Salesperson Selection,Training, and Development: Trends,Implications, and Research Opportunities

Building on the forces of change in selling identified in the introductory paper of this Special Issue of JPSSM, we identify and explicate trends, managerial implications, and research opportunities in two important domains of the selling field: training and development (TD) and selection. Part One focuses on TD of salespeople, and argues why a fresh perspective on salesperson TD is essential. Then, taking a knowledge, skills, and ability (KSA) approach, a framework for future TD content is proposed around three levels of KSAs: task-related KSAs, growth-related KSAs, and meta-KSAs. Part Two, on selection, focuses on several important predictors of salesperson success: cognitive ability tests, personality inventories, and biodata. Then, assessment methods are reviewed. Finally, we summarize with a discussion of emerging trends and research opportunities. The focus of the discussion is on both enhancing salesperson performance and affording scholars new research opportunities.     

Structural investigations on Nd-doped silica nanocomposites: effect of sintering temperature and dopant concentration

Neodymium-doped silica nanocomposites were prepared from an acid-catalysed sol–gel solution followed by heat treatment. The structural and microstructural properties of the prepared samples as a function of sintering temperature and Nd concentration are reported. Fourier transform infrared spectra show that phase separation occurs during heat treatment. The presence of Nd₂O₃ and α-Nd₂Si₂O₇ phases in the samples was established by X-ray diffraction (XRD), and transmission electron microscopy (TEM) micrographs revealed the microstructure of the nanocomposites. From XRD patterns, the crystallite size was determined using the Debye–Scherrer formula, while the particle size was estimated from TEM micrographs. The results suggest that sintering at high temperature enhances the crystallinity and density of Nd₂O₃–SiO₂ nanocomposites, while the high concentration of neodymium prevents the crystallization of SiO₂.     

Will the “Real Boy” Please Behave: Dosing Dilemmas for Parents of Boys with ADHD

The use of Ritalin and other stimulant drug treatments for attention-deficit hyperactivity disorder (ADHD) raises distinctive moral dilemmas for parents; these moral dilemmas have not been adequately addressed in the bioethics literature. This paper draws upon data from a qualitative empirical study to investigate parents' use of the moral ideal of authenticity as part of their narrative justifications for dosing decisions and actions. I show that therapeutic decisions and actions are embedded in valued cultural ideals about masculinity, self-actualization and success, as well as in moral conceptions of authenticity and personal freedom. I argue that this investigation of parents' moral justifications and dosing dilemmas raises questions about the validity of authenticity as a transcendent moral principle. Moreover, this study demonstrates that in order to be relevant, bioethical analysis of neurocognitive enhancement must engage with ground-up studies of moral principles and decision-making in context.     

Understanding the Factors Affecting the HIV Epidemic in Maharashtra: Application of Proximate Determinants Framework

The Indian HIV epidemic is exhibiting a declining trend, providing an opportunity for meta-analysis and data synthesis by triangulation to delineate the comprehensive picture and to understand the drivers of the epidemic. A proximate determinants (PD) framework is used to tease out factors affecting HIV vulnerability and to segregate the interplay of multiple factors operating within the framework. This study focuses on low-risk general males and high-risk male clients who form bridges between high-risk and low-risk populations. Data from NFHS-III, IBBA-1 and BSS have been used. The findings underscore multi-partner, condom use and partner-mixing as PD for general men, with coital frequency an additional determinant for clients. Partner type and number of lifetime partners are significant determinants for both groups. Significant underlying determinants, after adjustment for PDs, are younger age, marital status and alcohol for general men, and marital status, education, age at first intercourse and prior HIV testing for clients.     

Effect of Islamic psycho-spiritual therapy in managing craving,withdrawal symptoms,and mental health problems among cannabis users

ABSTRACT

The present study is an examination of Islamic psycho-spiritual therapy in managing craving, withdrawal symptoms, and mental health problems among cannabis users. Homogeneous purposive sampling was used in the selection of the sample. The therapy and administration of three scales (Marijuana Craving Scale Short Form; Cannabis Withdrawal Scale; Mental Health Inventory) were undertaken among 40 Muslim male cannabis users whose age ranged between 14 and 37 years on pre- and post-test analysis. The results highlighted the significant differences in the respective dimensions of the Craving and Withdrawal Scales and the Mental Health Inventory such as compulsivity, emotionality, expectancy and purposefulness, withdrawal intensity and negative impact of withdrawal symptoms, anxiety, depression, loss of behavioural/emotional control, emotional ties, life satisfaction, psychological distress, psychological well-being, and mental health index.     

Haunted by somatic tendencies: Spirit infestation as psychogenic illness

It has been suggested that haunting and poltergeist episodes are akin to outbreaks of contagious psychogenic illness. Therefore, it might be expected that hypochondriacal and somatic tendencies would significantly predict self-reported experiences of 'spirit infestation' and other paranormal ideations. This prediction was tested on a sample of 314 undergraduate students who completed the Anomalous Experiences Inventory, the Transliminality Scale and three standard questionnaires about hypochondriasis, somatic complaints, and cognitions about body and health. Results from correlational and regression analyses supported predictions, although we found that the type of bodily cognition varied with the specificity of the paranormal experience. For example, indices of spirit infestation coincided with autonomic sensations, perceived paranormal ability was related to catastrophizing cognitions, and general paranormal experiences correlated with somatization traits. Transliminality and paranormal belief contributed positively to nearly all of these associations. These findings are consistent with the idea that some paranormal experiences are partly misattributions of internal experience to external (paranormal) sources - a process that could initiate an episode of contagious (mass) psychogenic illness by encouraging the collective perception of similar 'symptoms' in a group of people due to suggestion and demand characteristics.     

Self-Other Discrepancies in Waiting Time Decisions

Both anecdotal evidence and recently reported research suggest that people are risk-averse when faced with waiting time decisions. Four studies investigate whether there is a self-other discrepancy in how people make waiting time decisions themselves and how they predict others will make similar decisions. People are found to believe that others have valuations of time similar to their own. However, when faced with alternatives that involve risk in the duration of the wait, the results point to a self-other discrepancy, in that people report greater risk-aversion themselves than they think others would. Further, when faced with waiting time gains, people are themselves more risk-averse than they think others would be. Conversely, when faced with waiting time losses, people are themselves more risk-seeking than they think others would be. Overall, the results are consistent with the recently proposed risk-as-feelings hypothesis.