Salespeople as knowledge brokers: a review and critique of the challenger sales model

Over the last several years, there has been increasing interest in a new sales training approach – referred to as the Challenger Sales model – to engage customers. This approach, focusing on purposefully generating tension with customers to spark new ways of thinking, has gained traction among leading sales organizations. Although generating tension with customers has received a great deal of interest, researchers have yet to complete a systematic, in-depth examination of the Challenger model. The purpose of this article is to provide a much needed comprehensive review and critique of the approach. By conducting both an empirical and conceptual review of the framework, we offer insight into its novelty, merits and weaknesses.     

Locus of Control and the Effects of Incentives on Children

We studied the performance on a number cancellation task given to 40 children from Grades 4 to 6. An equal number of boys and girls with internal or external locus-of-control orientation responded to a social or material incentive to test a hypothetical relationship between incentive and locus of control. Although the incentive conditions did not affect the overall results, significant differences were obtained between locus-of-control groups, in addition to complex trial-dependent sex interactions.     

Attention sharing during timing: modulation by processing demands of an expected stimulus

Varying the location of a nontemporal task during a time estimation task affects temporal estimates. Previous studies have also shown that manipulating the location of a stimulus to ignore may disturb timing similarly, suggesting that the effect might be independent of the processing requirements in the nontemporal task. In Experiment 1, the location of a tone varied during a 2-sec interval production; participants were asked either to ignore the tone or to discriminate its frequency. Productions were longer when the tone was presented later, but only when it was processed. In Experiment 2, short and long tones corresponding to more or less difficult discrimination tasks were used. The location effect was stronger and remained stronger throughout the experiment when participants were tested with the short tone in the first experimental session than when they were tested with the long tone first. These results suggest that timing is influenced by relatively stable attention-sharing strategies.     

Concurrency benefits in the attentional blink: Attentional flexibility and shifts of decision criteria

Fundamental limitations in performing multiple tasks concurrently are well illustrated by the attentional blink (AB) deficit, which refers to the difficulty in reporting a second target (T2) when it is presented shortly after a first target (T1). Surprisingly, recent studies have shown that the AB, which is often thought of as a manifestation of capacity limitations in central processing, can be reduced when the AB task is performed simultaneously with concurrent distracting activities. In the present study, we sought to investigate whether such concurrency benefits would also be observed when the AB task was performed concurrently with a central demanding timing task. The AB was reduced under concurrent-task conditions, as compared with single-AB-task conditions, even though T1 performance was unaffected by the concurrent task. Moreover, shifts in decision criteria were found to be associated with the concurrency benefit effect.     

Deliver us from evil: the effects of mortality salience and reminders of 9/11 on support for President George W. Bush

According to terror management theory, heightened concerns about mortality should intensify the appeal of charismatic leaders. To assess this idea, we investigated how thoughts about death and the 9/11 terrorist attacks influence Americans' attitudes toward current U.S. President George W. Bush. Study 1 found that reminding people of their own mortality (mortality salience) increased support for Bush and his counterterrorism policies. Study 2 demonstrated that subliminal exposure to 9/11-related stimuli brought death-related thoughts closer to consciousness. Study 3 showed that reminders of both mortality and 9/11 increased support for Bush. In Study 4, mortality salience led participants to become more favorable toward Bush and voting for him in the upcoming election but less favorable toward Presidential candidate John Kerry and voting for him. Discussion focused on the role of terror management processes in allegiance to charismatic leaders and political decision making.     

Break expectancy in duration discrimination

Effects of break expectancy, observed previously in time production, were examined in 3 experiments using a discrimination paradigm. Participants classified a tone as being short or long. Location and duration of breaks in tone presentation were varied. Proportion of short responses increased as the break occurred later in the duration to be estimated in all experiments. With a higher number of break locations covering a wider range of location values, functions relating proportion of short responses to location were sigmoid and tended to flatten at extreme values of location. The authors conclude that attentional time-sharing elicited by break expectancy induces loss in accumulation of temporal information, but its effect on discrimination depends on the accumulation outcome relative to a decisional criterion.