The Impact of Realistic Job Previews and Perceptions of Training on Sales Force Performance and Continuance Commitment: A Longitudinal Test

This study uses a an adaptation of the Dubinsky et al. (1986) socialization framework to test the impact of realistic job previews and perceptions of training on sales force performance and continuance commitment. Seven hundred sixty-two insurance salespeople in 54 companies were surveyed four times over a two-year period. The findings indicate that the socialization of new recruits should be focused on two parallel tracks: factors that primarily influence performance and those that primarily influence turnover.     

Military police investigator perspectives of a new self-reflective approach to strengthening resilience: A qualitative study

In this study, we explored participants’ experiences of a unique form of resilience training. The aims of this study were to obtain rich information about the participants’ experience of the resilience intervention based on adaptive self-reflection, their ability to report the private stress experience and coping efforts when faced with a stressor, their perceptions of training applicability to other contexts, and whether the training was able to encourage the reappraisal of stressors as growth opportunities. A qualitative design was employed with a sample of 21 investigator trainees from the Australian Defence Force School of Policing. Following implementation of the program, trainees provided written responses to seven open ended questions and participated in one focus group designed to embellish understanding of the survey answers. The analysis identified both strengths and limitations in the way respondents were able to recall and report on their private stress experience and coping efforts and several domains where the resilience training seemed to have its effects. Moreover, the respondents reported increased confidence in their ability to manage stressors in the future, recognition of stress in others and the potential to assist them, and a changed view of stress as an opportunity for personal development. Based on these findings, potential improvements in the training materials are recommended. Moreover, the findings suggest coping and emotion regulatory self-reflection may encourage the application of useful strategies and reinforce personal resilient capacities and coping self-efficacy.     

Increased responding to female stimuli as a result of sexual experience: Tests of mechanisms of learning

Sexual experience increases the response of males to stimuli provided by female conspecifics in a variety of species. The mechanisms of learning involved in this type of phenomenon were explored in two experiments with Japanese quail. The results indicated that instrumental conditioning with copulatory opportunity is not necessary for the acquisition of responding to female cues, and responding is not facilitated by learning about the location of the female. However, the response of males to female stimuli (as well as to arbitrary stimuli associated with access to a female) was enhanced by the presence of sexually conditioned contextual cues. Substantial levels of responding also occurred to female stimuli in a context where the subjects never encountered a female quail before. This latter outcome is consistent with the possibility that stimuli from a female become directly associated with sexual reinforcement during the course of sexual experience. Similar forms of learning may be involved in the effects of sexual experience on the response of mammalian species to female odours.     

Exploring the effect of regulatory focus on ad attitudes: the moderating roles of message sidedness and argument quality

This research explores the interaction effects of message sidedness and argument quality of ads on how either promotion‐focused or prevention‐focused individuals engender their ad attitudes. Two hundred and forty undergraduates were randomly assigned to a 2 (regulatory focus: prevention‐focus/promotion‐focus) × 2 (message sidedness: one‐sided messages/two‐sided messages) × 2 (argument quality (AQ): weak/strong) between‐subjects design. Results indicate that promotion‐focused individuals tend to engender more favourable attitudes to weak AQ ads than strong AQ ads, whereas prevention‐focused individuals tend to engender more favourable attitudes to strong AQ ads than weak AQ ads. In addition, results indicate more favourable attitudes for one‐sided messages over two‐sided messages for promotion‐focused individuals, as well as more favourable attitudes for two‐sided messages over one‐sided messages for prevention‐focused individuals. Furthermore, one‐sided messages result in more favourable ad attitudes when linked with weak AQ for promotion‐focused individuals; in contrast, two‐sided messages elicit more favourable ad attitudes when linked with strong AQ for prevention‐focused individuals. Results suggest that message sidedness and argument quality are closely related to regulatory focus, which has a direct impact on ad attitudes. Practical implications, theoretical contributions, limitations and directions for future research are discussed.     

More than a feeling: discrete emotions mediate the relationship between relative deprivation and reactions to workplace furloughs

A key insight from investigations of individual relative deprivation (IRD) is that people can experience objective disadvantages differently. In this study, university faculty (N = 953) who reported greater IRD in response to a mandatory furlough (i.e., involuntary pay reductions) were more likely to (a) voice options designed to improve the university (voice), (b) consider leaving their job (exit), and (c) neglect their work responsibilities (neglect), but were (d) less likely to express loyalty to the university (loyalty). Consistent with the emotions literature, (a) anger mediated the relationship between IRD and voice, (b) fear between IRD and exit, (c) sadness between IRD and neglect, and (d) gratitude between IRD and loyalty. IRD was inversely associated with self-reported physical and mental health via these different emotional pathways. These results show how discrete emotions can explain responses to IRD and, in turn, contribute to organizational viability and the health of its members.     

A multimedia program to educate the public about mental and addictive disorders

The Mental Health Studios is an interactive multimedia program designed to educate the public about the biological basis of mental and addictive disorders. Using sound, text, graphics, charts, and video, the software provides detailed scientific information about the brain and depression, bipolar disorder, schizophrenia, anxiety disorders, and substance abuse. An evaluation study of a permanent display at the St. Louis Science Center revealed that most visitors spent less than 5 min with the computer program but nevertheless demonstrated significant changes in attitude toward people with mental and addictive disorders. Senior high-school students who interacted with the program for 20 min experienced even greater attitude changes, and their knowledge about mental and addictive disorders also increased significantly.     

Creating a Research-Friendly Workplace

Research productivity is one of the defining characteristics of academic excellence. However, research may become a low priority at medical schools and academic health centers as faculty increasingly are asked to generate clinical revenue to support their faculty positions. This increased demand for clinical revenue results in less time for teaching and research. Given these conditions, it is imperative that administrators working at academic health centers look for creative ways to increase the research productivity of their faculty in those situations in which faculty may have little time to write grants and conduct research. This paper overviews the success of the Missouri Institute of Mental Health in tripling research productivity over the past 5 years.     

The Phenomenology of Posttraumatic Distress in Older Adult Holocaust Survivors

This paper focuses on the effects of the Holocaust on its survivors more than 55 years after the end of World War II. The emphasis is on survivors who were either adults during the Holocaust and who are now over the age of 70, or survivors who were children during the Holocaust and whose age is now between 56 and 70. The central question was: What kinds of posttraumatic phenomena are seen in older adult survivors? After an overview of the field, the situation of survivors in Israel is presented in 2 ways. Results of a survey of survivors who were referred to Amcha, the National Israeli Center for Psychosocial Support of Survivors of the Holocaust, is provided to give some insight in a clinical population. In addition, 2 case histories of survivors are presented to give a more in-depth perspective. The gap between the data from the questionnaires and the clinical material has relevance for the way in which we conceptualize the late consequences of massive trauma.     

Innovative Methods for Making Behavioral Science Relevant to Medical Education

Thousands of psychologists teach in U.S. medical schools, and these psychologists are responsible for ensuring that the medical students they train are aware of the ways in which research findings from the behavioral and social sciences can enhance the practice of medicine. In addition, it is imperative that physicians appreciate the limits of their own ability to treat psychological and psychiatric problems and know when to refer to mental health professionals. This brief article is based on a talk given by the author at the 2007 American Psychological Association (APA) convention after receiving the Association of Psychologists in Academic Health Centers (APAHC) Ivan Mensh Award for Distinguished Achievement in Teaching. The paper draws on the personal experiences of the author after three decades spent teaching behavioral science to medical students, and it introduces readers to the reasoning behind many of the decisions made in planning and developing each of the author’s four editions of the medical school text Behavior and Medicine.