Sales Manager Behavior Control Strategy and its Consequences: The Impact of Manager Gender Differences

Salesperson gender studies have consistently reported no differences. In contrast, a single-company study found several differences based on sales manager gender concerning salesperson attitudes, behavior, and outcome (Piercy, Cravens, and Lane 2001). The present research examines the sales manager gender issue across multiple companies from the perspective of sales managers. Sales units led by female managers display higher effectiveness. Female sales managers perform significantly higher levels of behavior-based control activities and display higher competence in this management approach, compared to male counterparts. There are few differences in managers’ assessments of salespersons’ behavior performance based on gender. Female sales managers do not show higher levels of organizational citizenship behavior as part of their management approach. Interestingly, no differences based on gender were found concerning several salesperson and organizational characteristics. These findings suggest that different selling environments are not affecting the study gender results. Several promising future research directions are discussed.     

The PDQ-8: Development and validation of a short-form parkinson's disease questionnaire

Abstract

The Parkinson's Disease Questionnaire (PDQ-39) is a disease specific measure of health status which covers eight dimensions of ill-health, and contains 39 questions. The development of the questionnaire has been outlined in full elsewhere and is briefly outlined in this paper. Psychometric techniques are used here to derive a single index figure from the PDQ-39, transformed to a score range from 0 (good health) to 100 (poor health). A sub-set of items is then selected from the PDQ-39 to create a shorter form version, the PDQ-8. Each item selected is the one most highly correlated with the overall domain score to which it contributes: in cases where more than one item correlated equally strongly with the total then the item which received the highest completion rate was selected. The items were summed together and transformed onto a score from 0 to 100. The results gained from the single index gained from the PDQ-39 are compared with that gained from the PDQ-8, and are found to be remarkably similar. The use of the PDQ-8 is recommended over the PDQ-39 where a shorter form measure is required and where a single index measure of overall health status is acceptable or desirable.     

Close encounters of the third order kind

This article describes an exercise developed for assessing trainee family therapists' practice at the end of a placement year in a manner consistent with the third‐order positioning the trainees were endeavouring to adopt in their practice. Evaluation by the trainees confirmed that the exercise had provided them with a significant opportunity to co‐construct with the supervisors their practice learning and future learning goals.     

Studying judgement: General issues

The previous papers raise a number of issues. How should we develop task typologies both to separate judgement from related cognitive tasks and to classify tasks within the judgement domain? Are there grounds for selecting between models of judgement when empirical tests fail to do so? What techniques can be used to find out more about the cognitive processes underlying judgement behaviour? I discuss these issues and give a brief assessment of the current state of play in this rapidly changing area.     

Comparing Illicit Trades in Wildlife and Drugs: An Exploratory Study

This article is an exploratory study into the similarities, differences, and overlaps between the illegal wildlife trade and the illegal drug trade, using original and literature-based research from the Russian Far East and Western Europe, respectively. The purpose of such a comparison is to gain further insight into the illegal wildlife trade through the examination of the more thoroughly studied illegal drug trade. We first examine the global size of these markets and then detail and compare actors and smuggling operations found in each. This leads to a possible typology of features that the trades have in common and to discussion of the direct linkages between these two illicit markets.     

Algorithmic responding on the radial maze in rats does not always imply absence of spatial encoding

Two experiments were conducted to determine whether consistent algorithmic response patterning on 8- and 10-arm versions of the radial maze is independent of spatial encoding. On the 8-arm version well-trained hooded rats were tested in darkness, after maze rotation that rendered room cues ambiguous with respect to arm positions, or with room cues unsystematically relocated. Ambiguous maze rotation was also used with well-trained subjects on the 10-arm version. If algorithmic patterning is a learned, non-spatial strategy, animals using it consistently ought not to have been affected by changes in the spatial layout of the test environment, and the type of pattern used by each subject would have remained constant. On the 8-arm radial maze, responses were most often made to arms 2 or 3 from that just visited. In many animals patterns were interchangeable, switching occurring between preferred angles of turn from day to day. Performance fell when animals were tested in darkness and upon ambiguous maze rotation early (but not later) in training. Testing in darkness increased the angle through which animals turned when responding, perhaps due to the disturbance of intramaze cue use. On the 10-arm maze the “consecutive arm” pattern was used persistently by several animals and appeared to protect their performance from disruption by ambiguous maze rotation. Animals not using rigid patterning were adversely affected. However, on both mazes animals using patterning correctly identified maze arms that had been omitted from otherwise patterned choice sequences. Animals adopted continuous patterning only when spatial encoding had been established. Response patterning appears to serve a mnemonic function and in rats complements rather than replaces the use of a spatial representation of the environment. It was concluded that a complex, flexible relationship exists between spatial functioning and its expression via motor responses.     

Insensitivity to stimulus validity in human pavlovian conditioning

Four experiments investigated the role of information value, or stimulus validity, in human electrodermal conditioning. Conditioned stimuli (CSs) were long, variable duration (10-50-sec) slides or sounds, the unconditioned stimulus (US) was shock, and the primary measures were change in tonic skin conductance level and self-report expectancy of shock. In Experiment 1 electrodermal responding to a target stimulus was marginally lower in a blocking group than in a superconditioning group. This difference failed to occur in Experiment 2, despite increased sensitivity of the electrodermal measure. Explicit instructions to pay attention to the relationship between each stimulus and shock improved learning, but did not lead to group differences (Experiment 3). In Experiment 4 expectancy ratings in a blocking group were lower than in an overshadowing group, but no electrodermal differences occurred. The results were interpreted in terms of non-additive learning processes such as occasion-setting, in addition to a general lack of transfer of learning about a stimulus from one context to another (element to compound or vice versa). It was suggested that sensitivity to stimulus validity might be observed if conditioning were embedded in a causally familiar task, as in contingency judgement research.     

Improving calibration without training: the role of task information

Medical students estimated probabilities that medical school applicants selected randomly from a defined population would be offered a place on the basis of information about eight characteristics of each one. Estimates were biased in favour of acceptance and this was unaffected by mere provision of base rate information. However, a first experiment showed that provision of this information reduced miscalibration after each candidate had been discussed within small groups of participants. A second experiment showed beneficial effects of providing people with the range of probability responses derived from a statistical model of how candidates' characteristics influenced whether or not they were offered a place. Numerical and graphical representations of this information both improved calibration but did so by having different effects on the distribution of participants' probability responses. Copyright © 2003 John Wiley & Sons, Ltd.