Salesperson Job Involvement: A Modern Perspective a New Scale

Job involvement is a person's psychological identification or commitment to his/her job. Job involvement is an important construct in salesforce performance research because (1) it is a relevant consequence of a salesperson's work environment and internal feelings, (2) it is a relevant antecedent of a number of important sales job outcomes, and (3) it impacts the socialization process for salespeople. Because sales jobs have changed markedly over the past decade, a salesperson's job involvement now tends to be more focused on relationships with clients and less on aspects within an organizational boundary. The most widely used measure of job involvement (Lodahl and Kejner 1965) is not occupation-specific to sales. This article outlines the development of a new scale for relationship-based salesperson job involvement utilizing rigorous assessments of reliability, validity, and dimensionality within a broad sample of practicing salespeople.     

Deriving Training Strategies for Spatial Knowledge Acquisition From Behavioral,Cognitive, and Neural Foundations

While much has been made of the potential uses for virtual environment (VE) technologies as training aids, there are few guidelines and strategies to inform system development from the user’s perspective. Assumptions are that a human factors-based evaluation will ensure optimal performance, transferring training from virtual to real worlds; however, there are complex, yet unexplored, issues surrounding system optimization and employment. A comprehensive investigation into the foundations of training, traversing levels of performance analysis, from overt behavioral responses to the less explicit neuronal patterns, is proposed from which optimal training strategies can be inferred and system development guidelines deduced.     

Prediction,events, and the advantage of Agents: The processing of semantic roles in visual narrative

Agents consistently appear prior to Patients in sentences, manual signs, and drawings, and Agents are responded to faster when presented in visual depictions of events. We hypothesized that this “Agent advantage” reflects Agents’ role in event structure. We investigated this question by manipulating the depictions of Agents and Patients in preparatory actions in wordless visual narratives. We found that Agents elicited a greater degree of predictions regarding upcoming events than Patients, that Agents are viewed longer than Patients, independent of serial order, and that visual depictions of actions are processed more quickly following the presentation of an Agent vs. a Patient. Taken together these findings support the notion that Agents initiate the building of event representation. We suggest that Agent First orders facilitate the interpretation of events as they unfold and that the saliency of Agents within visual representations of events is driven by anticipation of upcoming events.     

Emotions induced by operatic music: psychophysiological effects of music, plot, and acting: a scientist's tribute to Maria Callas

Operatic music involves both singing and acting (as well as rich audiovisual background arising from the orchestra and elaborate scenery and costumes) that multiply the mechanisms by which emotions are induced in listeners. The present study investigated the effects of music, plot, and acting performance on emotions induced by opera. There were three experimental conditions: (1) participants listened to a musically complex and dramatically coherent excerpt from Tosca; (2) they read a summary of the plot and listened to the same musical excerpt again; and (3) they re-listened to music while they watched the subtitled film of this acting performance. In addition, a control condition was included, in which an independent sample of participants succesively listened three times to the same musical excerpt. We measured subjective changes using both dimensional, and specific music-induced emotion questionnaires. Cardiovascular, electrodermal, and respiratory responses were also recorded, and the participants kept track of their musical chills. Music listening alone elicited positive emotion and autonomic arousal, seen in faster heart rate, but slower respiration rate and reduced skin conductance. Knowing the (sad) plot while listening to the music a second time reduced positive emotions (peacefulness, joyful activation), and increased negative ones (sadness), while high autonomic arousal was maintained. Watching the acting performance increased emotional arousal and changed its valence again (from less positive/sad to transcendent), in the context of continued high autonomic arousal. The repeated exposure to music did not by itself induce this pattern of modifications. These results indicate that the multiple musical and dramatic means involved in operatic performance specifically contribute to the genesis of music-induced emotions and their physiological correlates.     

Do positive children become positive adults? Evidence from a longitudinal birth cohort study

