Adapting Motivation,Control, and Compensation Research to A New Environment

The authors discuss the need to adapt research in three substantively related but paradigmatically diverse research domains (salesperson motivation, control systems, and compensation) in light of the evolving selling environment. A key objective is to suggest the desirability of integrating these literatures, which, ultimately, all seek to inform management regarding how salespeople and sales organizations can be encouraged to become more productive. The authors maintain that specification of the right goals and metrics constitutes a fundamental common denominator across the three literatures.     

Two-Year-Olds' Object Retrieval Based on Television: Testing a Perceptual Account

Two-year-olds frequently fail to use information provided by video to find objects hidden in an adjacent room. Schmitt and Anderson (2002) hypothesized that they fail to map the 2-dimensional (2D) video image onto the 3D layout of the search space. Two experiments tested whether 2-year-olds can successfully use information from video when the search space is 2D or when the information is provided verbally (by telling the child where the toy is hidden). In both experiments, children performed poorly in the video conditions but performed well in direct live experience comparison conditions, contradicting Schmitt and Anderson's hypothesis. Performance was above chance on the first trial in the video conditions, suggesting that 2-year-olds do have a memory of the hiding location, albeit one that is easily disrupted by perseverative errors on subsequent trials. Overall, the results are most consistent with the hypothesis that very young children give priority to direct experience over mediated information.     

A Multi-Case Report of the Pathways To and Through Genetic Testing and Cancer Risk Management for BRCA Mutation-Positive Women Aged 18–25

Much of the extant literature addressing the psychosocial aspects of BRCA1/2 mutation testing and risk management aggregates mutation carriers of all ages in study recruitment, data analysis, and interpretation. This analytic strategy does not adequately address the needs of the youngest genetic testing consumers, i.e., women aged 18–25. Despite low absolute cancer risk estimates before age 30, BRCA1/2 mutation-positive women aged 18–25 feel vulnerable to a cancer diagnosis but find themselves in a management quandary because the clinical utility of screening and prevention options are not yet well defined for such young carriers. We present three cases, selected from a larger study of 32 BRCA1/2 mutation-positive women who completed or considered genetic testing before age 25, to demonstrate the unique developmental, relational and temporal influences, as well as the challenges, experienced by very young BRCA mutation-positive women as they complete genetic testing and initiate cancer risk management. The first case describes the maturation of a young woman whose family participated in a national cancer registry. The second addresses the experiences and expectations of a young woman who completed genetic testing after learning that her unaffected father was a mutation carrier. The third case highlights the experiences of a young woman parentally bereaved in childhood, who presented for genetic counseling and testing due to intense family pressure. Together, these cases suggest that BRCA1/2-positive women aged 18–25 are challenged to reconcile their burgeoning independence from their families with risk-related support needs. Loved ones acting in ways meant to care for these young women may inadvertently apply pressure, convoluting family support dynamics and autonomous decision-making. Ongoing support from competent healthcare professionals will enable these young women to remain informed and receive objective counsel about their risk-management decisions.     

Yoga Practice May Buffer the Deleterious Effects of Abuse on Women's Self-Concept and Dysfunctional Coping

Women who experienced abuse as children or adults can suffer from symptoms such as dissociations, physiological regulation difficulties, and mood disturbances that might not respond to traditional interventions. Given the benefits of yoga, we hypothesized that yoga practice would ameliorate the negative impact of abuse on psychological functioning. Our findings suggest that frequent yoga practice might ameliorate the negative impact of abuse history on self-concept and coping skills. In addition, our findings suggest that women who incorporate yoga into other areas of life could get the greatest psychological benefits. Given the preliminary nature of this study, further research into the benefits of yoga on women who have child or adult abuse histories is warranted.     

