Special Abstract Section: 2009 National Conference in Sales Management

Each year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present this special section containing the abstracts of the papers presented at the 2009 NCSM, which was held March 26–28 in Norfolk, VA.     

Effects of Presentation Format and List Length on Children's False Memories

The effect of list length on children's false memories was investigated using list and story versions of the Deese/Roediger-McDermott procedure. Short (7 items) and long (14 items) sequences of semantic associates were presented to children aged 6, 8, and 10 years old either in lists or embedded within a story that emphasized the list theme. Subsequent tests of recognition memory revealed different effects of length for lists and stories across development. Longer lists produced more false alarms to critical lures for 8- and 10-year-olds only, and longer stories produced more false alarms to critical lures for 6-year-olds only. These results demonstrate that increasing the number of items presented at study increases false recognition for younger as well as older children when the theme of the items is made salient.     

Looks Aren't Everything: 24-Month-Olds' Willingness to Accept Unexpected Labels

A label can efficiently convey nonobvious information about category membership, but this information can sometimes conflict with one's own expectations. Two studies explored whether 24-month-olds (N = 56) would be willing to accept a category label indicating that an animal (Study 1) or artifact (Study 2) that looked like a member of one familiar category was actually a member of a different familiar category. Results showed that children were receptive to these unexpected labels and used them as the basis for inference. These findings indicate that linguistic information can lead even toddlers to “disbelieve their eyes.”     

Let it be: expatriate couples' adjustment and the upside of avoiding conflicts

This research examines the moderating effect of conflict avoidance on the relationship between conflict and psychological adjustment among 45 expatriate couples at two points in time. We propose a model based on the actor–partner interdependence model, which assumes both intrapersonal and interpersonal effects, to address simultaneously the effects of one's own and the other's avoidance behavior. We found substantial support for our model, especially for expatriate spouses. As expected, and only for expatriate spouses, avoidance moderated the conflict–adjustment relationship such that both one's own and one's counterpart's avoidance behavior diminished the negative effect of conflicts. Because these effects were observed only at T2 and psychological adjustment decreased from T1 to T2, our research suggests that the impact of expatriation-associated interaction particularly manifests itself in the long run.     

When and why creativity‐related conflict with coworkers can hamper creative employees' individual job performance

We examined when and why focal employees' creativity-related conflict with coworkers is related to their individual job performance. As hypothesized, a survey among 113 employees in 14 manufacturing work groups showed that creativity-related conflict with coworkers escalates into dysfunctional relationship conflict when focal employees have low rather than high trust in those coworkers. In its turn, relationship conflict with coworkers was found to be negatively associated with focal employees' individual job performance when they lack support from their supervisor. Finally, the indirect effect of creativity-related conflict on job performance through relationship conflict was found to be significant when both the first stage moderator of coworker trust and the second stage moderator of supervisory support were low rather than high.     

Length,frequency, and predictability effects of words on eye movements in reading

We tested the effects of word length, frequency, and predictability on inspection durations (first fixation, single fixation, gaze duration, and reading time) and inspection probabilities during first‐pass reading (skipped, once, twice) for a corpus of 144 German sentences (1138 words) and a subset of 144 target words uncorrelated in length and frequency, read by 33 young and 32 older adults. For corpus words, length and frequency were reliably related to inspection durations and probabilities, predictability only to inspection probabilities. For first‐pass reading of target words all three effects were reliable for inspection durations and probabilities. Low predictability was strongly related to second‐pass reading. Older adults read slower than young adults and had a higher frequency of regressive movements. The data are to serve as a benchmark for computational models of eye movement control in reading.     

Development of Academic Skills from Preschool Through Second Grade: Family and Classroom Predictors of Developmental Trajectories

Children's experiences with their parents and teachers were related to the acquisition of academic skills from preschool through second grade. Individual and group growth curves were estimated, and individual patterns of change were predicted from selected demographic, family, and classroom characteristics to identify multiple pathways to early academic competence. Standardized assessments of language and academic skills and parent and teacher surveys were collected on 511 children beginning in the second-to-last year of child care through the third year of elementary school. As expected, children tended to show better academic skills across time if their parents had more education and reported more progressive parenting beliefs and practices. Statistical interactions between family background and teacher-child relationships indicated that a closer relationship with the teacher was positively related to language skills for African-American children and to reading competence for children whose parents reported more authoritarian attitudes. These results provide further evidence that social processes in classrooms are important for academic competence for children considered at risk for academic problems.     

How quickly do children forget events? A systematic study of children's event reports as a function of delay

Sixty‐six children aged between 5 and 7 years participated in the event, ‘Visiting the Pirate’, and were interviewed about it at one of five delays, namely, no delay (immediate interview), or at a 1‐week, 1‐day, 1‐month or 6‐month delay. For open‐ended recall, a significant decrease in the amount of information reported was detected only at the 6‐month delay, although forgetting functions indicated forgetting was most rapid at the shorter delays. Accuracy of open‐ended recall was maintained over all delays. In contrast, in response to specific, leading and misleading questions, accuracy had decreased significantly by the 6‐month delay. The theoretical and practical implications of these findings regarding the effects of delays on children's event reports are discussed. Copyright © 2002 John Wiley & Sons, Ltd.     

Curiosity as a Guide to the Virtuous Life

We are concerned here with the existential question: In order to live a virtuous life, whether it is better to commit one's life to good works among humankind or to the perfection of one's spiritual being by turning away from humanity and devoting oneself entirely to God. We examine this issue—a controversy in moral philosophy from the time of the ancient Greeks—in a short story by Leo Tolstoy.     

Family therapy for childhood depression: researching significant moments

This paper is a qualitative family therapy process study which is part of a larger European-based outcome study comparing family therapy to child psychotherapy plus parent support for depressed children and their families. The family therapists and two clinical supervisors from the original study formed themselves into a research team to study the process of therapy with twelve families. Therapists selected the significant moments from fifty-nine sessions, and were then interviewed by the research team using a standard protocol to investigate the therapists' own thinking about the significant moments. Applying a thematic analysis, the significant moments were clustered into eleven themes. The paper discusses the rationale for this model of research, which is well suited for clinical teams, and the application of the themes to therapeutic work with depressed children and their families.