Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance

This research is the first to examine the effect of “grit” – defined here as perseverance in pursuit of long-term goals – on salesperson performance and job satisfaction in a business-to-business (B2B) sales context. While more commonly studied in the psychology and education literatures, grit has heretofore been underexplored in sales research, a notable omission given its importance in predicting performance outcomes across multiple domains. In response, we demonstrate that gritty salespeople perform better and enjoy greater job satisfaction than their less gritty counterparts. Moreover, we show that competitiveness and self-efficacy help to develop grit and reveal important moderating effects; grit is highest when salespeople are self-efficacious and socially astute. Moreover, the results also suggest that need for power attenuates the positive effect of grit on performance, revealing a potential “dark side” of grit. We then provide some future research ideas involving grit in an effort to encourage further exploration of this construct in sales research. Finally, we conclude by offering cautions to future researchers as they decide whether to examine this interesting construct in a sales context.     

The use of virtual environments for survey spatial ability evaluation in topographical disorientation

Due to their interactivity and to the sense of presence they afford, virtual environments constitute an interesting opportunity to study spatial cognition. In accordance with this perspective, we aimed to introduce a spatial test in virtual simulation in order to investigate the survey spatial ability in patients with topographical disorientation. To do this, we used the "planning in advance task" in a virtual environment that constitutes an effective procedure to experimentally evaluate survey maps. With this procedure we present the single case of a woman, with a right medial temporal lobe lesion, who shows a selective impairment in the acquisition of new spatial relationships. The patient's performance in "planning in advance task" was compared with that of a control group made up of 40 female subjects matched for age and education. Results show how the patient revealed a significantly lower spatial performance when compared to the control group, demonstrating an inability to solve survey-type spatial tasks in complex virtual environments.     

Temperature increases in preterm infants during massage therapy

Temperature was assessed in 72 preterm infants randomly assigned to a control or a massage therapy group. A greater increase in temperature was noted for preterm infants receiving massage therapy versus a control group, even though the incubator portholes remained open during the 15 min massage therapy session but not for the control group over an equivalent time period.     

Social Influences on Judgments of Rape Victims: The Role of the Negative and Positive Social Reactions of Others

An experimental study examined whether judgments about a rape victim can be influenced by the social reactions of others, and whether this effect would be moderated by the type of rape (stranger or date rape) or by the gender of the participants. One hundred and ten U.S. college students (90% white; 59% female) responded to rape vignettes in which the type of rape and the social reactions received by the victim (negative, positive, or neutral) were manipulated. People exposed to negative social reactions made less positive judgments. Men and people who read about a date rape also made less positive judgments, but neither variable interacted with type of reactions to impact judgments.     

Are the effects of Unreal violent video games pronounced when playing with a virtual reality system?

This study was conducted to analyze the short-term effects of violent electronic games, played with or without a virtual reality (VR) device, on the instigation of aggressive behavior. Physiological arousal (heart rate (HR)), priming of aggressive thoughts, and state hostility were also measured to test their possible mediation on the relationship between playing the violent game (VG) and aggression. The participants--148 undergraduate students--were randomly assigned to four treatment conditions: two groups played a violent computer game (Unreal Tournament), and the other two a non-violent game (Motocross Madness), half with a VR device and the remaining participants on the computer screen. In order to assess the game effects the following instruments were used: a BIOPAC System MP100 to measure HR, an Emotional Stroop task to analyze the priming of aggressive and fear thoughts, a self-report State Hostility Scale to measure hostility, and a competitive reaction-time task to assess aggressive behavior. The main results indicated that the violent computer game had effects on state hostility and aggression. Although no significant mediation effect could be detected, regression analyses showed an indirect effect of state hostility between playing a VG and aggression.     

Reintegrative Shaming Theory, moral emotions and bullying

This article investigates the usefulness of Reintegrative Shaming Theory (RST) in explaining the bullying of siblings in families and peers in schools. Questionnaires were completed by 182 children aged 11-12 years in ten primary schools in Nicosia, Cyprus, about sibling and peer bullying. A vignette-based methodology was used to investigate children's expectations of the type of shaming their parents would offer in response to their possible wrong doing. Children were also asked questions about the emotions they would have felt (i.e. shame, remorse, guilt or anger) if they were in the position of the child in the vignette. The level of bonding toward each parent was also examined. In agreement with the theory, a path analysis showed that mother bonding influenced children's expectations of the type of shaming offered by parents. Disintegrative shaming (i.e. shaming offered in a stigmatizing or rejecting way) had a direct effect on the way children managed their shame. Shame management directly influenced sibling and peer bullying. Father bonding had no direct or indirect effects in the model. Against the theory, reintegrative shaming (i.e. shaming offered in the context of approving the wrongdoer while rejecting the wrongdoing) did not have a direct effect on shame management. Beyond the postulates of RST, mother bonding-a plausible indicator of family functioning-had a direct effect on sibling and peer bullying. Mother bonding had a stronger effect for boys than for girls. It is concluded that RST is useful in explaining the link between family factors and bullying, and that RST has cross-cultural applicability.     

Multiple trajectories of physical aggression among adolescent boys and girls

Latent growth mixture modeling was used to identify discrete patterns of physical aggression from Grades 7 to 11 among a sample of 1,877 youth. Four trajectory classes adequately explained the development of physical aggression in both boys and girls: Low/No Aggression; Persistent High Aggression; Desisting Aggression, characterized by decreasing risk throughout adolescence; and Adolescent Aggression, characterized by low early risk that increases until Grade 9, levels out, and then declines in late adolescence. Girls were less likely than boys were to be in any trajectory besides the Low/No Aggression trajectory. Parental supervision, deviant peer association, academic orientation, impulsivity, and emotional distress at Grade 7 were all strongly associated with trajectory class membership. These associations did not differ by gender. These findings strongly suggest that the processes involved in the development of physical aggression in adolescence operate similarly in boys and girls.     

Effects of social isolation and environmental enrichment on atherosclerosis in ApoE-/- mice

Social support and a stimulating environment have been suggested to reduce stress reactions and cardiovascular risk. The aim of this study was to assess the role of environmental enrichment and social interaction for development of atherosclerosis in atherosclerosis prone mice. Male ApoE-/- mice were divided into four groups and followed during 20 weeks: (i) enriched environment (E, n=12), (ii) deprived environment (ED, n=12), (iii) enriched environment with exercise (E-Ex, n=12) and (iv) socially deprived by individual housing (SD, n=10). Plasma lipid and cytokine concentrations were measured. Atherosclerosis was quantified in cross-sections of innominate artery and en face in thoracic aorta. Plaque area was significantly increased in SD mice in the innominate artery (P<0.05 vs. all other groups), but not in the thoracic aorta. Plasma lipids were increased in SD mice (P<0.001 vs. all for total cholesterol, P<0.05 vs. E and P<0.01 vs. ED for triglycerides). Plasma concentration of granulocyte-colony stimulating factor (G-CSF) was decreased in SD mice compared to E mice (P<0.05). Thus, social isolation increased atherosclerosis and plasma lipids in ApoE-/- mice. Reduction in plasma G-CSF levels may hamper endothelial regeneration in the atherosclerotic process. While environmental enrichment did not affect atherosclerosis, social isolation accelerated atherosclerosis.