Stuck like glue: the formation and consequences of brand attachments among salespeople

Although managers and researchers put utmost importance on uncovering factors that affect effort and performance of sales representatives, they have largely overlooked a key factor. This research aims to remedy this neglect by shedding light on salesperson brand attachment. A qualitative study first examines the prevalence of attachment and uncovers several potential antecedents. Two follow-up empirical studies show that identification and psychological ownership are significant predictors of salesperson brand attachment. Informed by this research, managers can encourage brand attachment, with the end goal of increasing salesperson effort and ultimately performance, by increasing feelings of identification and psychological ownership among salespeople. This impact is particularly notable among brands with low market share, which are often a key concern of managers. The findings provide novel insights into how attachment affects sales representatives, as well as potential methods to cultivate such an attachment.     

Perceptions of Singles and Single Parents: A Laboratory Experiment1

Two hundred forty undergraduates rated their perceptions of an individual for a job requiring relocation using a 2 × 3 (Gender: Single Male, Single Female × Child: No Child, 3‐Year‐Old, 6‐Year‐Old) between‐subjects experimental design. Findings indicate that single parents are perceived as having a more difficult time adjusting to a move but are also perceived to be more mature than childless singles. Single parents are also more likely to be offered a job that did not require relocation and are more likely to be awarded a merit‐based stipend than childless singles. Support was also found for the hypothesized mediating role of perceptions of adjustment and maturity in understanding actions taken toward single parents. The results are discussed in terms of implications for future research and applied practice.     

Adaptation and communicative design.

Two theoretical frameworks that examine the nature of adaptability and mutual influence in interaction, interpersonal deception theory and interaction adaptation theory, were used to derive hypotheses concerning patterns of interaction that occur across time in truthful and deceptive conversations. Two studies were conducted in which senders were either truthful or deceptive in their interactions with a partner who increased or decreased involvement during the latter half of the conversation. Results revealed that deceivers felt more anxious and were more concerned about self‐presentation than truthtellers prior to the interaction and displayed less initial involvement than truthtellers. Patterns of interaction were also moderated by deception. Deceivers increased involvement over time but also reciprocated increases or decreases in receiver involvement. However, deceivers were less responsive than truthtellers to changes in receiver behavior. Finally, partner involvement served as feedback to senders regarding their own performance.     

Discrepancies between scientific theory and practice in relation to physiological hypotheses

We give anecdotal accounts from our own experience of scientific theories which have been generally accepted as the ‘ruling opinion’ long after sufficient evidence has been collected for their disproof. This has led us to the opinion that the normal scientific process, of working hypothesis followed by experimental test aimed at disproof, is being replaced by the ‘ruling opinion’ followed by experiment aimed at confirmation. The apparently widespread adoption of this procedure may be postulated to arise in part from the need for workers entering a new field of study to obtain grants and to get their results published.     

Intelligence and school phobia

Although the notion is widespread that school phobics are generally brighter than average, data to support this notion have never been collected systematically. Evidence from this study suggests that if the sample size is large and if economic barriers to treatment are not present, one finds that intelligence is distributed among school phobics as it is distributed in the general population. Implications for practice and research are discussed.