The Embodied Penman: Effector‐Specific Motor–Language Integration During Handwriting

Several studies have illuminated how processing manual action verbs (MaVs) affects the programming or execution of concurrent hand movements. Here, to circumvent key confounds in extant designs, we conducted the first assessment of motor–language integration during handwriting—a task in which linguistic and motoric processes are co‐substantiated. Participants copied MaVs, non‐manual action verbs, and non‐action verbs as we collected measures of motor programming and motor execution. Programming latencies were similar across conditions, but execution was faster for MaVs than for the other categories, regardless of whether word meanings were accessed implicitly or explicitly. In line with the Hand‐Action‐Network Dynamic Language Embodiment (HANDLE) model, such findings suggest that effector‐congruent verbs can prime manual movements even during highly automatized tasks in which motoric and verbal processes are naturally intertwined. Our paradigm opens new avenues for fine‐grained explorations of embodied language processes.     

Reducing STD/HIV Stigmatizing Attitudes Through Community Popular Opinion Leaders in Chinese Markets

Reducing STDs and HIV/AIDS incidence requires campaigns designed to change knowledge, attitudes, and practices of risky sexual behavior. In China, a significant obstacle to such changes is the stigma associated with these diseases. Thus 1 campaign intervention strategy is to train credible community leaders to discuss these issues in everyday social venues. This study tested the effectiveness of such an approach on reducing HIV/AIDS stigma, across 2 years, from a sample of over 4,500 market vendors, in 3 conditions. Results showed an increasing growth in market communication about intervention messages, and concomitant declines in stigmatizing attitudes, across time, with the greatest changes in community popular opinion leaders, significant changes in intervention nonopinion leaders, and little change in the control markets.     

Audience Design in Multiparty Conversation

How do speakers design what they say in order to communicate effectively with groups of addressees who vary in their background knowledge of the topic at hand? Prior findings indicate that when a speaker addresses a pair of listeners with discrepant knowledge, that speakers Aim Low, designing their utterances for the least knowledgeable of the two addressees. Here, we test the hypothesis that speakers will depart from an Aim Low approach in order to efficiently communicate with larger groups of interacting partners. Further, we ask whether the cognitive demands of tracking multiple conversational partners' perspectives places limitations on successful audience design. We find that speakers can successfully track information about what up to four of their partners do and do not know in conversation. When addressing groups of 3–4 addressees at once, speakers design language based on the combined knowledge of the group. These findings point to an audience design process that simultaneously represents the perspectives of multiple other individuals and combines these representations in order to design utterances that strike a balance between the different needs of the individuals within the group.     

A qualitative study of leader behaviors perceived to enable salesperson performance

Abstract

This study builds on and extends previous sales leadership research by exploring sales professionals’ perceptions of effective leadership behaviors. Semistructured interviews with both sales leaders and salespeople working in a global enterprise software company were examined through a qualitative analysis. Results indicated that participants believed sales leadership played an important role in influencing sales performance. When asked to describe specific sales leader behaviors that best enable salesperson performance, sales professionals – both sales leaders and salespeople – overwhelmingly referenced coaching, followed by collaborating, championing, and customer engaging. We define and describe these four key sales leader behaviors and identify four potential mediating variables (trust, confidence, optimism, and resilience), from which emerges a conceptual framework of sales leader behaviors perceived to enable salesperson performance. We examine these four key sales leader behaviors and mediators in the broader context of leadership theory, particularly transformational, servant, authentic, and adaptive leadership theories. The key contribution of this study is the identification of a set of leader behaviors that are likely to be especially effective in modern sales organizations given that they originated from the perceptions of sales professionals themselves.     

Responses to the Challenger tragedy: Subtle and significant gender differences

Within two weeks of the explosion of the space shuttle Challenger, 188 subjects rated and ranked questionnaire items, and completed open-ended questions reporting their responses to and concerns arising from the accident. Analysis of open-ended responses showed females focused more on communal, person-centered aspects of the tragedy than did males. Analysis of ratings showed females viewed person-oriented issues as more important than did males. However, males and females did not differ in rankings assigned the items nor in ratings of the importance of the technological issues. Claims about sex differences in moral orientation are discussed in light of the results of this study.     

Coping with the exposure to torture

This paper describes approaches taken at the International Rehabilitation and Research Centre in Copenhagen to helping torture victims and their families cope with the exposure to and aftermath of torture.     

An intergenerational analysis of expectations for women's career and family roles

This study examined the career and family role expectations and attitudes of women university students and both of their parents. Data collected from 292 families revealed that most daughters and their parents were traditional in their attitudes toward mothering, held somewhat egalitarian attitudes toward marital roles, and generally expected daughters to experience little frustration regarding future career and family roles. Differences and similarities among daughters, mothers, and fathers as well as between intact and dissolved families of various SES were examined. Implications of findings and suggestions for future research were discussed.This research was supported by grants from the University of Rhode Island Council on Research and from the College of Human Science and Services. Portions of this paper were presented at the National Council on Family Relations annual meeting, New Orleans, Lousiana, November, 1989 and at the Eastern Sociological Society annual meeting, Providence, Rhode Island, April, 1991. The authors thank Mary Ellen Reilly for her encouragement and assistance.     

Stories and tales in logotherapy with Urban-Appalachian families

In this article the authors describe and illustrate the use of stories and tales for metaphorical communication in family logotherapy with the Urban-Appalachian family. In this logotherapy approach, stories and tales are used to help the Urban-Appalachian family bring repressed meanings and meaning potentials to the conscious level of family awareness.James Lantz, Ph.D, and Karen Harper, Ph.D, are staff members at the Urban-Appalachian psychotherapy project and associate professors at the Ohio State University, Columbus, Ohio.     

Creating new memories that are quickly accessed and confidently held

In two experiments involving a total of 542 subjects, a series of slides depicting a burglary was shown. After the initial event, subjects were exposed to one or more narratives about the event that contained some misinformation or neutral information about four critical details. Finally, subjects were tested on their memories of what they saw, and their reaction times and confidence levels were measured. When subjects took a standard test in which the misinformation item was a possible response option, they responded very quickly and confidently when making this incorrect choice. Misled subjects responded as quickly and confidently to these "unreal" memories as they did to their genuine memories. It does not seem, then, that the misinformation effect arises from a large proportion of subjects who must resolve a conflict between two memories when they are tested, a conflict that would be expected to take time. When subjects took a modified test in which the misinformation item was not a possible response, misled subjects were as accurate as were controls, but they responded more slowly, regardless of whether they ultimately chose the right or wrong option. These findings indicate that misinformation does introduce some form of interference not detected by a simple test of accuracy.