Ethical Perceptions of Field Sales Personnel: An Empirical Assessment

Much research attention has been directed over the past twenty-five years to ethical issues in marketing. One area of marketing that is gaining research interest is the selling arena. Despite the extant literature on selling ethics, few studies have focused on identifying situations that pose ethical problems for field sales personnel. This paper reports results of an investigation that examined salespeople's perceptions concerning what selling situations or practices are ethical questions, what situations are presently addressed by company policies, and what situations should be addressed by company policies. Findings reveal that salespersons seemingly are desirous of receiving more management guidance than they currently are receiving regarding their ethical concerns. Implications for managers and researchers are provided.     

Perceptions of Motivational Components: Salesmen and Saleswomen Revisited

Although empirical work has examined differences between salesmen and saleswomen on various aspects, no comprehensive study has examined gender-based distinctions in salespeople's work motivation. The paucity of research attention on this topic is surprising given the plethora of literature in organizational behavior. This paper reports the results of an investigation that explored male and female salespeople's perceptions of expectancies, instrumentalities, and valence for rewards. Findings reveal minimal contrast between the two groups. Implications for practitioners and researchers are provided.     

Being in the Game: Effects of Avatar Choice and Point of View on Psychophysiological Responses During Play

The innovative features of multi-player computer games offer compelling opportunities for self-representation during interactions, and the ways in which these avatars are chosen and manipulated may change interactive experiences. This study investigated the effects of avatar choice (choice vs. no choice) and visual point of view (POV; first-person vs. third-person) on the physiological arousal and subjective evaluations of game experiences. A 2 (Avatar Choice, No Avatar Choice) × 2 (first-person POV, third-person POV) × 2 (female players, male players) mixed-design experiment was conducted (N = 22). The results demonstrated that being able to pick the character that will represent the player in the game leads to greater arousal, especially for males. Visual POVs alone did not affect the game player's arousal, but moderated the effect of avatar choice on the game player's heart rates. Avatar choice produced a more pronounced effect in the third-person POV (where the “camera” was located behind the avatar) in which avatar choice was visually more reinforced than in the first-person POV (where the “camera” was the eyes of the avatar). The results also revealed that the gender of the game player was a significant factor in game play experience. The results suggest theoretical implications of video game self-representation and effects on game player's psychophysiological responses.     

Information Technology Support For Debiasing Group Judgments: An Empirical Evaluation

Human judgments, made by either individuals or groups, have been found to contain biases. One of the most prevalent biases identified is the availability bias, associated with the phenomenon that events which are more available to human memory are correspondingly judged as occurring more frequently or as being more important. This paper is concerned with how to reduce the availability bias in the group context. It reports an experiment in which two computer-based support facilities, electronic brainstorming and electronic mail, were tested for their contributions to reducing the availability bias. A 2 x 2 experimental design was used: electronic brainstorming (available or not) and communication mode (electronic or verbal). Forty teams of three members each were asked to work on a task involving the rating of the importance of a number of items associated with a secretary's task. Both electronic brainstorming and electronic communication helped reduce the availability bias. In both cases, the reduction in bias was due to increased attention paid to items that were found to have low availability in the absence of these support tools. Copyright 2000 Academic Press.     

Parenting Dimensions and Internalizing Difficulties in Italian and U.S. Emerging Adults: The Intervening Role of Autonomy and Relatedness

The present study examined the associations between emerging adults’ perceived parental psychological control and autonomy support, and their autonomy, relatedness and internalizing difficulties in Italy and the U.S. The participants included 494 Italian and 414 U.S. college students, between 18 and 28 years of age (Mean = 21.58, SD = 2.18). Our findings showed that dependency-oriented psychological control had no significant direct associations with autonomy, relatedness or internalizing difficulties. Moreover, the association between parental autonomy support and internalizing problems was fully intervened by autonomy and relatedness, whereas the association between achievement-oriented psychological control and anxiety and depressive symptoms was partially intervened by autonomy and relatedness. Finally, although parental psychological control and autonomy support had similar effects on maladjustment across the two countries, relatedness appeared to play a more central role as an intervening variable for anxiety in the Italian group than in the U.S. group. Overall, our findings highlighted the importance of examining parents’ contributions to emerging adults’ internalizing problems via autonomy support and psychological control across cultures.     

Teaching Mathematics for Spatial Justice: An Investigation of the Lottery

This article explores integrating place-based education with critical mathematics toward teaching mathematics for spatial justice. Local Lotto, a curricular module with associated digital tools, was designed to investigate the lottery as a critical spatial phenomenon and piloted in urban high schools. This article describes findings from the second iteration in a remedial class in a low-income neighborhood. The research questions consider how the spatial focus supported the learning of mathematics and provided opportunities for students to think critically about the lottery using that mathematics. Findings include student interest in and engagement with the theme of the lottery familiar from outside of school with associated social justice implications. Students used mathematics and spatial evidence, at various levels of spatial scale, to support arguments about the lottery with greater success at narrower levels of scale. Suggestions about further innovations to scaffold place in a “critical pedagogy of place” in mathematics are provided.     

Between the sea and the shore: mediating the Nine Emperor Gods Festival in Singapore

The Chinese diaspora brought tablets and effigies of their Taoist gods with them when they migrated to Southeast Asia. Temples in the region hold annual festivals to evoke this passage from the sea to the shore, assisted by makeshift sets, props, and generators with floodlights. In this article, I examine the durational performances of the Nine Emperor Gods Festival in Singapore, which consist of people and deities moving in processions. What does it mean to perform spirituality between the sea and the shore? What happens when this coastline is constantly redrawn with land reclamation? There is a mobile imagery described here: technological media transport yet circumscribe the spiritual to the material stage onshore as devotees invite the deities to land. The spiritual is eventually pulled back, leaving behind its residue (ashes, footprints on the sand, talismans) as the deities depart. Spirituality performed along the coast through technological mediation reveals the contemporary nature of these religious practices.     

Socioeconomic and sociocultural determinants of psychological distress and quality of life among patients with psoriasis in a selected multi-ethnic Malaysian population

Patients with psoriasis may have increased risk of psychological comorbidities. This cross-sectional study aimed at determining associations between sociocultural and socioeconomic factors with the Depression Anxiety Stress Scale (DASS) scores and the Dermatology Life Quality Index (DLQI) scores. Adult patients with psoriasis were recruited from a Dermatology outpatient clinic via convenience sampling. Interviews were conducted regarding socio-demographic factors and willing subjects were requested to complete the DASS and DLQI questionnaires. The Pearson χ² test, Fisher’s exact test and multivariate logistic regression were used for statistical analysis to determine independent predictors of depression, anxiety, stress and severe impairment of quality of life. Unadjusted analysis revealed that depression was associated with Indian ethnicity (p = .041) and severe impairment of quality of life was associated with Indian ethnicity (p = .032), higher education (p = .013), higher income (p = .042), and employment status (p = .014). Multivariate analysis revealed that Indian ethnicity was a predictor of depression (p = .024). For stress, tertiary level of education (p = .020) was an independent risk factor while a higher monthly income was a protective factor (p = .042). The ethnic Indians and Malays were significantly more likely than the ethnic Chinese to suffer reduced quality of life (p = .001 and p = .006 respectively) and subjects with tertiary education were more likely to have severe impairment of quality of life (p = .002). Our study was unique in determining sociocultural influences on psychological complications of psoriasis in a South East Asian population. This has provided invaluable insight into factors predictive of adverse effects of psoriasis on psychological distress and quality of life in our patient population. Future studies should devise interventions to specifically target at risk groups in the development of strategies to reduce morbidity associated with psoriasis.