The Sales Manager As a Boundary Spanner: A Role Theory Analysis

Abstract

The authors consider the distasteful possibility that parallelism exists between tactics of warfare and sales management operations. The functions of a salesperson are equated to those of a soldier, and the theories of guerrilla warfare as espoused by people such as Mao Tse-Tung are applied to sales management decision areas.     

A Neo-Meadian Approach to Human Agency: Relating the Social and the Psychological in the Ontogenesis of Perspective-Coordinating Persons

How can human agency be reconciled with bio-physical determinism? Starting with a discussion of the long standing debate between determinism and agency, we argue that the seeds of a reconciliation can be found in George Herbert Mead’s ideas concerning social acts, perspectives, differentiation, self-other interactivity, and conscious understanding. Drawing on more recent reformulations of Mead’s ideas, we present an integrated account of the ontogenesis of human agency. Human agency, we argue, should be conceptualized in terms of distanciation from immediate experience, and we show how social interactions, institutions and symbolic resources foster the development of agency in increasingly complex ways. We conclude by situating our work in relation to other developmental accounts and the larger project of theorizing and empirically supporting a compatibilist rendering of human agency as the “determined” self-determination of persons.     

Public Opinion on Church-State Issues in a Changing Environment

The recent waves of Muslim, Sikh, Buddhist, and other non-Judeo-Christian immigrants in American cities have increased religious diversity. This article examines changes in public attitudes on church-state issues in the Washington, D.C. metro area—a region that has experienced significant religious diversification. We find that between 1993 and 2000, aggregate support for public displays of Christianity decreased in the Washington area, and support for free exercise of minority religions increased. Yet the changing structure of church-state attitudes suggests that many residents are beginning to think of religious issues in a more polarized way.     

Moral injury,coherence, and spiritual repair

In the PTSD literature, moral injury represents dissonance between a person’s beliefs about how they and the world should function, and the trauma event(s) they experienced. Given the association of moral injury with the assumptive world, it is not surprising the concept is closely intertwined with spiritual concerns. This paper reports on a spiritually integrated group intervention designed to help veterans with PTSD in the process of moral and spiritual repair. Qualitative findings are shared from interviews conducted with 18 participants who completed the intervention. Themes are centred around participants’ overall response to their experience in the group; where they are at regarding feelings such as guilt, shame, anger, trust, sense of betrayal, and desire for forgiveness; changes in religious/spiritual beliefs and practices and the experience of moral injury; and if they now find meaning in the trauma. The findings support the need for additional treatment options that address the moral and spiritual aspects of trauma.     

Community based cognitive therapy in the treatment of posttraumatic stress disorder following the Omagh bomb

Studies in academic research centres with selected patients have shown that several cognitive behaviour therapies are effective in the treatment of PTSD following traumas affecting individuals or small groups. Little information is available on the extent to which these positive findings will generalize to more routine clinical settings with less selected patients or to a trauma that affects a whole community. The present study addresses these generalization issues. A consecutive series of 91 patients with PTSD resulting from a car bomb which exploded in the centre of Omagh, Northern Ireland in August 1998 were treated with cognitive therapy, along lines advocated by Ehlers and Clark (2000). There were no major exclusion criteria and 53% of patients had an additional axis I disorder (comorbidity). Therapists were NHS staff with heavy caseloads and modest prior training in CBT for PTSD. A brief training in specialist procedures for PTSD was provided. Patients received an average of eight treatment sessions. Significant and substantial improvements in PTSD were observed. Degree of improvement was comparable to that in previously reported research trials. Comorbidity was not associated with poorer outcome, perhaps because comorbid patients were given more sessions of treatment (average 10 vs 5 sessions). Patients who were physically injured improved less than those who were not physically injured. Overall, the results indicate that the positive findings obtained in research settings generalize well to a frontline, non-selective service.     

Impact of elaboration on socially desirable responding and the validity of biodata measures

The current study investigated the impact of requiring respondents to elaborate on their answers to a biodata measure on mean scores, the validity of the biodata item composites, subgroup mean differences, and correlations with social desirability. Results of this study indicate that elaborated responses result in scores that are much lower than nonelaborated responses to the same items by an independent sample. Despite the lower mean score on elaborated items, it does not appear that elaboration affects the size of the correlation between social desirability and responses to biodata items or that it affects criterion-related validity or subgroup mean differences in a practically significant way.     

Lights and lattices and where they are seen

The article discusses characteristics of internal visual images and is based on personal observations of lucid dream and hypnopompic phenomena. In the context of lucid dreaming there sometimes occur persisting bright lights that do not behave like ordinary dream images. These phenomena appear as areas of light, peripheral light, disks of light, sun-like concentrations of light, and fullness of light. These luminous phenomena remain in a fixed location in my view in spite of any dreamed body movement, may appear in different dreams in the same locations, are not truly representational, and appear to be unrelated to other dream images, visual or otherwise. These stable intense lights remain in a fixed location in relation to an area defined by keeping the head still and moving the eyes. This area is the space that is filled at times by scannable hypnopompic geometrical patterns or scannable hypnagogic complex images. Although space-filling patterns look like they extend like a dome over the eyes, a close examination shows that they have a two-dimensional flatness that reaches over the entire scannable area. The observation of these patterns as flat becomes understandable when we think of the internal image as having no distance or separation from the seeing of the image, that is, as being experienced face on at every point. The flatness of the hypnopompic pattern implies the flatness of all internal images. The experiences translates the flat image to external positions around the eyes. This translation is explained.     

Factors Associated with Recruitment and Retention in Randomized Controlled Trials of Behavioral Interventions for Patients with Pediatric Type 1 Diabetes

The purpose of this study is to describe recruitment and retention experiences from three behavioral randomized controlled trials conducted among youth with type 1 diabetes. Eligibility, recruitment, and retention data were examined. Study-specific differential study participation and loss-to-follow-up analyses assessed the relations of patient characteristics with treatment completion and 6-month retention. Multivariable logistic regression identified factors independently associated with 6-month retention among all participants. Approximately 70–92 % of randomized participants completed treatment and 58–90 % were retained for follow-up. Older patients and non-Caucasian patients were less likely to enroll. Treatment completion and 6-month retention were less likely among youth who were older, had worse baseline glycemic control, lower household income, and/or unmarried parents. Some subgroups of patients are less likely to participate in research and are more susceptible to loss-to-follow-up. More work is needed to understand the facilitators and barriers to research participation.