Selling and Sales Management in Action Examining the Bases Utilized for Evaluating Salespeoples' Performance

Evaluating salespeoples' performance is an important task for sales managers. However, little is known about what bases are used by sales managers to evaluate the performance of their salespeople. A study was conducted to determine the bases actually used by sales managers and the results were compared with a study conducted in 1983. Findings indicate more emphasis on profit and cost control, a continued reliance on qualitative measures, and a wide variety of bases being utilized to evaluate the performance of salespeople. Furthermore, the stability of results, across a wide variety of respondent job titles as well as business types and sizes, indicates a good deal of generalizability to other firms.     

Physical activity and diabetes: An application of the theory of planned behaviour to explain physical activity for Type 1 and Type 2 diabetes in an adult population sample

Physical activity (PA) plays a key role in the management of Type 1 (T1D) and Type 2 diabetes (T2D) but there are few theory-based, effective programs to promote PA for individuals with diabetes. The purpose of this study was to investigate the utility of the Theory of Planned Behaviour (TPB) in understanding PA in an adult population with T1D or T2D. A total of 2311 individuals (691 T1D; 1614 T2D) completed self-report TPB constructs of attitude, subjective norms, perceived behavioural control (PBC), intention and PA at baseline and 1717 (524 T1D; 1123 T2D) completed the PA measure again at 6-month follow-up. Multi-group Structural Equation Modelling was conducted to: (1) test the fit of the TPB structure (2) determine the TPB structural invariance between the two types of diabetes and (3) to examine the explained variances in PA and compare the strength of associations of the TPB constructs in the two types of diabetes. The TPB constructs explained ≥40% of the variance in intentions for both diabetes groups. In cross-sectional models, the TPB accounted for 23 and 19% of the variance in PA for T1D and T2D, respectively. In prospective models, the TPB explained 13 and 8% of the variance in PA for T1D and T2D, respectively. When adjusting for past PA behaviour, the impact of PBC and intention on behaviour was reduced in both groups. The findings provide evidence for the utility of the TPB for the design of PA promotion interventions for adults with either T1D or T2D.     

Social cognitions measured in 4 to 6 year olds are predictive of objectively measured physical activity

Objective: This study tested whether social cognitions from the reasoned action approach (RAA) can be reliably measured in a sample of primary school children (aged 4–6 years) and whether these RAA measures are predictive of physical activity.

Design: Longitudinal observational study with repeated measures over six months.

Measures: RAA variables were measured using a novel choice paradigm between physically active and sedentary pastimes. Relative reinforcing value, covariates (sex, age, deprivation and BMI) and physical activity by accelerometry (primary outcome) were also measured.

Results: RAA cognitions could be measured with acceptable retest reliability and discriminant validity and social norms regarding parents and teachers (but not friends) were correlated with physical activity and change in physical activity when relative reinforcing value and other covariates were controlled for.

Conclusions: RAA cognitions can be reliably measured in primary school children aged 4–6 and RRA measures appear useful in understanding children’s activity choices and may potentially inform future interventions.     

Fear of routine dental treatment in adults: Its nature and management

Abstract

The fear of dental treatment in adults can be characterised in several ways, loosely related, such as anticipating being afraid, avoiding dental check-ups and seeking treatment only under general anaesthesia. Defined thus, at least a quarter of adults are highly afraid of dentistry. The feared experiences are many, including most frequently, pain. Several studies have shown that anxious patients experience less pain during treatment than they expect. It remains to be confirmed that these are typical experiences because other studies show that local anaesthesia can fail to protect patients from sudden pain in 13% of treatments on average. Expectations of pain are highly resistant to change, the result probably of several influences including distortion in recall of pain-free treatment, intermittent experience of sudden severe pain, expecting pain in order to reduce its impact, and uncertainty about treatment. It has yet to be shown that experience free of discomfort can reduce these expectations. However, relaxation instructions and information about pain management and stop signals can reduce pre-treatment fear. To prevent the onset and the maintenance of anxiety: the prevention of pain is essential; controlled behavioural studies of the treatment of pain and other experiences such as panics are needed. Finally, the need for new instruments to assess all aspects of fear of dentistry is described.     

Quality-of-life after penile prosthesis placed at radical prostatectomy

Abstract

The clinical and psychosocial effects of immediate penile prosthesis implantation at the time of radical prostatectomy (RP) were investigated in 97 consecutive patients and 68 partners. Prosthesis recipients reported more frequent sexual contact, fewer marital problems and slightly fewer sexual functioning problems than the RP-alone patients. There were no group differences on any sociodemographic characteristics, on disease recurrence, on physical and psychosocial functioning, or on reported depression. Patients who chose the prosthesis did, however, evidence less of a link between depression and functional limitations and between depression and marital problems. They also had lower levels of agreement with their partners in reporting their own depression, as compared to the patients who opted for RP surgery alone. We conclude that the penile prosthesis was associated with an increased frequency of sexual contact, a reduction in reported marital problems, and stylistic differences between the two patient groups in dealing with affect.     

Psychological strengths and subjective well-being in South African white students

This study investigated the role of individual resources, notably self-efficacy, gratitude, and hope, in subjective well-being of white dormitory students at a historically white institution of higher learning. Using a convenience sample of white students (N?=?227), we tested the role of generalised self-efficacy, gratitude, and hope as indicators of a latent factor, labelled personal resources, in a structural equation model with subjective well-being as the latent output variable, measured by self-esteem and satisfaction with life. Path analyses indicated a reasonable fit between the data and our hypothesised theoretical model which proposed positive relations between levels of generalised self-efficacy, gratitude, dispositional hope, self-esteem and satisfaction with life. White students were psychologically doing well, considering above-midpoint levels obtained for levels of generalised self-efficacy, gratitude, dispositional hope, and satisfaction with life However, scores obtained for self-esteem and adult dispositional hope were below the mid-point and neutral respectively, indicating that White students do not agree that they experience high levels of these two psychological strengths. White female students experienced higher levels of hope, gratitude, and life satisfaction, while no significant gender differences were found for generalised self-efficacy and self-esteem. The results of this study highlight the potential for using psychological strengths to promote well-being in racially diverse students.     

Exploring adversity and the potential for growth among elite female athletes

ObjectivesThe purposes of this study were to (a) explore experiences of adversity and (b) to examine perceptions of growth following adversity among elite female athletes.MethodsSemi-structured interviews were conducted with five elite female athletes (ages 18–23 years) who competed internationally in track and field, swimming, long-distance running, and basketball. Interviews were analyzed using an interpretative phenomenological approach (Smith, Flowers, & Larkin, 2009).ResultsIncidents of performance slumps, coach conflicts, bullying, eating disorders, sexual abuse, and injuries were reported. The shared ‘essential’ features of participants’ experiences of adversity were isolation/withdrawal, emotional disruption, questioning identity as an athlete, and understanding experiences within a context of perceived expectations. It appeared that as participants sought and found meaning in their experiences, they identified opportunities for growth associated with social support and also as they realized the role of sport in their lives. Aspects of growth include realizing strength, gaining perspective of their problems, and gaining a desire to help others. Athletes’ experiences with adversity were seen as part of an ongoing journey through elite sport.ConclusionsAthletes’ experiences of adversity may have initiated a process of questioning their identities and searching for meaning in their experiences. Findings highlighted the complexity associated with social support and athletes’ growth following adversity. Growth following adversity appears to be a valuable area of research among elite athletes.