The Going Gets Tough,So Let's Go Shopping: On Materialism,Coping, and Consumer Behaviors Under Traumatic Stress

This study investigated the way in which exposure to traumatic stress, posttraumatic reactions, and materialistic values impact coping and maladaptive consumption behaviors in a real-life traumatic situation. One hundred thirty-nine Israelis were sampled from a town under constant rocket fire (a high-stress environment), and 187 comparison respondents were sampled from a low-stress location. Our data show a main effect for materialism for all of the distress and maladaptive consumer behaviors under study, as well as for most coping behaviors with the exception of interpersonal expressive coping. In the high-stress group, interpersonal expressive coping, reflecting an inclination to utilize social support, was highest among mildly materialistic individuals. Highly materialistic persons were, presumably, more oriented to objects than humans, rendering a more support-seeking way of coping less relevant for them. Highly materialistic participants in the high-stress group reported the highest levels of posttraumatic stress symptoms. The results of this study also suggest that the pleasures of shopping cannot attenuate posttraumatic distress and that maladaptive shopping behaviors increase with the level of traumatic exposure.     

Effects of daily maladaptive coping on nightly sleep in mothers

Objective: We examined effects of daily rumination and suppression in response to stressors on objective and subjective sleep among mothers.

Design: Participants were 183 mothers, including chronically stressed mothers of children with an autism spectrum disorder (M-ASD; n = 92) and age-matched mothers of neurotypical children (M-NT; n = 91). In an intensive longitudinal design, participants provided reports of daily rumination and suppression, nightly objective actigraphy-defined sleep and nightly subjective sleep quality for seven consecutive days at baseline, 9 months and 18 months.

Main Outcome Measures: Total sleep time, sleep fragmentation, sleep onset latency, and subjective sleep quality.

Results: Among M-NT with above average depressive symptoms, higher daily rumination was associated with shorter total sleep time. Rumination was associated with more sleep fragmentation among M-NT at the trend level. Rumination was not associated with sleep onset latency among M-NT, or with any sleep outcomes among M-ASD. Suppression was not associated with any sleep outcomes.

Conclusion: We provide novel evidence of the effect of rumination on objectively measured sleep duration among M-NT. Coping was not related to sleep among M-ASD. Given the prevalence of poor sleep among mothers, future work should examine modifiable factors perpetuating sleep disturbance.     

Verbal learning and memory as measured by the Rey-Auditory Verbal Learning Test: ADHD with and without learning disabilities

The primary purpose of the present study is to examine the effects of attention deficits, learning disability, and the combined effects of both on the learning and memory processes, as measured by the Rey Auditory Verbal Learning Test (AVLT). Thirty children (age range 12-17) diagnosed with attention deficit/hyperactivity disorder (ADHD), 18 children (age range 11-17) diagnosed with learning disabilities (LD), and 64 children (age range 12-17) diagnosed with ADHD as well as with LD, and 28, 18, and 62 matched controls, respectively, participated in this study. It was found that the children diagnosed with ADHD did not differ in any of the verbal learning and memory measures derived from the Rey AVLT. The group with LD was impaired in the overall number of words recalled across the learning phase. Performance of the children diagnosed with ADHD +LD showed a similar impairment as the group with LD (i.e., overall amount of words learned) and, in addition, their retrieval efficiency was also impaired. In conclusion, this study indicates that verbal memory is preserved in children with ADHD if they have no LD and their intelligence is in the normal range or above. LD by itself leads to difficulties in acquisition, but the combination of ADHD+LD leads to additional impairment in retrieval processes.     

An Intricate Dance: Life Experience,Multisystem Resiliency,and Rate of Telomere Decline Throughout the Lifespan

Accumulation of life stressors predicts accelerated development and progression of diseases of aging. Telomere length, the DNA‐based biomarker indicating cellular aging, is a mechanism of disease development, and is shortened in a dose response fashion by duration and severity of life stressor exposures. Telomere length captures the interplay between genetics, life experiences and psychosocial and behavioral factors. Over the past several years, psychological stress resilience, healthy lifestyle factors, and social connections have been associated with longer telomere length and it appears that these factors can protect individuals from stress‐induced telomere shortening. In the current review, we highlight these findings, and illustrate that combining these ‘multisystem resiliency’ factors may strengthen our understanding of aging, as these powerful factors are often neglected in studies of aging. In naturalistic studies, the effects of chronic stress exposure on biological pathways are rarely main effects, but rather a complex interplay between adversity and resiliency factors. We suggest that chronic stress effects can be best understood by directly testing if the deleterious effects of stress on biological aging processes, in this case the cell allostasis measure of telomere shortening, are mitigated in individuals with high levels of multisystem resiliency. Without attending to such interactions, stress effects are often masked and missed. Taking account of the cluster of positive buffering factors that operate across the lifespan will take us a step further in understanding healthy aging. While these ideas are applied to the telomere length literature for illustration, the concept of multisystem resiliency might apply to aging broadly, from cellular to systemic health.     

Key Accounts and Team Selling: A Review,Framework, and Research Agenda

As sales organizations increase their reliance on sales teams, they must learn how organizational and interpersonal relationships influence sales teams, how sales teams play a learning role for organizations, and what makes sales teams effective. Presenting a model of interrelationships among members of the selling firm and between the selling and buying firms, we identify five key team selling relationships between (1) members of the same team, (2) members of different teams within the firm, (3) the selling team and the buying center, (4) the selling team and other groups in the selling firm, and (5) the selling team and the firm’s strategy. This model leads to a conceptual framework highlighting relationship drivers, factors, and outcomes instrumental to team selling success. After presenting propositions for future research, theoretical and methodological suggestions are included to facilitate research in this area. We conclude with perspectives on the future of research and practice in key accounts and team selling.     

The Need for Speed: Agility Selling

In turbulent business times, organizations have sought to become more agile. Organizational agility has been asserted to require workforce agility, but thus far, little focus has been given to workers. Traditionally, salespeople have sought ways to differentiate themselves and create advantage for customers. This paper asserts that, in order to continue this tradition of differentiation and advantage, salespeople must engage in agility thinking. Agility has been studied as it applies to manufacturing processes and other firm activities. Agile salespeople have a mental dexterity at the point of customer contact. They are quick to observe opportunities and are able to anticipate customers’ ever-changing needs, wants, and preferences. This paper presents a framework for agility selling, applying concepts from the agility manufacturing literature and proffering distinct characteristics of sales force agility.     

Perceived,not actual,similarity predicts initial attraction in a live romantic context: Evidence from the speed‐dating paradigm

The “similarity‐attraction” effect stands as one of the most well‐known findings in social psychology. However, some research contends that perceived but not actual similarity influences attraction. The current study is the first to examine the effects of actual and perceived similarity simultaneously during a face‐to‐face initial romantic encounter. Participants attending a speed‐dating event interacted with ～12 members of the opposite sex for 4 min each. Actual and perceived similarity for each pair were calculated from questionnaire responses assessed before the event and after each date. Data revealed that perceived, but not actual, similarity significantly predicted romantic liking in this speed‐dating context. Furthermore, perceived similarity was a far weaker predictor of attraction when assessed using specific traits rather than generally.     

Beyond Data Collection: Ethical Issues in Minority Research

This article examines ethical concerns surrounding research on minority issues. Specifically, it addresses whether researchers have an obligation to consider (a) the impact that minority research can have on vulnerable populations and (b) their own backgrounds before conducting or assessing minority research for publication. The article argues for such an obligation mainly from a consequentialist perspective and then explores possible strategies for assessing and meeting that obligation. Finally, it explores the possible negative secondary effects of those strategies and censorship concerns.