Managing Salesperson Motivation in a Territory Realignment

Although typically undertaken to improve aggregate sales force performance, the realignment of sales territories can be quite de-motivational to individual salespersons. Findings of two studies reported here demonstrate that salesperson motivation and performance can be positively influenced by the managerial actions taken during the implementation phase of a territory realignment. Actions based on expectancy theory were found to be more effective for salespeople whose territory realignment increased sales potential, and justice-based actions were more effective for salespersons experiencing a reduction in territory potential.     

Factors Leading to Sales Force Automation Use: A Longitudinal Analysis

Motivating the sales force to adopt and use sales force automation (SFA) technology remains an issue. If salespeople are not committed to the selling organization's technology strategies, customer alliances are hindered.

Survey data were collected from a national sales force before and after the introduction of an SFA application. The results of this study indicate that salesperson attitudes (Perceived Usefulness, Attitude Toward the New System, and Compatibility) have an impact on intention to use new SFA systems prior to implementation. However, Personal Innovativeness, Attitude Toward the New System, and Facilitating Conditions have more of an effect on infusion of new SFA systems.     

Introduction to the Special Issue: Advancing the Field of Selling and Sales Management

The authors served as Special Issue Guest Editors for this issue of JPSSM. In this introduction to the Special Issue, they discuss how the issue was conceived and produced, and express their gratitude to the many colleagues who worked to make the issue a success.     

Smoking,self-regulation and moral positioning: A focus group study with British smokers from a disadvantaged community

Smoking in many Western societies has become a both moral aand health issue in recent years, but little is known about how smokers position themselves and regulate their behaviour in this context. In this article, we report the findings from a study investigating how smokers from an economically disadvantaged community in the East Midlands (UK) respond to concerns about the health impact of smoking on others. We conducted ten focus group (FG) discussions with mixed groups (by smoking status and gender; N?=?58 participants) covering a range of topics, including smoking norms, self-regulation, and smoking in diverse contexts. We transcribed all FG discussions before analysing the data using techniques from discourse anlysis. Smokers in general positioned themselves as socially responsible smokers and morally upstanding citizens. This position was bolstered in two main ways: ‘everyday accommodation’, whereby everyday efforts to accommodate the needs of non-smokers were referenced, and ‘taking a stand’, whereby proactive interventions to prevent smoking in (young) others were cited. We suggest that smoking cessation campaigns could usefully be informed by this ethic of care for others.     

Twin formation and structural modulations in orthorhombic and tetragonal YBa2(Cu1-xCox)3O7-δ

Abstract

The microstructure of YBa₂(Cu_1?xCo_x)₃O_7?δ, prepared by the standard ceramic method, shows lamellar twin structures with decreasing spacings between twin walls with increasing Co content for x?0·02, developing into {110}-type cross-hatched ‘tweed’ modulation for x?0·02. Several wall junctions are found for x=0·02. The structural phase transition between macroscopically orthorhombic and tetragonal material occurs at x≈0·025; structural modulations (λ≈20Å) persist in the samples with high Co content (x>0·25). The modulations lead to a considerable broadening of the X-ray lines affected by orthorhombic splitting, and show maximum amplitude at the critical composition x≈0·025.     

Locating dysprosium dopant atoms in the Bi2Sr2CaCu2Oy unit cell: Direct-space chemical crystallography

The position of Dy in the unit cell of Bi2Sr2CaCu2Oy has been determined by a real-space method. This is compared with the reciprocal-space atom location by channelling-enhanced microanalysis (ALCHEMI) method.     

