An Empirical Assessment of Salesperson Motivation,Commitment, and Job Outcomes

This study contributes to the efforts to integrate work commitment constructs into the long-dominant expectancy theory framework of salesforce motivation and performance. Responses were gathered from 231 industrial salespeople in order to: 1) provide evidence concerning discriminant and convergent validity of two measures of work commitment and 2) distinguish expectancy and commitment constructs; and investigate the relationships between motivation, commitment, and two important outcomes—effort and performance. The results of the study indicate that conceptual and empirical differences do exist between commitment variables and expectancy-based motivation variables. Job commitment and extrinsic motivation are found to be related to salesperson effort, which in turn is related to salesperson performance.     

Impact of a facial-ageing intervention versus a health literature intervention on women’s sun protection attitudes and behavioural intentions

This study was designed to investigate the impact of a facial-ageing intervention on women’s sun protection attitudes and behavioural intentions, compared to a health literature intervention where participants viewed literature on the effect of ultraviolet (UV) exposure on health. Seventy women (35 in each condition) completed questionnaires at baseline and immediately post-intervention. The average age of the participants was 23.70 (SD?=?5.03) years. Participants in the facial-ageing intervention condition scored significantly higher on intentions, negative attitudes and perceived sun damage susceptibility after taking part in the intervention, compared to those in the health literature intervention condition. The results are discussed in relation to suggestions for sun protection interventions aimed at women aged from 18 to 34. It is concluded that appearance-based interventions have a role to play in healthcare and educational settings with regard to UV exposure and sun protection intentions.     

The Use and Benefits of External Memory Aids in Older and Younger Adults

We examined the spontaneous use and benefits of external memory aids in older (aged 60–85 years) and younger (aged 17–31 years) adults. In Study 1, participants were or were not given the opportunity to use a memory aid in a phone message recall task. In Study 2, a memory aid was available for one of two similar tasks. Participants' spontaneous use of external memory aids was measured. On the Memory Compensation Questionnaire, older adults reported using external memory aids more frequently but were no more likely than younger adults to take notes on the messages. Older adults benefitted from the availability of notes in both studies; younger adults benefitted when the memory task was more challenging. The results illustrate the value of external memory aids and suggest that older adults may underutilize them. The findings also raise questions about the relation between self‐reported and actual use of strategies in everyday life. Copyright © 2013 John Wiley & Sons, Ltd.     

Anxiety sensitivity and distress tolerance typologies and relations to posttraumatic stress disorder: A cluster analytic approach

A growing literature suggests a relationship between a high anxiety sensitivity (AS; the fear of anxiety and its related consequences)/low distress tolerance (DT; the capacity tolerate internal negative states) profile and posttraumatic stress disorder (PTSD) symptoms. However, specific profiles have not been identified or examined specifically in Veteran samples. Thus, the aims of the present study were to establish empirically derived profiles created from response patterns on the Anxiety Sensitivity Index and Distress Tolerance Scale and to examine associations with PTSD symptom clusters among a sample of combat-exposed Veterans (N = 250). A cluster analytic approach was used to identify AS/DT profiles, and a series of multivariate analyses of variance with post hoc analyses was conducted to examine the relationship between each AS/DT profile and each PTSD symptom cluster. Results indicated a 3-cluster solution including a high AS/low DT “at risk” profile, a low AS/high DT “resilient” profile, and an average AS/DT “intermediate” profile. The at-risk profile was associated with significantly greater symptoms in each PTSD cluster (i.e., hyperarousal, avoidance, re-experiencing) when compared to the other two profiles. The at-risk profile was also associated with greater depressive symptoms and lower self-reported resilience. These findings extend the previous literature by identifying a high AS/low DT “at risk” profile and its associations with PTSD symptoms, underscoring the potential utility in targeting these affect-regulation constructs for clinical intervention.     

Examining the Role of Narrative Performance Appraisal Comments on Performance

Despite their prevalence in performance appraisal systems and purported importance in theory, narrative performance appraisal comments have been rarely examined. This study aimed to contribute to the literature by developing and testing a theory of quality narrative feedback. The author argues that managerial feedback that is both directive (i.e., lengthy, specific, and includes goals) and motivational (i.e., positive and high in interactional justice) would be related to year-lagged performance. Negative and positive emotions are also proposed as mediators of this relationship. Performance appraisal comments were coded for a sample of 1,019 clinical nurses. The structural equations modeling results provided preliminary evidence that feedback favorability and interactional justice demonstrated significant direct and indirect (through positive and negative emotion) effects on year-lagged employee performance.     

