Special Abstract Section: 2005 National Conference in Sales Management

Every year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present a special section containing the abstracts of the papers presented at the 2005 NCSM, held March 2–5 in Miami Beach, Florida. The papers summarized below represent a broad collection of interesting and timely topics. Any queries regarding the papers may be sent to C. David Shepherd, NCSM Abstract Section Editor, at dshepherd@kennesaw.edu.     

Stress and quality of life in international and domestic university students: cultural differences in the use of religious coping

Studying overseas entails a number of transitions and challenges, and the present study investigated the strategies international university students use to cope with stressors. Previous research suggests that international students may be more likely than domestic students to draw on religion/spirituality as a source of dealing with stress, but the direct links between stress, religious coping and quality of life are yet to be documented explicitly. A sample of 679 university students in New Zealand completed the quality of life scale WHOQOL-BREF with an additional WHOQOL module used to assess spiritual, religious, and personal beliefs (SRPB). The students also completed the Perceived Stress Scale and the Brief COPE inventory. Irrespective of stress levels encountered or whether participants were international or domestic students, Asian students were more likely to use religious coping strategies than European students. Unlike European students, Asian students’ use of religious coping was effective in improving psychological and social quality of life. The findings also provide support for the main effects hypothesis of religion/spirituality. The present study demonstrates that cultural factors play an important role in the manner in which individuals maintain mental health and quality of life.     

Pediatric Sub-specialist Controversies in the Treatment of Congenital Heart Disease in Trisomy 13 or 18

Trisomy 13 and 18 are associated with congenital heart disease. Cardiac palliation has been reported in the literature, but is not usually done in this population. Thus, a multi-disciplinary team may experience controversy in formulating a care plan that includes cardiac intervention. Our objective was to determine differences in recommendations for cardiac intervention in this population between physicians specializing in pediatric cardiac critical care, neonatology, and genetics. A web-based survey was performed between April 2007 and August 2008. This survey evaluated surgical and transcatheter cardiac palliations that had been performed for individuals with trisomy 13 or 18 at the respondent’s institution, the respondent’s recommendations for cardiac intervention in hypothetical symptomatic patients with trisomy 13 or trisomy 18 and the influence of parental preference on these recommendations. Eight hundred fifty-nine responses were obtained from a primarily academic practice setting (59%). Cardiologists were most likely to recommend intervention; low risk interventions were recommended by 32% of cardiologists, 7% of neonatologists and 20% of geneticists. Parental request to intervene resulted in a 3 fold increased in the likelihood of all specialist recommending intervention. Counseling of families frequently occurred by multiple sub specialists (50%) and there was frequently (71%) a difference in opinion. Individuals with trisomy 13 or 18 are receiving cardiac intervention at many institutions. Cardiologists were more likely than geneticists or neonatologists to recommend intervention on all heart lesions other than single ventricle palliation which no specialists recommended. Parental wishes that “everything be done” significantly influenced all specialists’ recommendations.     

Rewriting the self-fulfilling prophecy of social rejection: self-affirmation improves relational security and social behavior up to 2 months later

Chronically insecure individuals often behave in ways that result in the very social rejection that they most fear. We predicted that this typical self-fulfilling prophecy is not immutable. Self-affirmation may improve insecure individuals' relational security, and this improvement may allow them to express more welcoming social behavior. In a longitudinal experiment, a 15-min self-affirmation improved both the relational security and experimenter-rated social behavior of insecure participants up to 4 weeks after the initial intervention. Moreover, the extent to which self-affirmation improved insecure participants' relational security at 4 weeks predicted additional improvements in social behavior another 4 weeks after that. Our finding that insecure participants continued to reap the social benefits of self-affirmation up to 8 weeks after the initial intervention demonstrates that it is indeed possible to rewrite the self-fulfilling prophecy of social rejection.     

The single interval adjustment matrix (SIAM) yes–no task: an empirical assessment using auditory and gustatory stimuli

The SIAM yes-no task is an efficient bias-free adaptive procedure for estimating absolute thresholds, though it arguably requires further evaluation prior to its adoption into mainstream psychological research. We report two experiments undertaken in the auditory and gustatory modalities designed to assess the accuracy and efficiency of the SIAM method. In the first experiment, estimates of absolute thresholds for 1000-Hz tones obtained using a two-alternative forced choice adaptive procedure were compared to those obtained using both the SIAM yes-no task and a modification of the SIAM task incorporating the method of free response, the SIAM-rapid. In Experiment 2, we compared absolute thresholds for sucrose in solution obtained with either a two-alternative forced choice adaptive procedure or the SIAM yes-no task. Both experiments demonstrated the efficiency and validity of the SIAM approach, with SIAM thresholds proving to be equivalent to those obtained in the two-alternative forced choice tasks and to those reported in the literature.     

On the perpetuation of ignorance: system dependence, system justification, and the motivated avoidance of sociopolitical information

How do people cope when they feel uninformed or unable to understand important social issues, such as the environment, energy concerns, or the economy? Do they seek out information, or do they simply ignore the threatening issue at hand? One would intuitively expect that a lack of knowledge would motivate an increased, unbiased search for information, thereby facilitating participation and engagement in these issues-especially when they are consequential, pressing, and self-relevant. However, there appears to be a discrepancy between the importance/self-relevance of social issues and people's willingness to engage with and learn about them. Leveraging the literature on system justification theory (Jost & Banaji, 1994), the authors hypothesized that, rather than motivating an increased search for information, a lack of knowledge about a specific sociopolitical issue will (a) foster feelings of dependence on the government, which will (b) increase system justification and government trust, which will (c) increase desires to avoid learning about the relevant issue when information is negative or when information valence is unknown. In other words, the authors suggest that ignorance-as a function of the system justifying tendencies it may activate-may, ironically, breed more ignorance. In the contexts of energy, environmental, and economic issues, the authors present 5 studies that (a) provide evidence for this specific psychological chain (i.e., ignorance about an issue → dependence → government trust → avoidance of information about that issue); (b) shed light on the role of threat and motivation in driving the second and third links in this chain; and (c) illustrate the unfortunate consequences of this process for individual action in those contexts that may need it most.     

The Effect of Maternal Depressed Mood on Infant Emotional Reaction in a Surprise‐Eliciting Situation

The purpose of this study is to examine the claim that an infant's ability to respond appropriately to an emotional situation varies according to the emotional state of the mother. Surprise expressions in mother and child were examined both in terms of paralinguistic aspects of surprise vocalizations as well as facial expressions. Seventy‐two infants and their mothers (mean age=8 months, range=5–11 months) were video‐ and audiotaped in their homes. Half of the infants, matched for age and gender, had mothers who reported depressed mood. Infants of mothers with depressed mood showed significantly fewer components of facial expressions of surprise compared with infants of nondepressed mothers. Mothers with depressed mood exclaimed surprise with a significantly lower pitch (mean F₀=386.13 Hz ) compared to nondepressed mothers (mean F₀=438.10 Hz ). Furthermore, mothers with depressed mood showed fewer associations between elements of emotional expression than the nondepressed group. Infants' expressions of surprise are influenced by maternal mood, resulting in reduced expression of the emotion in infants of mothers with depressed mood. These results are discussed in terms of coordination of vocal parameters in mother–infant dyadic interaction.