Comment: Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations

In a recent Journal of Personal Selling & Sales Management paper, Jaramillo, Carrillat, and Locander (JCL) further extended our understanding of the errors of salesperson self-report evaluations when compared to managerial evaluations. Our paper provides contrary evidence on three major conclusions drawn in this study. First, we question the assertion by JCL that the correlation between self-report and objective measures of performance is consistently low. Second, we question JCL’s claim that the correlation between managerial evaluations and objective measures of performance is consistently high. Third, we question the key finding of JCL that self-report measures of salesperson performance are less accurate than managerial evaluations. We provide an alternative perspective to these issues by highlighting past research on performance measurement. Moreover, we reanalyze data from a previously published study to examine the issues raised by JCL. Our expectation is that this comment will serve as an impetus for further research in this area.     

The relations of cognitive strategies with injury,motivation, and performance among marathon runners: Results from two studies

Abstract

Two studies, one retrospective and the other prospective, investigated the relation of cognitive strategies (association, dissociation) with injury, motivation, and performance variables among marathon runners. Association was found to predict injury in runners at 4 month follow-up. It appears that association is favored by runners who are more competitive, participate in numerous races, and are heavily invested in running. Contrary to early theorizing, findings demonstrated that dissociation was not related to injury but was related to motivation and performance variables suggesting that dissociating runners tend to run slower, be less competitive, and be less invested in running. It is proposed that motivational and physiological factors account for the use of cognitive strategies among marathon runners.     

Changes in Limb Stiffness Under Conditions of Mental Stress

In 2 experiments, the effects of mental stress on limb stiffness were investigated. The relative contribution to arm stiffness of individual muscle activity, co-contraction, muscle reflexes, and postural adjustments were examined. In each experiment, participants (N = 24, Experiment 1; N = 16, Experiment 2) held their supinated hand under a tray that they were required to return to horizontal after it had been suddenly released. Electromyographic activity in the biceps and triceps muscles was recorded, as were elbow and wrist angles and tray displacement. In Experiment 1, mental arithmetic stress was shown to lead to decreased tray displacement (i.e., increased resistance) compared with displacements under the control, unstressed condition, as well as to increased elbow flexion before tray release. In Experiment 2, the increased resistance to perturbation caused by mental stress was found to be independent of initial elbow angle, but to vary as a function of the amount of upward force exerted before tray release. The authors conclude that stress-induced increases in limb stiffness result from changes in the initial position of the elbow, specified by its angle, together with the initial force exerted by participants to counteract the mechanical perturbations.     

Improving the Generalization of Computer-Based Math Fluency Building Through the Use of Sufficient Stimulus Exemplars

Computers have become an important piece of technology in classrooms for implementing academic interventions. Often, students’ responses to these interventions are used to help make important educational decisions. Therefore, it is important to consider the effect of these interventions across multiple contexts. For example, previous research has demonstrated that when students practice math fact fluency on the computers gains did not generalize to paper–pencil performance. The current study extended this research by examining the effect of multiple stimulus exemplars on the generalization of computer-based math practice to paper–pencil performance. A total of 57 second-grade students completed fluency drills only on the computer, computer mixed with paper–pencil or with only paper–pencil. Pretest–posttest performance was evaluated using a 3 × 2 doubly multivariate repeated-measures ANOVA, with follow-up univariate analysis to determine whether the interaction between time and treatment type was similar across matched and unmatched treatment modalities. Results from previous research were replicated with a lack of generalization across modalities, but the addition of multiple stimulus exemplars resulted in increased generalization for those students receiving a mix of computer and paper–pencil practice.     

Cardiovascular reactions to psychological stress and abuse history: the role of occurrence,frequency, and type of abuse

Background and objectives: Extreme cardiovascular reactions to psychological stress have been associated with traumatic life experiences. Previous studies have focused on the occurrence or frequency of abuse rather than type of abuse. We examined how occurrence, frequency, and the type of abuse history are related to cardiovascular reactivity (CVR) to acute psychological stress. Design: The study consisted of between group and continuous analyses to examine the association between occurrence, type, and frequency of abuse with cardiovascular reactions to acute psychological stress. Methods: Data from 64 participants were collected. Heart rate, systolic blood pressure, and diastolic blood pressure were measured at baseline and during a standard mental arithmetic stress task. Results: Individuals who experienced abuse showed diminished CVR to acute psychological stress; this was driven specifically by the history of sexual abuse. Frequency of abuse did not relate to stress reactions. Conclusions: These findings accord with previous work suggesting a relationship between traumatic life experience and hypoarousal in physiological reactivity and extend previous findings by suggesting the relationship may be driven by sexual abuse.     

An implicit basis for the retention benefits of random practice

The cognitive effort explanations of contextual interference (CI) and implicit motor learning represent a paradox in which cognitive involvement is seen to be advantageous or disadvantageous for learning. The authors aimed to resolve this paradox by measuring cognitive effort and working memory dependence during low and high CI practice on two Australian Rules Football tasks (kicking and handball). Measures of cognitive effort included: kicking and handball outcome performance during acquisition and during a test of retention, performance on a probe reaction time task during a sample of acquisition trials, and self-reported levels of cognitive effort. Measures of implicit and explicit learning included kicking and handball performance during a secondary task transfer, and self-report verbal protocols (number of verbal rules and hypotheses reported). The results suggest that high CI may cause an implicit mode of learning, perhaps due to the interference caused by task switching. However, these findings are restricted to the more complex of the 2 tasks (kicking).     

Deficits in Attention to Emotional Stimuli Distinguish Youth with Severe Mood Dysregulation from Youth with Bipolar Disorder

Studying attention in the context of emotional stimuli may aid in differentiating pediatric bipolar disorder (BD) from severe mood dysregulation (SMD). SMD is characterized by chronic irritability, arousal, and hyper-reactivity; SMD youth frequently receive a BD diagnosis although they do not meet DSM-IV criteria for BD because they lack manic episodes. We compared 57 BD (14.4 ± 2.9 years old, 56% male), 41 SMD (12.6 ± 2.6 years old, 66% male), and 33 control subjects (13.7 ± 2.5 years old, 52% male) using the Emotional Interrupt task, which examines how attention is impacted by positive, negative, or neutral distracters. We compared reaction time (RT) and accuracy and calculated attention interference scores by subtracting performance on neutral trials from emotional trials. Between-group analyses indicated that SMD subjects had significantly reduced attention interference from emotional distracters relative to BD and control subjects. Thus, attention in SMD youth was not modulated by emotional stimuli. This blunted response in SMD youth may contribute to their affective and behavioral dysregulation.     

The Influence of Hero and Villain Labels on the Perception of Vice and Virtue Products

The placement of heroes and villains is ubiquitous on labels and packages in the marketplace. In this research, we examine the influence of a hero versus a villain label on the preference for virtue versus vice products. Across seven laboratory and field studies, we find that consumers derive higher utility for a hero (villain) label with a vice (virtue) food than from a hero (villain) label with a virtue (vice) food. Relying on a coherence‐based explanation, we propose that a hero label adds a beneficial aspect to vice foods, making them appear less harmful, whereas a villain label adds an edgy aspect to virtue foods, making them appear more fun. This research provides insights into the effect of hero and villain branding and offers implications for marketing strategy and public policy.