Don't hate me because I'm beautiful: Anti-attractiveness bias in organizational evaluation and decision making

Within organizational judgment and decision making contexts, biases based on an evaluated person's attractiveness are among the most salient and frequently investigated. An enormous amount of research indicates favoritism for attractive people compared to unattractive ones. The current research demonstrates that the nature of this bias depends on whether one is evaluating a member of the same sex or the opposite sex. Experiment 1 (n = 2639) investigated selection of scholarship applicants and demonstrated that a pro-attractiveness bias held only for selection of opposite-sex scholarship applicants; no such bias was observed for highly attractive same-sex applicants. Experiment 2 (n = 622) investigated evaluations of prospective job candidates and demonstrated again that pro-attractiveness bias was observed only for opposite-sex candidates; participants discriminated against highly attractive same-sex candidates. Moreover, this bias was not observed among highly attractive participants; it held only for moderately attractive participants, those for whom highly attractive same-sex individuals can pose especially potent social threats. Findings suggest that attractiveness biases in organizational decision making are rooted partly in the social threats and opportunities afforded by attractive people.     

Evolution and relationship maintenance: Fertility cues lead committed men to devalue relationship alternatives

An evolutionary perspective provides a conceptual framework with which to study adaptive processes that facilitate the maintenance of long-term relationships. One common relationship threat people face involves exposure to tempting relationship alternatives. Desirable relationship alternatives can threaten people's relationship commitment and, consequently, evoke relationship maintenance processes designed to protect people's relationship esteem. The current research examined whether cues of female ovulation–an important reproductive variable–evokes relationship maintenance processes in committed men. Men rated the attractiveness of a normally cycling relationship alternative at various points in her menstrual cycle. Unlike single men, who rated the woman as especially attractive when she was highly fertile, committed men exhibited the opposite pattern, rating her as less attractive during her period of peak fertility. This research illustrates the utility of integrating theories of relationship maintenance with evolutionary psychological theories of mating.     

Building the Better Mental Training Mousetrap: Is Periodization a More Systematic Approach to Promoting Performance Excellence?

Over the past two decades, mental skills training (MST) has experienced a tremendous surge in popularity, yet MST is not without its critics, including some athletes and coaches. Additionally, a number of concerns have arisen about mental training effectiveness, and its ability to maximize athlete development, performance, and peaking. Periodization is a systematic program development and implementation strategy that holds promise for enhancing mental training effectiveness and combating some of the problems currently limiting MST interventions. Thus, the purpose of this conceptual paper was threefold. First, periodization concepts are introduced by demonstrating how they are utilized to systematically guide physical training. Second, strategies to adapt periodization concepts to enhance mental training programs are examined, along with techniques to integrate physical and mental training, including: mental training tool and skill periodization plans and mental training drill menus. Finally, a case study is presented to illustrate how an integrated approach to periodized training that targets both physical and mental skill development can enhance the effectiveness of MST while minimizing implementation problems.     

Level of Perceptual Development as Reflected in Responses to the Holtzman Inkblot Technique

To investigate the relationships between chronological age and scores on 10 variables from the Holtzman Inkblot Technique, 586 normal Ss comprising five criterion age-groups ranging from 5.2 to 19.5 years were tested. Each group had an equal number of males and females. Following a statistical correction for number of rejections, a sex-by-age analysis of variance revealed no significant sex differences or sex-by-age interactions. However, significant age-group differences were found for all 10 variables, six of them resulting in steadily increasing means across the five groups. These age trends are consistent with the sequence of perceptual change outlined by developmental theory, and are interpreted as indicating a developmental shift in the dominance of perceptual functions.     

Interpersonal Dependency Correlates and Locus of Control Orientation Among Obese Adults in Outpatient Treatment for Obesity

Interpersonal dependency and locus of control orientation were studied in obese and nonobese samples. The Interpersonal Dependency Inventory (Hirschfeld, Klerman, Gough, Barrett, & Korchin, 1977) and the I-E Scale (Rotter, 1966) were administered to 106 obese adults in outpatient treatment for obesity. The I-E Scale was also administered to 97 nonobese control subjects. As predicted, the obese subjects were significantly more internally oriented than has been previously identified in obese populations. These findings challenge currently held assumptions about locus of control in obese groups. Although the obese and nonobese subjects maintained similar overall dependency scores, the obese subjects were more likely to show low levels of autonomy in comparison with the nonobese subjects. Interpersonal dependency and locus of control dimensions associated with obese conditions may serve as useful predictor variables influencing obesity treatment approaches and outcome.     

Probability of Criminal Acts of Violence: A Test of Jury Predictive Accuracy

The ability of capital juries to accurately predict future prison violence at the sentencing phase of aggravated murder trials was examined through retrospective review of the disciplinary records of 115 male inmates sentenced to either life (n = 65) or death (n = 50) in Oregon from 1985 through 2008, with a mean post‐conviction time at risk of 15.3 years. Violent prison behavior was completely unrelated to predictions made by capital jurors, with bidirectional accuracy simply reflecting the base rate of assaultive misconduct in the group. Rejection of the special issue predicting future violence enjoyed 90% accuracy. Conversely, predictions that future violence was probable had 90% error rates. More than 90% of the assaultive rule violations committed by these offenders resulted in no harm or only minor injuries. Copyright © 2013 John Wiley & Sons, Ltd.     

Selling and Sales Management in Action Examining the Bases Utilized for Evaluating Salespeoples' Performance

Evaluating salespeoples' performance is an important task for sales managers. However, little is known about what bases are used by sales managers to evaluate the performance of their salespeople. A study was conducted to determine the bases actually used by sales managers and the results were compared with a study conducted in 1983. Findings indicate more emphasis on profit and cost control, a continued reliance on qualitative measures, and a wide variety of bases being utilized to evaluate the performance of salespeople. Furthermore, the stability of results, across a wide variety of respondent job titles as well as business types and sizes, indicates a good deal of generalizability to other firms.     

How to Improve Your College Recruiting Program

In today's ever-changing business environment, teamwork has emerged as a requirement for success. As industry faces this paradigm shift, a formal team structure is emerging that goes beyond that proposed by previous selling/buying center researchers. Accordingly, a conceptualization of the functions and roles of these formalized selling and buying teams is proposed as a starting point for future investigations. The movement toward formal self-directed teams is explored, updated definitions of the selling and buying teams are proposed, and the functions and roles of each team are reviewed. Key constructs and organizational implications also are discussed.     

Leaders in Selling and Sales Management: John H. Patterson

Although there is much controversy regarding the teaching of ethics in our universities today, ethical dilemmas are a part of the reality of the sales force. This study examines the differences in the perceptions of sales management students and practitioners in an ethical situation. The results suggest that gender does have an impact on the severity of the consequences and that there are significant differences between the perceptions of practitioners and sales management students.