A within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions

Abstract

In the sales literature it is standard practice for researchers to collect cross-sectional data from multiple salespeople, and to compare those salespeople on the data obtained. This between-person approach is suitable for research aiming to draw conclusions between salespeople. However, many salesperson processes are dynamic and vary within salespeople over time, requiring datasets with repeated-measures. This article highlights the need to adopt a within-person theoretical perspective in sales research. Critically, the article shows how our present understanding of boundary conditions may change depending on whether a between-person or within-person level of analysis is adopted. Using examples from the sales literature, we show how the practical implications from between-persons research designs do not necessarily generalize to the within-person level. Further, we explain the methodological and analytical considerations that researchers must account for when undertaking within-person research. Furthermore, the article provides decision criteria that help to identify when within-person analysis should be conducted, outlining analysis tools that are capable of correctly estimating within-person effects without bias. Examples of how within-person research can enhance theory within future sales research, and how within-person research may influence management implications are also discussed. Finally, potential remedies to within-person research barriers are given.     

Regulatory Fit,Processing Fluency,and Narrative Persuasion

For millennia, people have used narratives to inform and persuade. However, little social psychological research addresses how and when narrative persuasion occurs, perhaps because narratives are complex stimuli that are difficult to vary without significantly changing the plot or characters. Existing research suggests that regulatory fit and/or processing fluency can be varied easily and in ways completely exterior to narrative content but that nonetheless affect how much narratives engage, transport, and persuade. We review research on narrative transportation and persuasion and then discuss regulatory fit and its relationship to processing fluency. Afterward, we discuss how regulatory fit and processing fluency may affect psychological engagement, transportation, and persuasion via narratives.     

Beyond the Boundaries of Current Human Nature: Some Theological and Ethical Reflections on Transhumanism

Following a brief overview of the emerging transhumanist vision, Childs turns to a theological and ethical assessment. He recommends that there take place a community‐wide conversation over the prospects of a post‐human future that includes both nerds and theologians along with all stakeholders in a healthy human future. Christians should be guided by the eschatological values that inform love's commitment to the common good. How does the common commitment to justice take concrete shape in public policies governing the mounting advances in science and technology? How does the commitment to life and healing speak to the ethical distinction between the uses of biomedical technology for therapy versus for enhancement?     

Truth,hope, compassion in a time of corona virus and a presidential election

Despite signs of public unity in response to the COVID-19 pandemic, the pandemic has also highlighted our divisions, disparities, and racism. The churches can have a voice for greater harmony and community if their public theology flows from their core beliefs and practices and is marked by engagement with truth, and a vision of hope acted out with compassion.     

Differences in Black and White American College Students�� Attitudes Toward Lesbians and Gay Men

Differences in attitudes toward lesbians and gay men (ATLGM) held by Black and White Americans have rarely been studied systematically despite anecdotal evidence suggesting that Black Americans may be less accepting of lesbians and gay men than are White Americans. We tested the hypothesis that Black American??s ATLGM would be less positive than White Americans?? using data collected from 60 Black (36 female, 24 male) and 62 White (25 female, 37 male) students from a public university in the Midwestern United Sates. We found that Black students held generally neutral ATLGM whereas White students?? attitudes were slightly positive. This difference was mediated by racial group differences in right-wing authoritarianism.