Increasing Sales Productivity by Getting Salespeople To Work Smarter

Recent research indicates that sales productivity can be substantially improved if salespeople place more emphasis on an aspect of working smarter, i.e., practice adaptive selling. This paper suggests ten approaches that sales managers can use to improve sales performance by encouraging and assisting their salespeople to practice adaptive selling.     

Action video game experience affects oculomotor performance

Action video games have been show to affect a variety of visual and cognitive processes. There is, however, little evidence of whether playing video games can also affect motor action. To investigate the potential link between experience playing action video games and changes in oculomotor action, we tested habitual action video game players (VGPs) and non-video game players (NVGPs) in a saccadic trajectory deviation task. We demonstrate that spatial curvature of a saccadic trajectory towards or away from distractor is profoundly different between VGPs and NVGPs. In addition, task performance accuracy improved over time only in VGPs. Results are discussed in the context of the competing interplay between stimulus-driven motor programming and top–down inhibition during oculomotor execution.     

A psychobiographical analysis of Dambudzo Marechera's personal development through his writings

This study applied psychobiography to explore the personal development of Zimbabwean novelist Dambudzo Marechera – and particularly focus on psychological disintegration. For the evidence, we examined primary and secondary works on his life history with special attention to his literary works. Findings indicate that his early writings were autobiographical in nature, chronicling lived poverty, war and violence experiences. Later writings were somehow surrealistic and unstructured, marking a culmination of significant personal disintegration that started in early childhood. Other ancillary biographical evidence suggests self-perceptions as a cult-like figure, and what appears to be a limited social interest.     

THE EFFECT OF REPERTORY GRID SCALE SIZE AND RATING DIRECTION ON STRUCTURAL MEASURES OF DIFFERENTIATION

Previous work by Soldz and Soldz (1989) indicated that variations in repertory grid features can have a significant impact on the interpretation of the Landfield Functionally Independent Construction Score (FIC), which is a measure of cognitive differentiation. In this study, we showed that four different grid measures (FIC, Total number of zeroes, and the number of midpoint ratings used to indicate either equality or nonapplicability) can be effected by the use of a certain scale size (3-point, 7-point, 13-point), and by the direction of administration (completing the grid in a downwards direction vs. an across-wise direction). In addition, correlations between the number of zero ratings and the total FIC scores for each of the different scale sizes and directions showed evidence to support and to qualify previous work conducted by Soldz and Soldz (1989). In general, high positive correlations were found, suggesting the impact of zero ratings on FIC scores. But the magnitude of the correlations between the zero ratings and the total FIC scores varied as a function of the scale size, the direction of administration, and the meaning of the zero rating (neutrality vs. nonapplicability), raising theoretical, as well as procedural, considerations for future repertory grid research.     

Inhibiting beliefs demands attention

Research across a variety of domains has found that people fail to evaluate statistical information in an atheoretical manner. Rather, people tend to evaluate statistical information in light of their pre-existing beliefs and experiences. The locus of these biases continues to be hotly debated. In two experiments we evaluate the degree to which reasoning when relevant beliefs are readily accessible (i.e., when reasoning with Belief-Laden content) versus when relevant beliefs are not available (i.e., when reasoning with Non-Belief-Laden content) differentially demands attentional resources. In Experiment 1 we found that reasoning with scenarios that contained Belief-Laden content required fewer attentional resources than reasoning with scenarios that contained Non-Belief-Laden content, as evidenced by smaller costs on a secondary memory load task for the former than the latter. This trend was reversed in Experiment 2 when participants were instructed to ignore their beliefs when reasoning with Belief-Laden and Non-Belief-Laden scenarios. These findings provide evidence that beliefs automatically influence reasoning, and attempting to ignore them comes with an attentional cost.     

Informal social support characteristics and utilization of parenting support services among low‐income African American mothers of premature infants

Service delivery efforts to attenuate the risks associated with parenting premature infants in poverty often are compromised because those at greatest risk do not use available parenting support services. Yet, relatively little is known about the networks of support surrounding these parents. This study investigated both the characteristics of informal social support within a sample of 31 low‐income, African American mothers of premature infants at high risk for parenting difficulties and their use of community parenting support services. The findings suggest that mothers had small (M = 4.97, SD = 1.80), but highly mobilized, social support networks consisting primarily of family members. Among six different types of support, informational guidance and parenting support were available from the fewest people in participants' networks. Only 32.3% of the sample was aware of and 16.1% of the sample had ever used formal parenting support services. Participants who had received informal support from more than five people in the last month were significantly more likely to have knowledge about existing community parenting support services than those receiving support from smaller social networks. Patterns of knowledge about and utilization of services were examined with regard to network characteristics, perceived maternal desire for more parenting support opportunities than were available, and presence of special needs in the child. The implications of these findings for parenting support programs are discussed. ©2002 Michigan Association for Infant Mental Health.     

On the robustness and the direction of the effect of cause‐related marketing

Two experiments are presented in this paper that explore the effect of cause‐related marketing (CRM) on product choice. To allow evaluation of the effect of experience and the role of individual differences, the experiments used a repeated choice setting. The results of Experiment 1 showed that the effect of CRM was stable over time. However, the direction of the effect was sensitive to the value of the product. CRM served as an equaliser: it helped disadvantaged alternatives and reduced the attractiveness of superior alternatives. Experiment 2 showed that the effect of CRM decreased but did not disappear in an easy choice task. These findings are summarised in a simple model and discussed in terms of their potential marketing applications. Copyright © 2003 Henry Stewart Publications.     

Relations between social and emotional competence and mental health: a construct validation study

Researchers working fairly independently of each other have created numerous measures of social and emotional competence (SEC). These measures tend to correlate (sometimes highly) with each other and with measures of stressful events, suggesting potential redundancy. We evaluated which, if any, SEC variables predicted unique variance in social and mental health after controlling for other SEC variables in the study and the impact of stressful events. Three-hundred and thirty-one university students participated in an anonymous, cross-sectional study. We measured stressful events, and a wide variety of SECs, including: social problem solving skill (effective problem orientation, automatic processing, and problem solving), alexithymia (difficulty identifying and describing emotions; minimising emotions), effective emotional control (low rumination, high impulse control, high aggression control, low defensive inhibiting of emotions), and level of emotional awareness. We also assessed a variety of aspects of social and mental health (e.g. depression, anxiety, hopelessness, suicidal ideation, life satisfaction, social support). Covariance analyses revealed that all SEC measures except minimising emotions had significant incremental value over the other measures and over stressful events in predicting social and mental health. The optimal set of predictors differed depending upon the type of health predicted. These findings have important implications for the design of social and emotional intervention programs.