Leaders in Selling and Sales Management: John H. Patterson

Although there is much controversy regarding the teaching of ethics in our universities today, ethical dilemmas are a part of the reality of the sales force. This study examines the differences in the perceptions of sales management students and practitioners in an ethical situation. The results suggest that gender does have an impact on the severity of the consequences and that there are significant differences between the perceptions of practitioners and sales management students.     

Moral reasoning,emotion understanding,and callous-unemotional traits in early-to-middle childhood

Relatively little is known about features of moral reasoning among young children with callous-unemotional (CU) traits (e.g., lack of guilt and empathy). This study tested associations between CU traits and emotion attributions (i.e., identification of others’ emotional states) and justifications (i.e., explanations for those emotional states), across social scenarios involving discreet versus salient distress cues. The participants were boys aged 6-to-10 years (N = 50; M_age = 7 years 7 months), who were interviewed about 12 hypothetical scenarios (eight with discreet and four with salient distress cues). Regression models indicated that CU traits, in interaction with high levels of antisocial behaviour, were associated with reduced emotion attributions of fear in discreet but not salient immoral scenarios. Higher CU traits were also associated with reduced justifications referencing others’ welfare in discreet scenarios, and increased references to action-orientated justifications in salient scenarios. These findings suggest that CU traits are associated with early moral reasoning impairments and that salience of distress may be important to these processes.     

A meta-analysis of the relationship between moral disengagement and bullying roles in youth

Over the last several years, researchers have become increasingly interested in the influence of moral factors on bullying behaviors. This is the first meta-analytic review to exclusively examine the relationship between moral disengagement (MD) and the key bullying roles of bully, victim, defender, and bystander. Forty-seven independent samples examining a total of 43,809 children/adolescents (aged 7–19) were included in this meta-analysis. Results indicated a positive relationship between MD and bullying (r = 0.31; 95% CI [0.27, 0.34]), MD and victimization (r = 0.08; 95% CI [0.05, 0.12]), and a negative relationship between MD and defending (r = −0.11; 95% CI [−0.17, −0.04]). No significant relationship was found for MD and bystanding behavior. Moderators of bullying type (traditional vs. cyberbullying), reporting type (self vs. peer report), age, and gender were included in the analyses. The results are discussed in the context of relevant literature with particular emphasis on the importance of distinguishing between guilty and unconcerned bystanders, and the significant overlap between bullying and victimization in the cyber context.     

The Five Minute Speech Sample as a Measure of Parent–Child Dynamics: Evidence from Observational Research

Use of the Five Minute Speech Sample in parenting research has become increasingly widespread in recent years, raising important questions about how it maps onto other more established methods for assessing parent–child dynamics. Given the historical emphasis on direct observation as a gold standard in such assessment, our aim was to examine associations between the Five Minute Speech Sample and direct observational coding of parent–child interactions, and to evaluate the assumption that the Five Minute Speech Sample reflects moment-to-moment exchanges between parents and children. A systematic search of three databases conducted identified 25 relevant studies (total N?=?2945 child participants). These studies focused largely on four distinct systems for coding the Five Minute Speech Sample, and reported on distinct developmental periods ranging from infancy (17 months) through to adolescence (17 years). In 20 of 25 studies, the Five Minute Speech Sample was significantly associated with observations of parent–child interactions. These associations were apparent in all age groups examined, yet findings for fathers were somewhat more mixed than mothers. Available evidence suggests that the Five Minute Speech Sample holds strong potential as a brief but richly informative tool for indexing parent–child dynamics—particularly affective dimensions of the parent–child relationship—in both research and clinical contexts.     

The menstrual distress questionnaire: Are the critics right?

The Menstrual Distress Questionnaire (MDQ) is the most widely used method of assessing premenstrual symptomatology. It is also the most frequently criticized instrument in this field. A review of the criticisms made toward the MDQ revealed three major issues concerning the reliability and validity of this instrument and the sample from whom normative data were gathered. These issues were examined in light of 49 studies that used this instrument between 1968 and 1990. Many of the criticisms were found to be justified. A marked lack of adequate research into the MDQ’s reliability, problems associated with the normative sample, and uncertain validity were found. In particular, the MDQ appears to measure constructs unrelated to the menstrual cycle and define premenstrual syndrome inaccurately. In addition, the factor structure of this instrument may be unstable. These conclusions were tempered with the knowledge that the MDQ has not been utilized to its full potential in most of the research conducted to date.     

