The Effects of Salesperson Compensation on Perceptions of Salesperson Honesty1

A reputation for honesty and trustworthiness is important to success in sales. In this article, we report 2 experiments examining the effects on perceived salesperson honesty of information about how the salesperson is compensated (commissions vs. straight salary). In both experiments, commissioned salesmen were perceived as less honest than were noncommissioned salesmen, but compensation method had no effect on the perceived honesty of saleswomen. The discussion of these findings focuses on their implications for sales management.     

Everlasting check or philosophical fiasco: a response to Alexander George’s interpretation of Hume’s ‘Of Miracles’

In his The Everlasting Check: Hume on Miracles, Alexander George claims to provide readers with a single unified interpretation of Hume’s ‘Of Miracles’ that demonstrates Hume’s actual argument is philosophically rich and far more robust than is generally thought. This response argues that George is unsuccessful, ignoring crucial passages and misinterpreting others.     

Surviving death: how to refute termination theses

When deciding how ‘death’ should be defined, it is helpful to consider cases in which vital functions are restored to an organism long after those vital functions have ceased. Here I consider whether such restoration cases can be used to refute termination theses. Focusing largely on the termination thesis applied to human animals (the view that when human animals die they cease to exist), I develop a line of argument from the possibility of human restoration to the conclusion that in many actual cases, human animals continue to exist after they die. The line of reasoning developed here can be extended to show that other organisms survive death in many actual cases. This line of reasoning improves on other arguments that have been offered against termination theses. And if my argument regarding human animals surviving death is successful, then assuming that human persons are animals, we can also conclude that human persons in many actual cases continue to exist after death.     

Reaching Our 75th Anniversary: A History of AGPA 1992–2017—Part 3

This is the third in a series of three articles that chronicle and examine the 25-year history of the American Group Psychotherapy Association from 1992 to 2017. This time period has been divided into three naturally occurring eras: the pre–9/11 era, the 9/11 era, and the post–9/11 era. To permit meaningful comparisons across time, an effort has been made to contextualize events and to examine each era using the same set of seven facets/dimensions: (1) mission(s); (2) structure and administration; (3) jewels in the crown; (4) membership; (5) financial health; (6) organizational tensions and family dynamics; (7) relationships with the outside world.

This account while based on objective data, like all such histories, is inherently subjective. Choices about which specific events to chronicle, as well as their meaning and significance, are filtered through the authors’ perceptual and conceptual lenses.

This third section focuses on the post–9/11 era.     

Reaching Our 75th Anniversary: A History of AGPA 1992–2017—Part 2

This is the second in a series of three articles that chronicle and examine the 25-year history of the American Group Psychotherapy Association from 1992 to 2017. This time period has been divided into three naturally occurring eras: the pre–9/11 era, the 9/11 era, and the post–9/11 era. To permit meaningful comparisons across time, an effort has been made to contextualize events and to examine each era using the same set of seven facets/dimensions: (1) mission(s); (2) structure and administration; (3) jewels in the crown; (4) membership; (5) financial health; (6) organizational tensions and family dynamics; and (7) relationships with the outside world.

This account, while based on objective data, like all such histories, is inherently subjective. Choices about which specific events to chronicle, as well as their meaning and significance, are filtered through the authors’ perceptual and conceptual lenses.

This second section focuses on the 9/11 era.     

Executive Functioning Correlates of <Emphasis Type="Italic">DSM-5</Emphasis> Maladaptive Personality Traits: Initial Evidence from an Italian Sample of Consecutively Admitted Adult Outpatients

In order to evaluate the associations between computer-administered tasks of executive functioning (EF), and maladaptive personality domains and traits listed in DSM-5 Alternative Model of Personality Disorders, 53 consecutively admitted psychotherapy outpatients (female participants: n?=?27, 50.9%; male participants: n?=?26, 49.1%; participants’ mean age?=?37.28 years, SD?=?11.50 years) were administered the Psychology Experiment Building Language (PEBL) EF tasks and the Personality Inventory for DSM-5 (PID-5). According to rank-order correlation analyses, a number of non-negligible and specific associations were observed between selected PID-5 scales and indices of participants’ performance on EF tasks. MM robust regression models showed that participants’ performance on computer-administered EF tasks explained a non-negligible amount of variance in selected PID-5 scale scores (median R² value?=?.17). As a whole, our trait-level analyses of PID-5 dimensions suggest the clinical usefulness of integrating self-reports and EF laboratory tasks in routine clinical assessment.     

