A job demands-resources perspective on salespersons’ market intelligence activities in new product development

Research shows that R&D's use of sales’ market intelligence positively influences innovation performance. However, little is known about whether this effect hinges on salespersons’ engagement towards and perceptions of market intelligence activities (MIA). Moreover, research remains incomplete regarding the drivers of salespersons’ MIA engagement. Using dyadic data from 359 salespersons and 239 R&D managers in a multi-level model based on the job demands-resources theory, we demonstrate that the positive effect of R&D's use of sales’ market intelligence on innovation performance is especially pronounced when salespersons’ market intelligence generation is high and role ambiguity is low. We also show that although salespersons’ self-set MIA goals are a strong driver of their MIA engagement, not assigning salespersons MIA goals may be a double-edged sword: in the short run, salespersons might engage in MIA voluntarily. However, in the long run, they could incur psychological costs in terms of role ambiguity and conflict, preventing them from engaging in MIA.     

Examining Identity Styles and Religiosity Among Chilean Undergraduate Students

This study tested Berzsonky’s theory of identity styles and identity commitment in predicting religiosity. Participants were university students (N?=?320) from Chile who were surveyed with the ISI-3 and BRS-6 instruments to measure identity styles and religiosity. Path analysis was used to test the model, which suggested that the three identity styles all had direct effects on commitment. Commitment, in turn, had a direct effect on religiosity. Results revealed that normative, informational, and diffuse-avoidant styles had direct effects on identity commitment, with commitment having a direct effect on religiosity. Also, normative style was shown to have a direct effect on religiosity. Overall, results indicated that commitment is key in explaining religiosity from the perspective of Berzonsky’s theory.     

Gender and context differences in alcohol expectancies

In 2 studies, the authors investigated gender and context effects of alcohol expectancies among U.S. college students. In Study 1, they examined the responses of 771 women and 493 men to the Sexual Enhancement (SE) subscale and the Relaxation and Tension Reduction (TR) subscale of the Alcohol Expectancy Questionnaire (S. A. Brown, B. A. Christiansen, & M. S. Goldman, 1987). They found no gender differences when they controlled for drinking quantity. When they controlled for drinking frequency, the men scored significantly higher on the TR subscale than the women did. In Study 2, also among U.S. college students, 41 women and 21 men first imagined that they were on blind dates or in long-term relationships and then completed the SE and TR subscales. On the SE subscale, the women scored higher in the relationship context than in the blind-date context, whereas the men did not vary between contexts. All the participants also reported more tension-reduction expectancies in the relationship context than in the blind-date context.     

The influence of attention on value integration

People often have to make decisions based on many pieces of information. Previous work has found that people are able to integrate values presented in a rapid serial visual presentation (RSVP) stream to make informed judgements on the overall stream value (Tsetsos et al. Proceedings of the National Academy of Sciences of the United States of America, 109(24), 9659–9664, 2012). It is also well known that attentional mechanisms influence how people process information. However, it is unknown how attentional factors impact value judgements of integrated material. The current study is the first of its kind to investigate whether value judgements are influenced by attentional processes when assimilating information. Experiments 1–3 examined whether the attentional salience of an item within an RSVP stream affected judgements of overall stream value. The results showed that the presence of an irrelevant high or low value salient item biased people to judge the stream as having a higher or lower overall mean value, respectively. Experiments 4–7 directly tested Tsetsos et al.’s (Proceedings of the National Academy of Sciences of the United States of America, 109(24), 9659–9664, 2012) theory examining whether extreme values in an RSVP stream become over-weighted, thereby capturing attention more than other values in the stream. The results showed that the presence of both a high (Experiments 4, 6 and 7) and a low (Experiment 5) value outlier captures attention leading to less accurate report of subsequent items in the stream. Taken together, the results showed that valuations can be influenced by attentional processes, and can lead to less accurate subjective judgements.     

Televised sexual content and parental mediation: Influences on adolescent sexuality

Little research has been conducted to examine the influence of exposure to televised sexual content on adolescent sexuality or how parental intervention may reduce negative effects of viewing such content. This study uses self-report data from 1,012 adolescents to investigate the relations among exposure to sexually suggestive programming, parental mediation strategies, and three types of adolescent sexuality outcomes: participation in oral sex and sexual intercourse, future intentions to engage in these behaviors, and sex expectancies. As predicted, exposure to sexual content was associated with an increased likelihood of engaging in sexual behaviors, increased intentions to do so in the future, and more positive sex expectancies. Often, parental mediation strategies were a significant factor in moderating these potential media influences.     

