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11.
Bert Paesbrugghe Arun Sharma Niladri Syam 《Journal of Personal Selling & Sales Management》2018,38(1):123-143
The business-to-business selling function has changed over the years, with more informed and demanding buyers, prompting firms to move toward a more consultative, solution-selling approach. While these changes have been the focus of extensive research in the personal selling and sales management domain, the customer side of the interaction dyad requires more examination. Even within the context of the customer side, insufficient attention has been paid to the purchasing function in business-to-business (B2B) selling research. Given the increased importance in customer organizations of the purchasing function, this article presents a literature review that highlights the purchasing function's personal selling and sales management needs and argues that, as the purchasing function becomes more important and its needs evolve, personal selling and sales strategies also need to evolve. The article highlights areas for future research in this domain. 相似文献
12.
Pulkit Sharma 《Psychological studies》2011,56(3):304-310
The role played by socio-cultural factors in psychoanalytic psychotherapy from the vantage point of both the client and the
therapist is elucidated. The position conferred upon culture throughout the history of psychoanalysis from classical to contemporary
perspectives is briefly reviewed with special reference to the practice of psychoanalysis in India. A case study having relevance
to the present theme is discussed where ignorance of factors salient to Indian culture adversely affected the outcome. Attention
is given to internal and external pressures that prompted the therapist to take the stand. It is argued that the therapist
may tread the difficult path between cultural universalism and cultural relativism rather than committing to either of them
in order to do justice to psychoanalytical clinical work. 相似文献
13.
Previous research investigating attentional bias has produced intriguingly equivocal results. The present large-scale study
explored attentional bias in subjects diagnosed with obsessive-compulsive disorder (OCD) and in a control group (n = 80) using the Emotional Stroop Test. Results clearly indicated poorer performances across the board amongst patients diagnosed
with OCD compared to the control group, particularly in the case of anxiety-related stimuli. This paper discusses, in the
light of current models of attentional bias towards threat in anxiety disorders, the processes whereby attentional bias towards
anxiety stimuli might play a vital role in the causation and maintenance of OCD. 相似文献
14.
Lind Majse Mroz Emily Sharma Shubam Lee Daniel Bluck Susan 《Journal of Adult Development》2022,29(2):108-120
Journal of Adult Development - Classic lifespan developmental theory describes emerging adulthood and the transition to adulthood as important periods for thinking about one’s future life... 相似文献
15.
Around the world,adolescence is a time of heightened sensation seeking and immature self‐regulation 下载免费PDF全文
Laurence Steinberg Grace Icenogle Elizabeth P. Shulman Kaitlyn Breiner Jason Chein Dario Bacchini Lei Chang Nandita Chaudhary Laura Di Giunta Kenneth A. Dodge Kostas A. Fanti Jennifer E. Lansford Patrick S. Malone Paul Oburu Concetta Pastorelli Ann T. Skinner Emma Sorbring Sombat Tapanya Liliana Maria Uribe Tirado Liane Peña Alampay Suha M. Al‐Hassan Hanan M. S. Takash 《Developmental science》2018,21(2)
The dual systems model of adolescent risk‐taking portrays the period as one characterized by a combination of heightened sensation seeking and still‐maturing self‐regulation, but most tests of this model have been conducted in the United States or Western Europe. In the present study, these propositions are tested in an international sample of more than 5000 individuals between ages 10 and 30 years from 11 countries in Africa, Asia, Europe and the Americas, using a multi‐method test battery that includes both self‐report and performance‐based measures of both constructs. Consistent with the dual systems model, sensation seeking increased between preadolescence and late adolescence, peaked at age 19, and declined thereafter, whereas self‐regulation increased steadily from preadolescence into young adulthood, reaching a plateau between ages 23 and 26. Although there were some variations in the magnitude of the observed age trends, the developmental patterns were largely similar across countries. 相似文献
16.
