The 30‐Sec Sale: Using Thin‐Slice Judgments to Evaluate Sales Effectiveness

A successful sale depends on a customer's perception of the salesperson's personality, motivations, trustworthiness, and affect. Person perception research has shown that consistent and accurate assessments of these traits can be made based on very brief observations, or “thin slices.” Thus, examining impressions based on thin slices offers an effective approach to study how perceptions of salespeople translate into real‐world results, such as sales performance and customer satisfaction. The literature on the accuracy of thin‐slice judgments is briefly reviewed. Then, 2 studies are presented that investigated the predictive validity of judgments of salespeople based on thin slices of the vocal channel. Participants rated 20‐sec audio clips extracted from interviews with a sample of sales managers, on variables gauging interpersonal skills, task‐related skills, and anxiety. Results supported the hypothesis that observability of the rated variable is a key determinant in the criterion validity of thin‐slice judgments. Implications for the use of thin‐slice judgments in salesperson selection and customer satisfaction are discussed.     

Proneness to hypomania/mania symptoms or depression symptoms and asymmetrical frontal cortical responses to an anger-evoking event

The behavioral approach system (BAS) reflects the propensity to respond to signals of reward, including stimuli associated with safety and goal-oriented attack (e.g., anger). Hypomania/mania has been posited to involve increased BAS activity. In contrast, depression has been posited to involve decreased BAS activity. Building on past research, which suggests that increased left frontal cortical activity is a neurophysiological index of BAS activity, the present research tested the hypotheses that proneness toward hypomania/mania symptoms would be related to increased relative left frontal activity and that proneness toward depression symptoms would be related to decreased relative left frontal activity in response to an anger-evoking event. Results from 67 individuals who had completed a measure of proneness toward these affective symptoms and were exposed to an anger-evoking event supported the hypotheses.     

Risk factors for arterial ischemic stroke in childhood

Stroke affects up to 13 of 100,000 children, is more common in boys and African Americans, and is associated with considerable cognitive and psychiatric morbidity, as well as motor disability. Around half are hemorrhagic and half are ischemic. Underlying conditions include sickle cell disease, cardiac abnormalities, chromosomal abnormalities (eg, Down syndrome), and neurocutaneous conditions (eg, neurofibromatosis), but up to half the patients with ischemic stroke have no previously diagnosed condition. Although there is almost certainly an important genetic component to stroke risk, head trauma, infections, drugs and radiation appear to play an etiological role in some patients. The majority of the patients with infarction in an arterial distribution have associated cerebrovascular disease. Vascular pathologies include carotid or vertebrobasilar dissection, intracranial vasculopathy affecting the middle and anterior cerebral arteries, which is often transient, and moyamoya. Intermediate risk factors may include hypertension, hypoxia, and poor nutrition leading, for example, to iron deficiency and hyperhomocysteinemia. Some chronic conditions may directly influence the child's behavior and stroke recurrence risk, although large cohorts and randomized controlled trials will be needed before strategies for modification can be evidence-based.     

Stability in force-production tasks

Exerting a force on a mechanical system can induce mechanical instability. To overcome that instability, humans may take advantage of their upper limb mechanical impedance (e.g., hand stiffness). The authors investigated what stiffness is required to maintain static stability and how humans can achieve that stiffness in the context of the task of pushing on a pivoting stick. Results showed that the stiffness required is in the range of measured human upper limb stiffness. To avoid an ill-posed problem, one can better express the requirements for stability as a simple geometrical criterion related to the curvature of the potential energy field at the hand. A planar model of the upper limb revealed that individuals can use both hand rotational and translational stiffness to stabilize a stick. Although hand rotational stiffness does not participate in producing the axial force on the stick, it can significantly contribute to achieving a limb stiffness appropriate for maintaining static stability. Hand rotational stiffness can be important for the design of hand tools, because humans can increase it only by augmenting grip force, a biomechanical factor associated with cumulative trauma injuries of the upper extremities.     

