Market and Customer Analysis for Sales Management

Abstract

The application of market and customer analysis to selling is discussed in this article. Four instruments were devised and used with three companies in order to improve the performance of their salespeople. While the needs of salespeople vary according to the company and the industry, these instruments can form the basis for organizing the activities of salespeople.     

Response of the pituitary-adrenal axis in terms of type a behaviour,hostility and vital exhaustion in healthy middle-aged men

Abstract

Pituitary-adrenal axis was studied in terms of Type A behaviour, hostility and vital exhaustion among 69 healthy middle-aged men. The results showed that psychological factors could explain a significant proportion of the biologically manipulated responses of HPA axis, but they worked in different ways. Type A behaviour was related to a high level of mean basal ACTH and a low level of cortisol response to ACTH stimulation after dexamethasone suppression; hostility was related to a high level of mean basal cortisol and a high cortisol in cortisol/ACTH ratio, while vital exhaustion was characterized by a low level of mean basal ACTH and a decreased ACTH in relation to cortisol. The adrenocortical patterns, i.e. a high ACTH-low cortisol; a high cortisol; and a low ACTH-low mean basal cortisol, as related to Type A behaviour, hostility and exhaustion, respectively, are in line with the traditional physiological stress model and suggest that different adrenocortical responses might be able to identify different mental stress processes. Sense of control has been suggested to be a key concept for psychological understanding of this finding.     

Children's use of addition to solve two‐digit subtraction problems

Subtraction problems of the type M ? S = ? can be solved with various mental calculation strategies. We investigated fourth‐ to sixth‐graders' use of the subtraction by addition strategy, first by fitting regression models to the reaction times of 32 two‐digit subtractions. These models represented three different strategy use patterns: the use of direct subtraction, subtraction by addition, and switching between the two strategies based on the magnitude of the subtrahend. Additionally, we compared performance on problems presented in two presentation formats, i.e., a subtraction format (81 ? 37 = .) and an addition format (37 + . = 81). Both methods converged to the conclusion that children of all three grades switched between direct subtraction and subtraction by addition based on the combination of two features of the subtrahend: If the subtrahend was smaller than the difference, direct subtraction was the dominant strategy; if the subtrahend was larger than the difference, subtraction by addition was mainly used. However, this performance pattern was only observed when the numerical distance between subtrahend and difference was large. These findings indicate that theoretical models of children's strategy choices in subtraction should include the nature of the subtrahend as an important factor in strategy selection.     

Langdon Gilkey: In Memoriam

Langdon Gilkey died on 19 November 2004. This article reviews his career and examines elements in his systematic theology such as: (1) fallenness in human nature; (2) the transcendence and graciousness of God; (3) the Neo-Orthodox agenda; (4) creation and the dialogue with science; and (5) inter-religious dialogue. Gilkey's theological method of responding to human experience with the Christian message through a process of interpreting symbols is critically evaluated. This article is simultaneously published in Dialog and Theology and Science.     

A Developing Model Of Exploratory Psychotherapeutic Research: The Process Within The Process

A method to facilitate exploratory or discovery-oriented psychotherapy process research is presented. The personal and professional contexts out of which the need for this new approach to psychotherapy process research arose are described. Several changes in scientific values and beliefs that have occurred as a consequence of the development and use of this methodology are noted.     

Cognitive styles and person–environment fit: Investigating the consequences of cognitive (mis)fit

There is currently considerable interest in the key elements of person–environment fit to understand vocational behaviour and to develop strategic human resource management practices. In the light of this interest, we wanted to investigate (1) whether people within similar functions have similar cognitive styles, and (2) what the consequences of cognitive (mis)fit are on three work attitudes, using two large-scale databases (N = 24,267 and N = 2,182). We identified a knowing-oriented cognitive climate in finance, information technology (IT), and research and development (R&D) functions; a planning-oriented cognitive climate in administrative and technical and production functions; and a creating-oriented cognitive climate in sales and marketing functions and general management. Furthermore, we found that the relationship between people's cognitive styles and work attitudes (i.e., job satisfaction, job search behaviour, and intention to leave) does not depend on the cognitive climate in which they work. However, we did find that people with a higher creating style on average score higher on intention to leave and job search behaviour in comparison with people who score lower on the creating style, irrespective of the cognitive climate they are working in. The cognitive climate also partially affects job satisfaction and intention to leave after controlling for cognitive styles. In summary, cognitive styles and cognitive climate seem to have separate influences on people's work attitudes. Our findings are relevant for selection and recruitment policies of organizations and in the context of training, job design, and workforce planning.     

Different Effects of Dual Task Demands on the Speech of Young and Older Adults

Abstract

Young and older adults provided language samples in response to elicitation questions while concurrently performing 3 different tasks. The language samples were scored on three dimensions: fluency, grammatical complexity, and content. Previous research has shown that older adults use a restricted speech register that is grammatically less complex than young adults’ and has suggested that this restricted speech register is buffered from the costs of dual task demands. This hypothesis was tested by comparing language samples collected during a baseline condition with those produced while the participants were performing the concurrent tasks. The results indicate that young and older adults adopt different strategies when confronted with dual task demands. Young adults shift to a restricted speech register when confronted with dual task demands. Older adults, who were already using a restricted speech register, became less fluent although the grammatical complexity and informational content of their speech was preserved. Hence, some but not all aspects of older adults’ speech are buffered from dual task demands.