Salesperson Motivation to Perform and Job Satisfaction: A Sales Contest Participant Perspective

Salespeople's perceptions of a program of sales contests offered by several organizations over time are empirically assessed, and related to both sales performance and job satisfaction. The results suggest variability in attitudes toward contest benefits, goals, rewards, budget, themes, timing and frequency, and outcomes. Conclusions and managerial implications are discussed. The authors gratefully acknowledge the support of the Direct Selling Education Foundation in this project. Special thanks to Marlene Futterman.     

‘See it doesn’t look pretty does it?’ Young adults’ airbrushed drinking practices on Facebook

A range of negative health outcomes are associated with young adults’ drinking practices. One key arena where images of, and interaction about, drinking practices occurs is social networking sites, particularly Facebook. This study investigated the ways in which young adults’ talked about and understood their uses of Facebook within their drinking practices. Face-to-face, semi-structured interviews were conducted with seven New Zealand young adults as they displayed, navigated and talked about their Facebook pages and drinking behaviours. Our social constructionist thematic analysis identified three major themes, namely ‘friendship group belonging’, ‘balanced self-display’ and ‘absences in positive photos’. Drinking photos reinforced friendship group relationships but time and effort was required to limit drunken photo displays to maintain an overall attractive online identity. Positive photos prompted discussion of negative drinking events which were not explicitly represented. Together these understandings of drinking photos function to delimit socially appropriate online drinking displays, effectively ‘airbrushing’ these visual depictions of young adults’ drinking as always pleasurable and without negative consequences. We consider the implications of these findings for ways alcohol health initiatives may intervene to reframe ‘airbrushed’ drinking representations on Facebook and provoke a deeper awareness among young people of drinking practices and their online displays.     

Manifest Failure Failure: The Gettier Problem Revived

If the history of the Gettier Problem has taught us anything, it is to be skeptical regarding purported solutions. Nevertheless, in “Manifest Failure: The Gettier Problem Solved” (2011), that is precisely what John Turri offers us. For nearly fifty years, epistemologists have been chasing a solution for the Gettier Problem but with little to no success. If Turri is right, if he has actually solved the Gettier Problem, then he has done something that is absolutely groundbreaking and really quite remarkable. Regrettably, however, while Turri’s account is both intuitive and elegant—improving upon many seminal projects within contemporary epistemology—I argue in this paper that any success against Gettier counterexamples it affords is merely fleeting. Straightforwardly, this is done in two sections. In §1, I briefly sketch Turri’s proposed solution to the Gettier Problem. Then, in §2, I level a counterexample against it. Unfortunately for Turri and his solution, in this paper we will see history repeat itself.     

The problem of the basing relation

In days past, epistemologists expended a good deal of effort trying to analyze the basing relation—the relation between a belief and its basis. No satisfying account was offered, and the project was largely abandoned. Younger epistemologists, however, have begun to yearn for an adequate theory of basing. I aim to deliver one. After establishing some data and arguing that traditional accounts of basing are unsatisfying, I introduce a novel theory of the basing relation: the dispositional theory. It begins with the pedestrian observation that beliefs stand or fall with their bases. The theory I offer is an elucidation and refinement of this thought.     

From exclusion to inclusion; supporting Special Educational Needs Co-ordinators to keep children in mainstream education: a qualitative psychoanalytic research project

This paper draws on my doctoral research study based on consulting work with three primary school Special Educational Needs Co-ordinators (SENCos) that took place in 2008. The study examined the interactions that arose in the consultations with the SENCos and their staff. The findings that emerged from the application of Grounded Theory research methodology showed that the consultant, the SENCos and the children for whom they were responsible all felt on the edge of school life. SENCos and their staff were subject on a daily basis to powerful projections from children who were unable to tolerate difficult feelings and they were at risk of becoming identified with these feelings. The consultant in turn was the recipient of powerful projections from the SENCos. These complex dynamics of projective identification are examined in the study. The question of how SENCos and staff can better support children on the edge of exclusion with these unregulated feeling states is discussed. It is proposed that senior management teams and policy makers are essential in putting the SENCo role more at the centre of schools, both physically and in terms of how it is perceived. The need for access to a consultant who can help SENCos to understand and process extreme feelings is recommended as a way forward.     

