Self‐Enhancement in Military Leaders: Its Relevance to Officer Selection and Performance

We report on two studies in which we measured army cadets' tendencies to engage in two types of self‐enhancement: communal self‐enhancement (a moralistic bias in self‐presentation) and agentic self‐enhancement (an egotistic bias in self‐presentation). These self‐presentation styles were then related to their selection and performance as military leaders. In Study 1, scores on self‐enhancement questionnaires were used to predict selection decisions for 206 applicants to an army officer training program. We found that applicants who were higher in either communal or agentic self‐enhancement were more likely to be accepted for leadership training. In Study 2, we evaluated peer and superior ratings of 94 military cadets' leadership, reflecting leadership emergence and leadership effectiveness, respectively. We found that communal self‐enhancement negatively predicted leadership emergence, with those ratings becoming more negative over a 3‐year time‐span, whereas agentic self‐enhancement positively predicted leadership effectiveness. Our results imply that, at least in the present military context, people making selection decisions should be particularly aware of the relations between (a) applicant self‐enhancement tendencies and those decisions, and (b) high communal self‐enhancement in officer trainees and negative evaluations by their cadet peers.     

The emergence of gender differences in physical aggression in the context of conflict between young peers

It is well known that a gender difference in physical aggression emerges by the preschool years. We tested the hypothesis that the gender difference is partly due to changing tactics in peer interaction. Observations of girls’ and boys’ social initiatives and reactions to opportunities for conflict were made, using the Peer Interaction Coding System (PICS) in four independent samples of children between 9 and 36 months of age, which were aggregated to form a summary data set (N= 323), divided into two age bands (below or above 24 months of age). Linear mixed‐model analyses revealed significant age by gender interactions in the use of bodily force in response to peers’ initiatives and in the tendency to use bodily force at later stages of conflicts with peers. The gender difference in use of force was not explained by differences in the use of verbal tactics. These cross‐sectional findings suggest that girls are initially more likely than boys to use reactive aggression, but then desist, whereas boys increase their use of force to defend their territory and possessions. The difference between older and younger girls likely reflects girls’ abilities to regulate their behaviour in response to social challenges and the fact that girls are explicitly socialized to yield to peers’ demands.     

Perspectives on international collaboration in sales research

Abstract

International research collaboration and co-authorship among scholars is always encouraged, yet it comes with its share of difficulties. While globalization brings its own challenges in sales, this special issue focuses on the challenges of fostering international collaboration in sales research. Such perspective is important in today’s academic context for three main reasons. First, international collaboration in research forces scholars to take an international perspective on research problems and thus consider fields of study that may transcend cultural boundaries. Second, with international research collaboration indubitably comes broader exchanges of ideas. Having a breadth of perspectives is at the very essence of scholastic work. Third, international research collaborations can drive intellectual communities to embrace important global challenges confronting modern sales organizations.     

Return of fear after retrospective inferences about the absence of an unconditioned stimulus during extinction

We examined whether the effect of an extinction phase can be influenced retrospectively by information about the cause of the absence of the unconditioned stimulus (US) during that phase. Participants were subjected to a differential fear conditioning procedure, followed by an extinction procedure. Afterwards, half of the participants were presented with information about a technical failure, which explained why the US had been absent during the extinction phase. The other participants received information that was unrelated to the US. During a subsequent presentation of the target conditioned stimulus (CS), only the former group of participants showed renewed anticipatory skin conductance responding and a return of US expectancy. The results are in accordance with a propositional account of associative learning and highlight the importance of retrospective reasoning as a cause of relapse after exposure therapy.     

Changes in achievement goals and competence perceptions across the college semester

We investigated the relationship between changes in perceptions of competence and changes in achievement goals across a college semester for students enrolled in an introductory psychology course. Two types of competence perceptions were examined: self-efficacy for learning and normative perceived ability. Changes in normative perceived ability were predicted to relate to changes in performance goals, but not mastery goals. Because mastery goals rely on self-referent standards to evaluate ability, we predicted changes in self-efficacy for learning would relate to changes in mastery goals. We also expected changes in self-efficacy for learning to relate to changes in performance goals because learning can lead to the demonstration of superior competence. The predictions were supported for mastery and performance-approach goals, but not for performance-avoidance goals. Very little change in performance-avoidance goals was observed. Scores on the first course exam also predicted change in performance-approach goals, with this effect partially mediated by competence perceptions.