners. Prosthesis recipients reported more frequent sexual contact, fewer marital problems and slightly fewer sexual functioning problems than the RP-alone patients. There were no group differences on any sociodemographic characteristics, on disease recurrence, on physical and psychosocial functioning, or on reported depression. Patients who chose the prosthesis did, however, evidence less of a link between depression and functional limitations and between depression and marital problems. They also had lower levels of agreement with their partners in reporting their own depression, as compared to the patients who opted for RP surgery alone. We conclude that the penile prosthesis was associated with an increased frequency of sexual contact, a reduction in reported marital problems, and stylistic differences between the two patient groups in dealing with affect.     

Relationship Quality as a Moderator of Anxiety in Siblings of Children Diagnosed with Autism Spectrum Disorders or Down Syndrome

The purpose of this study was to examine typically-developing adolescents’ perceived relationship quality with their developmentally-disabled sibling, specifically siblings diagnosed with an autism spectrum disorder (ASD) or Down syndrome (DS). The 119 eleven through seventeen-year-old adolescent participants (M = 13.32, SD = 1.90) completed an online survey that assessed demographics, sibling relationship quality, and anxiety. Results showed that siblings of children with DS have a greater overall sibling relationship quality than do siblings of children with an ASD. Results further indicated that reporting more negative interchanges within the sibling relationship was related to higher levels of anxiety regardless of sibling disability type. Lastly, sibling relationship quality moderated the relation between sibling disability type and anxiety. These findings promote greater understanding of the sibling dynamic in families with children with developmental disabilities and suggest the need for establishing more research and greater clinical evaluation in this area. Furthermore, the current study suggests that therapeutic intervention to address the sibling relationship quality within children diagnosed with ASDs and their typically-developing siblings would be beneficial in order to increase social support within the relationship as well as decrease the amount of negative interchanges within the sibling relationship. Results also suggested that decreasing the amount of negative interchanges within the sibling relationship may decrease the level of anxiety the typically-developing sibling reports.     

The Representation of Left-Right Orientation: A Dissociation Between Imagery and Perceptual Recognition

Eight experiments were conducted to determine whether visual mental imagery preserves left-right orientation in conditions where recognition memory apparently does not. Such a dissociation would suggest that information in memory preserves left-right orientation, but the process that matches input to such representations does not respect this distinction. In the experiments reported here, participants were asked to use one of two methods to indicate which way Abraham Lincoln faces on a US penny: Either they selected the correct profile from two sketches, or they formed a mental image and then specified the direction. If participants had just viewed pennies and were asked to visualize a particular one, they performed far better than chance; in contrast, if imagery was discouraged, they performed poorly when recognizing the profiles perceptually. However, unless actively discouraged from doing so, most participants reported spontaneously visualizing pennies prior to perceptual recognition if they had recently seen pennies.     

The ethics of relationality: Judith Butler and social critique

This article takes up the work of Judith Butler in order to present a vision of ethics that avoids two common yet problematic positions: on the one hand, the skeptical position that ethical norms are so constitutive of who we are that they are ultimately impossible to assess and, on the other hand, the notion that we are justified in our commitment to any ethical norm that appears foundational to our identity. With particular attention to the trajectory of Butler’s project from The Psychic Life of Power to Giving an Account of Oneself, the article discusses the shortcomings of these two positions and the virtues of the alternative account that Butler develops during this period.     

Rodney King and O. J. Revisited: The Impact of Race and Defendant Empathy Induction on Judicial Decisions

White university students participated in a study to investigate the impact of defendant race and empathetic induction on a subsequent juror decision-making task. Participants read a passage involving a Black or a White defendant in a criminal case. They were subsequently induced to feel no empathy, low empathy, or high empathy for the defendant. When compared to participants in the low- and control empathy conditions, those in the high-empathy condition reported greater target empathy, made attributions that were more situational, and assigned more lenient punishments. The results also indicate that group membership can moderate the impact of empathetic induction. When compared to the participants in the Black defendant condition, those in the White defendant condition reported greater target empathy, made attributions that were more situational, and assigned more lenient punishments. Implications for both empathy and judicial decision-making research are discussed.     

Personality at the hub: Extending the conception of personality psychology

Personality psychology has a focus on understanding the functioning of the person as a whole, and is thus located at the hub of the other sub-disciplines of psychology and related sciences devoted to the study of human nature. As such, personality is well situated to integrate work emerging from different levels of analysis related to the distinctive organization and operation of psychological processes that characterize individuals. Personality psychology can have an exciting future to the extent that it can cross arbitrary lines of sub-disciplines, and connect with relevant interdisciplinary work devoted to understanding psychological phenomena, regardless of traditional boundaries. Several important areas of connection are highlighted, including links to social psychology, biology, and psychopathology, but trying to set priorities in terms of substantive areas for the field seems a futile exercise. Also discussed is the pressing need to find the most fruitful levels of abstraction at which to conceptualize our constructs to maximize their yield.     

How quickly do children forget events? A systematic study of children's event reports as a function of delay

Sixty‐six children aged between 5 and 7 years participated in the event, ‘Visiting the Pirate’, and were interviewed about it at one of five delays, namely, no delay (immediate interview), or at a 1‐week, 1‐day, 1‐month or 6‐month delay. For open‐ended recall, a significant decrease in the amount of information reported was detected only at the 6‐month delay, although forgetting functions indicated forgetting was most rapid at the shorter delays. Accuracy of open‐ended recall was maintained over all delays. In contrast, in response to specific, leading and misleading questions, accuracy had decreased significantly by the 6‐month delay. The theoretical and practical implications of these findings regarding the effects of delays on children's event reports are discussed. Copyright © 2002 John Wiley & Sons, Ltd.     

The Genetic Counseling Workplace—An Australasian Perspective. A National Study of Workplace Issues for Genetic Counselors and Associate Genetic Counselors

Genetic counseling in Australasia (Australia and New Zealand) has been recognized as a profession since the 1980s and has steadily expanded over the past 20 years. The demography of major cities with metropolitan sprawl and sparsely populated rural areas has led to the establishment of 3 types of genetics units: main units in cities, metropolitan outreach, and rural outreach units. A questionnaire was developed to obtain information about the needs, resources, and day-to-day operation of the genetic counselors. The questionnaire addressed the areas of resource availability, professional development, responsibility of genetic counselors in the clinical setting, and their involvement in promotion of the service and public education. Differences observed between the 3 settings in all of these areas included large clinical loads for metropolitan outreach counselors, varying responsibilities in the clinical setting, and a lack of support and resources for rural outreach counselors. Australasian Genetic counselors were found to have a significant interest in developing mechanisms for supervision and were keenly interested in maintaining credentials and professional role development. The results of this study allows genetic counselors themselves to have a better understanding of the roles of their colleagues in the different units; they can also be used by service providers in establishing and supporting genetic counselors, and identifying inequalities and deficiencies in the different practice areas.