Anger and sadness in response to an emotionally neutral film: evidence for age-specific associations with well-being

When the association between emotion and well-being is being considered, positive emotions usually come to mind. However, negative emotions serve important adaptive functions and particular negative emotions may be especially adaptive at different stages of adult development. We examined the associations between self-reported negative emotions in response to an emotionally neutral, thematically ambiguous film and subjective well-being among 76 young (age 20-29), 73 middle-aged (age 40-49), and 73 older (age 60-69) adults. Results indicated that higher self-reported anger in response to the film was associated with higher well-being for middle-aged adults, but not for young and older adults. Higher self-reported sadness in response to the film was associated with higher well-being for older adults, but not for young and middle-aged adults. These findings were stronger for cognitive well-being (i.e., satisfaction with life) than for affective well-being (i.e., ratio of dispositional positive to negative affect) and were specific to these emotions (not found for self-reported disgust or fear) and to the emotionally neutral film (not found for sad or disgusting films). Results are discussed in terms of the functions that anger and sadness are thought to serve and the control opportunities afforded in midlife and late life that render these functions differentially adaptive.     

Learning to Make Selection and Detection Decisions: The Roles of Base Rate and Feedback

The effects of type of feedback and base rate on threshold learning in a multiple‐cue decision task were examined. In most such decision experiments, participants receive feedback after every trial (full feedback), and a single base rate (usually 0.5) is used. Our experiment explored conditional feedback (feedback only after positive decisions) representing common selection and detection tasks (such as hiring), where the decision maker receives no feedback unless the decision is positive (e.g., hire the applicant). We used three base rates (0.2, 0.5, and 0.8). As expected, performance was best in full feedback, but after 300 learning trials, the difference was small. Conditional feedback generally resulted in fewer positive decisions than full feedback, but this difference was not found in the low (0.2) base rate condition. There were interactions between base rates and types of feedback. Results provide partial support for the constructivist encoding hypothesis of Elwin and colleagues. Simulation results suggest that our results may reflect overconfidence when feedback is not given. With respect to rate of learning, when the base rate was 0.2, conditional feedback participants reached approximately the same selection rate but did so more slowly than the full feedback participants. Partial feedback participants learned slower and appeared to be still learning after 500 trials. When the base rate was 0.5 or 0.8, partial feedback was nearly as good as full feedback, but conditional feedback resulted in a systematically lower rate of positive decisions. Copyright © 2011 John Wiley & Sons, Ltd.     

Eye of the beholder: the individual and dyadic contributions of empathic accuracy and perceived empathic effort to relationship satisfaction

This study examined links between two distinct facets of empathy-empathic accuracy and perceived empathic effort-and one's own and one's partner's relationship satisfaction. Using a video recall procedure, participants (n = 156 couples in committed relationships) reported on their own emotions and their perceptions of partners' emotions and partners' empathic intentions during moments of high affect in laboratory-based discussions of upsetting events. Partners' data were correlated as a measure of how accurately they were able to read what the other was feeling and to what degree they felt the other was trying to be empathic at those moments. The perception of empathic effort by one's partner was more strongly linked with both men's and women's relationship satisfaction than empathic accuracy. Men's relationship satisfaction was related to the ability to read their partners' positive emotions accurately, whereas women's relationship satisfaction was related to their partners' ability to read women's negative emotions accurately. Women's ability to read their husbands' negative emotions was positively linked to both men's and women's relationship satisfaction. Findings suggest that the perception of a partner's empathic effort-as distinct from empathic accuracy-is uniquely informative in understanding how partners may derive relationship satisfaction from empathic processes. When working with couples in treatment, heightening partners' perceptions of each other's empathic effort, and helping partners learn to demonstrate effort, may represent particularly powerful opportunities for improving satisfaction in relationships.