BACKGROUND: Little is known about the long-term consequences of positive wellbeing in childhood in the general population. We used the MRC National Survey of Health and Development (the British 1946 birth cohort) to test associations between adolescent positive wellbeing and social functioning in midlife. METHOD: Temperament and behaviour at ages 13 and 15 years were rated by school teachers on a range of criteria. These mostly referred to absence or presence of conduct and emotional problems, but four items allowed positive ratings: 'very popular with other children', 'unusually happy and contented', 'makes friends extremely easily' and 'extremely energetic, never tired'. In addition, at age 16 years survey members self-completed the Maudsley Personality Inventory, from which a summary measure of extraversion was derived, as this was previously found to be associated with midlife positive wellbeing in this cohort. RESULTS: Being a happy child, defined as receiving at least two of the above teacher ratings, was positively associated with midlife functioning and wellbeing, specifically a low probability of lifetime emotional problems, a high frequency of contact with friends or relatives, engagement in social activities, and to a lesser extent feeling satisfied with accomplishments in working life. These associations were independent of father's social class, childhood cognition, educational attainment, and midlife occupational social class. There were no independent associations between being a happy child and educational or occupational attainment, being married, engagement in prosocial activities, taking leadership in community activities, and with life satisfaction in general or with family life. Extraversion was associated with a low probability of lifetime emotional problems, high engagement in social activities, being married, general midlife life satisfaction, and satisfaction with family life, but not with social contact, prosocial activity, leadership activity, or work satisfaction. While childhood conduct and emotional problems were associated with few of the social and life satisfaction outcomes, the former were negatively associated with educational and occupational attainment, and positively with divorce, whereas the latter were negatively associated with being married. CONCLUSIONS: Prospectively rated childhood wellbeing has long-term beneficial links to adult functioning; our results also support the view that positive wellbeing has a unique impact on these outcomes, and does not merely represent the absence of mental ill-health.     

Electrophysiological indices of emotion processing during retrieval of autobiographical memories by school-age children

We used event-related potentials (ERPs) to examine emotion processing during retrieval of emotional autobiographical memories by school-age children. We initiated processing of the emotional experiences using neutral cue words. On one-third of trials, children were instructed to think of a memory of a negative event, and on another third of trials, they were instructed to think of a memory of a positive event. We then recorded ERPs from 32 electrode sites as the children processed the emotional memories again later in the testing session. The 7- to 10-year-old children generated memories appropriate to the valences specified in the instructions. Neural responses differed as a function of the emotional valence of the events associated with the cues and as a function of gender. In the sample as a whole, differential processing of positive relative to negative and neutral emotions was apparent at posterior electrode sites 1,000–1,500 ms after stimulus onset. For girls, the effect was apparent beginning at 500 ms. No differences between the neural responses to negative and neutral stimuli were observed. At frontal electrode sites, girls evidenced faster processing of positive than of negative emotion, whereas boys evidenced faster processing of negative than of positive emotion. In conclusion, we discuss the possible origins of gender-differential patterns of neural processing.     

Delineating potential mechanisms of implicit alcohol cognitions: drinking restraint, negative affect, and their relationship with approach alcohol associations

Problem drinkers may use alcohol to avoid negative mood states and may develop implicit cognitive associations between negative emotional states and reinforcing properties of drinking. It is paradoxical that attempts to control drinking, such as among those high in drinking restraint, may inadvertently increase desire to drink and subsequent alcohol consumption, and this may be exaggerated under times of emotional distress when urges to drink are high. We examined whether individuals who are high on drinking restraint would demonstrate stronger alcohol-related thoughts elicited by stimuli that represent the desire to use alcohol, in response to stronger versus weaker negative mood arousal. Seventy hazardous drinkers completed measurements of drinking restraint, alcohol consumption, and consequences of use. After being randomized to view negative or positive pictures sets, participants completed an Implicit Association Task (IAT) to test differences in the strength of the association between desire to approach or avoid alcohol or water cues, and then a measurement of subjective craving following the IAT. Regression analyses showed that trait restriction not temptation was positively related to IAT scores, after controlling for relevant covariates and explained 7% of the total variance. Trait temptation not IAT predicted subjective craving. Negative affect was unrelated to IAT scores, singly or in conjunction with measures of drinking restraint, contrary to predictions. In sum, implicit alcohol cognitions are related to attempts to restrict drinking not temptation to drink and are less strongly influenced by mood state.     

Alcohol and group formation: a multimodal investigation of the effects of alcohol on emotion and social bonding

We integrated research on emotion and on small groups to address a fundamental and enduring question facing alcohol researchers: What are the specific mechanisms that underlie the reinforcing effects of drinking? In one of the largest alcohol-administration studies yet conducted, we employed a novel group-formation paradigm to evaluate the socioemotional effects of alcohol. Seven hundred twenty social drinkers (360 male, 360 female) were assembled into groups of 3 unacquainted persons each and given a moderate dose of an alcoholic, placebo, or control beverage, which they consumed over 36 min. These groups' social interactions were video recorded, and the duration and sequence of interaction partners' facial and speech behaviors were systematically coded (e.g., using the Facial Action Coding System). Alcohol consumption enhanced individual- and group-level behaviors associated with positive affect, reduced individual-level behaviors associated with negative affect, and elevated self-reported bonding. Our results indicate that alcohol facilitates bonding during group formation. Assessing nonverbal responses in social contexts offers new directions for evaluating the effects of alcohol.