The good,the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance

The concept of customer orientation (CO) is a focal construct in marketing and sales literature. Saxe and Weitz introduced CO to contrast the traditional high-pressure approach to sales (selling orientation). This study synthesizes empirical evidence from 1982 to 2013 to provide insight into the antecedents and consequences of both CO and selling orientation (SO). A conceptual meta-analytic model based on research into interpersonal motive models is proposed and tested using effect sizes from 126,790 salesperson survey responses to advance theory development on our understanding of how SO and CO behaviours affect organizations. Findings show that adaptive selling mediates the impact of both SO and CO which has important practical implications for hiring and training salespeople. Furthermore, this study shows that goal orientations are antecedents of SO and CO and that the impact of SO on job performance varies by customer type.     

The Waiter Spit in My Soup! Antecedents of Customer-Directed Counterproductive Work Behavior

Although researchers have explored organizational and insider targets of counterproductive work behavior (CWB), no studies to date have examined customers as targets. The current study aimed to test a model of antecedents to CWB unique to service worker experiences, including customer stressors, emotional dissonance, and emotional exhaustion. We tested our model with 438 restaurant and bar employees. Results demonstrated that customer stressors were more strongly correlated with customer-directed CWB than with interpersonal or organizational CWB, and customer stressors had direct and indirect effects on customer-directed CWB through experiences of emotional dissonance and exhaustion.     

The Effect of an Occupational Therapy Role-Playing Intervention on the Social Skills of Adolescents With Asperger's Syndrome: A Pilot Study

The purpose of the authors in this pilot study was to assess the effects of an occupational therapy role-playing intervention for adolescents with Asperger's syndrome. An ABA multiple baseline single-subject design across participants was used with three adolescents to determine if a six-week intervention could increase targeted social behaviors. Data were collected over baseline, intervention, and probe phases. Three methods of analysis were used: visual inspection of graphed data, paired t tests, and a three standard deviation-band approach. Findings demonstrated that all three participants were able to increase the frequency of targeted social skill use from baseline to intervention and maintain this level at a one month probe. Differences between baseline and intervention phases for each participant reached statistical significance. Through this study the authors offer preliminary evidence that an occupational therapy role-playing intervention that is both client centered and graded can increase targeted social skill use in three adolescents with Asperger's syndrome.     

When proportion consensus scoring works

Most objectively scored tests use items with easily identifiable correct answers. When such veridical scoring keys cannot be constructed, researchers sometimes use proportion consensus scoring (PCS) to identify the best answers. To determine if PCS identifies the best answers, we scored a test using both PCS and veridical scoring. Among 353 undergraduates, regular PCS, two-stage PCS, and expert PCS all had high correlations for easy items, but no PCS methods had high correlations for difficult items. Thus, PCS cannot reliability identify the best answers to individual items. However, PCS worked well for total scores. For easy items, total scores had correlations above .99 for all PCS methods. For difficult items, expert and two-stage PCS had correlations of .92 and .82 for the 60-item test. Thus, expert and two-stage PCS can be justified (even for difficult items) if the scoring key is based upon people who truly possess some degree of expertise and if scores are summed over many items.     

Negative life events and cognitive vulnerability to depression: Informant effects and sex differences in the prediction of depressive symptoms in middle childhood

While diathesis-stress models of cognitive vulnerability to depression (CVD) in childhood have been tested, few studies have included both parent- and child-reported negative life events, despite the fact that they provide unique information on events that may be relevant to depression risk in boys and girls. It was hypothesized that different types of stress may show moderation of CVD for boys and girls; specifically, we predicted that parent-reported stressors may moderate boys’ CVD, and that self-reported stress may play a more critical moderating role for girls. A community sample of 182 eight-year-olds completed measures of CVD at baseline, and child- and parent-reported measures of stress were collected at follow-up, one year later. Support for diathesis-stress models of CVD varied depending on child sex and the source of information on stress. Results highlight the importance of collecting multiple measures of stress in testing diathesis-stress models of CVD in middle childhood.     

Major areas of difficulty for stepparent couples

Abstract

It has been reported that, by 1975, there were 25 million adults in America who were stepfathers and stepmothers (Roosevelt & Lofas, 1976), with a million more adults becoming stepparents each year. Thus the “stepfamily,” or “blended,” “remarried” or “reconstituted” family has become an important entity in American society.     

Marital Status Bias in Perceptions of Employees

Three studies documented effects of marital status on perceptions of employees or prospective employees. In Experiment 1, participants rated a married female job applicant as less suitable for employment than a single counterpart. In Experiment 2, participants again perceived a female job applicant less favorably when she was married; in contrast, a male applicant was perceived more favorably when married. In Experiment 3, participants predicted that a recently married woman's job performance and dedication would decline, whereas a recently married man's dedication was predicted to rise; this difference made participants more willing to lay off the woman than the man.     

Religious Social Identity as an Explanatory Factor for Associations Between More Frequent Formal Religious Participation and Psychological Well-Being

Abstract

Guided by social identity theory, this study investigated having a closer identification as a member of one's religious group as an explanatory mechanism for linkages between more frequent formal religious participation and better subjective psychological well-being (more positive affect, less negative affect, and more life satisfaction). Multivariate regression models were estimated based on data from 3,032 respondents, ages 25 to 74, in the 1995 National Survey of Midlife in the U.S. Results provided support for the hypothesis that religious social identity would mediate the associations between more frequent religious service attendance and all three dimensions of subjective psychological well-being examined. These findings contribute to understandings of self, religion, and health while indicating the continued importance of drawing on well-developed social psychological theory in investigations of linkages between religion and mental health.     

Environmental Factors Contributing to Wrongdoing in Medicine: A Criterion-Based Review of Studies and Cases

In this article we describe our approach to understanding wrongdoing in medical research and practice, which involves the statistical analysis of coded data from a large set of published cases. We focus on understanding the environmental factors that predict the kind and the severity of wrongdoing in medicine. Through review of empirical and theoretical literature, consultation with experts, the application of criminological theory, and ongoing analysis of our first 60 cases, we hypothesize that 10 contextual features of the medical environment (including financial rewards, oversight failures, and patients belonging to vulnerable groups) may contribute to professional wrongdoing. We define each variable, examine data supporting our hypothesis, and present a brief case synopsis from our study that illustrates the potential influence of the variable. Finally, we discuss limitations of the resulting framework and directions for future research.