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.     

Applying multiple models to predict clinicians’ behavioural intention and objective behaviour when managing children's teeth

This study used multiple theoretical approaches simultaneously to predict an objectively measured clinical behaviour. The six theoretical approaches were: The Theory of Planned Behaviour (TPB), Social Cognitive Theory (SCT), Common Sense Self-Regulation Model (CS-SRM), Operant Learning Theory (OLT), Action Planning (AP) and the Precaution Adoption Process (PAP), with knowledge as an additional predictor. Data on variables from these models were collected by postal survey. Data on the outcome behaviour, the evidence-based practice of placing fissure sealants, was collected from clinical records. Participants were 133 dentists (64% male) in Scotland. Variables found to predict the behaviour were: intention, attitude, perceived behavioural control, risk perception, outcome expectancies, self efficacy, habit, anticipated consequences, experienced consequences and action planning. The TPB, SCT, AP, OLT and PAP significantly predicted behaviour but the CS-SRM did not. A combined (Stepwise) regression model included only intention and action planning. Post hoc analyses showed action planning mediated effect of intention on behaviour. Taking a theory-based approach creates a replicable methodology for identifying factors predictive of clinical behaviour and for the design and choice of interventions to modify practice as new evidence emerges, increasing current options for improving health outcomes through influencing the implementation of best practice.     

A Service Member's Self in Transition: A Longitudinal Case Study Analysis

Adopting a narrative approach with a dialogical framework, a longitudinal case study is presented that describes a service member's self in transition from active service into the civilian population. An analysis and interpretation of the case study leads to the hypothesis that if a dominant military I-position appears in the self, a transition may initially create decentering movements of the self that in turn decrease integration and dialogical capacity of the self. New narrative concepts of who one is to become may take time to shape and anchor in corresponding I-position(s) of the self, and self-adaption may only reach a certain level of integration. However, the rise of a third position may unify two conflicting parts, or I-positions, of the self. This may prove to be a promising development for integration and dialogue of the self. Future research is encouraged that examines this hypothesis more broadly.     

The General Factor of Personality (GFP) Relates to Other Ratings of Character and Integrity: Two validity studies in personnel selection and training of the Dutch armed forces

In two studies, we tested whether scores on the general factor of personality (GFP) are associated with other ratings of character and integrity. In Study 1, a total of 3,670 applicants for a military job filled out personality surveys and went through a selection interview. GFPs extracted from two different personality surveys showed meaningful relationships with the job suitability judgments based on the interviews. In Study 2, supervisors rated the integrity of participants (N = 167) who followed a 4‐month military training at the Royal Dutch Military Police. GFPs extracted from three different surveys were correlated with integrity. The findings imply that the GFP is associated with behavioral outcomes, and that the GFP is potentially relevant for personnel selection and appraisal.