Perceptions of ADHD Among Diagnosed Children and Their Parents: A Systematic Review Using the Common-Sense Model of Illness Representations

Research on children and parents’ experiences of ADHD has grown in recent years, attracting attention to their subjective perception of ADHD as a disorder. Theoretical accounts of illness perception suggest that it is multi-dimensional, consisting of at least five core constructs (see the common-sense model of illness representations or CSM: Leventhal et al., in: Rachman (ed) Medical psychology, Pergamon, New York, vol 2, pp 7–30, 1980, in: Baum, Taylor, Singer (eds) Handbook of psychology and health: social psychological aspects of health, Earlbaum, Hillsdale, vol 4, pp 219–252, 1984). We suggest that the application of CSM in children/adolescents with ADHD and their parents may play an important role in understanding their coping behavior, treatment adherence, and emotional well-being. A systematic search identified 101 eligible studies that investigated the perception of ADHD among diagnosed children/adolescents and their parents. In general, these studies support the existence of the multiple facets of illness representations proposed by the CSM in both diagnosed youngsters and parents indicating substantial variability among both parents and youngsters on each of these facets. The comprehensive assessment of the representations of ADHD indicates imbalance attention to the different representations of ADHD in the literature; disproportional research attention has been paid to the perceived effectiveness of treatment (i.e., treatment control dimension) compared to other illness representations (e.g., timeline, consequence, and coherence), despite research showing their relevance to treatment adherence among other implications. The review identifies the limitation of existing relevant research, needed foci for future studies, specific testable hypotheses, and potential clinical implications of the multifaceted representations of ADHD among youngsters and carers alike.     

What explains the relationship between spatial and mathematical skills? A review of evidence from brain and behavior

Psychonomic Bulletin & Review - There is an emerging consensus that spatial thinking plays a fundamental role in how people conceive, express, and perform mathematics. However, the underlying...     

Development and Preliminary Validation of the Threat Appraisal Questionnaire for Children (TAQ-C)

Despite the emphasis on threat appraisal in cognitive models of anxiety, self-report measures of related processes in children and adolescents have been lacking. This paper reports on the development and preliminary psychometric evaluation of a new measure of threat appraisal for children and adolescents – the Threat Appraisal Questionnaire for Children (TAQ-C). Based on current conceptualisations of threat appraisal, the TAQ-C was designed to index the construct across three dimensions: probability, cost, and coping difficulties. Confirmatory Factor Analysis was used to examine this structure in a community sample of n = 312 children (ages 9–15 years, 55% female). Results indicated that the scores on the instrument capture three factors (Probability, Cost and Coping difficulties). Moreover, a model in which the 1st-order factors loaded significantly on a single 2nd order factor of threat in general, was supported. The TAQ-C was found to demonstrate good internal consistency, and acceptable levels of test-retest reliability within a 3–4 week interval, when evaluated with a subsample of n = 51 children. Support for convergent validity was demonstrated, with TAQ-C scores found to correlate strongly with existing measures of child anxiety, and conceptually related cognitive processes. Divergent validity was also evidenced, with low correlations found between TAQ-C scores and the unrelated construct measure of Hyperactivity-Inattention. The TAQ-C, therefore, appears to be a promising measure with a range of potential applications for child and adolescent settings.     

Religiosity and Risky Sexual Behaviors among an African American Church-based Population

African Americans are disproportionately burdened by STDs and HIV in the US. This study examined the relationships between demographics, religiosity, and sexual risk behaviors among 255 adult African American church-based participants. Although participants were highly religious, they reported an average of seven lifetime sex partners and most inconsistently used condoms. Several demographic variables and religiosity significantly predicted lifetime HIV-related risk factors. Taken together, findings indicated that this population is at risk for HIV. Future research should continue to identify correlates of risky sexual behavior among African American parishioners to facilitate the development of HIV risk reduction interventions in their church settings.     

Assessing the Development of the Sales Profession

As we celebrate the silver anniversary of this journal, it is time to assess the development of sales as a profession. This paper uses the sociology of work literature to develop six criteria society uses in making the attribution of a work group as a profession. Sales is then examined on each of those six dimensions. It is concluded that our discipline meets or exceeds four of the requirements, has mixed results on one construct, and falls short on another criterion. Progress will require the development and enforcement of an ethical code. A strong professional association for all salespeople across all industries could also be very useful in this regard. Future use of technology by salespeople will also impact client views of sales as a profession.