Behavioral Self-Management as a Supplement to External Sales Force Controls

Salesforce control systems tend to focus on outcomes rather than behaviors. The use and effectiveness of behavior-based control systems is limited, particularly with industrial sales-people, who generally operate in the field much of the time where their behavior cannot be closely observed or supervised by management. The authors propose Behavioral Self-Management (BSM) as a means of controlling the methods salespeople use to achieve results. Specific BSM techniques applicable to selling and strategies for encouraging salespeople to engage in self- management are reviewed.     

Emotional Processing Therapy for post traumatic stress disorder

While prolonged exposure is considered one of the “gold standard” and recommended treatments for post traumatic stress disorder (PTSD), it has been poorly utilised in clinical practice. Individuals with PTSD often find it too distressing to confront memories, and therapists may be uncomfortable using the therapy. A new Emotional Processing Therapy is described in which an emotional approach to prolonged exposure provides individuals with a new insight into how trauma is processed. A conceptual analysis of exposure suggests that it is exposure to distressing emotional experiences which is a key element. Viewing it as an emotion-based therapy, allows the creative addition of new emotional elements. Through exploring the individual’s emotional processing style, previously learned and unhelpful patterns can be addressed, and the addition of an “emotional preparation” phase helps them understand why it is important to face emotionally distressing memories before exposure sessions begin. Emotional Processing Therapy is intuitive and makes sense to those affected by PTSD. It is framed in an emotional context and is presented as part of a lifestyle change that may reduce the likelihood of psychological problems developing in the future.     

On the Functional Role of Implicit Visual Memory for the Adaptive Deployment of Attention Across Scenes

Although very little visual information is explicitly retained across views, some continuity of processing is afforded by implicit visual memory traces of previous views. These memory traces interact with attentional mechanisms to guide eye movements, cognition, and action. Two different memory mechanisms are described here. First, the deployments of focal attention and eye movements are facilitated towards recently attended features and locations (priming of popout). Second, attention is guided by implicit memory traces of specific visual contexts experienced in the past (contextual cueing). Compared to the visual memory tapped by change blindness tasks, the implicit memory mechanisms of priming of popout and contextual cueing do not require conscious intervention and may exhibit greater memory capacity, longer durability, and higher discriminability. Thus, these implicit traces of past views guide attention and eye movements to allow for effective access (indexing) to a scene's details, hence providing context and continuity to ongoing interactions with the perceptual world.     

Representing socio-technical systems options in the development of new forms of work organization

Abstract

It is widely accepted that effective implementation of new technology into work organizations needs an integrative approach in which developments in both technical and social systems are considered. Furthermore, success depends upon the effective participation of significant stakeholders in this process. This article reviews the methods available for this purpose and concludes that a particular weakness is the methods that can be used to generate and review socio-technical system opportunities early in the development process. Whilst methods exist to support stakeholder participation at this stage, they need to represent future socio-technical opportunities if they are to make an effective contribution. This article presents the ORDIT (Organizational Requirements Definition for Information Technology Systems) methodology, which uses responsibility modelling as a basis for constructing socio-technical systems opportunities. The application of telemedicine in health care is presented as a case study to demonstrate how this method can be used to construct and evaluate socio-technical scenarios.     

Working in the hidden economy: Associations with the latent benefits and psychological health

Hidden economy working can provide income and cushion the financial hardship during unemployment; can it also substitute for some latent functions of regular employment? According to Jahoda's theory, the latent functions include the time structure, regular shared experience, information about personal identity, a link with the collective purpose, and enforced regular activity. This article explores whether the undeclared working reduces the degree of deprivation of these functions during unemployment and, consequently, improves the psychological health of a person. The data were collected from a sample of unemployed persons (N = 1138) registered with the Croatian Employment Bureau. A series of questions about their day-to-day activities were used to estimate the amount of undeclared working, an ad hoc developed scale to assess the extent of their latent deprivation, and the SF-36 Health Survey to measure their psychological health. The ANCOVA revealed that the participants who were often engaged in the hidden economy working exhibited reduced latent deprivation and improved psychological health compared to those who were sometimes engaged. Hierarchical regression analysis indicated that their better psychological health was partially mediated through reduced latent deprivation. However, the unemployed who were never engaged in undeclared working exhibited a relatively high psychological health as well.     

Cracking In: The Psychotherapeutic Action of Comedy

The relational reach and psychotherapeutic action of comedy are examined in the opening phase of treatment with a man who had an early history of neglect and consequent neurotic isolation. Through the examination of a series of comedic enactments that cracked into the beginning phase of this treatment, comedy's animating force to defy neurotic gravity and aid in the reanimation of primal density is considered. The ways in which laughter opened into a maternal erotic transference—countertransference is further detailed, in conjunction with reflection aimed at the aggression of this comedic bond, including countertransference hate.     

Boyhood Femininity,Gender Identity Disorder,Masculine Presuppositions,and the Anxiety of Regulation

This paper details the diagnostic discourse that has accumulated around feminine boys, including the traditional presuppositions of Gender Identity Disorder (GID). The GID discourse is examined for the ways in which it is built upon unquestioned beliefs about masculinity. Distinct from most modern considerations of gender, no effort has been made to critically theorize gender when thinking about feminine boys; masculinity is as masculinity was. Consequently, we are left with modes of diagnosis and treatment that are out of synch with modern social life, and a set of ideas that do not proceed from an adequate understanding of the range that is masculinity. New sustaining ideals are in play, and in accord with these ideals an argument is made for a new mode of psychotherapeutic address. The traditional individual trauma explanation for GID is questioned. Particular emphasis is given to the ways in which this traditional GID discourse fails to reckon with how masculinity is held in place by the strong arm of regulatory anxiety. A new position that incorporates a greater appreciation for the role of social trauma and melancholia is offered. It is argued that a theory that offers insight into the workings of melancholia as it builds the feminine boy affords a more robust set of ideas through which to contemplate the boy. In turn, we come upon a better avenue of psychotherapeutic action—one that does not employ behavioral strategies that reinforce social exclusion.     

Sample Size Planning for the Squared Multiple Correlation Coefficient: Accuracy in Parameter Estimation via Narrow Confidence Intervals

Methods of sample size planning are developed from the accuracy in parameter approach in the multiple regression context in order to obtain a sufficiently narrow confidence interval for the population squared multiple correlation coefficient when regressors are random. Approximate and exact methods are developed that provide necessary sample size so that the expected width of the confidence interval will be sufficiently narrow. Modifications of these methods are then developed so that necessary sample size will lead to sufficiently narrow confidence intervals with no less than some desired degree of assurance. Computer routines have been developed and are included within the MBESS R package so that the methods discussed in the article can be implemented. The methods and computer routines are demonstrated using an empirical example linking innovation in the health services industry with previous innovation, personality factors, and group climate characteristics.