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.     

Resolving the theory of planned behaviour's ‘expectancy-value muddle’ using dimensional salience

The theory of planned behaviour is one of the most widely used models of decision-making in the health literature. Unfortunately, the primary method for assessing the theory's belief-based expectancy-value models results in statistically uninterpretable findings, giving rise to what has become known as the ‘expectancy-value muddle’. Moreover, existing methods for resolving this muddle are associated with various conceptual or practical limitations. This study addresses these issues by identifying and evaluating a parsimonious method for resolving the expectancy-value muddle. Three hundred and nine Australian residents aged 18–24 years rated the expectancy and value of 18 beliefs about posthumous organ donation. Participants also nominated their five most salient beliefs using a dimensional salience approach. Salient beliefs were perceived as being more likely to eventuate than non-salient beliefs, indicating that salient beliefs could be used to signify the expectancy component. The expectancy-value term was therefore represented by summing the value ratings of salient beliefs, an approach that predicted attitude (adjusted R ²?=?0.21) and intention (adjusted R ²?=?0.21). These findings suggest that the dimensional salience approach is a useful method for overcoming the expectancy-value muddle in applied research settings.     

Applicant Faking,Social Desirability,and the Prediction of Counterproductive Work Behaviors

Recent studies have pointed to within-subjects designs as an especially effective tool for gauging the occurrence of faking behavior in applicant samples. The current study utilized a within-subjects design and data from a sample of job applicants to compare estimates of faking via within-subjects score change to estimates based on a social desirability scale. In addition, we examined the impact of faking on the relationship between Conscientiousness and counterproductive work behaviors (CWBs), as well as the direct linkage between faking and CWBs. Our results suggest that social desirability scales are poor indicators of within-subjects score change, and applicant faking is both related to CWBs and has a negative impact on the criterion-related validity of Conscientiousness as a predictor of CWBs.     

The Leftward Cradling Bias and Prosody: An Investigation of Cradling Preferences in the Deaf Community

Popular theory on the tendency to cradle an infant to the left side points to the specialization of the right hemisphere for the perception and expression of emotion. J. S. Sieratzki and B. Woll (1996) recently suggested that more emphasis be placed on the auditory modality, specifically focusing on the role of prosodic information. In this study, the direction of the lateral cradling bias in a group of profoundly deaf children, a group of deaf adults, and a control group of adults with no hearing impairment was investigated. The authors found a strong leftward cradling bias in all groups, a bias that was, if anything, stronger in the deaf participants. Given that people who are profoundly deaf, especially those who have been deaf from birth, have not been exposed to auditory prosody, the data do not support the suggestion that such prosodic information is the basis for the leftward cradling bias.     

Musicians and tone-language speakers share enhanced brainstem encoding but not perceptual benefits for musical pitch

Behavioral and neurophysiological transfer effects from music experience to language processing are well-established but it is currently unclear whether or not linguistic expertise (e.g., speaking a tone language) benefits music-related processing and its perception. Here, we compare brainstem responses of English-speaking musicians/non-musicians and native speakers of Mandarin Chinese elicited by tuned and detuned musical chords, to determine if enhancements in subcortical processing translate to improvements in the perceptual discrimination of musical pitch. Relative to non-musicians, both musicians and Chinese had stronger brainstem representation of the defining pitches of musical sequences. In contrast, two behavioral pitch discrimination tasks revealed that neither Chinese nor non-musicians were able to discriminate subtle changes in musical pitch with the same accuracy as musicians. Pooled across all listeners, brainstem magnitudes predicted behavioral pitch discrimination performance but considering each group individually, only musicians showed connections between neural and behavioral measures. No brain-behavior correlations were found for tone language speakers or non-musicians. These findings point to a dissociation between subcortical neurophysiological processing and behavioral measures of pitch perception in Chinese listeners. We infer that sensory-level enhancement of musical pitch information yields cognitive-level perceptual benefits only when that information is behaviorally relevant to the listener.     

Predictable Mispredictions in the Context of Physical Activity and Sport: A Review

Theoretical models and research that aim to identify antecedents of participation in physical activities or sport can measure antecedents of physical activity behaviour through instruments that involve subjective predictions. In this article, we argue that such instruments may not reflect physical activity experiences or behaviour accurately because people are not very good predictors of future states. Additionally, we propose that mispredictions may be predictable because they are “caused” by tendencies to neglect processes related to hedonic adaptation and competing alternatives. We also suggest that it may be possible to improve measurement of antecedents through methods that focus respondents' attention on factors that cause mispredictions or through experiential sampling methods.     

Toward a ‘Catholic’ Reading of Kierkegaard

Historically, some Catholic readers have been suspicious of Kierkegaard's writings; viewing him as an irrational Protestant irreconcilably at odds with Catholic thought. Nevertheless, the unexpected yet favorable mention of Kierkegaard in John Paul II's Fides et Ratio is an indication that Kierkegaard's writings are not so easily dismissed. One may be justified in asking: what account can be given to explain such a shift in how the Catholic reception of Kierkegaard changes from a polemical rejection to a papal endorsement during the 20th century? In this review essay, I will explore some recent Kierkegaard research that provides – or at least, provides some of the groundwork for – a positive ‘Catholic’ reading of Kierkegaard. Space does not permit an exhaustive exposition of each book, so I will highlight the salient features of each to underscore a new trend that is emerging in Kierkegaard studies.