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.     

The Development of Motor Creativity in Elementary School Children and Its Retention

ABSTRACT

This article presents a follow-up study regarding whether motor creativity, developed in 3rd-grade children nine 9 years ago with the implementation of a special physical education program, has been retained. It was found that the experimental group continued to show statistically significant superiority in motor creativity. These follow-up findings can be considered far more important than the original ones, because they reveal that if motor creativity is developed in a child, it remains active for a long time, potentially the rest of his or her life, with all the subsequent advantages.     

Prevalence and Characteristics of Patients with Suspected Inherited Renal Cell Cancer: Application of the ACMG/NSGC Genetic Referral Guidelines to Patient Cohorts

Patients with suspected hereditary renal cell cancer (RCC) are under-referred for genetic evaluation. Characterizing the prevalence and characteristics of suspected inherited RCC is a crucial step toward advancing personalized, genetically-based cancer risk management for patients and their families. To evaluate the prevalence and characteristics of suspected inherited RCC syndromes based on consensus criteria, we performed a cross-sectional analysis of patients with a diagnosis of RCC in SEER (2001–2011, n = 105,754) and in our institutional cancer registry (2004–2013, n = 998). Consensus criteria for referral of patients with RCC for genetic evaluation from the American College of Medical Genetics and Genomics and National Society of Genetic Counselors (ACMG/NSGC) were applied to the two cohorts. The associations between meeting referral criteria with demographic characteristics were assessed with chi-square tests. Overall, 24.0 % of the SEER cohort and 33.7 % of our institutional cohort met ACMG/NSGC referral criteria for genetic counseling. While white patients more commonly met early onset clear cell RCC criteria, black patients met papillary RCC criteria at twice the rate of whites in both cohorts (p < 0.0001). As many as 1 in 5 individuals with RCC meet referral criteria for genetic evaluation based on newly emerging guidelines, with differences in pathology noted by race. Prospective genetic testing studies utilizing emerging referral guidelines should help to refine the genetic spectrum of inherited kidney cancer. This study supports efforts to increase awareness of referral of patients with RCC for genetic counseling particularly among urologic providers.     

Testing Hypotheses on Risk Factors for Scientific Misconduct via Matched-Control Analysis of Papers Containing Problematic Image Duplications

Science and Engineering Ethics - It is commonly hypothesized that scientists are more likely to engage in data falsification and fabrication when they are subject to pressures to publish, when they...     

Evaluation Potential and Task Performance: Evidence From Two Randomized Field Experiments in Election Administration

Individuals behave differently in the presence of others. Some scholars argue the mere presence of others has the capacity to improve task performance, while other researchers demonstrate individuals become “social loafers,” exerting less effort in group tasks unless they perceive potential for evaluation. I investigate these claims in the context of evaluating poll‐worker performance using two randomized field experiments conducted in New York City during a special election that took place in February 2009 and during the presidential primary conducted in April 2016. The results suggest that manipulating the presence of observers, or even poll workers’ perceptions of the potential for evaluation, likely enhances their performance overall, resulting, especially, in greater efficiency and potentially strengthening voters’ confidence that their ballots were accurately counted and diminishing perceptions of electoral fraud.     

The “Endura” of The Cathars’ Heresy: Medieval Concept of Ritual Euthanasia or Suicide?

The aim of the study is to explore the medieval concepts on the voluntary death of severely sick people, as they emerge through the endura (endurance) of the heresy of the Cathars in France (twelfth to fourteenth centuries). The endura was the prerequisite act of repentance that would allow the fallen soul to return to heaven. The endura was a necessary act of repentance, after the performance of a ceremonial purification of the soul (consolamentum), and consisted of the patients’ voluntary abstention from vital food. The consolamentum and endura could be performed in the final stage of a disease with the consent of the patients or their relatives. The role of the Cathar physician was only to determine the severity of the disease and the forthcoming death of the patient. The physician was not allowed to take steps that would deprive the life of the patient, and the performance of the ritual endura was duty of the spiritual leaders of the community. The modern ethical approach to this subject is dictated by the medieval belief on the salvation of the soul and tries to answer the question of whether the endura could be seen as a medieval concept of a ritual euthanasia or fell within the theological sin of suicide.     

Reliability of 2D:4D measurements using a direct method suitable for clinical settings

The second to fourth digit ratio (2D:4D) indicates androgen exposure during early development. Numerous methods are used in the assessment of 2D:4D, however, some are not reliable enough and others are difficult to perform in large epidemiological studies. We assessed the reliability of 2D:4D using a direct method with a caliper, and compared it with a computer-assisted analysis on scanned images. Both methods were moderately correlated, but the scan method produced slightly lower 2D:4D. The main source of variation was differences between subjects (real variation). Reliability was higher among men and among younger participants. All reliability coefficients were higher than 0.8 when three repeated measurements were averaged. Our results suggest that reliability is influenced by participants’ characteristics. Digit ratios determined directly with calipers are reliable when repeated measurements are averaged.