Microcomputer Applications: Microcomputer Applications: Accelerating the Salesperson Learning Curve

Marketing researchers, in general, have increased their usage of multi-item scaled measures dramatically in the past decade. This article relates a project that categorized and summarized the uses of these measures during the 1980's. It describes first some general findings vis-a-vis all areas of marketing research and then gives some highlights of sales related measures in specific. Finally, based on our observations during the course of the project we make some basic recommendations for the improvement of scale-measurement and reporting.     

Interpreting Heidegger on Das Man

In their debate over my interpretation of Heidegger's account of das Man in Being and Time, Frederick Olafson and Taylor Carman agree that Heidegger's various characterizations of das Man are inconsistent. Olafson champions an existentialist/ontic account of das Man as a distorted mode of being‐with. Carman defends a Wittgensteinian/ontological account of das Man as Heidegger's name for the social norms that make possible everyday intelligibility. For Olafson, then, das Man is a privative mode of Dasein, while for Carman it makes up an important aspect of Dasein's positive constitution. Neither interpreter takes seriously the other's account, though both acknowledge both readings are possible. How should one choose between these two interpretations? I suggest that we choose the interpretation that identifies the phenomenon the work is examining, gives the most internally consistent account of that phenomenon, and shows the compatibility of this account with the rest of the work.     

Diversity cues on recruitment websites: investigating the effects on job seekers' information processing

Although job seekers' motivation to process the information encountered during recruitment partially influences recruitment success, little is known about what motivates more thorough information processing. To address this issue, we integrated recruitment and social information processing theories to examine the possibility that diversity cues on recruitment websites influence website viewers' processing of presented information. Utilizing a controlled experiment and a hypothetical organization, Study 1 revealed that both Blacks and Whites spent more time viewing recruitment websites and better recalled website information when the sites included racial diversity cues. These relationships were stronger for Blacks, and organizational attractiveness perceptions mediated these effects for Blacks but not for Whites. Study 2 found similar relationships for Black and White participants viewing real organizational recruitment websites after taking into account perceived organizational attributes and website design effects. Implications of these findings for recruiting organizations are discussed.     

Electrophysiological correlates of exemplar-specific processes in implicit and explicit memory

The present ERP study investigated the retrieval of task-irrelevant exemplar-specific information under implicit and explicit memory conditions. Subjects completed either an indirect memory test (a natural/artificial judgment) or a direct recognition memory test. Both test groups were presented with new items, identical repetitions, and perceptually different but conceptually similar exemplars of previously seen study objects. Implicit and explicit memory retrieval elicited clearly dissociable ERP components that were differentially affected by exemplar changes from study to test. In the indirect test, identical repetitions, but not different exemplars, elicited a significant ERP repetition priming effect. In contrast, both types of repeated objects gave rise to a reliable old/new effect in the direct test. The results corroborate that implicit and explicit memory fall back on distinct cognitive representation and, more importantly, indicate that these representations differ in the type of stimulus information stored. Implicit retrieval entailed obligatory access to exemplar-specific perceptual information, despite its being task irrelevant. In contrast, explicit retrieval proved to be more flexible with conceptual and perceptual information accessed according to task demands.     

The interaction of subjectivization and concept placement in the processing of cleft sentences

In four experiments the interaction of grammatical subjectivization of a concept and placing a concept at the head of a cleft sentence has been studied. It has been assumed that on the speaker's part both features are the result of attention focusing and in the case of the listener serve to focus his attention. Further it has been assumed that the speaker might be expected to avoid sentences in which the “marked-off” concept is not at the same time subjectized and that the listener should be irritated by, and rate negatively, sentences with two competing attentional foci. The four experiments described in this paper confirmed these predictions.     

Do overall dimension ratings from assessment centres show external construct-related validity?

ABSTRACT

There have been repeated calls for an external construct validation approach to advance our understanding of the construct-related validity of assessment centre dimension ratings beyond existing internal construct-related validity findings. Following an external construct validation approach, we examined whether linking assessment centre overall dimension ratings to ratings of the same dimensions that stem from sources external to the assessment centre provides evidence for construct-related validity of assessment centre ratings. We used data from one laboratory assessment centre sample and two field samples. External ratings of the same dimensions stemmed from assessees, assessees’ supervisors, and customers. Results converged across all three samples and showed that different dimension-same source correlations within the assessment centres were larger than same dimension-different source correlations. Moreover, confirmatory factor analyses revealed source factors but no dimension factors in the latent factor structure of overall dimension ratings from the assessment centre and from external sources. Hence, consistent results across the three samples provide no support that assessment centre overall dimension ratings and ratings of the same dimensions from other sources can be attributed to dimension factors. This questions arguments that assessment centre overall dimension ratings should have construct-related validity.