Sales scholarship: honoring the past and defining the future (Key takeaways from the 2018 American Marketing Association Faculty Consortium: New Horizons in Selling and Sales Management)

The American Marketing Association (AMA) Faculty Consortium: New Horizons in Selling and Sales Management (“New Horizons”) emphasized the historical foundation and evolution of the field and fulfilled the event’s traditional role of defining a future research agenda. Selling and sales management has witnessed dramatic changes since the last New Horizons event at Texas Christian University (TCU) in 2013. Going forward, the sales academic community aspires to better understand and explain the impact of changing technologies, machine learning, artificial intelligence, social media, big data, and 24/7 connectivity broadly on selling and sales management. This article provides the key takeaways from New Horizons 2018, briefly highlighting the history of the sales academy and identifying directions for future research that address the technological and other key changes and challenges impacting the field. Dating back to 1984, faculty consortia in selling and sales management have a long tradition of stimulating new insights leading to a cutting-edge research agenda and strong collaboration in executing that research. The New Horizons event in Boston in conjunction with the 2018 AMA Summer Academic Conference continued that tradition.     

Do pulmonary function and smoking behavior predict cognitive function? findings from a british sample

Abstract

The relationship of smoking behavior, pulmonary function, and four measures of cognitive function was studied in a sample of 4,399 men and women (mean age = 44.7 f 17.1 years; age range: 18 to 94 years) randomly selected from British electoral registers. Each subject was assessed with a face-to-face structured interview (including demographic data, smoking history, and health-related questions) as well as cognitive testing [simple reaction time (SRT), choice reaction time (CRT), incidental memory, and spatial reasoning] and pulmonary function testing. Results indicated that smoking was associated with somewhat better performance on the CRT and memory tasks, and that smoking behavior was not associated with decrements in cognitive performance. Impaired pulmonary function was generally associated with poorer cognitive performance on all of the cognitive measures, suggesting that pulmonary function may be a relevant factor to consider in experimental studies of smoking and cognitive function among healthy adults.     

An examination of an enhancing effect of music on attentional abilities in older persons with mild cognitive impairment

While the effect of listening to music on cognitive abilities is highly debated, studies reporting an enhancing effect of music in elderly populations appear to be more consistent. In this study, the effects of listening to music on attention in groups of cognitively normal older adults and those with mild cognitive impairment were considered. Participants were exposed to both a music and silence condition, and after each condition performed Digit Span and Coding tasks which require attention for maximal performance. The hypothesis that listening to music, compared to a silence condition, enhances performance was not supported for either group. Various explanations for these findings are considered.     

Learning a map of environment: The role of visuo‐spatial abilities in young and older adults

The present study examines age‐related differences between young and older adults in spatial mental representation derived from learning a realistic city map. A sample of 30 young (20–30‐years) and 30 older (60–72 years) adults learned a simplified map of a city; afterwards participants performed map‐drawing and pointing‐aligned and counter‐aligned tasks. Tasks measuring visuo‐spatial abilities were also administered to explore their relationship with map learning. Results showed an age‐related impairment in older adults in both map tasks, as well as in visuo‐spatial ones. Furthermore, performance on counter‐aligned pointing was poorer than on aligned pointing in young and older adults, and its relationship with visuo‐spatial abilities changed as a function of age group: The performance of counter‐aligned pointing in older adults was related to all visuo‐spatial abilities, and in young adults with perspective‐taking measures only. Copyright © 2011 John Wiley & Sons, Ltd.     

Meaning in the Lives of Caregivers of Individuals with Parkinson's Disease

This study explores the contribution of finding meaning in general and finding meaning specific to caregiving as potentially important explanatory variables in predicting well-being in caregivers of individuals with Parkinson's disease. Fifty-eight caregivers of individuals diagnosed with Parkinson's disease were provided self-report questionnaires to assess well-being and meaning (general and specific). Results showed a significant proportion of the variance of positive affect (PASS) and negative affect (DYS) related to well-being, as assessed by the Multiple Affect Adjective Checklist – Revised. Purpose and Existential Vacuum (two subtests of the Life Attitude Profile – Revised used to assess general meaning) predicted well-being. Purpose predicted 41.8% of the variance related to PASS; Existential Vacuum predicted 30.8% of the variance related to DYS. Meaning related specifically to caregiving (Finding Meaning Through Caregiving Scale) did not explain any additional variance. Our results suggest that finding meaning, beyond meaning specifically associated with caregiving, is the key to understanding well-being among caregivers of individuals with Parkinson's disease. The positive construct of finding meaning in general can empower researchers and professionals working with caregivers to better understand the variability in caregiver outcomes as well as assess and intervene more effectively.     

Emotion regulation in social anxiety: a systematic investigation and meta-analysis using self-report,subjective, and event-related potentials measures

Recent models of social anxiety disorder emphasise the role of emotion dysregulation; however, the nature of the proposed impairment needs clarification. In a replication and extension framework, four studies (N?=?193) examined whether individuals with social anxiety (HSAs) are impaired in using cognitive reappraisal and expressive suppression. Self-reports and lab-based tasks of suppression and reappraisal were utilised among individuals with high and low levels of social anxiety. A meta-analysis of these studies indicated that, compared to controls, HSAs reported less frequent and effective use of reappraisal and more frequent and effective use of suppression. Counter to most models and our hypotheses, HSAs were more successful than controls in lab-based reappraisal of shame-arousing pictures as measured by subjective ratings, but not by event-related potentials. HSAs were less successful than controls in lab-based suppression of shame-arousing pictures as measured by subjective ratings, but not by event-related potentials. The results held even when participants were under social stress (impromptu speech anticipation). Overall, subjective reports of HSAs reveal strong deficits in emotion regulation whereas lab-based measures provided less conclusive evidence of such deficits. These results suggest that individuals with social anxiety experience difficulties implementing their reappraisal abilities in daily life.     

The Obsessive-Compulsive Inventory: development and validation of a short version

This article reports on the development of a revised version of the Obsessive-Compulsive Inventory (OCI; E. B. Foa, M. J. Kozak, P. Salkovskis, M. E. Coles, & N. Amir, 1998), a psychometrically sound, theoretically driven, self-report measure. The revised OCI (OCI-R) improves on the parent version in 3 ways: It eliminates the redundant frequency scale, simplifies the scoring of the subscales, and reduces overlap across subscales. The reliability and validity of the OCI-R were examined in 215 patients with obsessive-compulsive disorder (OCD), 243 patients with other anxiety disorders, and 677 nonanxious individuals. The OCI-R, which contains 18 items and 6 subscales, has retained excellent psychometric properties. The OCI-R and its subscales differentiated well between individuals with and without OCD. Receiver operating characteristic (ROC) analyses demonstrated the usefulness of the OCI-R as a diagnostic tool for screening patients with OCD, utilizing empirically derived cutscores.     

Social Dominance Orientation and the Ideological Legitimization of Social Policy1

Much of politics is involved with the distribution of resources and the regulation of intergroup relations. Social dominance theory posits that social ideologies provide social justification for policies that have unequal effects on different social groups. In the present studies, we examine the mediating role that ideologies have in transforming people's general orientation toward group inequality into policy support. Using data from 5 samples, we offer evidence that social dominance orientation orients people to support discriminatory ideologies, which in turn influence support for policies. Support for the theoretical model was shown in studies of both long-standing social policy attitudes, such as toward social welfare and military programs, and of unfolding political events, including Clarence Thomas' nomination to the Supreme Court, the Persian Gulf War, and reinstitution of the death penalty in California.