Engaging in Less Protective Self-Presentation: The Effects of a Friend's Presence on the Socially Anxious

To cope with their fear of negative evaluation, socially anxious people use protective self-presentation strategies. We hypothesized that the presence of a close friend (vs. being alone) would lead socially anxious people to engage in more acquisitive self-presentation tactics. Results supported the hypotheses. With a friend present versus not, socially anxious participants presented themselves more positively to and selected more self-disclosing topics to discuss with a stranger they believed they would meet face-to-face. Friendship strength moderated some of the effects. Results suggest that friends’ support may allow socially anxious people to satisfy safety needs while engaging in less protective self-presentation.     

How children use drawing to regulate their emotions

We examined two ways in which drawing may function to elevate mood in children—venting (expressing negative feelings) and distraction (expressing something unrelated to the negative feelings). We examined the effectiveness of drawing as an emotion regulator when drawing is used to vent versus distract (Study 1) and tested whether the effects found are specific to the activity of creating one's own drawing or generalisable to a drawing activity in which children had to copy another's drawing (Study 2). To induce a negative mood, we asked children to think of a disappointing event. Mood was assessed before and after the assigned activity. In both studies, mood improved significantly more in the distract than in the vent or copy condition. Study 1 demonstrates that drawing improves mood in children via distraction and not via venting. Study 2 demonstrates that this effect is specific to a drawing task in which an image is freely constructed. When a copying task is used, the effect disappears.     

Clinical Notes on the Diversity in Lesbian Lives

The concept of the representational world, first devised to accommodate the research data of the Hampstead Index and intended to supplement the structural point of view, has since expanded into a central conceptual tool of contemporary psychoanalysis. As developed by the Sandlers, affective states and experiences are the core of all mental representations, giving psychological meaning, force, and direction to the objects represented. The emphasis on affective components, conscious and unconscious, has enriched psychoanalysis by fostering communication with neighboring disciplines. A clinical vignette illustrates the embeddedness of affective valences in internal representations.     

Categorization of two-dimensional and three-dimensional stimuli by 18-month-old infants

In two experiments, 18-month-old infants’ categorization of 3D replicas and 2D photographs of the same animals and vehicles were compared to explore infants’ flexibility in categorization across different object representations. Using a sequential touching procedure, infants completed one superordinate and two basic-level categorization tasks with 3D replicas, 2D cut out photographs, or 2D images on photo cubes (“2D cubes”). For superordinate sets, 3D replicas elicited longer mean run lengths than 2D cut outs, and 3D replicas elicited equivalent mean run lengths as 2D cubes. For basic-level sets, infants categorized high-contrast animal sets when presented with 3D replicas, but they failed to categorize any of the 2D photograph sets. Categorization processes appear to differ for 3D and 2D stimuli, and infants’ discovery of object properties over time while manipulating objects may facilitate categorization, as least at the superordinate level. These findings are discussed in the context of infants’ representation abilities and the integration of perception and action.     

Factors Leading to Sales Force Automation Use: A Longitudinal Analysis

Motivating the sales force to adopt and use sales force automation (SFA) technology remains an issue. If salespeople are not committed to the selling organization's technology strategies, customer alliances are hindered.

Survey data were collected from a national sales force before and after the introduction of an SFA application. The results of this study indicate that salesperson attitudes (Perceived Usefulness, Attitude Toward the New System, and Compatibility) have an impact on intention to use new SFA systems prior to implementation. However, Personal Innovativeness, Attitude Toward the New System, and Facilitating Conditions have more of an effect on infusion of new SFA systems.     

Special Abstract Section: 2009 National Conference in Sales Management

Each year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present this special section containing the abstracts of the papers presented at the 2009 NCSM, which was held March 26–28 in Norfolk, VA.     

Measurement tool for preoperative anxiety in young children: The yale preoperative anxiety scale

To develop a preoperative anxiety scale (YPAS) for children undergoing surgery, 21 specific behaviors indicating anxiety were defined within five domains (activity, emotional expressivity, state of arousal, vocalization, and use of adults). A reliability Kappa analysis revealed that inter-observer agreement ranged from .66 to .94, while intra-observer Kappa ranged from .66 to .91. Validity analysis between a Visual Analog Scale and the YPAS revealed an r of .59 for entering the operating room. Multiserial analysis comparing the YPAS to the Vernon Anxiety Scale ranged from .61 to .64. Showing good to excellent observer reliability and validity, the YPAS proves to be an appropriate tool for studying children's responses in preoperative settings. As such, the new assessment instrument should be of interest to clinical and research neuropsychologists who need to assess a child's anxiety level prior to the undertaking of a given surgical procedure.     

Effects of Presentation Format and List Length on Children's False Memories

The effect of list length on children's false memories was investigated using list and story versions of the Deese/Roediger-McDermott procedure. Short (7 items) and long (14 items) sequences of semantic associates were presented to children aged 6, 8, and 10 years old either in lists or embedded within a story that emphasized the list theme. Subsequent tests of recognition memory revealed different effects of length for lists and stories across development. Longer lists produced more false alarms to critical lures for 8- and 10-year-olds only, and longer stories produced more false alarms to critical lures for 6-year-olds only. These results demonstrate that increasing the number of items presented at study increases false recognition for younger as well as older children when the theme of the items is made salient.