Developing motor planning over ages

Few studies have explored the development of response selection processes in children in the case of object manipulation. In the current research, we studied the end-state comfort effect, the tendency to ensure a comfortable position at the end rather than at the beginning of simple object manipulation tasks. We used two versions of the unimanual bar transport task. In Experiment 1, only 10-year-olds reached the same level of sensitivity to end-state comfort as adults, and 8-year-olds were less efficient than 6-year-olds. In each age group, children’s sensitivity did not increase during a session: i.e., either clearly showed the sensitivity or showed no sensitivity at all. Experiment 2 replicated these results when the bar was replaced by a pencil and when the task did not require much precision. However, when the task required more precision, 8-year-olds increased their level of sensitivity to the end-state comfort effect, whereas this was not the case for younger children. These results describe the development of advanced planning processes from 4 to 10 years of age as well as the positive effect of task constraints on the end-state comfort effect for 8-year-olds.     

Specificity of practice: interaction between concurrent sensory information and terminal feedback

In 2 experiments, the authors investigated a potential interaction involving the processing of concurrent feedback using design features from the specificity of practice literature and the processing of terminal feedback using a manipulation from the guidance hypothesis literature. In Experiment 1, participants produced (198 trials) flexion-extension movements to reproduce a specific pattern of displacement over time with or without vision of the limb position and with 100% or 33% knowledge of results (KR) frequency. The transfer test was performed without vision and KR. In Experiment 2, the authors assessed whether sensory information processing was modulated by the amount of practice. Participants performed 54 or 396 trials under a 100% or a 33% KR frequency with vision before being transferred to a no-vision condition without KR. Results of both experiments indicated that the Vision-33% condition suffered a larger detrimental effect of withdrawing visual information than the Vision-100% condition. Experiment 2 indicated that this detrimental effect increased with practice. These results indicated the reduction in terminal feedback prompted participants to more deeply process the concurrent visual information thus reinforcing their dependency on the visual information.     

Neuropsychological Functioning and Antiretroviral Treatment in HIV/AIDS: A Review

This article presents a review of studies that have investigated the neuropsychological effects of antiretroviral treatment (ART) for HIV-1 infection. It provides a brief overview of the era of monotherapy, dual-therapy, and an extended overview of the current era of combination antiretroviral therapy (CART). This review highlights that while CART has had a dramatic effect on the incidence and the severity of HIV-associated neurocognitive disorders (HAND), HAND, in its mild form, still remains prevalent. New causes of this sustained prevalence are poor CNS penetration of some antiretroviral agents, drug resistance, poor adherence, potential neurotoxicity, co-morbidities such as the long-term CART side effects in relation to cardio-vascular disease, and chronic HIV brain infection that may facilitate the expression of new forms of neurodegenerative processes. The review emphasizes the need to address methodological limitations of published studies and the need for large and representative cross-disciplinary longitudinal investigations across the HIV illness span.     

Problems inhibiting attentional capture by irrelevant stimuli in patients with frontotemporal dementia

We studied the role of the frontal lobes in orienting spatial attention and inhibiting attentional capture by goal-irrelevant stimuli, using a spatial cueing method in patients with frontotemporal dementia (FTD). Two blocks of trials were presented, one with non-predictive cues and the other with counter-predictive cues. FTD patients showed a global orienting deficit, with a greater difference between invalid and valid trials than age-matched controls. However, they were able to use the (counter-) predictiveness of the cue to reduce the invalid/valid difference when targets occurred most often in the location opposite the cue. Thus, endogenous control of attention in our FTD patients was sufficient to reorient attention on the basis of the probability of events, but not to resist the capture of attention by goal-irrelevant stimuli. These results confirm the role of frontal lobes in the inhibition of attentional capture.     

The Top Ten Sales Articles of the 20th Century

The dawn of a millennium brings reflection on accomplishments and progress over the prior century. A common exercise is to identify the “best of the best” in a variety of fields of endeavor (e.g., music, science, art, or literature). In this article we identify the “best of the best” in academic research concerning sales management and professional selling. We conducted a survey of practicing sales academics to identify the “Top 10” sales articles of the century. Each of these articles is briefly reviewed, with attention to its purpose, content and contribution. A citation analysis was also conducted to validate the expert opinion rankings. In total, the results present an intriguing perspective on the accomplishments of the sales academy and its progress as a scholarly community.     

Personal Selling and Sales Management Abstracts

The purpose of this study is to develop and test a customer defection model describing an organizational buyer’s propensity to stop purchasing from a supplier within a multisource buyer–seller relationship. A total of 168 employees who worked in purchasing using multiple suppliers in procurement were used for this study. Findings provide strategies for the salesperson to utilize in order to reduce the customer’s perception of available alternatives (e.g., increase trust in the salesperson) and defection (e.g., increase customer satisfaction and commitment). Findings also show that the relationship between satisfaction and commitment is fully mediated by trust within a multisource relationship.     

Painful semantic context modulates the relationship between action words and biological movement perception

Studies have revealed a close relationship between action–word processing and the detection of point-light biological movements and that this effect can be modulated by the context of action-verb presentation. The goal of the present study was to further examine the extent to which motor representation activation plays a role in this relationship by testing the influence of painless/painful sentence understanding during a listening task. Participants judged the presence or absence of a point-light biological movement that was embedded in a scrambled mask after a congruent or incongruent action sentence was presented. The sentences varied according to the context of action-verb presentation (painful, painless). Perceptual judgments of human movements improved after a prior presentation of a congruent action sentence but only in the painless context. Thus, our findings show that pain included in a semantic context of sentence presentation can preclude the relationship between action–word understanding and point-light biological movement judgments.     

Personal Selling and Sales Management Abstracts

This study builds on previous research to investigate the effects of ethical climate on salesperson’s role stress, job attitudes, turnover intention, and job performance. Responses from 138 salespeople who work for a large retailer selling high-end consumer durables at 68 stores in 16 states were used to examine the process through which ethical climate affects organizational variables. This is the first study offering empirical evidence that both job stress and job attitudes are the mechanisms through which a high ethical climate leads to lower turnover intention and higher job performance. Results indicate that ethical climate results in lower role conflict and role ambiguity and higher satisfaction, which, in turn, leads to lower turnover intention and organizational commitment. Also, findings indicate that organizational commitment is a significant predictor of job performance.     

Communication Between Hispanic Salespeople and Their Customers: A First Look

This paper presents the results of an exploratory investigation into the cultural communication styles of Hispanic salespeople. Depth interviews were conducted with 14 “key informants” who were familiar with issues facing Hispanic salespeople. The analysis suggests that (1) a cultural communication style exists for Hispanic salespeople, (2) Hispanic salespeople alter their communication style when selling to Anglo-American customers, and (3) culture clashes may occur when Hispanic salespeople interact with Hispanic customers of a different national origin and/or a different stage in the acculturation process. These findings have implications for the management of Hispanic salespeople in the U.S.