Selling & Sales Management in Action: A COMPARATIVE STUDY OF INCENTIVES IN A SALES FORCE CONTEST

The sales job of the early twenty-first century has evolved due to myriad rapidly changing environmental factors. Customer relationship focus, technology, global competition, shifting customer preferences and demands, forced downsizing, increased competitive pressure, and other factors have contributed to altering the salesperson role—what salespeople do. Yet outdated taxonomies are referenced when researching and writing about sales jobs. This paper develops an empirically generated sales position taxonomy based on changing selling activities and strategies. First, a set of 105 activities are factor analyzed to create 12 dimensions of selling. Second, the factor scores are entered into a cluster analysis. The resulting factor score centroids allow for interpretation of a taxonomy of six categories of contemporary sales jobs.     

Early psychic disturbances in anorexic and bulimic patients as reflected in the psychoanalytic process

This presentation aims at demonstrating the emergence of a basic disturbance in the analytic material of anorexic and bulimic patients, namely, the unconscious attempt to restore the lost union with the feeding mother which is both relentlessly sought and equally feared. Food is used unconsciously to represent and control intra-psychically both the object and the affects belonging to that relationship in such a way as to avoid terror of fusion or dissolution of the self.     

The role of within-category variability in category-based induction: a developmental study

The present studies tested the hypothesis that strong assumptions about within-category homogeneity impede children's recognition of the inductive value of diverse samples of evidence. In Study 1a, children (7-year-olds) and adults were randomly assigned to receive a prime emphasizing within-category variability, a prime emphasizing within-category similarities, or to not receive a prime. Only following the variability prime, children demonstrated a reliable preference for evaluating diverse over nondiverse samples to determine whether there is support for a category-wide generalization. Adults demonstrated a robust preference for diverse samples in all conditions. These effects extended beyond the specific categories included in the prime, as well as to multiple types of test questions. Study 1b demonstrated that priming variability leads children to select diverse samples only when doing so is informative for induction. Implications for conceptual development are discussed.     

Production workers' reactions to a plant closing: The role of transfer,stress, and support

Abstract

This study investigated the reactions of Canadian unionized production workers following a plant closing announcement. Workers who had been transferred reported significantly greater job security, more trust in the company, greater commitment to the company, and higher job performance than workers who remained at the plant. They also reported less trust in their union than the remaining workers. Perceived supervisor support was positively related to company trust and company commitment and perceived union support was positively associated with union trust and union commitment. High stress appraisal (perceived injustice and job insecurity) was associated with increased strain, lower job performance, reduced trust in the company, and reduced company commitment, but had no significant effect on the union-related outcomes. The implications of these findings for companies and unions are discussed.     

The Effect of Previous Experience on Preference of Approach for Effective Counseling

Students in a general psychology class viewed four videotapes of initial vocational-educational and initial personal concern counseling sessions. The sessions were presented from a client-centered approach and from a behavioral approach, and employed the same client and counselor. After viewing the tapes, the students were asked to indicate which approach they thought would be more effective in helping a client. Results showed that students who had previously experienced counseling preferred a behavioral approach for both the vocational-educational concern and the personal concern. Students with no experience of counseling did not exhibit a preference.     

Children with Autism and Their Friends: A Multidimensional Study of Friendship in High-Functioning Autism Spectrum Disorder

This study of Israeli and American preadolescent children examined characteristics of friendship in 44 children with high-functioning autism spectrum disorder (HFASD) compared to 38 typically developing children (TYP), as they interacted with a close friend Participants were 8-12 years of age (HFASD: Israel, n = 24; USA, n = 20; TYP: Israel, n = 23; USA, n = 15), and were matched on SES, receptive language vocabulary, child age, and gender (each study group included one girl). Multidimensional assessments included: individual behaviors of target children and observed child-friend interactions during construction and drawing scenarios; target child's and friend's self-perceived mutual friendship qualities; and mother-reported characteristics (friendship's duration/frequency; friend's age/gender/disability status). Overall, children with HFASD displayed a number of differences on individual and dyadic friendship measures. Both age and verbal abilities affected friendship behaviors. Children with HFASD and their friends perceived friendship qualities similarly, suggesting that preadolescents with HFASD have capacities for interpersonal awareness. Between-group similarities also emerged on several complex social behaviors, suggesting that friendship follows a developmental trajectory in autism and may enhance social interaction skills in autism.     

Peer victimization, depression, and suicidiality in adolescents

The association between specific types of peer victimization with depression, suicidal ideation, and suicide attempts among adolescents was examined. A self-report survey was completed by 2,342 high-school students. Regression analyses indicated that frequent exposure to all types of peer victimization was related to high risk of depression, ideation, and attempts compared to students not victimized. Infrequent victimization was also related to increased risk, particularly among females. The more types of victimization the higher the risk for depression and suicidality among both genders. Specific types of peer victimization are a potential risk factor for adolescent depression and suicidality. It is important to assess depression and suicidality among victimized students in order to develop appropriate intervention methods.     

Teaching conversational speech to children with autism spectrum disorder using text‐message prompting

The present study was designed to teach conversational speech using text‐message prompts to children with autism spectrum disorder (ASD) in home play settings with siblings and peers. A multiple baseline design across children was used. Children learned conversational speech through the text‐message prompts, and the behavior generalized across peers and settings. Maintenance of treatment gains was seen at 1‐month follow‐up probes. Social validity measures indicated that parents of typically developing children viewed the participants' conversational speech as much improved after the intervention. Results are discussed in terms of the efficacy of text‐message prompts as a promising way to improve conversational speech for children with ASD.     

Cattle discriminate between familiar and unfamiliar conspecifics by using only head visual cues

Faces have features characteristic of the identity, age and sex of an individual. In the context of social communication and social recognition in various animal species, facial information is relevant for discriminating between familiar and unfamiliar individuals. Here, we present two experiments aimed at testing the ability of cattle (Bos taurus) to visually discriminate between heads (including face views) of familiar and unfamiliar conspecifics represented as 2D images. In the first experiment, we observed the spontaneous behaviour of heifers when images of familiar and unfamiliar conspecifics were simultaneously presented. Our results show that heifers were more attracted towards the image of a familiar conspecific (i.e., it was chosen first, explored more, and given more attention) than towards the image of an unfamiliar one. In the second experiment, the ability to discriminate between images of familiar and unfamiliar conspecifics was tested using a food-rewarded instrumental conditioning procedure. Eight out of the nine heifers succeeded in discriminating between images of familiar and unfamiliar conspecifics and in generalizing on the first trial to a new pair of images of familiar and unfamiliar conspecifics, suggesting a categorization process of familiar versus unfamiliar conspecifics in cattle. Results of the first experiment and the observation of ear postures during the learning process, which was used as an index of the emotional state, provided information on picture processing in cattle and lead us to conclude that images of conspecifics were treated as representations of real individuals.