Implicit memory for negative and positive social information in individuals with and without social anxiety

Studies of memory bias for threat-relevant information in individuals with social anxiety have produced mixed results. These discrepancies may be because investigators have studied different memory processes or have used different memory tasks. We employed a video clarity judgement task to investigate implicit (capacity-free, automatic, unconscious) memory and a recognition task to investigate explicit (effortful, strategic, conscious) memory for threat in socially anxious individuals and nonanxious controls. Implicit memory for "old" (i.e., seen before) videos was defined as rating "old" videos as more clear than "new" (i.e., never seen before) videos. We created brief video clips that involved an actor or actress approaching the camera and commenting on some aspect of the viewer's actions, physical appearance, or belongings. Twenty-four videos were positive (e.g., "I really like your shoes"), and 24 were negative (e.g., "That is a horrible haircut"). Results revealed that the video clarity test was an effective measure of implicit memory. Furthermore, socially anxious individuals showed a larger implicit memory index for negative videos than did nonanxious and dysphoric controls. No group differences emerged for implicit memory for positive videos. Similarly, groups did not differ in recognition of, or false alarms for, positive and negative videos. These results demonstrate the role of implicit memory in social anxiety implying that information about threat may be automatically primed in these individuals.     

Profiling Students’ Multiple Source Use by Question Type

The present study examined undergraduate students’ multiple source use in response to two different types of academic questions, one discrete and one open-ended. Participants (N = 240) responded to two questions using a library of eight digital sources, varying in source type (e.g., newspaper article) and reliability (e.g., authors’ credentials). Log-data captured students’ source use process. Differences were found in the total number and types of sources students accessed when responding to the two questions. Across the questions, cluster analysis identified five consistent patterns of source use; however, the percentage of student in each cluster differed across the two questions.     

Mind the Gap: Framing of Women’s Success and Representation in STEM Affects Women’s Math Performance under Threat

Interventions designed to combat the negative effects of stereotype threat have primarily taken an individual-based approach. The current study sought to expand upon these strategies by taking a group-based approach to reduce stereotype threat effects. Specifically, we investigated whether the success and numerical representation of women in STEM positively impacts women’s math performance and affective reactions. We hypothesized that 1) women under threat (control) would perform worse than men; 2) there would be a larger performance difference for women than men when exposed to the success and balanced representation of women in STEM compared to the control condition; 3) there would be a larger performance difference for women than men between the balanced condition and the unbalanced condition where women are portrayed as successful, but not equally represented in STEM. For this study, male (n?=?56) and female (n?=?66) U.S. undergraduates from a large southern California state university read information about women’s success and representation in STEM (or no information), completed a math exam under stereotype threat conditions, and then expressed their threat-based concerns. Results revealed that women performed worse than men in the control condition. Women in the balanced condition performed better than women in the control and unbalanced conditions. Men’s performance was unaffected by the balance or imbalance of women in STEM. Women’s affective reactions largely mirrored the performance results. This study provides compelling evidence for using a group-based approach highlighting women’s advances in STEM to alleviate stereotype threat.     

Cat Got Your Tongue? Using the Tip‐of‐the‐Tongue State to Investigate Fixed Expressions

Despite the fact that they play a prominent role in everyday speech, the representation and processing of fixed expressions during language production is poorly understood. Here, we report a study investigating the processes underlying fixed expression production. “Tip‐of‐the‐tongue” (TOT) states were elicited for well‐known idioms (e.g., hit the nail on the head) and participants were asked to report any information they could regarding the content of the phrase. Participants were able to correctly report individual words for idioms that they could not produce. In addition, participants produced both figurative (e.g., pretty for easy on the eye) and literal errors (e.g., hammer for hit the nail on the head) when in a TOT state, suggesting that both figurative and literal meanings are active during production. There was no effect of semantic decomposability on overall TOT incidence; however, participants recalled a greater proportion of words for decomposable rather than non‐decomposable idioms. This finding suggests there may be differences in how decomposable and non‐decomposable idioms are retrieved during production.     

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.