Sales Force Activities and Marketing Strategies in Industrial Firms: Relationships and Implications

This study explores the role of the sales force in formulating and executing marketing strategies. Specifically, the relationships between sales force activities such as providing information about customer needs, hiring and training salespeople, and assessing new market segments and four marketing strategies (market penetration, product development, market development, diversification) are examined. Results indicate that the use of sales force activities is related to a firm's strategic choices, and that the relationships vary by firm size and type of offering.     

Psychometric properties of the Coping Strategy Indicator (CSI) in a study of coping behaviour amongst malawian students

Abstract

The Coping Strategy Indicator (CSI; Amirkhan 1990) is an inductively derived measure of responses to adverse circumstances. Although seeking to isolate “a few fundamental strategies with wide applicability” (Amirkhan 1990). the initial validation studies were all based on Californian populations. The present study repork findings from completion of the CSI by 415 Malawian students as part of their enrolment health check up. Factor analysis (principal components analysis with varimax rotation) identified three factors with very similar structure and loadings to those identified by Amirkhan, namely, Support Seeking, Problem Solving and Avoidance. As with the initial validation study, there was some evidence of withdrawal and distraction forming identifiable sub-components of Avoidance. The CSI does appear to provide a measure of core coping strategies which is robust across cultural settings, the theoretical implications of which are considered. The influence of factors such as age and gender on CSI scores is discussed     

Objective assessment of the functional role of spike train correlations using information measures

The functional role of correlations between neuronal spike trains remains strongly debated. This debate partly stems from the lack of a standardized analysis technique capable of accurately quantifying the role of correlations in stimulus encoding. We believe that information theoretic measures may represent an objective method for analysing the functional role of neuronal correlations. Here we show that information analysis of pairs of spike trains allows the information content present in the firing rate to be disambiguated from any extra information that may be present in the temporal relationships of the two spike trains. We validate and illustrate the method by applying it to simulated data with variable degrees of known synchrony, and by applying it to recordings from pairs of sites in the primary visual cortex of anaesthetized cats. We discuss the importance of information theoretic analysis in elucidating the neuronal mechanisms underlying object identification.     

Practice Effects on Motor Control in Healthy Seniors and Patients with Mild Cognitive Impairment and Alzheimer's Disease

ABSTRACT

This research was designed to test the hypothesis that motor practice can enhance the capabilities of motor control in healthy controls (NC) and patients with a diagnosis of probable Alzheimer's disease (AD) and mild cognitive impairment (MCI), and consequently results in better motor performance. Approximately half of the subjects in the NC (n = 31), AD (n = 28), and MCI (n = 29) either received or did not receive practice on a task of fast and accurate arm movement with a digitizer. Changes in movement time (MT), movement smoothness (jerk), and percentage of primary submovement (PPS) were recorded and compared among the three groups across six blocks of trials (baseline and five training sessions). For all subjects, practice improved motor functions as reflected by faster and smoother motor execution, as well as a greater proportion of programming control. Compared to unaffected matched controls, AD and MCI subjects exhibited a greater reduction in movement jerk due to practice. Movement time and PPS data revealed that motor practice appeared to reduce the use of “on-line” correction adopted by the AD or MCI patients while performing the aiming movements. Evidently, their arm movements were quicker, smoother, and temporally more consistent than their untrained peers. The findings of this study shed light on how MCI and AD may affect motor control mechanisms, and suggest possible therapeutic interventions aimed at improving motor functioning in these impaired individuals.     

Dependence on Visual Feedback During Motor Skill Learning in Alzheimer's Disease

Three experiments examined the role of visual feedback on the performance of a fine motor task, namely the rotary pursuit, in patients with Alzheimer's disease (AD) and healthy older adults. After extensive practice tracking a fully visible target, participants in Experiments 1 and 2 were tested under restricted vision (RV) conditions. In both experiments, the two groups showed a drop in performance when vision was restricted, with AD patients showing a significantly larger decline. Tracking improved significantly in normal controls, but not AD patients across the RV trials after the initial drop. When difficulty of the rotary pursuit task was manipulated in Experiment 3 without restricting vision, AD patients and normal controls showed identical patterns of performance. Consequently, it could be concluded that AD patients in the first two experiments were relying more heavily on visual information for accurate performance of the tracking task than their healthy peers.     

A Study of the Benefit of Social and Religious Support on Church Members During Times of Crisis

A majority of Americans participate in religious services and identify themselves as members of a faith community. Understanding the role that religion plays in people's lives is essential to developing a comprehensive model of social support during times of crisis. The purpose of the current study was to identify the resources of social support that are helpful for church members during times of crisis. Although research on the impact of social support has identified several types of support—and the function of such support—to people undergoing difficult times, researchers have not looked at the impact of religious beliefs and participation in religious communities on social support to any significant extent. The current study collected questionnaire data from 23 members of one congregation who experienced a personal crisis. Analysis of the data shows that religious beliefs and the support provided by the religious community were seen as extremely helpful in times of crisis. Implications for incorporating people's religious beliefs and participation in religious communities into future investigations of social support are discussed.     

II—Richard Cross

ABSTRACT Scotus's belief that any created substance can depend on the divine essence and/or divine persons as a subject requires him to abandon the plausible Aristotelian principle that there is no merely relational change. I argue that Scotus's various counterexamples to the principle can be rebutted. For reasons related to those that arise in Scotus's failed attempt to refute the principle, the principle also entails that properties cannot be universals.     

The relation between size and apparent heaviness

Attention, Perception, & Psychophysics - A formula for the size-weight illusion was derived from the Stevens and Rubin (1970) finding that heaviness functions form a family of power functions...     

Sequential dependencies and regression in psychophysical judgments

A tendency for judgments of stimulus magnitude to be biased in the direction of the value of the immediately preceding stimulus is found in magnitude estimations of loudness. This produces a bias in the empirical psychophysical function that results in underestimation of the exponent of the unbiased function presumed to relate number and stimulus intensity, N = aSⁿ. The biased judgment can be represented as a power product of focal and preceding stimulus intensity, N_ij= aS ^m S_j ^b. A bias-free estimate of the correct exponent, n, can be obtained from the relation n = m + b.