Becoming (Hetero) Sexual? The Hetero-Spectacle of Idollators and their Real Dolls

Guys and Dolls, a BBC documentary premiering in 2007 sketches out the lives of four men in relationships with silicone-fleshed, anatomically correct Real Dolls (RDs). The men in the documentary treat their RDs as if they are alive—they dress their dolls, rub their feet, and discuss what sex and the relationship with their dolls is like. In relating with their RDs, the men respond to concerns of having “no female company” at all. In this essay, combining Stein’s (Sexualities and society: a reader, Polity Press, Oxford, pp 132–142, 2003) notion of “be-coming out,” with Deleuze and Guattari’s (A thousand plateaus: capitalism and schizophrenia, University of Minnesota Press, Minneapolis, 1987) theory of becoming, we contend that the documentary actively represents the men’s pasts in order to make sense of, justify, and construct the dynamics of their current sexual selves. Because the idollator’s be-coming narratives illuminate their heteronormative shortcomings, these sexual origin stories take a confessional tone. Although confessions regarding sexuality are not soul cleansing acts but are approval seeking performances that reify normative social boundaries, we argue for a queer reading of the Guys and Dolls text which subverts the dominant logic of heteronormativity.     

The role of attentional set on attentional cueing and inhibition of return

When people know what critical feature will define a target for a block of trials, only cues that share a critical feature with targets will capture attention. This result is taken to mean that attentional control settings play a role in target identification. To examine the validity of the attentional control settings hypothesis while controlling for potential sensory artifacts, the first experiment compared conditions in which the critical target features were either blocked or randomized. The results indicated that all cues captured attention in the random conditions, but only cues that matched targets captured attention in the attentional set condition. The second experiment used the same two conditions to examine the effect of attentional set on inhibition of return (IOR). No differences were found between the blocked and random conditions, indicating that attentional set did not impact the IOR effects. Overall, the results indicate that (1) the previous findings of attentional set effects were not due to an artifact of the method, and (2) attentional set influences and early occurring attentional cueing effects but not later-occurring IOR effects.     

Problem-solving Strategies and Expertise in Engineering Design

A study is reported which focused on the problem-solving strategies employed by expert electronics engineers pursuing a real-world task: integrated-circuit design. Verbal protocol data were analysed so as to reveal aspects of the organisation and sequencing of ongoing design activity. These analyses indicated that the designers were implementing a highly systematic solution-development strategy which deviated only a small degree from a normatively optimal top-down and breadth-first method. Although some of the observed deviation could be described as opportunistic in nature, much of it reflected the rapid depth-first exploration of tentative solution ideas. We argue that switches from a predominantly breadth-first mode of problem solving to depth-first or opportunistic modes may be an important aspect of the expert's strategic knowledge about how to conduct the design process effectively when faced with difficulties, uncertainties, and design impasses.     

Predicting the difficulty of complex logical reasoning problems

The aim of the present research was to develop a difficulty model for logical reasoning problems involving complex ordered arrays used in the Graduate Record Examination. The approach used involved breaking down the problems into their basic cognitive elements such as the complexity of the rules used, the number of mental models required to represent the problem, and question type. Weightings for these different elements were derived from two experimental studies and from the reasoning literature. Based on these weights, difficulty models were developed which were then tested against new data. The models had excellent predictive validity and showed the relative influence of rule based factors and factors relating to the number of underlying models. Different difficulty models were needed for different question types, suggesting that people used a variety of approaches and, at a wider level, that both mental models and mental rules may be used in reasoning.     

Implicit learning,consciousness, and the psychology of thinking

Abstract

Berry, D., & Dienes, Z. (1993). Implicit learning: Theoretical and empirical issues. Hove, UK: Lawrence Erlbaum Associates Ltd. 197pp. ISBN 0-86377-223-4 £19.95 (hbk).

Reber A. S. (1993). Implicit learning and tacit knowledge: An essay on the cognitive unconscious. Oxford: Oxford University Press. 1 88pp. ISBN 0-19-505-9425 £30.00 (hbk).