Mixed interpretations of sales proposal signals

Long-term relationships with customers are critical determinants of a sales organization’s success. However, research tends to assess relational approaches from the salesperson or sales organization’s perspective and often neglects to capture customers’ perspectives which lead to the evaluative success or failure of buyer–seller relationships. This study assesses the seller’s bid-related signals from the buyer’s perspective following their selection or rejection of a business-to-business sales proposal. The authors adopt a theories-in-use approach, utilizing 54 depth-interviews with decision-makers from 33 buyer organizations. Within this data set, findings reveal three bid signals that are represented across both selection and rejection outcomes (i.e. mixed interpretations by buyers). These signals are the seller’s usage of price concessions, sales proposal specificity, and comparative customer examples. To better understand the mechanisms which influence buyers’ mixed interpretations of these signals, the authors utilize the newly-advanced qualitative pivoting technique to identify contextual variables across cases that influence the buyer’s positive or negative signal interpretation.     

What Do You Think About What the Team Said? The Solution-Focused Reflecting Team as a Virtual Therapeutic Community

The authors describe the use of Solution-Focused Brief Therapy with the use of a reflecting team and discuss the benefits they have found for the clients, the reflecting team, and the therapist.     

Strategy Discovery as a Competitive Negotiation between Metacognitive and Associative Mechanisms

Both metacognitive and associative models have been proposed to account for children's strategy discovery and use. Models based on only metacognitive or only associative mechanisms cannot entirely account for the observed mix of variability and constraint revealed by recent microgenetic studies of children's strategy change. We propose a new approach where metacognitive and associative mechanisms interact in a competitive negotiation. This approach provides the flexibility to model the observed variability and constraint.     

Effects of Response Probability on Response Force in Simple RT

Response force (RF) was measured in a simple reaction time (RT) experiment varying response uncertainty by cuing the probability of the response on each trial. In all cases, RF decreased as response probability increased. The dependence of RF on response probability was insensitive to foreperiod length and to the use of loud auditory response signals, although the dependence of RT on response probability was sensitive to both of these manipulations. In combination with previous findings, these results provide evidence that RT and RF can be dissociated. We describe an extension of Naatanen's readiness model that can account for the effects of response probability on RF and RT. According to this model, the distance between motor activation and a threshold for action is relatively large when subjects are unprepared, and a large increment is needed to exceed this threshold, resulting in slow but foreceful responses. A possible neurophysiological implementation of this model is suggested.     

Social comparison after success and failure: Biased search for information consistent with a self-serving conclusion

Based on the traditional and attributional perspectives on social comparison, it was hypothesized that the search for social comparison information after performance outcomes is biased so as to provide evidence consistent with a favorable self-evaluation. In Experiment 1, subjects were led to believe that they obtained 16 or 8 out of 20 items correct on a bogus social sensitivity test and were then led to expect that most other students performed either well or poorly on the test. They were then given the opportunity to inspect up to 50 scored answer sheets from previous subjects. Consistent with the hypothesis, failure subjects requested more information when they expected it to reveal that most students performed poorly than when they expected it to reveal that most students performed well; success subjects showed little interest in this additional information, regardless of their expectancies as to what it would reveal. Experiment 2 employed a different approach to manipulating performance outcomes and led subjects to expect that most other subjects performed better, the same, or worse than themselves. Regardless of their own performance, subjects showed the least interest in additional information in the higher score expectancy condition and the most interest in additional information in the lower score expectancy condition. The role that this information search bias may play in producing self-serving attributions for success and failure and maintaining positive self-evaluations was discussed.     

Family sculpting: II. Some practical examples

This paper reviews a number of practical examples of family sculpting to illustrate possibilities for its use described in a general way in an earlier companion article (Journal of Family Therapy (1981) 3: 341–352). Examples are considered first in relation to generic practical possibilities for sculpting: structural analysis and diagnosis, the inescapability of the concrete, the portrayal of ambiguity. A second set of examples is considered in relation to major practical contexts of sculpting: with children, with students, with workers. The paper concludes with a discussion of the complexity of family sculpting and a comparison of the structural interpretation of sculpting offered here with Papp et al. 's notion of choreography.     

Perceived difficulty,energization, and the magnitude of goal valence

This paper examines the proposition that the mobilization of energy and consequent magnitude of valence of a potential outcome (e.g., goal) is a function of what the individual perceives can and must be done in order to attain or avoid the outcome. An outcome that is difficult to attain or avoid requires a relatively high level of energization and will be relatively attractive, if positive, or unpleasant, if negative. Outcomes that are easy or impossible to attain or avoid require little or no energization and will be relatively low in attractiveness, if positive, or low in unpleasantness, if negative. This formulation was supported by four experiments that demonstrated (a) attractiveness of a goal is a nonmonotonic function of perceived difficulty of attaining it; (b) unpleasantness of a potential negative outcome is a nonmonotonic function of perceived difficulty of avoiding it; (c) the nonmonotonic effect of perceived difficulty on goal attractiveness disappears once instrumental behavior has been completed; and (d) the nonmonotonic effect of perceived difficulty on unpleasantness of a potential negative outcome occurs in immediate but not distant anticipation of initiating instrumental behavior. Alternative explanations, theoretical problems, and implications are discussed.     

Effects of noise letters on decisions: Discrete or continuous flow of information?

Four forced-choice letter-detection experiments examined the effect on detection latency of noise letters that were visually similar to target letters. A single target letter was present in each display. Noise letters were similar to the target letter present in the display (the signal), to a different target letter assigned to the same response as the signal, or to a target letter assigned to the opposite response from the signal. Noise letters were present in either relevant or irrelevant display positions, and two quite different stimulus sets were used. The experiments were designed to test a prediction of models in which information about noise letters is transmitted continuously from the recognition to the decision process. These models predict that responses should be faster when noise letters are visually similar to a target assigned to the same response as the signal than when noise letters are similar to a target assigned to the opposite response. Statistically reliable effects of the type predicted by continuous models were obtained when noise letters appeared in relevant display positions, but not when they appeared in irrelevant positions.