CEO Servant Leadership: Exploring Executive Characteristics and Firm Performance

This study offers an examination of the relationships between chief executive officer (CEO) servant leadership, the executive characteristics of narcissism, founder status, and organizational identification, and firm performance in a sample of 126 CEOs in technology organizations. Analysis of data gathered over multiple periods revealed a negative relationship between CEO narcissism and servant leadership, and a positive relationship between founder status (i.e., founder or nonfounder) and servant leadership. Furthermore, CEO organizational identification served as a partial mediating mechanism linking narcissism and founder status to servant leadership. In turn, CEO servant leadership predicted subsequent firm performance (measured as return on assets). The results of this study have implications for researchers interested in better understanding the predictors and consequences of servant leadership and for practitioners concerned with combating negative or selfish executive leadership behaviors and employing servant leadership for the organization's benefit.     

Exposure to Violence and Socioemotional Adjustment in Low-Income Youth: An Examination of Protective Factors

Using a sample of 391 low-income youth ages 13–17, this study investigated the potential moderating effects of school climate, participation in extracurricular activities, and positive parent–child relations on associations between exposure to violence (i.e., witnessing violence and violent victimization) and adolescent socioemotional adjustment (i.e., internalizing and externalizing problems). Exposure to violence was related to both internalizing and externalizing problems. High levels of participation in extracurricular activities and positive parent–child relations appeared to function as protective factors, weakening the positive association between exposure to violence and externalizing problems. Contrary to prediction, school climate did not moderate associations between exposure to violence and socioemotional adjustment. Further, none of the hypothesized protective factors moderated the association between exposure to violence and internalizing problems.     

Social desirability, personality questionnaires, and the “better than average” effect

It is well established that respondents are much more likely to rate themselves highly on personality questionnaire items with high social desirability (SD) than on items with low SD. However, conflicting explanations have been offered for this phenomenon. In the present study, 286 participants were randomly assigned to four groups that rated 119 items from two well-known personality questionnaires. One group of participants rated themselves, a second group rated their family and friends, a third rated “people in general,” and a fourth rated the items’ SD. It was found that mean SD ratings of personality items were highly correlated with mean self-ratings and with mean ratings of family and friends for the same items (all rs > .800), but not with mean ratings of “people in general.” In other words, participants strongly tended to rate themselves, their family, and their friends as high on socially desirable qualities, but this tendency did not extend to ratings of people in general. These results support the conclusion that respondents’ personality ratings of themselves, their family and friends, but not of people in general, are influenced by the form of self-serving bias known as the “better than average effect.”     

Exploring the Impact of Attachment Anxiety and Avoidance on the Perception of Couple Conflict

Attachment anxiety and avoidance have been shown to affect how an individual processes social information such as facial expressions. Previous work has not explored perception of couple relationships. The current study had 39 individuals observe images and videos of couples in conflict. Results suggest that individuals with higher attachment anxiety perceived more intensity in negative interactions/affect and less positive interactions/affect in the couples they observed. Implications for therapy, clinical supervision, and family life education are discussed.     

The "what" and the "how" of dispositional mindfulness: using interactions among subscales of the five-facet mindfulness questionnaire to understand its relation to substance use

Although self-report measures of dispositional mindfulness have good psychometric properties, a few studies have shown unexpected positive correlations between substance use and mindfulness scales measuring observation of present-moment experience. The current study tested the hypothesis that the relationship between present-moment observation and substance use is moderated by the tendency to be nonjudgmental and nonreactive toward the observed stimuli. Two hundred and ninety-six undergraduates completed the five-facet mindfulness questionnaire (FFMQ), a calendar measuring periods of substance use, and a measure of the five-factor model of personality. Controlling for FFMQ and personality subscales, significant interactions between the observing and nonreactivity subscales indicated that the observing subscale was negatively associated with substance use at higher levels of nonreactivity but positively associated with periods of substance use at lower levels of nonreactivity. Results support the use of statistical interactions among FFMQ subscales to test for the presence of interactive effects of different aspects of mindfulness.     

Maker of Heaven and Earth

The first article of the Nicene creed forms Christian teaching about creation in two ways. It exhibits a particular order of Christian confession and instruction, and it recommends to the church the importance of properly distinguishing three relations: the relation between God the Father and God the Son; the relation between God and the world; and the relation between heaven and earth. This dogmatic commentary on the creed attends to the first two relations and introduces the third.     

Errors and innovations: An exchange

Abstract

Introduction by Alan Grey

This paper is unusual. For instance, one of its authors is a distinguished graphic artist, with interesting ideas about psychoanalytic treatment as a creative process. His collaborator is Arthur Feiner, who has been the editor of Contemporary Psychoanalysis for many years. As you can see, the paper itself is a dialogue between them, closely following an actual audiotape recording. Their theme has been much neglected. Immediately upon reading the paper, it occurred to me that it belongs in the Forum. For one thing, its important ideas are presented in a very readable fashion. Its informality sets a model inviting a wider range of creative thought about problems of our profession and how to approach them. It identifies our journal as something more than another analytic publication for reiteration of old dogmas.     

Evaluation of Selling Performance: A Study of Current Practices

Abstract

Performance evaluation of salespeople is particularly important in this era of escalating costs and concern with productivity. This study of 213 sales executives indicated that sales managers tended to rely on qualitative bases for evaluation, used only a narrow set of quantitative bases, and evaluated salespeople over only a narrow range of selling activities. Suggestions for improving performance evaluation are provided. Findings of the study indicate that salesforce evaluation procedures utilized in practice differ from those provided in the sales management literature.     

Book Reviews

For inexperienced sales representatives, success provides an important learning opportunity from which to build confidence and hone strategies. Such learning is derived from the attributions one makes for success and how those attributions shape future behavior. This research investigates the interpretation and behavioral intentions of inexperienced sales representatives following a successful sales call using a sample of financial services representatives. Surprisingly, we found that achieving success did not assure the adoption or future use of the strategy that garnered that success. These results suggest that inexperienced sales representatives may require managerial attention to fully understand and appropriately assimilate their sales successes. Implications for managers and future research are discussed.     

SalesLitDB: A Classification System and Index of the Sales-Related Literature

The literature about personal selling and sales management appearing in journals has grown approximately tenfold in the past 20+ years. Despite the growth of huge online literature databases, there has been no single source that catalogs all of this literature, making it difficult to learn about articles of potential interest. This paper describes an ongoing research project devoted to developing a free subject-matter database of all sales-related articles appearing in academic journals, now available at www.saleslitdb.com. Readers are encouraged to make use of this resource and to contribute to it.