Generating and sharing of market intelligence in sales teams: an economic social network perspective

In this research, we take a multimethod approach to shed light on the potential costs to sales teams that generate and share market intelligence (MI). First, we introduce an analytical model to propose the respective levels of effort that sales managers, experts, and team members spend generating and sharing MI. To test our propositions, we utilize social network data from 40 independent, business-to-business (B2B) sales teams, representing 287 salespeople. Interestingly, our results support the premise that team members become dependent (reduce MI efforts) when their sales manager or team expert shares MI among the team. We term this a “sharing tax” that sales managers and team experts pay when they share MI. Consequently, sales managers demonstrate greater MI-generation efforts the more they share MI. We also find that experts who share more (less) also show greater (lesser) MI-generation efforts, but only for teams where sales managers share low (high) levels of MI. In summary, our research innovatively conducts an empirical test of the Nash Equilibrium pattern of sales team effort to show that two critical team members, the sales manager and expert, are at a disadvantage when they share valuable MI.     

Waxing and waning in concert: dynamic comorbidity of conduct disorder with other disruptive and emotional problems over 7 years among clinic-referred boys

Six waves of structured diagnostic assessments were conducted of 168 clinic-referred 7- to 12-year-olds, over 7 years. Wave-to-wave changes in the number of conduct disorder (CD) behaviors were paralleled by correlated changes in the numbers of symptoms of oppositional defiant disorder (ODD), attention-deficit/hyperactivity disorder (ADHD), depression, and anxiety. In addition, CD in Wave 1 predicted levels of ODD, ADHD, depression, and anxiety in later waves when initial levels of those symptoms were controlled, but only ODD in Wave 1 predicted CD in later waves when initial CD levels were controlled. These findings indicate a striking degree of dynamic comorbidity between CD and other types of psychopathology and provide an initial empirical framework for needed developmental models of comorbidity.     

Reviews: Books, Art

POLITICS ON THE COUCH: CITIZENSHIP AND THE INTERNAL LIFE. By Andrew Samuels, 235 pp. New York: Karnac (Other Press). $16.00. MARTHA, MARTHA: HOW CHRISTIANS WORRY. By Elaine Leong Eng, M.D. Binghamton, NY: Haworth Press, Inc., 2000. $14.95. SPILT MILK: PERINATAL LOSS AND BREAKDOWN. Edited by Joan Raphael-Leff. 100 pp. London: Institute of Psychoanalysis, 2000. MOTHERHOOD AND SEXUALITY. By Marie Langer, 305 pp. New York: Other Press, 2000. $30.00. BRANCHING STREAMS FLOW IN THE DARKNESS: ZEN TALKS ON THE SANDOKAI. By S. Suzuki. Eds: M. Weitsman and M. Wegner. 193 pp. Berkeley, CA: University of California Press. $22.50. RESTORED HARMONY: AN EVIDENCE BASED APPROACH FOR INTEGRATING TRADITIONAL CHINESE MEDICINE INTO COMPLEMENTARY CANCER CARE. By Stephen Sagar, MD. xviii + 134 pp. Hamilton, Ontario, Canada: Dreaming Dragonfly Communications, 2001. $19.95 (US); $29.95 (Can.), paperback. (ISBN: 0-9689488-0-4). CHIYO-NI, WOMAN HAIKU MASTER. By Patricia Donegan and Yoshie Ishibashi, 184 pp. Boston: Charles E. Tuttle Co., 1998. $16.95. THE METAPHYSICAL CLUB: A STORY OF IDEAS IN AMERICA. By Louis Menand, 442 pp. New York: Farrrar, Straus, and Giroux, 2001. $27.00. BUDDHISM WITHOUT BELIEFS: A CONTEMPORARY GUIDE TO AWAKENING. By Stephen Bachelor, 127 pp. Riverhead Books, 1997. $21.95. Video Art is Dead, Long Live Video Art     

Natural mentors and adolescent resiliency: a study with urban youth

Natural mentors may play an important role in the lives of adolescents. We interviewed 770 adolescents from a large Midwestern city. Fifty-two percent reported having a natural mentor. Those with natural mentors were less likely to smoke marijuana or be involved in nonviolent delinquency, and had more positive attitudes toward school. Natural mentors had no apparent effect on anxiety or depression. Using the resiliency theory framework, natural mentors were found to have compensatory but not protective effects on problem behaviors, and both compensatory and protective effects on school attitudes. Direct and indirect (mediated) effects of natural mentors are explored for problem behaviors and school attitudes. The potential importance of natural mentors is supported, and implications for future research are considered.     

