The Role of Personal Selling In Products Liability Litigation

Abstract

The significant cases in which salespersons' statements or actions have resulted in their companies being found liable for product-related injuries are reviewed. The implications of these cases for selling and sales management are presented.     

Henri Bergson: Evolution,time and philosophy

Evolutionary theory is hindered by the conflict between the apparently antagonistic principles of its two founding figures, Darwin and Lamarck. Bergson's Creative Evolution outlines the means of transcending this impasse. If the evolutionary process is conceived as enduring then the atomistic model of static genetic states is never fully realisable. In the light of this, Bergson considers the germ‐plasm to be essentially “fluid.” If there is to be influence on the germ‐line it will be primarily in terms of the manner in which the genetic data is unfolded. In order to designate this influence Bergson introduces the concept of the “tendency.” The tendency will be explicated in relation to contemporary evolutionary biology. However, as the concept signifies that which is given only in the duration in which information is elaborated, it is precluded from representation. Bergson demonstrates that it is the evolutionary principle of continuous transformation which constitutes the limit to any scientific of view. For this reason, science needs to be complemented by a philosophical account of the duration of process.     

Clinical Implications of Family Resilience

Family resilience is becoming an increasingly visible concept in the family field. This article discusses resilience as a family level construct and offers several ideas about how viewing families as resilient may affect clinical work. These include a focus on strengths, recognizing resilience as a developmental pathway, a search for commonalties among diverse paths of resilience, and an emphasis on helping families identify and develop a useful family schema. A case study utilizing these ideas is presented and discussed.     

“Yes,I Have Sometimes Stolen Bikes”: Blindness for Norm‐Violating Behaviors and Implications for Suspect Interrogations

Across two experiments, we studied a phenomenon akin to choice blindness in the context of participants' accounts of their own history of norm‐violating behaviors. In Experiment 1, N = 67 participants filled in an 18‐item questionnaire about their history of norm‐violating behaviors (QHNVB). Subsequently, they were questioned about four of their answers, two of which had covertly been manipulated by the experimenter. Of the 134 manipulations, 20 (14.9%) remained undetected concurrently and 13 were accepted in retrospect (9.7%). In Experiment 2 (N = 37), we inserted a one‐week interval between questionnaire and interview. Twenty‐seven (36.5%) of the 74 manipulations remained undetected concurrently and three were accepted in retrospect (8.1%). Data obtained in a four‐week follow‐up indicated that our manipulations may have long‐term effects on participants' perception of their own history of norm‐violating behaviors. Implications for the occurrence of false confessions during the course of an interrogation are discussed. Copyright © 2013 John Wiley & Sons, Ltd.     

Gender-role conflict and gender-role orientation in a sample of gay men

This exploratory study was designed to examine the relationship between gender role dimensions derived from the Bem Sex-Role Inventory (BSRI) and the 4 dimensions of gender role conflict represented on the Gender Role Conflict Scale (GRCS) using a sample (N = 400) composed of exclusively gay men. Results from regression of 3 BSRI scores (femininity, social masculinity, personal masculinity) on the 4 subscale scores of the GRCS indicated that gender role conflict was most strongly and positively associated with the negative aspect of masculinity (social masculinity), accounting for about 11% of variability in social masculinity scores. In particular, the success-power-competition dimension of the GRCS was the major predictor of social masculinity in gay men. Gender role conflict was also strongly but negatively associated with femininity, accounting for approximately 10% of the variance in femininity scores among the men in the sample. Implications and recommendations for further studies are discussed.     

Assessing the belief bias effect with ROCs: reply to Dube, Rotello, and Heit (2010)

Dube, Rotello, and Heit (2010) argued (a) that the so-called receiver operating characteristic is nonlinear for data on belief bias in syllogistic reasoning; (b) that their data are inconsistent with Klauer, Musch, and Naumer's (see record 2000-02818-008) model of belief bias; (c) that their data are inconsistent with any of the existing accounts of belief bias and only consistent with a theory provided by signal detection theory; and (d) that in fact, belief bias is a response bias effect. In this reply, we present reanalyses of Dube et al.'s data and of old data suggesting (a) that the receiver operating characteristic is linear for binary "valid" versus "invalid" responses, as employed by the bulk of research in this field; (b) that Klauer et al.'s model describes the old data significantly better than does Dube et al.'s model and that it describes Dube et al.'s data somewhat better than does Dube et al.'s model; (c) that Dube et al.'s data are consistent with the account of belief bias by misinterpreted necessity, whereas Dube et al.'s signal detection model does not fit their data; and (d) that belief bias is more than a response bias effect.     

Reducing exposure to trust-related risks to avoid self-blame

Three studies demonstrated that anticipated self-blame elicits more conservative decisions about risks that require trust than about otherwise economically identical risks that do not. Participants were more reluctant to invest money in a company when it risked failure due to fraud versus low consumer demand (Study 1), and to risk points in an economic game when its outcome ostensibly depended on another participant versus chance (Studies 2 and 3). These effects were mediated by anticipated self-blame (Studies 1 and 2). Additionally, participants who actually experienced a loss felt more self-blame when the loss violated their trust and became even more conservative in subsequent risk decisions relative to participants whose loss did not violate their trust (Study 3). No support emerged for alternative explanations based on either the perceived probability of incurring a loss or an aversion to losses that profit others. The motivational power of trust violations is discussed.     

Individual differences in time perspective predict autonoetic experience

Tulving (1985) posited that the capacity to remember is one facet of a more general capacity—autonoetic (self-knowing) consciousness. Autonoetic consciousness was proposed to underlie the ability for “mental time travel” both into the past (remembering) and into the future to envision potential future episodes (episodic future thinking). The current study examines whether individual differences can predict autonoetic experience. Specifically, the Zimbardo Time Perspective Inventory (ZTPI, Zimbardo & Boyd, 1999) was administered to 133 undergraduate students, who also rated phenomenological experiences accompanying autobiographical remembering and episodic future thinking. Scores on two of the five subscales of the ZTPI (Future and Present-Hedonistic) predicted the degree to which people reported feelings of mentally traveling backward (or forward) in time and the degree to which they reported re- or pre-experiencing the event, but not ten other rated properties less related to autonoetic consciousness.     

A closer look at self-reported suicide attempts: false positives and false negatives

The validity of self-reported suicide attempt information is undermined by false positives (e.g., incidences without intent to die), or by unreported suicide attempts, referred to as false negatives. In a sample of 1,385 Austrian adults, we explored the occurrence of false positives and false negatives with detailed, probing questions. Removing false positives decreased the rate of suicide attempters from 4.3% to 2.7%. Probing questions also revealed 0.8% false negatives. We recommend using probing questions with both those who report a suicide attempt and those who do not report a suicide attempt to increase the validity of self-reported suicide-related information.     

Key questions to consider in stalking cases

Stalkers can inflict severe injury upon and have been known to kill their victims. Based on the detailed responses of 1,565 stalking victims, a set of key questions was produced with the aim of increasing the opportunities of police officers to identify potentially dangerous stalkers. Despite marked methodological differences and the inclusion of a large number of variables, regression analyses for significant correlates for physical assault per se and for severe violence largely reflected the results of earlier works. For severe violence (n=136), the most important correlate was a high level of victim fear, suggesting that victims are adept at assessing their own risk of stalker violence. The set of 11 questions performed well on preliminary tests and is presented here.