Congruence in Sales Force Evaluations: Relation to Sales Force Perceptions of Conflict and Ambiguity

Abstract

This research examined the relationship between salespersons' perceptions of role conflict and role ambiquity from various sources and the degree of agreement between salespeople and sales managers on salesperson performance. Three sources of role ambiguity were found to explain the most variance in performance congruence. Implications for management are discussed.     

Transitioning from the Battlefield to Home: An Innovative Program for Israeli Soldiers

Soldiers moving from the army to civilian life encounter significant challenges during this time of transition, both in Israel and internationally. Identifying this period of time as a critical one, the Peace of Mind program is an innovative intervention designed specifically to address the issues occurring therein. This unique model focuses on mental health and normalization of responses, as well as on the processing of traumatic experiences. It is based on the considerable experience at the Israel Center for the Treatment of Psychotrauma in the fields of resilience building and trauma treatment. After reviewing the literature on returning soldiers, the model is described and several vignettes are presented.     

On the dimensionality of the Dispositional Hope Scale

The Dispositional Hope Scale (DHS; C. R. Snyder et al., 1991) consists of two subsets of items measuring Agency and Pathways. The authors used bifactor analysis to evaluate the dimensionality structure of the scale. Data from 676 persons (295 psychiatric patients, 112 delinquents, and 269 students) were analyzed. The authors conclude that although the Pathway items seem to explain some additional variance when the Hope scale variance is partionalized out, the DHS allows unidimensional measurement.     

A Meta‐Analysis of Self‐Attributions Following Three Types of Trauma: Sexual Victimization,Illness, and Injury1

Victim self‐attributions (e.g., that one caused an event or was responsible for its occurrence) have been discussed frequently in the trauma literature. However, little empirical work has sought to test the extant theoretical models conceptualizing why self‐attributions occur. We investigated by meta‐analysis the prevalence and predictors of self‐attributions following 3 traumatic events—sexual victimization, illness, and severe injury—in an attempt to identify predictors of self‐attributions and to examine extant theoretical models. The results supported that self‐attribution is not the modal response to trauma. In addition, partial support was found for the extant theoretical models, but no one model could explain the entire pattern of findings. Implications of these results for future empirical and theoretical work are discussed.     

Issues in the assessment of fear: Response concordance and prediction of avoidance behavior

A large group of female subjects completed a battery of questionnaires including the Fear Survey Schedule and the Snake Questionnaire. They were later administered a behavioral approach test with a live snake during which self-report, behavioral, and psychophysiological measures were collected. These data were initially used to test Hodgson and Rachman's (Behavior Research and Therapy, 1974,12, 319–326) hypothesis that response concordance varies directly with the strength of emotional arousal. The results indicated that the less fearful subjects produced a greater degree of response concordance—contrary to the hypothesis. Next, previously identified factors extracted from the Snake Questionnaire were examined to determine their ability to predict behavioral avoidance during the test procedure. One factor was suitably predictive of the avoidance criterion. These two sets of results are discussed in terms of a possible explanation for concordance variations and in terms of the potential value of factor scores in subject selection and fear assessment.     

Semantic universals in sentence processing and interpretation: A study of Chinese,finnish, Japanese,and Slovenian speakers

The universality of certain aspects of sentence interpretation was investigated with native speakers of a variety of language families.Ss were given, in their own language, the same 156 affirmative and 156 corresponding negative sentences to sort into categories solely on the basis of sentence samples. The categories represented semantic sentence interpretations based on information value and nonsensicality.Ss generally sorted the same sentences (translation equivalents) into the same categories: e.g., Informative,The person is a man; Redundant,The man is a person; Contradictory,The chair is a spouse; Amphigorously Redundant,The chair is not a spouse. A semantic feature analysis indicates thatSs base their interpretations on particular interactions of features. Sets of rules and operations utilizing such feature combinations are formulated and attributed to theSs. Such knowledge is postulated to be universal to speakers of all languages.     

Phonology,reading, and Chomsky and Halle's optimal orthography

Chomsky and Halle claim that an orthography based on their underlying phonological representations (UPR) of lexical items would be optimal for English. This paper challenges three of C & H's basic phonological assumptions, that their vowel shift rule is valid, that the UPR is the only sound representation to be listed in the lexicon, and that derived words do not appear as wholes in the lexicon. A less abstract phonological representation level based on the conscious perceptions of speakers, the surface phonemic (SPR), is proposed. An SPR-based orthography has advantages which a UPR-based orthography would not: it is easy to learn and teach, it can be learned at an early age, and it permits rapid detection of rhyme. It is concluded that an orthography based on SPRs, and not UPRs, would be optimal.This research was supported in part by Office of Education contract OEC-9-71-0036(508), project 1-0527, to D. Steinberg and R. Krohn.     

Cognitive dissonance and psychotherapy: The role of effort justification in inducing weight loss

The role of effort justification in psychotherapy was examined. It was hypothesized that the effort involved in therapy, plus the conscious decision to undergo that effort, leads to positive therapeutic changes through the reduction of cognitive dissonance. An experiment was conducted in which overweight subjects attempted to lose weight through one of two forms of “effort therapy”. These therapies were bogus in that they were based solely on the expenditure of effort on a series of cognitive tasks that were unrelated to any existing techniques or theory addressing weight loss. One of the therapies called for a high degree of effort while the degree of effort in the second therapy was low. A no-treatment control group was also included. It was predicted that greater weight loss would occur for high-effort than low-effort or control subjects, and that this weight loss would be maintained or increased over time. Results supported these predictions. Over an initial 3-week period, high-effort subjects lost slightly more weight than low-effort subjects or controls. A 6-month follow-up revealed that the effects of effort on weight loss had increased and were highly significant. Reliable differences remained even 1 year after the initial experimental sessions. Possible mechanisms mediating the dissonance effect were discussed, as were several alternative explanations.