The attenuating effect of role overload on relationships linking self-efficacy and goal level to work performance

The reported research examines the moderating effects of role overload on the antecedents and consequences of self-efficacy and personal goal level in a longitudinal study conducted in an industrial selling context. The results indicate that role overload moderates the antecedent effect of perceived organizational resources on self-efficacy beliefs. They also show that role overload moderates the direct effects of both self-efficacy and goal level on performance, such that these relationships are positive when role overload is low but not significant when role overload is high. Further, the results reveal a pattern of moderated mediation, in which goal level mediates the indirect effect of self-efficacy on performance when role overload is low but not when it is high. Implications for theory and managerial practice are discussed.     

Attentional strategies in dichotic listening

A person can attend to a message in one ear while seemingly ignoring a simultaneously presented verbal message in the other ear. There is considerable controversy over the extent to which the unattended message is actually processed. This issue was investigated by presenting dichotic messages to which the listeners responded by buttonpressing (not shadowing) to color words occurring in the primary ear message while attempting to detect a target word in either the primary ear or secondary ear message. Less than 40% of the target words were detected in the secondary ear message, whereas for the primary ear message (and also for either ear in a control experiment), target detection was approximately 80%. Furthermore, there was a significant negative correlation between buttonpressing performance and secondary ear target-detection performance. The results were interpreted as being inconsistent with automatic processing theories of attention.     

Case vignette -- mandated child abuse reporting

Case Vignette: Martha Harris has been a licensed mental health professional for nearly a decade. As she arrived at her office early this morning, the phone was ringing. Speaking in a tremulous voice, the caller stated, "I was given your name by my internist, Dr. Williams. I think my husband may be abusing our 5-year-old sexually. Can you help?" After a few minutes of conversation, Martha offers to schedule a prompt appointment. The caller interrupts and asks, "You won't have to report this will you?" As a mandated reporter under the state's child protection statute, Martha has no choice but to inform the authorities; she tells the caller, who immediately hangs up. Suddenly, Martha realizes that she does not have the name or any other identifying information about the caller. A call to Dr. Williams results in a response that the internist does not want to "get involved." Commentators on this case are Richard Bourne, JD, PhD, one of whose special areas of expertise is child protection and related professional obligations; Eli H. Newberger, MD, a pediatrician with a special interest in child maltreatment; and C. Sue White, PhD, one of whose primary interests is how clinicians may inappropriately use techniques to interview children suspected of child sexual abuse, causing contaminating influences to interfere with children's memories for their own experiences.     

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.