Selling and Sales Management in Action: Managerial and Legal Implications of Price Haggling: A Sales Manager's Dilemma

Conventional marketing wisdom suggests that once an organization has carefully selected the target market and positioning of its offering, the price strategy is relatively straightforward. However, with the increasing power of the buyer brought about by the proliferation of offerings, domestic and international, the consolidation of distribution channels, the slowing of market growth as well as legislation contribute to a far from straightforward implementation of the pricing policy. To this end, the authors will examine the managerial and legal implications of haggling over price which the sales manager will face regarding “one-price” and “variable-price” policies, and the effect of these policies on the buying process.

Price haggling has not enjoyed the same tradition in the United States as it has in many overseas markets. Until the end of retail price maintenance in 1975, in most cases the ticket price was the price to be paid. U.S. buyers consider themselves shrewd shoppers, but this shrewdness arises from shopping around, rather than from price negotiation. Indeed, one of the few exposures to price haggling in the United States is experienced while shopping at the car dealership. However, price negotiation is becoming far more common, particularly in business-to-business purchases. The problem, however, is how to administer the proper pricing strategy without alienating customers or violating the law.     

The effects of negative affectivity on self-reported activity limitations in stroke patients: Testing the Symptom Perception,Disability and Psychosomatic Hypotheses

This study investigated whether Negative Affectivity (NA) causes bias in self-report measures of activity limitations or whether NA has a real, non-artifactual association with activity limitations. The Symptom Perception Hypothesis (NA negatively biases self-reporting), Disability Hypothesis (activity limitations cause NA) and Psychosomatic Hypothesis (NA causes activity limitations) were examined longitudinally using both self-report and objective activity limitations measures. Participants were 101 stroke patients and their caregivers interviewed within two weeks of discharge, six weeks later and six months post-discharge. NA and self-report, proxy-report and observed performance activity (walking) limitations were assessed at each interview. NA was associated with activity limitations across measures. Both the Disability and Psychosomatic Hypotheses were supported: initial NA predicted objective activity limitations at six weeks but, additionally, activity limitations at six weeks predicted NA at six months. These results suggest that NA both affects and is affected by activity limitations and does not simply influence reporting.     

Evaluating the impact of a worksite stress management programme for distressed student nurses: A randomised controlled trial

Abstract

The effectiveness of a stress management intervention designed to reduce affective distress in 79 student nurses who previously reported significant distress, was evaluated by comparing stress management with wait-list control. The intervention had reliable, positive effects on affective outcomes including General Health Questionnaire-30, State and Trait Anxiety Inventory, Beck Depression Inventory, and a measure of domestic satisfaction. The intervention also led to an increase in Direct Coping use.

State Anxiety immediately preceding two important examinations, i.e. at 3 and 18 month follow-up, was lower for students receiving stress management. However, no effect was detected on sickness, absence and examination performance following this intervention. Stress management delivered in groups reduces affective distress and increases adaptive coping use in both clinical and academic settings.     

Using Narrative Therapy in the Treatment of Adult Survivors of Childhood Sexual Abuse in the Context of Couple Therapy

Abstract

Childhood Sexual Abuse (CSA) is a prevalent social issue. Many theoretical approaches have been applied to the treatment of CSA, these approaches predominately focus on the treatment of children and adolescents, failing to address adulthood and couples’ relations. This limited focus fails to address long-lasting relational implications CSA survivors face. This paper proposes the application of a systemic therapeutic modality, Narrative therapy when treating adult survivors of CSA in couple therapy. The treatment of CSA in the context of couple therapy will be discussed. Clinical vignettes will be used. Implications for clinical practice and future research will be discussed.     

Emotional Expression During Autobiographical Narratives as a Function of Aging: Support for the Socioemotional Selectivity Theory

People communicate personal stories in very different ways. These variations in communication patterns may be affected by many variables, particularly age. Socioemotional Selectivity Theory (SST) predicts young adults are focused on information gathering to function in society, whereas older adults become increasingly motivated to regulate emotions and pursue emotionally salient yet stable goals and activities. What is not understood is whether communication patterns reflect this developmental transition. Younger and older adults (n = 120) completed negative and positive autobiographical narratives that were analyzed with a Linguistic Inquiry and Word Count Program. Results indicated that younger adults utilized more affective words in general, including more positive, negative, and anxious words during autobiographical narratives. In the positive autobiographical task, older adults used a higher percentage of “family” words, whereas in the negative autobiographical task, younger adults more frequently utilized “friend” words. In terms of pronoun use, there was evidence for increased second and third person pronouns among older adults. Results related to affective, social, and pronoun word use are largely supportive of SST. However, other important findings that were not predicted were noteworthy, including the finding that results varied as a function of narrative valence.     

Rejecting Society: Misanthropy, Friendship and Montaigne

Widespread misanthropy, understood as the disposition to reject society, is at once a permanent source of instability and injustice, and yet also a valuable support of cherished liberal practices, such as toleration. We must seek therefore to ‘civilise’ the misanthropic temper. Michel de Montaigne provides an instructive case study in this context, for he successfully moderated his misanthropy by his conviviality and friendship. The non-conditional character of Montaignean friendship functions to moderate rational misanthropic antipathy and thereby suggests a striking reinterpretation of civic friendship. Montaigne may seem an unpromising ally for contemporary defenders of civic friendship, but in fact his essays provide a valuable resource for the political theory of community.     

Mothers' Psychological Adjustment Following Disaster Affecting Their Children

The authors investigated the psychological adjustment of 37 British women whose adolescent children survived the cruise ship Jupiter's sinking in 1988, about 6 years previously. They compared these women with a group of widows (N = 18) and a group of women who had suffered no major negative life event (N = 15). Psychological adjustment of the 37 women was assessed with the Schedule for Affective Disorders and Schizophrenia Lifetime Version (SADS-L; R. L. Spitzer & J. Endicott, 1975) and various standard questionnaires. The women whose children had been involved in the disaster were found to have suffered a greater number of incidents of psychological distress in the period since the disaster than the women who had suffered no major negative life events but fewer incidents of psychological distress than the widows. The significance of these findings and clinical implications are discussed.     

The Speaking that Silence Is: Prayer as Openness to God

Prayer exists as the dialectic between speaking and falling silent that presupposes, assumes and furthers the openness of the whole self to God. Prayer as speaking comprises thanksgiving, confession, petition, and instruction. Instruction includes a Torah‐like understanding of God's word as law, following Martin Luther. Prayer as silence includes the silence of confusion, the silence of expectation, and the silence of submission, following Søren Kierkegaard.