Lateral asymmetry in phonological processing: relating behavioral measures to neuroimaged structures

Recent neuroimaging studies have revealed neuroanatomical centers of activation that appear to be linked specifically to phonological processes. Furthermore, there is evidence that these centers of activation are more likely to be bilaterally represented in women than in men. However, behavioral evidence of such hemispheric asymmetries or of related sex differences is somewhat inconsistent. Two experiments were carried out to determine whether behavioral correlates of the neuroimaging findings could be demonstrated. The first experiment employed a rhyme-matching task used in a recent neuroimaging study, in which two nonsense words were projected successively to the left or right sides of the visual field. The results indicated that the left hemisphere was superior for this task. An analysis of gender effects, however, revealed that the asymmetry was restricted to men. The second experiment employed a lateralized pseudohomophone detection task that was designed to determine whether the results of the first experiment could be confirmed in the context of a phonological task with a simpler structure. This experiment broadly supported the findings of the first experiment. The results support the specialization of the left hemisphere for phonological processing, and the existence of gender differences with respect to these processes.     

Pharmacogenetics: ethical issues and policy options

Pharmacogenetics offers the prospect of an era of safer and more effective drugs, as well as more individualized use of drug therapies. Before the benefits of pharmacogenetics can be realized, the ethical issues that arise in research and clinical application of pharmacogenetic technologies must be addressed. The ethical issues raised by pharmacogenetics can be addressed under six headings: (1) regulatory oversight, (2) confidentiality and privacy, (3) informed consent, (4) availability of drugs, (5) access, and (6) clinicians' changing responsibilities in the era of pharmacogenetic medicine. We analyze each of these categories of ethical issues and provide policy approaches for addressing them.     

Simple arithmetic processing: the question of automaticity

In adult simple arithmetic performance, it is commonly held that retrieval of solutions occurs automatically from a network of stored facts in memory. However, such an account of performance necessarily predicts a uniform reaction time for solution retrieval and is therefore not consistent with the robust finding that reaction time increases with problem size and difficulty. Additionally, past research into arithmetic performance has relied on tasks that may have actually induced and measured attentional processing, thereby possibly confounding previous results and conclusions pertaining to automaticity. The present study therefore, attempted to more reliably assess the influence of automatic processing in arithmetic performance by utilizing a variant of the well-established semantic word-priming procedure with a target-naming task. The overall results revealed significant facilitation in naming times at SOAs of 240 and 1000 ms for congruent targets i.e., targets that represented the correct solutions to problems presented as primes (e.g., 6+8 and 14). Significant inhibition in comparison to a neutral condition (0+0 and 17) was also observed at 120 and 240 ms SOAs in naming incongruent targets (e.g., 6+8 and 17). Furthermore, response times were found to vary as a function of both arithmetic fluency and problem size. Differences in performance to addition and multiplication operations and implications for cognitive research and education are considered.     

The depth of history and explanation as benefit and bane for psychological control theories

A longstanding debate has recently re-erupted in the self-regulation literature around the concept of self-efficacy. This article presents an argument that the debate emerges from a lack of understanding of the history of control theories within both the social and physical sciences and the various levels of explanation to which phenomena can be subjected. This history, coupled with the issues of determinism, materialism, and empiricism evoked by the deeper level of explanation that some versions of control theory provide, has led some critics to mis-apply non-psychological properties to control theories and obscure their usefulness. Here, the usefulness of a deeper control theory level of explanation is illustrated using comparisons with explanations found in goal-setting theory and social cognitive theory.     

Representation and working memory in early arithmetic

Working memory has been implicated in the early acquisition of arithmetic skill, but the relations among different components of working memory, performance on different types of arithmetic problems, and development have not been explored. Preschool and Grade 1 children completed measures of phonological, visual-spatial, and central executive working memory, as well as nonverbal and verbal arithmetic problems, some of which included irrelevant information. For preschool children, accuracy was higher on nonverbal problems than on verbal problems, and the best and only unique predictor of performance on the standard nonverbal problems was visual-spatial working memory. This finding is consistent with the view that most preschoolers use a mental model for arithmetic that requires visual-spatial working memory. For Grade 1 children, performance was equivalent on nonverbal and verbal problems, and phonological working memory was the best predictor of performance on standard verbal problems. For both age groups, problems with added irrelevant information were substantially more difficult than standard problems, and in some cases measures of the central executive predicted performance. Assessing performance on different components of working memory in conjunction with different types of arithmetic problems provided new insights into the developing relations between working memory and how children do arithmetic.     

Prejudice and stereotype maintenance processes: attention, attribution, and individuation

Three experiments examined the relationship between prejudice and processing of stereotypic information. Higher levels of prejudice were associated with greater attention to and more thorough encoding of stereotype-inconsistent than stereotype-consistent behaviors but only when processing capacity was plentiful (Experiments 1 and 3). High-prejudice participants attributed consistent behaviors to internal factors and inconsistent behaviors to external forces (Experiment 2). Together, these results suggest that high-prejudice people attend carefully to inconsistent behaviors to explain them away but only if they have sufficient resources to do so. Results also showed that low-prejudice but not high-prejudice participants formed individuated impressions by integrating the implications of the target's behaviors (i.e., individuating). High levels of prejudice appear to be associated with biased encoding and judgment processes that may serve to maintain stereotypes.