Supervisory Orientations and Salesperson Work Outcomes: The Moderating Effect of Salesperson Location

Although a growing number of companies have salespeople stationed at a site other than their supervisors' (i.e., are remotely located), relatively little attention has been paid in the literature to the differences between managing co-and remote located salespeople. Accordingly, we test the moderating effect of salesperson location on the relationships between three supervisory orientations—output, activity, and capability—and salesperson satisfaction with supervisor and performance.

The results show that salesperson location moderates the relationship between supervisory activity orientation and satisfaction such that activity orientation has a positive effect on the satisfaction of remote located salespeople, but a negative effect on the satisfaction of co-located salespeople. We find that end-results orientation is positively related to the satisfaction of co-located salespeople but not of remote located salespeople. Finally, supervisory capability orientation is positively linked to the performance of co-located salespeople but not of remote located salespeople. The results provide guidance for sales managers about how to structure their interactions with remote and proximally close salespeople.     

Validity Stability Across Entering College Cohorts: Exploring the temporal generalizability of local validity estimates

Local validity studies rely on the assumption that validity estimates from one incumbent sample approximate validity for future applicant pools. We test this assumption using SAT scores and high school grades as predictors of first year college grade point average across multiple college applicant pools for over 100 schools. We present evidence for substantial absolute and rank order consistency in validity estimates. However, this consistency is far less than perfect, resulting in potentially meaningful utility differences over time. In addition, observed fluctuations are not fully explained by sampling error alone.     

Successful or unsuccessful search for risk defusing operators: Effects on decision behaviour

In experiments with quasi-realistic risky scenarios instead of gambles, decision makers are less interested in probability information. Often, they actively search for a risk defusing operator (RDO; an action to be performed in addition to a specific alternative and expected to decrease the risk involved). Examples in daily life are insurance and vaccination. In our experiment, the central independent variable was the successful or unsuccessful RDO search. The central dependent variables were choices and information search behaviour. In order to get information about the applied heuristics, a concurrent Thinking Aloud procedure was employed in addition to the method of Active Information Search. Eighty subjects made a choice in two risky scenarios. The findings confirm that the successful search for an RDO for one of the alternatives is an excellent predictor of choice. If the subject does not search for an RDO or the search is unsuccessful, MAXIMIN was the most frequent heuristic.     

Categorization of Prototypical Stimulus Classes by Pigeons

Previous findings have demonstrated the pigeon's ability to categorize sets of schematic faces defined by a polymorphous feature rule. We present here an experiment that was conducted to evaluate the influence of the category structure determined by the distribution of features across stimulus classes. The task was a middle-value discrimination, involving a band of positive stimuli surrounded by a band of negative stimuli. Two large sets of Brunswik faces were conceptualized as variations of a standard stimulus (prototype) and occupied highly overlapping regions in the feature space. The classes could be separated in terms of a distance-from-prototype rule. Only three of five animals were successful in classification training. Analyses of both the transfer performance and of the effects of feature values on the variance of responding revealed the classical prototype effect-that is, performance determined by the overall similarity to the central tendency of the classes. A theoretical evaluation of the data examines the possibility that pigeons discriminated between the classes by virtue of a prototype-distance rule, although exemplar models offer more parsimonious accounts.     

Gambles vs. quasi-realistic scenarios: expectations to find probability and risk-defusing information

The paper investigates predecisional information search in risky decisions, specifically information concerning the probability of a negative outcome and whether a risk-defusing operator (RDO) is available. Experiment 1 (54 participants) tested the hypothesis that search for such information is triggered by expectations that it can be obtained in the situation. Cues for the availability of information were manipulated. It was predicted that cues mentioning possible information sources raise expectations and consequently increase search activity. Furthermore, gambles were expected to differ from other real world contexts, with lower expectations for RDOs and higher ones for probabilities. The Method of Active Information Search was employed. The number of questions asked about probability and RDOs in different conditions confirmed the hypotheses. Experiment 2 (36 participants) ruled out the alternative interpretation that the expectation to actually find favorable probabilities or applicable RDOs respectively, rather than the expectation to obtain information, determined information search.     

Hempel’s logic of confirmation

This paper presents a new analysis of C.G. Hempel’s conditions of adequacy for any relation of confirmation [Hempel C. G. (1945). Aspects of scientific explanation and other essays in the philosophy of science. New York: The Free Press, pp. 3–51.], differing from the one Carnap gave in §87 of his [1962. Logical foundations of probability (2nd ed.). Chicago: University of Chicago Press.]. Hempel, it is argued, felt the need for two concepts of confirmation: one aiming at true hypotheses and another aiming at informative hypotheses. However, he also realized that these two concepts are conflicting, and he gave up the concept of confirmation aiming at informative hypotheses. I then show that one can have Hempel’s cake and eat it too. There is a logic that takes into account both of these two conflicting aspects. According to this logic, a sentence H is an acceptable hypothesis for evidence E if and only if H is both sufficiently plausible given E and sufficiently informative about E. Finally, the logic sheds new light on Carnap’s analysis.     

Immediate priming and cognitive aftereffects

Three forced-choice perceptual word identification experiments tested the claim that transitions from positive to negative priming as a function of increasing prime duration are due to cognitive aftereffects. These aftereffects are similar in nature to perceptual aftereffects that produce a negative image due to overexposure and habituation to a stimulus. Each experiment tested critical predictions that come from including habituation in a dynamic neural network with multiple levels of processing. The success of this account in explaining the dynamics of repetition priming, associative-semantic priming, and forward masking effects suggests that habituation is a useful mechanism for reducing source confusion between successively presented stimuli. Implications are considered for visible persistence, repetition blindness, attention-based negative priming, attentional blink, inhibition of return, the negative compatibility effect, affect priming, and flanker preview effects.