Sampling and Data Collection Methods in Sales Force Research: Issues and Recommendations for Improvement

Samples used in sales force research studies found in JM, JMR, JPSSM, and IMM over a seventeen year period were examined to discover the extent to which sales force sampling has met the issues of covering different industries and types of salespeople, of satisfying technical sampling requirements, and of clearly reporting on sampling methods. Recommendations for improving standards for conducting and reporting sales force sampling methodology in terms of the resources available are offered.     

Perceived aversiveness of recommended solution and locus of control as determinants of response to danger

As determined by their scores on Rotter's Locus of Control scale (Psychological Monographs, 1966, 80 (1, Whole No. 609)), internal and external subjects were exposed either to a high-, low-, or no-fear message on the dangers of exposure to a sunlamp. It was recommended to half the subjects in each condition that they apply a cream which was described as producing minimal skin irritation (low aversiveness), while half the subjects received recommendations to apply a cream described as producing considerable skin irritation (high aversiveness). It was predicted that (a) a high-fear message would be more effective than a low-fear message in getting subjects to use the cream, especially when the recommended behavior was perceived as low in aversivensss; and (b) a high-fear message would be more effective than a low fear message for subjects classified as internals. The second prediction was confirmed, and the first was tentatively supported. Results were interpreted in terms of the perceptual processes which may mediate the relationship between fear and action. The findings did not support the fear-drive model.     

Neuropsychology of Environmental Navigation in Humans: Review and Meta-Analysis of fMRI Studies in Healthy Participants

In the past 20 years, many studies in the cognitive neurosciences have analyzed human ability to navigate in recently learned and familiar environments by investigating the cognitive processes involved in successful navigation. In this study, we reviewed the main experimental paradigms and made a cognitive-oriented meta-analysis of fMRI studies of human navigation to underline the importance of the experimental designs and cognitive tasks used to assess navigational skills. We performed a general activation likelihood estimation (ALE) meta-analysis of 66 fMRI experiments to identify the neural substrates underpinning general aspects of human navigation. Four individual ALE analyses were performed to identify the neural substrates of different experimental paradigms (i.e., familiar vs. recently learned environments) and different navigational strategies (allocentric vs. egocentric). Results of the general ALE analysis highlighted a wide network of areas with clusters in the occipital, parietal, frontal and temporal lobes, especially in the parahippocampal cortex. Familiar environments seem to be processed by an extended temporal-frontal network, whereas recently learned environments require activation in the parahippocampal cortex and the parietal and occipital lobes. Allocentric strategy is subtended by the same areas as egocentric strategy, but the latter elicits greater activation in the right precuneus, middle occipital lobe and angular gyrus. Our results suggest that different neural correlates are involved in recalling a well-learned or recently acquired environment and that different networks of areas subtend egocentric and allocentric strategies.     

Descartes' Dualism and Contemporary Dualism

After drawing a distinction between two kinds of dualism—numerical dualism (defined in terms of identity) and modal dualism (defined in terms of supervenience)—we argue that Descartes is a numerical dualist, but not a modal dualist. Since most contemporary dualists advocate modal dualism, the relation of Descartes' views to the contemporary philosophy of mind are more complex than is commonly assumed.     

The effects of sexual harassment on turnover in the military: time-dependent modeling

Sexual harassment has consistently negative consequences for working women, including changes in job attitudes (e.g., lower satisfaction) and behaviors (e.g., increased work withdrawal). Cross-sectional evidence suggests that harassment influences turnover intentions. However, few studies have used actual turnover; rather, they rely on proxies. With a sample of 11,521 military servicewomen with turnover data spanning approximately 4 years, the authors used the appropriate method for longitudinal turnover data--Cox's regression--to investigate the impact of harassment on actual turnover. Experiences of harassment led to increased turnover, even after controlling for job satisfaction, organizational commitment, and marital status. Among officers, harassment also affected turnover over and above rank. Given turnover's relevance to organizational bottom lines, these findings have important implications not only for individual women but also for organizations.     

Prevention of anxiety symptoms in children: results from a universal school-based trial

The present study evaluated the effectiveness of a universal school-based cognitive behavior prevention program (the FRIENDS program) for childhood anxiety. Participants were 638 children, ages 9 to 12 years, from 14 schools in North Rhine-Westphalia, Germany. All the children completed standardized measures of anxiety and depression, social and adaptive functioning, coping strategies, social skills, and perfectionism before and after the 10-week FRIENDS program and at two follow-up assessments (6 and 12 months) or wait period. Children who participated in the FRIENDS program exhibited significantly fewer anxiety and depressive symptoms, and lower perfectionism scores than children in the control group at 12-month follow-up. Younger children (9-10-year-olds) displayed treatment gains immediately after the intervention, whereas older children (11-12-year-olds) showed anxiety reduction only at 6- and 12-month follow-up. Perfectionism and avoidant coping acted as mediators of pre- to postintervention changes in anxiety scores. This study provides empirical evidence for the utility of the FRIENDS program in reducing anxiety and depressive symptoms among German children.     

The Satir Model and Cultural Sensitivity: A Hong Kong Reflection

This paper addresses cultural sensitivity in applying the Satir model in the Hong Kong Chinese cultural setting, focusing on congruent communication. The authors contend that Satir was sensitive to the demands of culture. Her focus on individuality, equality, and freedom responds aptly to the egalitarian individualist ethos of the United States. In Hong Kong the family is generally dominated by hierarchical collectivist values. Applying the Satir model as it is being practiced in the United States totally ignores prevailing cultural conditions. Following the spirit of Satir, the authors propose the adoption of an emic approach, drawing inspiration and resource from traditional Chinese culture and maintaining continuity with hierarchical collectivism while protecting individual quests for equality, freedom, and independence.     

Disorganized Attachment and Inhibitory Capacity: Predicting Externalizing Problem Behaviors

The aim of the present study was to investigate whether attachment insecurity, focusing on disorganized attachment, and the executive function (EF) component of inhibition, assessed at age 5, were longitudinally related to general externalizing problem behaviors as well as to specific symptoms of ADHD and Autism spectrum disorder (ASD), and callous-unemotional (CU) traits. General externalizing problem behaviors were also measured at age 5 to allow for a developmental analysis. Outcome variables were rated by parents and teachers. The sample consisted of 65 children with an oversampling of children with high levels of externalizing behaviors. Attachment was evaluated using a story stem attachment doll play procedure. Inhibition was measured using four different tasks. The results showed that both disorganized attachment and poor inhibition were longitudinally related to all outcome variables. Controlling for initial level of externalizing problem behavior, poor inhibition predicted ADHD symptoms and externalizing problem behaviors, independent of disorganized attachment, whereas for ASD symptoms no predictive relations remained. Disorganized attachment independently predicted CU traits.     

Processes Underlying Gender‐Role Flexibility: Do Androgynous Individuals Know More or Know How to Cope?

This research examined gender-role flexibility across a variety of stressful events, and tested two proposed hypotheses that explicate the processes underlying gender-role flexibility. The knowing-more hypothesis posits that androgynous individuals have a broad coping repertoire. The knowing-how hypothesis posits that androgynous individuals know how to cope according to changing situational characteristics. The coping responses of Chinese university students were assessed in both real-life (Study 1) and hypothetical (Study 2) stressful situations. Results revealed that androgynous participants, who were less depressed than others, were characterized by (a) cognitive astuteness in distinguishing among situational characteristics and (b) deployment of strategies that fit specific situational demands. Results supported the knowing-how hypothesis only.