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.     

Comparing Online Adjustments to Distance and Direction in Fast Pointing Movements

It has been suggested that movements are planned in terms of direction and distance. If so, online adjustments to changes in the direction and distance of the movements may also differ. The authors therefore investigated whether fast online movement adjustments are the same for perturbations of the direction and of the distance. While subjects made fast pointing movements, the authors perturbed either target direction or distance or both shortly after movement initiation. Both kinds of perturbations resulted in accurate online adjustments. The latency and intensity of corrections for distance and direction perturbations were quite similar. This suggests that there might be one mechanism controlling both distance and direction perturbations.     

Generalized Schedule Following in a Youth with Autism

Abstract

Photographic activity schedules were used to increase on-task behaviour in a youth with autism. The multiple probe design included baseline, training, tests for training effects, resequencing of photographs, generalization to new photographs, and maintenance. The results showed that the participant was able to carry out four different chains (photographic activity schedules) without any prompts from the staff, even when the photographs were resequenced, and new photographs were included. On the other hand, there was no reduction of training trials to reach criterion from the first to the fourth chain. The results are discussed with reference to different aspects of generalization.     

Color Illusion

As standardly conceived, an illusion is an experience of an object o appearing F where o is not in fact F. Paradigm examples of color illusion, however, do not fit this pattern. A diagnosis of this uncovers different sense of appearance talk that is the basis of a dilemma for the standard conception. The dilemma is only a challenge. But if the challenge cannot be met, then any conception of experience, such as representationalism, that is committed to the standard conception is false. Perhaps surprisingly, naïve realism provides a better account of color illusion.

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Motivations for promotion and prevention and the role of trust and commitment in interpersonal forgiveness

Granting forgiveness demands self-regulation. Distinct modes of self-regulation might therefore produce distinct routes to forgiveness. Self-regulation focused on advancement (or promotion) could motivate forgiveness through the perceived benefits to be attained by repairing a relationship, i.e., one’s trust that a partner will provide such benefits rather than further betrayal. In contrast, self-regulation focused on security (or prevention) could motivate forgiveness through the perceived costs of further relationship deterioration, i.e., one’s commitment to maintain a relationship upon which one depends and protect against the loss of this relationship. These hypotheses were supported across two studies that: (a) measured and manipulated promotion-focused versus prevention-focused self-regulation, (b) included real and imagined offenses in casual and close relationships, and (c) assessed forgiveness immediately following an offense and after a two-week delay. Trust in a relationship partner more strongly predicted forgiveness among promotion-focused individuals, whereas commitment to this partner more strongly predicted forgiveness among prevention-focused individuals.     

Training and testing music skills in a boy with autism using a matching‐to‐sample format

A 16‐year old boy with autism was taught music skills using a matching to sample procedure. He was trained and subsequently tested for the formation of four 4‐member classes, including different visual music stimuli, and Norwegian and Vietnamese labels for different major and minor chords. Four different stimuli sets were trained both in one‐to‐many (OTM) and many‐to‐one (MTO) training structures. Further, we explored if the reaction times to comparison stimuli increased from training to testing. Results showed that the participant formed equivalence classes with music relations. Furthermore, there were small differences only between OTM and MTO with respect to stimulus equivalence responding. The reaction times to comparison stimuli increased from training to testing, and were most pronounced for the equivalence trials. Copyright © 2010 John Wiley & Sons, Ltd.