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.     

Facilitating the client's experience of relational depth in counselling and psychotherapy: A thematic review

Aim

There is increasing interest in relational depth and its relevance and benefits for clients receiving therapy in a number of different therapeutic orientations. This research set out to draw together the available evidence from a wide range of therapies about clients' experiences of relational depth. The aim was to identify approaches that create the conditions where relational depth is more likely to be facilitated. The research focused on clients' views, given the increasing emphasis on their experiences in therapy.

Methodology

A systematic search of papers published in English between January 1996 and September 2022 was conducted using EBSCO Host, Google Scholar and citation chaining. Twenty-seven papers met the inclusion criteria, and a thematic analysis was conducted on these papers.

Findings

Six themes were identified: (1) establishing dialogue with the client's inner world, (2) working with attachment in therapy, (3) responding sensitively to the client's beliefs and values, (4) deepening the client's understanding of the therapist, (5) addressing ruptures in therapy and (6) the client's role in meeting at relational depth.

Conclusion

Facilitating the client's experience of relational depth can support and enhance many aspects of therapeutic practice and in itself may contribute to healing. Therapists who offer warmth and genuine engagement are more able to build confidence and trust, as long as these conditions are received by their clients. It is the clients who ultimately decide whether or not to share their deepest feelings.     

Knowledge management in decision making and decision support

A knowledge-oriented view of decisions and decision making is introduced, as a complement to classical perspectives and as a contribution of under-standing computer-based possibilities for relaxing strains on decision makers. This perspective includes a model of knowledge management activities performed by a decision maker and a taxonomy of knowledge types. It leads to a characterization of decision-support-system purpose, traits, and potentials that offers a basis for new research into computer-based possibilities for knowledge management. Clyde W. Holsapple holds the Rosenthal Endowed Chair in Management Information Systems and is Professor of Decision Science and Information Systems at the College of Business and Economics, University of Kentucky.     

Inhibition and aging: similarities between younger and older adults as revealed by the processing of unattended auditory information

The ability to selectively attend to an auditory stimulus appears to decline with age and may result from losses in the ability to inhibit the processing of irrelevant stimuli (i.e., the inhibitory deficit hypothesis; L. Hasher & R. T. Zacks, 1988). It is also possible that declines in the ability to selectively attend are a result of age-related hearing losses. Three experiments examined whether older and younger adults differed in their ability to inhibit the processing of distracting stimuli when the listening situation was adjusted to correct for individual differences in hearing. In all 3 experiments, younger and older adults were equally affected by irrelevant stimuli, unattended stimuli, or both. The implications for auditory attention research and for possible differences between auditory and visual processing are discussed.     

Managing data entry of a large-scale interview project with optical scanning hardware and software

A hardware and software system for the cost-effective preparation of interview data is described. Scantron optical scanning hardware and DataBlocks software were used to prepare ASCII data files from structured interviews and questionnaires. These data were then edited for analysis with SPSS-X Data Entry software. Three different processes for preparing interview data were compared. Time, personnel, hardware, and software costs were projected for each process, as well as comparative risks to the integrity of data. A scanning procedure saves time and money, and it reduces the risk of errors.     

Self-attribution of attitude as a function of belief feedback

Previous research has found that subjects listening to a communication can be persuaded more when they receive false physiological feedback concerning their emotional state than when such feedback is not presented. Such results, in conjunction with Bem's (1972) postulate that subjects infer their attitude from the external circumstances of their behavior, suggested that false feedback of belief or disbelief would affect persuasion. Subjects listened to a speech while observing their (false) reactions on a "belief meter." Half of the subjects received strong positive belief feedback, and the other half received strong disbelief feedback. Demand characteristics were varied by telling half of the subjects in each group that the meter was highly reliable and valid and the other half that is was of questionable validity. Results showed that the meter feedback affected self-attributions of attitude. Subjects receiving disbelief feedback rated their attitude the same as a control group who merely completed the attitude scale. Subjects receiving belief feedback were persuaded more than a control group receiving only the communication. The implications of the data for the construct of attitude were discussed.     

A factorial study of number ability

In order to investigate certain hypotheses concerning the nature of number ability, and, secondarily, the nature of perceptual speed, a battery of thirty-four tests was given to 223 Chicago high school seniors and the data were factored by the centroid method. Seven primary factors were identifiable upon rotation. Several deductions are made relative to the interpretation of the factors and relative to the consistency of the data with the hypotheses which were to be tested. I wish to express my great appreciation of the aid of Professor L. L. Thurstone whose generosity made this study possible. Grateful acknowledgment is made of the aid of Mr. Ledyard Tucker in the use of the I.B.M. machines for obtaining the intercorrelations and the centroid factor loadings, and to both him and Mr. Harold Bechtoldt for aid in the testing of subjects.     

The structure and function of social support networks in families with handicapped children

Three structural characteristics of social support networks (size, density, and boundary density) and two relationship characteristics (reciprocity and dimensionality) were assessed in a sample of 56 families with a child with spina bifida and 53 matched comparison families. The results indicate that social networks of families with handicapped children tended to be smaller than the networks of comparison families, particularly with regard to mothers' total and friendship networks. The networks of families with handicapped children were more dense as well. As predicted, there was greater boundary density in spousal networks in families with handicapped children. Differences in network reciprocity were inconclusive while the results indicate that families with handicapped children tended to rely more heavily upon multidimensional network contacts than did comparison families. The results are discussed in light of our understanding of stress, social support, and the social ecological context of families.