Eclectic Sales Management: Strategic Response to Trends in the Eighties

Abstract

Future sales managers will need more eclectic managerial training if they are to adapt successfully to developing trends in the marketing environment.     

Relationship beliefs and illness appraisals are differentially associated with specific ways of coping in spouses of patients with type 2 diabetes

Using data from 117 spouses of patients diagnosed with type 2 diabetes and multiple-group path analysis, the current study explored the association of four relationship beliefs (satisfaction, sacrifice, confidence and instability) and four diabetes appraisals (consequences, distress, control and efficacy) with illness-specific coping behaviour: active engagement, protective buffering and overprotection. The potential moderating effect of gender was also tested. Results indicated gender did moderate the associations among the variables in the model, with the association of relationship satisfaction and active engagement being significantly stronger for men, while diabetes control was more strongly related to protective buffering for women. The only variables associated with active engagement were three relationship-specific cognitions: higher levels of relationship satisfaction (for men only), satisfaction with sacrifice and relationship confidence were all related to higher active engagement. The diabetes appraisals were the only variables associated with protective buffering and overprotection. Higher diabetes distress and diabetes control (for women only) and lower diabetes efficacy were predictive of greater protective buffering. Lower diabetes efficacy and higher diabetes control were associated with greater overprotection. Implications for theory, research and practice are discussed.     

The effect of message framing on self-management of chronic pain: A new perspective on intervention?

This study examines framed messages as a novel approach to promote self-management of chronic pain. Primary care patients reporting chronic pain (pain rated?≥?4 on 0–10 NRS-I for ≥3 months) were randomly assigned to receive a gain- or loss-framed message promoting self-management of pain. Impact of the framed message on behavioural self-management (including communicating with providers, relaxation, activity pacing, pleasant activities and healthy lifestyle) was assessed. Post-message, individuals in the loss-frame condition reported significantly greater interest in and more knowledge gained from the information presented in the message (p?≤?0.03). Loss-frame participants were significantly more likely to express confidence that they would practice relaxation (p?≤?0.03). Pain readiness to change, pain self-efficacy and message frame independently influenced motivation to engage in relaxation as a self-management strategy. Across all behaviours assessed, there were no observed interactions between message frame and either pain self-efficacy or pain readiness to change (p?>?0.05). Framing may be useful to promote pain self-management; larger trials are needed to fully evaluate its potential and to further assess the applicability of framed communication to impact a broader range of chronic conditions.     

Decisions to donate bone marrow: The role of attitudes and subjective norms across cultures

Abstract

This paper reports the results of a field investigation of the determinants of decisions to donate bone marrow. Predictions are made on the basis of a modification of the theory of reasoned action wherein attitudes are operational-ized in separate affective and evaluative components. Boundary conditions of the theory of reasoned action are further explored by examining the effects of culture (Hong Kong Chinese, N= 190; American Chinese, N = 107; black Americans, N = 124; and white Americans N = 122) on decisions to donate for each of four targets: Immediate Family Members (TFM), Close Relatives (CR), Ethnic Strangers (ES), and Total Strangers (TS). For this life or death decision, the willingness to give is hypothesized to vary as a function of the so-called fitness value of the recipients (i.e., their capacity to contribute to the donor's inclusive fitness), as modified by cultural differences between group- versus independent-based cultures. Among other results, the following gradient was found in attitudes, subjective norms, and intentions for Chinese: IFM > CR > ES > TS; for Americans the pattern was IFM = CR > ES = TS. American Chinese showed stronger attitudes and felt norms, but not intentions, to give to close relatives than did Hong Kong Chinese, reflecting differential in-group/out-group pressures. Black and White Americans showed stronger attitudes, subjective norms, and intentions to donate to strangers than did Chinese.     