Integrating multiple perspectives on schadenfreude: The role of deservingness and emotions

Schadenfreude, or pleasure in another person’s misfortune, has been linked to a cognitive appraisal that other deserves the misfortune. In the present study we develop a structural model that links schadenfreude to global self-esteem, pain of inferiority, hostile and benign envy, resentment, perceived deservingness, and sympathy. We also examine the effects of ingroup/outgroup membership on schadenfreude and test for the invariance of our structural model between these two conditions. Participants (n = 170) responded to a hypothetical scenario that manipulated ingroup/outgroup membership and perceived deservingness in relation to other’s initial success and subsequent failure. Results supported a structural model that showed invariance. They also showed that more schadenfreude was reported when the outgroup member failed and more sympathy and anger when the ingroup member failed. These results provide an integrated structural approach to the analysis of schadenfreude.     

Updating positive and negative stimuli in working memory in depression

Difficulties in the ability to update stimuli in working memory (WM) may underlie the problems with regulating emotions that lead to the development and perpetuation of mood disorders such as depression. To examine the ability to update affective material in WM, the authors had diagnosed depressed and never-disordered control participants perform an emotion 2-back task in which participants were presented with a series of happy, sad, and neutral faces and were asked to indicate whether the current face had the same (match-set) or different (break-set or no-set) emotional expression as that presented 2 faces earlier. Participants also performed a 0-back task with the same emotional stimuli to serve as a control for perceptual processing. After transforming reaction times to control for baseline group differences, depressed and nondepressed participants exhibited biases in updating emotional content that reflects the tendency to keep negative information and positive information, respectively, active in WM. Compared with controls, depressed participants were both slower to disengage from sad stimuli and faster to disengage from happy facial expressions. In contrast, nondepressed controls took longer to disengage from happy stimuli than from neutral or sad stimuli. These group differences in reaction times may reflect both protective and maladaptive biases in WM that underlie the ability to effectively regulate negative affect.     

Identifying early signs of aggression: psychometric properties of the Cardiff infant contentiousness scale

Our aim was to develop an age-appropriate measure of early manifestations of aggression. We constructed a questionnaire about normative developmental milestones into which a set of items measuring infants' use of physical force against people and expressed anger were included. These items comprise the Cardiff Infant Contentiousness Scale (CICS). Evidence for the reliability and validity of the CICS is provided from analyses of a sample of N=310 British infants, assessed at a mean age of 6 months as part of a larger longitudinal study of the development of aggression. The informants' CICS ratings demonstrated reasonable levels of internal consistency and interrater agreement. Informants' ratings were validated by observations of infants' distress in response to restraint in a car seat. Longitudinal analyses revealed that contentiousness was stable over time and that contentiousness at 6 months predicted infants' later use of force with peers. When used in the company of other methods, the simple four-item CICS scale could serve as a useful screen for early manifestations of aggressiveness in human infants.     

Intergenerational class mobility in Britain: A comparative look across three generations in the Lothian Birth Cohort 1936

The Lothian Birth Cohort 1936 sample is in a uniquely good position to provide relevant data on social class mobility patterns over most of the last century. These participants, with known ultimate social class attainment, took a validated mental test in the Scottish Mental Survey of 1947 and were followed up at approximately age 70. Then, besides their own age 11 mental ability data and educational and occupational attainment, they reported educational and occupational data on their parents and offspring. We constructed structural equation models of participant and offspring social class attainment and odds of social class movement, and compared results with those from the similarly recruited and assessed Lothian Birth Cohort 1921. In the 1936 cohort, relative transmission of social class from one generation to the next decreased, while relative transmission of educational attainment increased. In addition, effects of childhood IQ and educational attainment on social class decreased, apparently due to relative decrease in overall upward mobility and absolute increase in overall education level.