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171.
172.
Daniel A. Sauers James B. Hunt Ken Bass 《Journal of Personal Selling & Sales Management》2013,33(3):17-28
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. 相似文献
173.
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. 相似文献
174.
175.
Ken Eason Susan Harker Wendy Olphert 《European Journal of Work and Organizational Psychology》2013,22(3):399-420
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. 相似文献
176.
Ken Corbett Ph.D. 《Psychoanalytic Dialogues》2013,23(4):457-474
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. 相似文献
177.
Ken Corbett Ph.D. 《Psychoanalytic Dialogues》2013,23(4):353-370
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. 相似文献
178.
Ken Kelley 《Multivariate behavioral research》2013,48(4):524-555
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. 相似文献
179.
Patrick Grim Robert Rosenberger Adam Rosenfeld Brian Anderson Robb E. Eason 《Synthese》2013,190(12):2367-2390
‘The problem with simulations is that they are doomed to succeed.’ So runs a common criticism of simulations—that they can be used to ‘prove’ anything and are thus of little or no scientific value. While this particular objection represents a minority view, especially among those who work with simulations in a scientific context, it raises a difficult question: what standards should we use to differentiate a simulation that fails from one that succeeds? In this paper we build on a structural analysis of simulation developed in previous work to provide an evaluative account of the variety of ways in which simulations do fail. We expand the structural analysis in terms of the relationship between a simulation and its real-world target emphasizing the important role of aspects intended to correspond and also those specifically intended not to correspond to reality. The result is an outline both of the ways in which simulations can fail and the scientific importance of those various forms of failure. 相似文献
180.
Pamela Qualter Ken Rotenberg Louise Barrett Peter Henzi Alexandra Barlow Maria Stylianou Rebecca A. Harris 《Journal of abnormal child psychology》2013,41(2):325-338
The hypothesis that lonely children show hypervigilance for social threat was examined in a series of three studies that employed different methods including advanced eye-tracking technology. Hypervigilance for social threat was operationalized as hostility to ambiguously motivated social exclusion in a variation of the hostile attribution paradigm (Study 1), scores on the Children’s Rejection-Sensitivity Questionnaire (Study 2), and visual attention to socially rejecting stimuli (Study 3). The participants were 185 children (11 years-7 months to 12 years-6 months), 248 children (9 years-4 months to 11 years-8 months) and 140 children (8 years-10 months to 12 years-10 months) in the three studies, respectively. Regression analyses showed that, with depressive symptoms covaried, there were quadratic relations between loneliness and these different measures of hypervigilance to social threat. As hypothesized, only children in the upper range of loneliness demonstrated elevated hostility to ambiguously motivated social exclusion, higher scores on the rejection sensitivity questionnaire, and disengagement difficulties when viewing socially rejecting stimuli. We found that very lonely children are hypersensitive to social threat. 相似文献