Parents' child‐rearing values and beliefs in the United States and Russia: the impact of culture and social class

Parents' values for their children and their beliefs about appropriate child‐rearing practices contribute to the ways in which they try to shape their children's development. This paper examines the values and beliefs of 71 parents (37 mothers and 34 fathers) from two cities in the United States and Russia. Half of the families were middle class (determined by education and occupation criteria) and half were working class. The results revealed no cross‐societal differences in value for self‐direction in the children; perhaps reflecting the recent economic and ideological changes in Russia. In contrast, significant social class differences, for both mothers and fathers, were found in child‐rearing values and beliefs. Middle class parents in both societies were more likely to value self‐direction and believe that children should have freedom in and around the home, whereas working class parents were more likely to believe that children should be expected to conform to rules. The results of this study underscore the role of within‐society heterogeneity, as a function of social class, in parents' values and beliefs about child‐rearing.     

Childhood maltreatment and college students' current suicidal ideation: a test of the hopelessness theory.

Few studies have examined the relation between childhood maltreatment and adult suicidality within the context of a coherent theoretical model. The current study evaluates the ability of the hopelessness theory of depression's (Abramson, Metalsky, & Alloy, 1989) etiological chain to account for this relation in a sample of 297 undergraduates. Supporting the model, emotional, but not physical or sexual, maltreatment was uniquely related to average levels of suicidal ideation across a 2.5-year follow-up. Further, students' cognitive styles and average levels of hopelessness partially mediated this relation. Although these results cannot speak to causality, they support the developmental model evaluated.     

A goal-striving life event and the onset of hypomanic and depressive episodes and symptoms: perspective from the behavioral approach system (BAS) dysregulation theory

On the basis of the behavioral approach system (BAS) dysregulation theory of bipolar disorder, this study examined the relation between occurrence of a BAS activation-relevant life event--goal striving--and onset of hypomanic and depressive episodes and symptoms. In particular, the authors examined the relation between preparing for and completing final exams (a goal-striving event) and onset of bipolar spectrum episodes and symptoms in college students with bipolar II disorder or cyclothymia (i.e., "soft" bipolar spectrum conditions). One hundred fifty-nine individuals with either a bipolar spectrum disorder (n=68) or no major affective psychopathology (controls; n=91) were further classified on the basis of whether they were college students (i.e., completed final exams). Consistent with the BAS dysregulation theory, preparing for and completing final exams was associated with an increase in hypomanic but not depressive episodes and symptoms in individuals with a soft bipolar spectrum diagnosis. Furthermore, self-reported BAS sensitivity moderated the presence of certain hypomanic symptoms during final exams.     

Acute inhibition of calcineurin restores associative learning and memory in Tg2576 APP transgenic mice

Misfolded amyloid beta peptide (Abeta) is a pathological hallmark of Alzheimer's disease (AD), a neurodegenerative illness characterized by cognitive deficits and neuronal loss. Transgenic mouse models of Abeta over-production indicate that Abeta-induced cognitive deficits occur in the absence of overt neuronal death, suggesting that while extensive neuronal death may be associated with later stages of the human disease, subtle physiological changes may underlie initial cognitive deficits. Therefore, identifying signaling elements involved in those Abeta-induced cognitive impairments that occur prior to loss of neurons may reveal new potential pharmacological targets. Here, we report that the enzymatic activity of calcineurin, a key protein phosphatase involved in phosphorylation-dependent kinase activity crucial for synaptic plasticity and memory function, is upregulated in the CNS of the Tg2576 animal model for Abeta over-production. Furthermore, acute treatment of Tg2576 mice with the calcineurin inhibitor FK506 (10mg/kg i.p.) improves memory function. These results indicate that calcineurin may mediate some of the cognitive effects of excess Abeta such that inhibition of calcineurin shall be further explored as a potential treatment to reverse cognitive impairments in AD.