The evolutionary armistice: attachment bonds moderate the function of ovulatory cycle adaptations

Natural selection modified the attachment-behavioral system to bond adult mating partners in early members of the genus Homo, thus facilitating increased investment, especially paternal investment, in offspring. Previously existing adaptations that fostered intersexual conflict (e.g., ovulatory adaptations) could have threatened attachment bonds; therefore, the attachment-behavioral system might have evolved the ability to mute or refocus such adaptations for the purpose of strengthening the bond. Two studies offer support for this prediction. Women who were strongly attached to their romantic partner revealed positive associations of fertility with reports of romantic physical intimacy, but these associations were negative among unbonded women. This moderational effect of attachment bond strength was robust beyond dispositional attachment anxiety and avoidance, relationship satisfaction, relationship commitment, and partner physical attractiveness, none of which revealed robust moderational effects. Findings highlight how researchers can use the timeline of hominid evolution (i.e., phylogeny) as a tool to complement functional, adaptationist hypotheses.     

Analysis of methods to determine the latency of online movement adjustments

When studying online movement adjustments, one of the interesting parameters is their latency. We set out to compare three different methods of determining the latency: the threshold, confidence interval, and extrapolation methods. We simulated sets of movements with different movement times and amplitudes of movement adjustments, all with the same known latency. We applied the three different methods in order to determine when the position, velocity, and acceleration of the adjusted movements started to deviate from the values for unperturbed movements. We did so both for averaged data and for the data of individual trials. We evaluated the methods on the basis of their accuracy and precision, and according to whether the latency was influenced by the intensity of the movement adjustment. The extrapolation method applied to average acceleration data gave the most reliable estimates of latency, according to these criteria.     

The bisection point across variants of the task

Bisection tasks are used in research on normal space and time perception and to assess the perceptual distortions accompanying neurological disorders. Several variants of the bisection task are used, which often yield inconsistent results, prompting the question of which variant is most dependable and which results are to be trusted. We addressed this question using theoretical and experimental approaches. Theoretical performance in bisection tasks is derived from a general model of psychophysical performance that includes sensory components and decisional processes. The model predicts how performance should differ across variants of the task, even when the sensory component is fixed. To test these predictions, data were collected in a within-subjects study with several variants of a spatial bisection task, including a two-response variant in which observers indicated whether a line was transected to the right or left of the midpoint, a three-response variant (which included the additional option to respond “midpoint”), and a paired-comparison variant of the three-response format. The data supported the model predictions, revealing that estimated bisection points were least dependable with the two-response variant, because this format confounds perceptual and decisional influences. Only the three-response paired-comparison format can separate out these influences. Implications for research in basic and clinical fields are discussed.     

Outsourcing self-regulation

Three studies demonstrate a novel phenomenon--self-regulatory outsourcing--in which thinking about how other people can be instrumental (i.e., helpful) for a given goal undermines motivation to expend effort on that goal. In Experiment 1, participants who thought about how their partner helped them with health goals (as opposed to career goals) planned to spend less time and effort on health goals in the upcoming week. This pattern was stronger for depleted participants than for nondepleted participants. In Experiment 2, participants who thought about how their partner helped them with academic-achievement goals procrastinated more, leaving themselves less time for an academic task, than did participants in two control conditions. This pattern was stronger for participants who were told that procrastinating would drain their resources for the academic task than for participants who were told that procrastinating would not drain their resources for that task. In Experiment 3, participants who decreased their effort after thinking of an instrumental significant other reported higher relationship commitment to that individual than did participants who did not decrease their effort. The possibility for shared (or transactive) self-regulation is discussed.     

Satisfiability Decay along Conjunctions of Pseudo-Random Clauses

k-SAT is a fundamental constraint satisfaction problem. It involvesS(m), the satisfaction set of the conjunction of m clauses,each clause a disjunction of k literals. The problem has manytheoretical, algorithmic and practical aspects. When the clauses are chosen at random it is anticipated (butnot fully proven) that, as the density parameter m/n (n thenumber of variables) grows, the transition of S(m) to beingempty, is abrupt: It has a "sharp threshold", with probability1 – o(1). In this article we replace the random ensemble analysis by apseudo-random one: Derive the decay rule for individual sequencesof clauses, subject to combinatorial conditions, which in turnhold with probability 1 – o(1). This is carried out under the big relaxation that k is not constantbut k = log n , or even r log log n . Then the decay of S isslow, "near-perfect" (like a radioactive decay), which entailssharp thresholds for the transition-time of S below any givenlevel, down to S = .     

Managing Salesperson Motivation in a Territory Realignment

Although typically undertaken to improve aggregate sales force performance, the realignment of sales territories can be quite de-motivational to individual salespersons. Findings of two studies reported here demonstrate that salesperson motivation and performance can be positively influenced by the managerial actions taken during the implementation phase of a territory realignment. Actions based on expectancy theory were found to be more effective for salespeople whose territory realignment increased sales potential, and justice-based actions were more effective for salespersons experiencing a reduction in territory potential.     

Factors Leading to Sales Force Automation Use: A Longitudinal Analysis

Motivating the sales force to adopt and use sales force automation (SFA) technology remains an issue. If salespeople are not committed to the selling organization's technology strategies, customer alliances are hindered.

Survey data were collected from a national sales force before and after the introduction of an SFA application. The results of this study indicate that salesperson attitudes (Perceived Usefulness, Attitude Toward the New System, and Compatibility) have an impact on intention to use new SFA systems prior to implementation. However, Personal Innovativeness, Attitude Toward the New System, and Facilitating Conditions have more of an effect on infusion of new SFA systems.     

Introduction to the Special Issue: Advancing the Field of Selling and Sales Management

The authors served as Special Issue Guest Editors for this issue of JPSSM. In this introduction to the Special Issue, they discuss how the issue was conceived and produced, and express their gratitude to the many colleagues who worked to make the issue a success.     

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.