Enhancing the learning of new words using an errorless learning procedure: Evidence from typical adults

Two experiments compared the efficacy of errorless and errorful training procedures in the acquisition of novel words in typical adults. One experiment involved learning novel names for novel objects, while a second involved learning obscure English words and their definitions. In both studies the errorless method led to significantly better learning as assessed by an immediate cued recall test. The errorless advantage was characterised by a reduction in extra-experimental intrusion errors and was still present when learning was re-tested 3–4 days after training. In contrast there was no errorless advantage in recognition of word-to-object pairings. Taken together, these results suggest that errorless learning procedures improve retrieval by leading to the creation of better-specified, retrievable representations in long-term memory.     

Amplitude Scaling Compensates for Serial Delays in Correcting Eye and Arm Movements

Spatial and metrical parameters of the eye and arm movements made by human subjects (N = 7) in response to visual targets that were stepped unexpectedly either once (single step) or twice (double step) were studied. For the double-step, the displacement of a visual target was decreased or increased in amplitude at intervals before and during a movement. Provided the second target step occurred more than 100 ms before the onset of movement, the amplitude of the subjects' first response was altered in the direction of the new target location. But this amplitude scaling was not always sufficient to reach the new target location, and a second corrective response was required. The latency in producing this second response was greatly increased above reaction time latencies of movements to single-step targets, especially when the target change occurred 100 ms or more before movement onset. These findings suggest that even though serial processing limitations delay the production of a second corrective response, continuous parallel processing of visual information enables the amplitude of the first response to be altered with minimal delay. This enables some degree of real-time continuous control by the visuomotor control system.     

An investigation of salespeople’s nonverbal behaviors and their effect on charismatic appearance and favorable consumer responses

The concept of charisma has gained considerable interest among social scientists in multiple disciplines. Nevertheless, research on charisma in the marketing field is scarce, and little is known about which specific nonverbal behaviors predict perceived charisma and lead to positive consumer responses. Therefore, the aim of this article is to identify nonverbal behaviors that lead to a salesperson’s perceived charisma in a personal selling context by means of high-precision, time-locked coding. This research explores aspects of body language that differentiate salespeople from each other and investigates whether such differences are antecedents of perceived charisma. The findings indicate that certain arm actions, arm postures, and action functions have a significant effect on charismatic appearance and can in turn produce favorable attitudes toward the salesperson.     

Corporate Culture and Sales Force Management in Japan and America

Abstract

Managers' personal values are a key aspect of corporate culture. Sales representatives' agreement with their managers' values (hereafter “value congruence”) can be expected to influence sales performance, satisfaction, and propensity to quit. These propositions are investigated in two countries. One hundred seventy-five sales representatives and 93 sales managers from a Japanese firm and 146 sales representatives and 21 sales managers from a comparable American firm participated in the study. A questionnaire was distributed to the managers and representatives. Value congruence was found to be weakly related to performance, but strongly related to satisfaction and propensity to quit for both cultural groups. The Japanese group was found to be higher in value congruence and propensity to quit, but lower in satisfaction. Suggested are implications for future research and for managers.     

Executive Functioning in Children and Adolescents with Major Depressive Disorder

The present investigation examined neurocognitive functioning, focusing on executive functioning (EF), in 39 children and adolescents with Major Depressive Disorder (MDD) and 24 healthy control subjects all ages 8 to 17 years. The Wechsler Intelligence Scale for Children-Third Edition along with several measures of executive functioning including the Wisconsin Card Sorting Task, Trail Making Test, Controlled Oral Word Association Test, and the Stroop Color Word Test were administered. The neurocognitive profiles for the group of depressed children and adolescents were grossly intact as most scores on intellectual and EF measures fell within the average range and did not differ from the comparison group. Mental processing speed was decreased in the MDD versus normal control group and 27% of the depressed group performed below average on the Trail Making Test. This investigation provided a good base from which to compare future literature on EF in outpatients with early-onset MDD.     

Breaking a habit: A further role of the phonological loop in action control

Recent research has suggested that keeping track of a task goal in rapid task switching may depend on the phonological loop component of working memory. In this study, we investigated whether the phonological loop plays a similar role when a single switch extending over several trials is required after many trials on which one has performed a competing task. Participants were shown pairs of digits varying in numerical and physical size, and they were required to decide which digit was numerically or physically larger. An experimental cycle consisted of four blocks of 24 trials. In Experiment 1, participants in the task change groups performed the numerical-size judgment task during the first three blocks, and then changed to the physical-size judgment task in the fourth. Participants in the continuation groups performed only the physical-size judgment task throughout all four blocks. We found negative effects of articulatory suppression on the fourth block, but only in the task change groups. Experiment 2 was a replication, with the modification that both groups received identical instructions and practice. Experiment 3 was a further replication using numerical-size judgment as the target task. The results showed a pattern similar to that from Experiment 1, with negative effects of articulatory suppression found only in the task change group. The congruity of numerical and physical size had a reliable effect on performance in all three experiments, but unlike the task change, it did not reliably interact with articulatory suppression. The results suggest that in addition to its well-established role in rapid task switching, the phonological loop also contributes to active goal maintenance in longer-term action control.