A randomised controlled trial of a brief online mindfulness-based intervention

ObjectivesThere is growing evidence that mindfulness has positive consequences for both psychological and physical health in both clinical and non-clinical populations. The potential benefits of mindfulness underpin a range of therapeutic intervention approaches designed to increase mindfulness in both clinical and community contexts. Self-guided mindfulness-based interventions may be a way to increase access to the benefits of mindfulness. This study explored whether a brief, online, mindfulness-based intervention can increase mindfulness and reduce perceived stress and anxiety/depression symptoms within a student population.MethodOne hundred and four students were randomly allocated to either immediately start a two-week, self-guided, online, mindfulness-based intervention or a wait-list control. Measures of mindfulness, perceived stress and anxiety/depression were administered before and after the intervention period.ResultsIntention to treat analysis identified significant group by time interactions for mindfulness skills, perceived stress and anxiety/depression symptoms. Participation in the intervention was associated with significant improvements in all measured domains, where no significant changes on these measures were found for the control group.ConclusionsThis provides evidence in support of the feasibility and effectiveness of shorter self-guided mindfulness-based interventions. The limitations and implications of this study for clinical practice are discussed.     

Therapeutic outcomes in the Welsh Government's school‐based counselling strategy: An evaluation

Aims: The purpose of this study was to evaluate the outcomes of school‐based counselling, as delivered in the Welsh Government's School‐based Counselling Strategy, for reducing psychological distress in young people aged 11–18. Method: The study used a quantitative cohort design, comparing levels of distress on either the Young Person's CORE (YP‐CORE) or the Strengths and Difficulties Questionnaire (SDQ) from baseline to endpoint. Data were available on 3613 episodes of counselling, across 42 datasets. Meta‐analytical procedures were used to identify the mean effect size and predictors of outcomes. Results: Within each dataset, counselling was associated with significant reductions in psychological distress, with a mean effect size (d) of 0.93(95% CI = 0.89–0.97) using a fixed effects model and 1.09 (95% CI = 0.97–1.22) using a random effects model. Datasets using the YP‐CORE had larger effect sizes than those using the SDQ, and datasets with more complete response rates had lower outcomes than those with poorer response rates. Conclusion: The results confirm that school‐based counselling, as delivered in the UK, is associated with significant reductions in psychological distress, comparable to adult counselling and psychotherapy services.     

Zapotec sacred places,enduring and/or ephemeral: Reverence,realignment and commodification at an archaeological-tourist site in Southern Mexico

The abundant and rightfully famous archaeological ruins of Mexico, besides attesting to the grand achievements of pre-Columbian Mesoamerican culture, also serve as foci for the preservation and/or reaffirmation of contemporary indigenous religion and identity. Additionally, those same ancient ruins have been, in many instances, tidied up and reconfigured variously as outdoor classrooms and museums for the dissemination of a narrative of Mexican national identity, as the country's premier tourist attractions, and thus as sites eventually prized far more as engines of economic development than as educational or religious contexts. Where indigenous peoples are often imagined as passive victims in this commodification of their sacred sites, the case study featured in this article, namely, the twentieth century management of the internationally renowned Zapotec site of Mitla, Oaxaca reveals a native community playing a very active role, arguably the lead role, in the exploitation of the economic potential of its famed ruins. Indeed, the Mitleyenos' entrepreneurially astute reconfiguration of their local sacred geography, a realignment that balanced unprecedented economic challenges with on-going devotional commitments, suggests that the designation of various sites and buildings as ‘sacred’, albeit an extremely pressing matter, is also much more contingent and more transient than is generally assumed.     

Assessment of dispositional embarrassability

Abstract

Embarrassability, the propensity for an individual to experience embarrassment, has been frequently acknowledged as an important personality characteristic. The present research sought to explore the dispositional features of embarrassability by the psychometric development of 25-item measure, the Susceptibility to Embarrassment Scale (SES). The SES was designed to describe the personality characteristics of easily embarrassed persons rather than reactions to potentially embarrassing situations. The results indicated that the SES was an internally consistent and temporally stable measure. Its items were uncontaminated by social desirability. Assessments of construct validity suggested that the scale was a valid measure of embarrassability, and specifically a better measure of dispositional components of embarrassability than the only alternative measure of the construct. The location of the SES within the Big Five structure of normal adult personality is presented as well as its relationship with measures of deviant personality.