This paper investigates and argues the modes of self-presentation established and kept by Guru Gobind Singh in the late seventeenth century not only defied Mughal convention and law, but also came to influence regional styles of dress and other aspects of courtly fashion in the Jammu court during the eighteenth and nineteenth centuries, closely attending the changes in the art historical record of both the Sikh and Dogra court during this two hundred year period, as well as the travelogues of several important Europeans who visited the area during Maharaja Ranjit Singh. In doing so, this study will seek to rethink how the conventions of Sikh culture, while initially ignored and censured by surrounding powers, spread and reshaped the styles of dress, and ultimately the art historical record of surrounding, Mughal strongholds. 相似文献
17.
Self and social identity are key elements in the understanding of a person’s strivings for health and well-being. This review
(i) examines the concepts of self, social identity, and psychological well-being; (ii) integrates empirical evidence that
relates various self-aspects or social identities to psychological well-being; (iii) analyzes within a stress and coping framework
the well-being consequences of socially devalued self or threatened identities, perceived discriminations, challenges of acculturation
and identity management; and (iv) delineates the role of self, social identity and related psycho-social variables as moderators
and mediators in pathways leading to psychological well-being. Besides listing some methodological issues and empirical deficits,
major concerns for future research are also identified. An explicit self and social identity perspective of this research
synthesis brings personal and social aspects together, and this interface offers exciting opportunities for research advancement. 相似文献
18.
The present study compared the use of defense mechanisms in ten bipolar manic, ten bipolar depressed and ten unipolar depressed
patients. The defense mechanisms were assessed by two methods: TAT stories scored by Defense Mechanism Manual and Defense
Mechanism Rating Scale ratings of psychodynamic interviews. The severity of symptoms was assessed by Beck Depression Inventory
for depressed patients and Young’s Manic Rating Scale for manic patients. Both bipolar manic and depressed groups used the
defense mechanism of denial, borderline level defenses and immature defenses significantly more than the unipolar depression
group. The manic group showed greater dependence on narcissistic level defenses as compared to the other two groups. Positive
relationships were found between severity of manic symptoms and the defense mechanisms of denial as well as the narcissistic
level defenses. The bipolar depression group also used more action level defenses as compared to the unipolar depression group.
The unipolar depression group scored higher on the defense mechanism of identification and adaptive level defenses as compared
to the manic group. A negative correlation was found between the severity of depressive symptoms for unipolar depression group
and the defense mechanism of identification. The neurotic level defenses were used most frequently by unipolar depression
group, followed by the bipolar depression group and manic group. Some of these findings are in consonance with the psychoanalytic
understanding of mania and depression. 相似文献
19.
Research has increasingly focussed on the benefits of meditation in everyday life and performance. Mindfulness in particular improves attention, working memory capacity, and reading comprehension. Given its emphasis on moment-to-moment awareness, we hypothesised that mindfulness meditation would alter time perception. Using a within-subjects design, participants carried out a temporal bisection task, where several probe durations are compared to “short” and “long” standards. Following this, participants either listened to an audiobook or a meditation that focussed on the movement of breath in the body. Finally, participants completed the temporal bisection task for a second time. The control group showed no change after the listening task. However, meditation led to a relative overestimation of durations. Within an internal clock framework, a change in attentional resources can produce longer perceived durations. This meditative effect has wider implications for the use of mindfulness as an everyday practice and a basis for clinical treatment. 相似文献
20.
Ved P. Sharma 《World Futures: Journal of General Evolution》2013,69(1):85-89
It is possible to reveal and to examine the collective and social fields of consciousness experimentally. An account is given of planned experiments based on quantitative calculations, which indicate that the effects of individual and collective fields of consciousness on matter may elicit directly observable physical results. Moreover, it is shown that collective coherent consciousness fields may enhance the physical effects of consciousness at a significant rate. The predicted results have a significance in our picture of our consciousness, in self‐assertion and dynamising of consciousness, the expansion of collective fields of consciousness, and thus the raising of the level of consciousness for humanity. 相似文献