Confirmatory Factor Analysis of the Family Therapy Alliance Scale: An Evaluation of Factor Structure Across Parents and Adolescents Referred for At Risk Services

This study examines the factor structure of the Family Therapy Alliance Scale for mothers, fathers, and adolescents. Participants are 425 individuals from 216 families referred for family therapy for child abuse or neglect. Findings provide some evidence of construct validity. The three-factor model comprised of the alliance content domains of bonds, goals, and tasks and the interpersonal domains of individual, other, and family provided excellent fit. The nine-factor model exhibited poor fit, while an adjusted six-factor model which eliminated the “other” sub-category showed promise for further research. Findings support the reliability of the content and interpersonal domain’s subscales.     

Social Facilitation and Inhibition During Maximum Versus Typical Performance Situations

The distinction between maximum performance (“what people can do”) and typical performance (“what people will do”) has received considerable theoretical yet relatively little empirical attention. Findings from social facilitation and inhibition suggest that the relationship between performers' typical and maximum performance may not always be as straightforward as had originally been assumed. Ninety-four psychology students underwent a manipulation of their self-efficacy before doing an explaining task both under typical and maximum performance conditions. Results revealed a social inhibition effect in the maximum performance condition for participants of the low self-efficacy conditions. Implications and directions for future research are discussed.     

Unit Cohesion,Resilience, and Mental Health of Soldiers in Basic Combat Training

Military unit cohesion has been shown to correlate with physical and psychological outcomes. However, little is known about the development of cohesion in the early days of military service during Basic Combat Training (BCT) and how it relates to positive support and the negative stressors of training. The current study assessed the development of unit cohesion across the 10-week BCT period (N = 1,939), and the relation of cohesion to stress, resilience, mental health measures, and BCT outcomes (graduation, passing the Army Physical Fitness Test, and final Basic Rifle Marksmanship scores). The sample was primarily male (62%), under age 25 (88%), and unmarried (88%). All putative mediators showed significant change over time. Unit cohesion increased over time (slope 0.22; p < .001), and these increases were associated with decreases in psychological distress (p < .001), sleep problems (p < .001), and tolerance of BCT stressors (p < .001), as well as increases in resilience (p < .001), confidence managing stress reactions (p < .001), and positive states of mind (p < .001). Unit cohesion was indirectly associated with successful graduation and passing the Army Physical Fitness Test through cohesion-related improvement in psychological distress, resilience, and confidence managing reactions to stress. Sleep problems also mediated BCT graduation. Cohesion effects on the Basic Rifle Marksmanship scores were mediated by psychological distress and tolerance of BCT stressors only. These results suggest that unit cohesion may play a key role in the development of psychological health among new soldiers.     

Planning and Problem Solving Skills Following Focal Frontal Brain Lesions in Childhood: Analysis Using the Tower of London

Problem solving skills were investigated in children with focal lesions using the Tower of London test (TOL; Shallice, 1982). The scoring procedure was elaborated from previous studies to delineate separate processes contributing to overall performance in children. Thirty-one children with focal frontal pathology, 18 children with focal pathology in other brain regions (extra-frontal), 17 children with generalized pathology and 38 healthy children participated in the study. Results suggest a distributed network for problem solving skills, particularly cognitive flexibility and goal setting skills. Within the frontal group, children with lesions involving the right pre-frontal cortex had greatest problems with self-regulation, with rule breaks most common among this group. As these skills develop relatively early in comparison to other aspects of executive function, right pre-frontal regions may play a particularly important role in the development of executive skills in childhood, with damage to these regions rendering children vulnerable to a range of cognitive and social deficits.     

Impairments of Attention Following Childhood Traumatic Brain Injury

Attentional deficits are commonly reported following traumatic brain injury (TBI) in adults, although the occurrence of such problems is less well documented in young children. This study aimed to investigate residual attentional abilities associated with TBI during childhood, by examining a number of aspects of attention including sustained, focussed, and divided attention, attentional shift, and response inhibition. Eighteen children with a history of TBI, aged between 8 and 14 years and 18 non-injured matched controls participated in the study. Results show that attentional skills may be differentially impaired after TBI, with children who have sustained moderate-to-severe TBI exhibiting significant deficits on the following attentional domains: sustain, focus, and response inhibition. These findings support the view that attentional impairments following pediatric TBI, while not global, may be more generalized than those reported for adult samples, perhaps reflecting the relative immaturity of attentional skills at the time of injury.