Fostering collaborative mind-sets among customers: a transformative learning approach

To succeed and grow, companies must win new customers. However, selling innovative solutions to prospective business customers remains challenging. We seek to explore how salespeople create, early in the sales process, collaborative customer mind-sets to accommodate learning and adoption of new solutions. By applying transformative learning theory and analyzing authentic video-recorded business-to-business (B2B) initial sales meetings, we are able to determine the microlevel processes and mechanisms taking place in transformative sales dialogue. In this article, we outline seven interactional activities occurring in reflective dialogue cycles, a key means by which salespeople create new customer mind-sets. Reflective dialogue cycles form a spiral-shaped process requiring completion to achieve a shared new understanding favorable to adopting new approaches. Through our analysis, we demonstrate the value of transformative learning theory in better understanding sales interactions. Along with theoretical contributions, our results may help managers and salespeople better develop new business customers.     

Online mentoring and computer-mediated communication: New directions in research

While there has been a veritable explosion of online mentoring websites and opportunities within a wide variety of professions, very few academic articles to date have addressed this phenomenon. The purpose of this article is to remedy this gap in our knowledge by: (a) suggesting that the Internet can provide a viable context for mentoring within defined roles, (b) presenting a new typology of mentoring based on the computer-mediated-communication (CMC) literature, and in doing so suggest new opportunities and challenges, and (c) providing recommendations for researchers and practitioners to explore online mentoring. Past research has found that within the three functions of mentoring (psychosocial, vocational, and role modeling), a mentor can play a number of roles such as business coach, friend, counselor, and/or teacher to a protégé. We extend past research by assessing the major issues applicable to these mentor roles through an examination of CMC literature. We provide specific research propositions to inspire future research into online mentoring and its related contexts, roles, opportunities, and challenges.     

Problems of Operationalizing Habits and Integrating Habits in Normative Decision‐Making Models1

This paper reports on a study, conducted in Bochum, Germany, involving 160 participants. Two research interests were combined in our study. The first aim was to integrate habit into the process of normative decision making to predict environmentally relevant behavior. Two approaches of implementing habits are analyzed and discussed. Both conceptualizing habitual and normative influences on behavior as excluding paths and integrating habit into the process of normative decision making are illustrated by data. With our approach, we intended to initialize a discussion about the consideration of habits in the context of normative decisions. The second aim was to develop and test different modifications of Verplanken's (Verplanken, Aarts, van Knippenberg, & van Knippenberg, 1994) response frequency measure (RFM) to improve the operational ization of habit. The modified forms of RFM were not more appropriate than the unmodified form. Therefore, we suggest using the unmodified RFM until there is an improved form available.     

Applying Social Cognitive Career Theory to the Empowerment of Battered Women

Despite increasing attention to the problem of domestic violence and its multifaceted consequences, the career development needs of battered women have only sporadically been addressed in the vocational psychology literature. In this article, the scope and consequences of domestic violence are reviewed, highlighting effects on women's career and educational well‐being. Social cognitive career theory (SCCT; R. W. Lent, S. D. Brown, & G. Hackett, 1994) is described and applied to the experiences of women living in domestic violence situations. A framework for empowering battered women and using SCCT to promote their career development and attainment is provided, along with recommendations for future research.     

The impact of bilingual environments on selective attention in infancy

Bilingualism has been observed to influence cognitive processing across the lifespan but whether bilingual environments have an effect on selective attention and attention strategies in infancy remains an unresolved question. In Study 1, infants exposed to monolingual or bilingual environments participated in an eye‐tracking cueing task in which they saw centrally presented stimuli followed by a target appearing on either the left or right side of the screen. Halfway through the trials, the central stimuli reliably predicted targets' locations. In Study 2, the first half of the trials consisted of centrally presented cues that predicted targets' locations; in the second half, the cue–target location relation switched. All infants performed similarly in Study 1, but in Study 2 infants raised in bilingual, but not monolingual, environments were able to successfully update their expectations by making more correct anticipatory eye movements to the target and expressing faster reactive eye latencies toward the target in the post‐switch condition. The experience of attending to a complex environment in which infants simultaneously process and contrast two languages may account for why infants raised in bilingual environments have greater attentional control than those raised in monolingual environments.     

The Relationship Between Posttraumatic Stress Symptoms and Suicide Ideation Among Child Survivors Following the Wenchuan Earthquake

The association between posttraumatic stress disorder (PTSD) symptoms and suicide ideation was examined in a sample of 2,298 child survivors of the Wenchuan earthquake. Results indicated that intrusion, avoidance, hyperarousal symptom clusters, and PTSD total score were significantly associated with suicide ideation. Except for intrusion, other measures of PTSD remained as statistically significant correlates of suicide ideation even after controlling for age, gender, direct exposure, indirect exposure, and depression. Furthermore, results showed that PTSD symptoms had an indirect influence on suicide ideation that was mediated by depression. The findings suggest that avoidance and hyperarousal symptom clusters of PTSD may be two important indicators of suicide ideation among child survivors of the Wenchuan earthquake. Implications of the results for intervention and prevention of suicide behavior are discussed.