Examining the impact of salesperson interpersonal mentalizing skills on performance: the role of attachment anxiety and subjective happiness

Due to the dynamic and interpersonal nature of selling, understanding affective and cognitive relationships and their influence on performance has gained the attention of sales scholars. Moreover, recent literature has created opportunities to study the impact of cognitions, such as salesperson theory-of-mind, on sales performance. This research develops a model involving salesperson interpersonal mentalizing skills (i.e. rapport building, detecting nonverbal cues, taking a bird’s-eye view, shaping the interactions), subjective happiness, attachment anxiety, and sales performance. Although salesforce optimization is critical in any economy, emerging economies are the growth frontier for many global companies. Using three samples from Brazil, we investigate the telecom, banking, and retail industries, providing generalizable results from one such emerging economy. We find that, in general, it is the influence of attachment anxiety and subjective happiness on interpersonal mentalizing skills which ultimately impacts sales performance. Based on these findings, we discuss several theoretical and managerial implications.     

Executive functioning profiles from the BRIEF across pediatric medical disorders: Age and diagnosis factors

The objective of the study was to compare executive functioning (EF) profiles across several pediatric medical conditions and explore the influence of age of diagnosis and evaluation. A retrospective, cross-sectional study of 734 children aged 5 to 18 years was conducted across five medical groups (brain tumor, leukemia [ALL], epilepsy [EPI], neurofibromatosis type 1 [NF1], and ornithine transcarbamylase deficiency [OTC-D]), attention deficit hyperactivity disorder (ADHD) controls, and matched healthy controls. We compared groups across the scales of a parent-completed Behavior Rating Inventory of Executive Functioning (BRIEF) using a repeated measures analysis of variance (ANOVA). Separate ANOVAs were conducted to look at age factors. The results showed that the ADHD group differed from all other groups and had the highest level of reported EF problems. The NF1 and OTC-D groups differed significantly from the healthy comparison group for overall EF problems, while the EPI and cancer groups did not. Working memory was the most elevated scale across medical groups, followed by plan/organize. Children with medical disorders were two to four times more likely than healthy controls to have clinically significant problems in several EF domains. There was a main effect for age at diagnosis and age at evaluation. A subset of children with medical disorders were found to have parent-reported EF difficulties, with particular vulnerability noted in working memory and organizational/planning skills. This has relevance for the development of interventions that may be helpful across disorders. Children with particular diagnoses and earlier age of diagnosis and evaluation had greater reported EF problems.     

Secondary-task effects on classification learning

Probabilistic classification learning can be supported by implicit knowledge of cue-response associations. We investigated whether forming these associations depends on attention by assessing the effect of performing a secondary task on learning in the probabilistic classification task (PCT). Experiment I showed that concurrent task performance significantly interfered with performance of the PCT. Experiment 2 showed that this interference did not prevent learning from occurring. On the other hand, the secondary task did disrupt acquisition of explicit knowledge about cue-outcome associations. These results show that concurrent task performance can have different effects on implicit and explicit knowledge acquired within the same task and also underscore the importance of considering effects on learning and performance separately.     

Attention focusing versus distraction during exposure in dental phobia

A survey of the discrepant findings regarding the effects of attention focusing and distraction on exposure suggested that subjective measures of anxiety and avoidance respond better to the latter condition, and heart rate (HR) reaction responds to the former. To test this hypothesis, 63 dental phobics were recruited who had not visited a dentist for a mean of 6.6 (1.5-25) years. Participants received a 1-h exposure session with either attention focusing or distraction. Subjective anxiety and HR to phobia-related pictures were assessed before and after the treatment session and again after 1 week. Avoidance was recorded in terms of adherence to the dental treatment schedule in the following 6 months. Contrary to expectation, state anxiety showed a greater decrease in the attention focusing than the distraction condition after 1 week. Both treatment conditions were similarly effective with regard to HR and avoidance. HR habituated in both groups after exposure and 73% of followed-up patients adhered to the dental treatment schedule. Comparison of the present with previous results suggests that the differences between attentional conditions tend to be more pronounced during shorter exposure sessions than were employed in the present study.     

Does repressive coping promote resilience? Affective-autonomic response discrepancy during bereavement

Traditional theories of coping emphasize the value of attending to and expressing negative emotion while recovering from traumatic life events. However, recent evidence suggests that the tendency to direct attention away from negative affective experience (i.e., repressive coping) may promote resilience following extremely aversive events (e.g., the death of a spouse). The current study extends this line of investigation by showing that both bereaved and nonbereaved individuals who exhibited repressive coping behavior--as measured by the discrepancy between affective experience and sympathetic nervous system response--had fewer symptoms of psychopathology, experienced fewer health problems and somatic complaints, and were rated as better adjusted by close friends than those who did not exhibit repressive coping. Results are discussed in terms of recent developments in cognitive and neuroimaging research suggesting that repressive coping may serve a protective function.     

Aggression among university employees

Harassment among university employees (n = 338; 162 males, 176 females) was investigated by help of the Work Harassment Scale (WHS), developed for the study. Nineteen cases of severe victimization by harassment were interviewed. Subjectively experienced symptoms of depression and anxiety were estimated with two subscales form SCL-90 [Derogatis LR, Lipman RS, Covi L (1973): Psychopharmacology Bulletin 9: 13-28] and aggressiveness was measured with the Buss-Durkee Inventory [Buss A, Durkee A (1957): Journal of Consulting Psychology 21: 343–349]. Females experienced themselves as significantly more harassed than men. Position was related to harassment: individuals in superior positions harassed more often than individuals in subordinate positions. Less victimization by harassment was experienced among individuals involved in research and teaching than among individuals involved in administration and service. The experienced reasons for harassment were predominantly envy and competition about jobs and status. In 25% of cases, victims felt that their sex might be a reason. Victims of harassment experienced higher levels of depression, anxiety, and aggression than others. The interviewed cases showed evidence of symptoms reminiscent of the post-traumatic stress disorder (PTSD). © 1994 Wiley-Liss, Inc.     

Good luck and bad luck: how to tell the difference

Good luck implies comparison with a worse counterfactual outcome, whereas bad luck implies upward comparisons. People will accordingly describe themselves as particularly lucky after recollecting situations where they avoided something negative, and as particularly unlucky after recollecting episodes in which they missed something positive (Study 1). Upward and downward comparisons can be created by the way a situation develops, and are accentuated by the way a story is told. Good luck stories typically change for the better only in the last stage, whereas bad luck stories show a more steady downward progression (Study 2). This is also reflected in phrases believed to be characteristic of good luck versus bad luck stories, with good luck stories involving surprise and reference to close counterfactuals, whereas bad luck stories focus on initial normal events (Study 3). Good and bad luck imply different orders of events (negative–positive versus positive–negative), so by rearranging the narrative sequence, the same set of outcomes can form the basis for a good luck story as well as a bad luck story (Study 4). The final experiment (Study 5) shows that negative outcome expectations are typical for chance‐determined and uncontrolled situations. Under such circumstances, factual outcomes do not have to be exceptionally good to be considered as lucky. Copyright © 1999 John Wiley & Sons, Ltd.