Correspondence between statistically derived behavior problem syndromes and child psychiatric diagnoses in a community sample

The correspondence between Diagnostic and Statistical Manual (3rd ed.) (DSM-III) diagnoses and statistically derived syndromes was examined within a community sample of children and adolescents in Puerto Rico. Specifically, the extent to which behavior dimensions, derived from the Child Behavior Checklist and the Youth Self-Report, corresponded to psychiatric diagnoses, derived from parent and child versions of the Diagnostic Interview Schedule for Children, was examined. The alternative approaches for assessing psychopathology in children and adolescents were compared against external validators. The results indicated a meaningful convergence between DSM-III diagnoses and statistical syndromes; however, a one-to-one correspondence did not emerge. Little evidence was found for diagnostic thresholds. There was no evidence of the superiority of either the statistically derived syndromes or the DSM-III diagnoses. The incorporation of a measure of impairment improved the validity of both approaches. Adding parental reports to the selfreports of adolescents yielded little gain in the validity of either the statistical or diagnostic approach. The implications for the definition and assessment of child and adolescent disorders are discussed.This research was supported by grant MH 38821 from the National Institute of Mental Health.The authors wish to acknowledge Glorisa Canino, Ph.D., and Maritza Rubio-Stipec, M.A., of the University of Puerto Rico, co-investigators in the epidemiologic project and to Barbara Bettes, Ph.D. for her contribution to preliminary analyses for this manuscripl. Portions of this paper were presented at the 38th Annual Meeting of the American Academy of Child and Adolescent Psychiatry, San Francisco, October 1991.     

Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness,adaptive selling,and role conflict

This research investigates the effects of sales-service ambidexterity on salesperson role perceptions, behaviors, and customer satisfaction. Using a business-to-business, salesperson-customer sample, we build and test a model which highlights both the positive and negative consequences of this simultaneous goal pursuit. Specifically, while sales-service ambidexterity positively impacts adaptive selling behaviors, it also increases perceptions of role conflict among salespeople. Customer demandingness moderates these relationships. Taken together, the results provide insights for firms on how to manage their sales force to optimize both sales and service outcomes based on characteristics of their salespeople and customers.     

Response to Comment: Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations

This response addresses the comments of Sharma, Rich, and Levy (2004) about the generalizability of the performance effect. The comments are addressed by bringing additional theoretical and empirical support with a new study that replicates and extends the results of our 2003 paper. Results confirm our 2003 findings that bottom performers overestimate and that top performers underestimate their job performance. Further, results confirm our 2003 findings that bottom performers are significantly more inaccurate than top salespeople in their performance estimation. Finally, this study extends previous research by providing evidence that the inaccuracy in self-evaluations is reduced when factualbased questions are used.     

A Meta-Analytic Comparison of Managerial Ratings and Self-Evaluations

The purpose of this study was to examine the equivalence of self-reports and managerial ratings of salesperson job performance. A meta-analysis showed that the two measures exhibited low convergent validity (mean corrected correlation = 0.19), which indicated that they are not interchangeable. The predictive validity of self-reports and managerial ratings was compared. Managerial ratings had a corrected mean correlation of 0.44 with objective performance, whereas the corrected mean correlation between self-reports and objective measures was 0.34. Further meta-analytic investigations showed that the divergence between self-reports and managerial ratings was attributable to the performance effect. A discussion of the findings and avenues for further research are also provided.     

The double-edged effects of emotional intelligence on the adaptive selling–salesperson-owned loyalty relationship

Emotional intelligence can positively impact sales outcomes. However, research is needed to enhance our understanding about how salesperson's emotional intelligence affects adaptive selling and customer outcomes. This study uses dyadic data from 150 customers matched with 25 salespeople to investigate relationships among emotional intelligence, adaptive selling (AS) and customer loyalty perceptions. Research findings show that regulation of emotions negatively affects salesperson-owned loyalty (SOL), while it positively moderates the AS-SOL relationship. These findings are critical as they challenge the pervasive conception of the positive impact of regulation of emotions in sales. Results also provide further evidence that SOL is important to the firm as it positively affects loyalty to the service provider and through mediating processes also impacts word of mouth.