On the validity of Raven’s matrices test: Does spatial ability contribute to performance?

The paper reports on an investigation of the convergent and discriminant validity of Raven’s matrices in considering reasoning and spatial abilities. Raven’s advanced progressive matrices (APM) and four scales representing reasoning, visualization, mental rotation and closure were applied to a sample of N = 280 university students. The data were investigated by means of structural equation modeling. The results demonstrated convergent validity of APM with respect to reasoning. In contrast, in investigating discriminant validity substantial correlations of moderate size between APM and the scales representing spatial abilities were observed. However, the investigation of the structure of the prediction of APM revealed that the scales representing spatial abilities did not improve the prediction based on the reasoning scale alone at the latent level. Consequently, it is suggested that Raven’s matrices show good convergent validity and slightly impaired discriminant validity.     

Contextual cuing by global features

In visual search tasks, attention can be guided to a target item--appearing amidst distractors--on the basis of simple features (e.g., finding the red letter among green). Chun and Jiang's (1998) contextual cuing effect shows that reaction times (RTs) are also speeded if the spatial configuration of items in a scene is repeated over time. In the present studies, we ask whether global properties of the scene can speed search (e.g., if the display is mostly red, then the target is at location X). In Experiment 1A, the overall background color of the display predicted the target location, and the predictive color could appear 0, 400, or 800 msec in advance of the search array. Mean RTs were faster in predictive than in nonpredictive conditions. However, there was little improvement in search slopes. The global color cue did not improve search efficiency. Experiments 1B-1F replicated this effect using different predictive properties (e.g., background orientation-texture and stimulus color). The results showed a strong RT effect of predictive background, but (at best) only a weak improvement in search efficiency. A strong improvement in efficiency was found, however, when the informative background was presented 1,500 msec prior to the onset of the search stimuli and when observers were given explicit instructions to use the cue (Experiment 2).     

A magnetic resonance imaging study of regional cortical volumes following stereotactic anterior cingulotomy

The purpose of this study was to test the hypothesis that orbitofrontal cortical volume would be reduced following anterior cingulotomy for obsessive-compulsive disorder (OCD). Whole brain cortical parcellation was performed on magnetic resonance imaging (MRI) data from nine patients, before and 9 (+/-6) months following anterior cingulotomy. No significant volumetric reductions were found in the orbitofrontal cortex. Exploratory findings of reduced volume in ventral temporo-fusiform and posterior cingulate regions were consistent with chance differences, in the face of multiple comparisons. Therefore, though the circumscribed lesions of anterior cingulotomy have recently been associated with corresponding volumetric reductions in the caudate nucleus, no comparable volumetric reductions are evident in cortical territories. Taken together, these results are most consistent with a model of cingulo-striatal perturbation as a putative mechanism for the efficacy of this procedure. While limitations in sensitivity may have also contributed to these negative findings, the methods employed have previously proven sufficient to detect cortical volumetric abnormalities in OCD. The current results may reflect a relatively diffuse pattern of cortico-cortical connections involving the neurons at the site of cingulotomy lesions. Future functional neuroimaging studies are warranted to assess possible cortical or subcortical metabolic changes associated with anterior cingulotomy, as well as predictors of treatment response.     

A functional MRI study of human amygdala responses to facial expressions of fear versus anger

Functional magnetic resonance imaging (fMRI) of the human brain was used to compare changes in amygdala activity associated with viewing facial expressions of fear and anger. Pictures of human faces bearing expressions of fear or anger, as well as faces with neutral expressions, were presented to 8 healthy participants. The blood oxygen-level dependent (BOLD) fMRI signal within the dorsal amygdala was significantly greater to Fear versus Anger, in a direct contrast. Significant BOLD signal changes in the ventral amygdala were observed in contrasts of Fear versus Neutral expressions and, in a more spatially circumscribed region, to Anger versus Neutral expressions. Thus, activity in the amygdala is greater to fearful facial expressions when contrasted with either neutral or angry faces. Furthermore, directly contrasting fear with angry faces highlighted involvement of the dorsal amygdaloid region.