The Sales Manager As a Boundary Spanner: A Role Theory Analysis

Abstract

The authors consider the distasteful possibility that parallelism exists between tactics of warfare and sales management operations. The functions of a salesperson are equated to those of a soldier, and the theories of guerrilla warfare as espoused by people such as Mao Tse-Tung are applied to sales management decision areas.     

Field and observer viewpoint in remember-know memories of personal childhood events

This experiment examined the viewpoint and other phenomenal characteristics of childhood memories based on both personal recollections and self-knowledge. Participants were asked to provide examples of remember, know, and uncertain memories, and to rate each memory on a number of dimensions. Remembered events were generally viewed from a field perspective, while known-about events were generally viewed from an observer perspective. In line with earlier research, remembered events received the highest ratings for sensory and contextual detail, emotional content, and memory accuracy, while known-about events were given the lowest ratings. The results are discussed with reference to their possible implications for memory recovery or enhancement techniques that ask people to adopt a different viewpoint. Consideration is given as to whether a switch to a field perspective might encourage the acceptance of suggested details or events.     

Use of primary and secondary reinforcers after performance of a 1 mile walk/run by boys with attention deficit hyperactivity disorder

Based on visual inspection of time (sec.) across 8 exercise sessions for each, 3 reinforcement techniques of mainly token exchange and verbal praise paired with token exchange, were mildly associated with improvement of the cardiovascular performances of 5 young boys with ADHD. Specific reinforcement techniques improved time for this 1-mile walk/run by 5 boys with ADHD.     

Dyslexia and visual-spatial talents: compensation vs deficit model

There are both theoretical and empirical reasons to support the hypothesis that dyslexia is associated with enhancement of right-hemisphere, visual-spatial skills. However, the neurological evidence is neutral with respect to whether dyslexic visual-spatial abilities should be superior (a compensation model) or inferior (a deficit model). In three studies we tested the hypothesis that dyslexia is associated with superior visual-spatial skills. Individuals with dyslexia not only failed to show superiority on a range of visual-spatial tasks, even when tasks were presented without time constraints, but also demonstrated a deficit on many tasks. Whereas we found attentional problems associated with dyslexia, these did not explain our findings. Results are discussed in terms of the apparent conflict between the failure to find any visual-spatial talent associated with dyslexia and the fact that dyslexia is overrepresented in certain visual-spatial professions.     

Influence of coactors on performance of visually impaired runners

The purpose of this exploratory study was to determine the influence of coactors on the running performance of 13 visually impaired individuals. There was no significant difference for visually impaired sprint runners running alone and with a coactor. The "mere presence" of a coactor was not enough for social facilitation to occur when visual evaluation was not present.     

Patterns of alcohol use among rural and small-town adolescents

Much research has indicated that age, gender, grade in school, religiosity, socioeconomic status, and involvement in extracurricular activities are all related to adolescent alcohol use. However, most of such research focuses on urban youth. The present study examines patterns of rural adolescent alcohol use and factors associated with such use. The Student Alcohol Inventory was administered to 650 students in grades 7-12 in a small, middle-Atlantic town and surrounding county. The survey contained sections addressing demographic data, attitudes regarding students' alcohol use, and their parents' use. Along with standard SES measures, items were included on unemployment and receipt of government assistance. The dependent variables included age at first drink, frequency of drinking, amount of drinking, and a composite heavy-drinking index. Eighty-three percent of the respondents indicated that they had drunk alcohol and 57% had had their first drink by age 12. Gender and grade in school were significant predictors of alcohol use for all four dependent variables. Time spent in social activities was significant in predicting all but age at first drink. Religiosity was a significant predictor for only one dependent variable--age at first drink. The SES measures were also weak predictors of drinking behavior. Policy implications and directions for future research are discussed.     

The development of children's understanding of "because" and "so"

Children's (5 years, 8 months to 8 years, 4 months) comprehension of "because" and "so" was assessed on both enactment and sentence completion tasks. The use of a within-subject design permitted performance on each task to be interpreted in terms of performance on the other. The pattern of results provided evidence against a componential model for the acquisition of causal connectives. This model holds that the two meaning components (cause, order) are acquired separately, with the order component being acquired several years later than the causal component. The results also were in accord with predictions derived from a contextual model of children's developing understanding of terms expressing logical relationships. This model posits that the understanding of relational terms is initially context dependent, such that children can understand relational terms when they express familiar relationships, but experience difficulty in forming representations of novel relationships solely on the basis of linguistic input. The lexical components of because and so are understood during the context-dependent stage, and the transition from context-dependent to context-independent understanding does not reflect further lexical development, but rather increasing facility in dealing with decontextualized linguistic input.     

A model theoretic approach to ‘natural’ reasoning

A general framework is proposed for accommodating the recent results of studies into ‘natural’ decision making. A crucial element of this framework is the notion of a ‘partial structure’, recently introduced into the semantic approach to scientific theories. It is through the introduction of this element that connections can be made with certain problems regarding inconsistency and rationality in general.     

On Russell's principle of induction

An improvement on Horwich's so-called pseudo-proof of Russell's principle of induction is offered, which, we believe, avoids certain objections to the former. Although strictly independent of our other work in this area, a connection can be made and in the final section we comment on this and certain questions regarding rationality, etc.The authors would like to thank the two anonymous referees and Jeff Paris for their helpful and encouraging remarks. It goes without saying, of course, that the responsibility for any further errors, ambiguities or whatever, is entirely ours.We would also like to acknowledge the support given by the Centre of Logic. Epistemology and History of Science of the University of Campinas and, in the case of French, the Brazilian Council for Scientific and Technological Development (CNPq), in the preparation of this work.