Communication Media Preferences in Business-To-Business Transactions: An Examination of the Purchase Process

Although communication in marketing has been researched extensively, communication in buyer–seller exchanges during the sales process has received limited attention. This study examines the complexity of information interchange and buyers’ and sellers’ communication preferences for various media types during each stage of the purchase process. Findings reveal that, overall, buyers and sellers prefer face-to-face and telephone communications over other media types. For certain aspects of the sales process, computer-mediated communications, such as e-mail, serve an important role as a lowcost medium, whereas in other phases of the sales process, richer communication media are preferred by both buyers and sellers.     

Dichotic listening performances in the follow-up of Landau and Kleffner syndrome

Abstract

In the follow-up study of 4 children with acquired epileptic aphasia or Landau and Kleffner syndrome, dichotic listening studies evidenced a unilateral ear extinction. In the four cases, the dichotic extinction was contralateral to the temporal cortex involved in the generation of epileptic discharges during the active period of epilepsy. This pattern of dichotic performances persisted several years after the complete recovery from epilepsy and EEG normalization. The long-lasting dichotic extinction revealed a permanent dysfunction in the temporal auditory system that may be a consequence of the presence of an active epileptogenic focus during the critical period of functional differentiation of the temporal cortex.     

The Structure of Cultural Identity in an Ethnically Diverse Sample of Emerging Adults

The present study was designed to examine the structure of cultural identity in the United States, both across variables and across persons. An ethnically diverse sample of 349 emerging-adult university students completed measures of orientation toward American and heritage cultural practices, acculturation strategies, individualism-collectivism, independence-interdependence, ethnic identity, and familism. Across variables, results of factor-analytic procedures yielded three dimensions of cultural identity: American-culture identity, heritage-culture identity, and biculturalism. This factor structure was consistent across the three largest ethnic groups in the sample (Whites, Blacks, and Hispanics). Ethnic differences emerged in the associations of these cultural identity factors to familial ethnic socialization, acculturative stress, and perceived ethnic discrimination. Across persons, cluster-analytic procedures revealed two groups of participants–those who endorsed American-culture identity highly and those who endorsed both American and heritage cultures highly. Implications for theory and for further research are discussed.     

Perceived social image and life satisfaction across cultures

We studied the relationship between perceived social image and life satisfaction in four different cultural groups. One-hundred nine Indian (63 females, 46 males), 67 Pakistani/Bangladeshi (36 females, 31 males), 76 White British (43 females, 33 males), and 94 European Americans (43 females, 48 males) completed measures on the cultural importance of social image, positive and negative emotions, academic achievement, and perceived social image. Indian and Pakistani/Bangladeshi participants valued social image more than White British and European-American participants. Consistent with this value difference, a positive perceived social image predicted life satisfaction among Indian and Pakistani/Bangladeshi participants only. For these participants, perceived social image predicted life satisfaction above and beyond the effects of emotions and academic achievement. Academic achievement only predicted life satisfaction among White British and European Americans. Emotions were significant predictors of life satisfaction for all participants.     

Conceptual and non-conceptual repetition priming in category exemplar generation: Evidence from bilinguals

One measure of conceptual implicit memory is repetition priming in the generation of exemplars from a semantic category, but does such priming transfer across languages? That is, do the overlapping conceptual representations for translation equivalents provide a sufficient basis for such priming? In Experiment 1 (N=96) participants carried out a deep encoding task, and priming between languages was statistically reliable, but attenuated, relative to within-language priming. Experiment 2 (N=96) replicated the findings of Experiment 1 and assessed the contributions of conceptual and non-conceptual processes using a levels-of-processing manipulation. Words that underwent shallow encoding exhibited within-language, but not between-language, priming. Priming in shallow conditions cannot therefore be explained by incidental activation of the concept. Instead, part of the within-language priming effect, even under deep-encoding conditions, is due to increased availability of language-specific lemmas or phonological word forms.     

Event Centrality,Posttraumatic Cognitions,and the Experience of Posttraumatic Growth

This study tested the extent to which negative appraisals following traumatic events and the centrality of traumatic events predicted posttraumatic growth (PTG; Tedeschi &; Calhoun, 1996 Tedeschi, R. G. and Calhoun, L. G. 1996. The posttraumatic growth inventory: Measuring the positive legacy of trauma. Journal of Traumatic Stress, 9: 76–80. [Crossref] , [Google Scholar]). Participants were 405 undergraduates at a Midwestern university who reported experiencing at least one traumatic event. Regression analyses indicated that the centrality of the event was a significant predictor for all five domains of PTG. Negative appraisals of the world were related to some domains of growth, but neither negative cognitions about the self nor self-blame was a significant predictor of any of the growth domains. Interpretation of these results is considered in light of the consistencies with Janoff-Bulman's (2004) Janoff-Bulman, R. 2004. Posttraumatic growth: Three explanatory models. Psychological Inquiry, 15: 30–34. [Crossref], [Web of Science ®] , [Google Scholar] explanatory models of development of PTG.     

Professional Ethical Issues and the Development of Professional Ethical Standards in Counseling and Clinical Psychology in China

This article aims to summarize the current ethical issues in the field of clinical and counseling psychology and the process of developing professional ethical standards in China. First, through a review of the history of counseling and psychotherapy in China, general background information is provided. Important ethical issues are then discussed based on the results from several empirical studies. Finally, the process of developing the new edition of the Chinese Psychological Society Code of Ethics for Clinical and Counseling Psychology, the main contents as well as the considerations taken into account in the development of this code are presented.     

An Investigation of the Relationships of Rorschach Scores,Patterns, and Behavior to Coping and Defense Mechanisms

Relationships were studied between formal Rorschach scores and a set of coping and defense mechanisms which had been rated on the basis of intensive interviews conducted with normal adult subjects. A preliminary study showed that IQ was related to a number of Rorschach scores, so that it was subsequently controlled. The character of the initial results and the attributes of coping functions suggested a second investigation which defined the Rorschach variables more globally. The results of this study very generally follow common expectancies in regard to M, M: FM, and W: M, but A, F extended, and F: Fk + Fc do not follow such trends. Global Rorschach attitudes were found to relate better to coping mechanisms than formal scores.     

The Stability of Peer Sociometric Ratings Across Ecological Settings

Although children's peer relations extend beyond the classroom, researchers have focused almost exclusively on evaluting sociometric status within the school setting. In the present study, a roster-and-rating method was used to assess the relationship between the sociometric status of 20 fifth-grade students in the classroom and in adult supervised activity groups outside of school. In addition, the 6-month stability of peer sociometric ratings in school was assessed. The correlational results showed that a child's sociometric standing in the classroom was a strong predictor of his or her standing in outside groups, and that the 6-month stability of peer sociometric ratings at school was quite high. The results are encouraging for researchers who use classroom sociometric ratings as global indices of peer relations.     

Wives' and Husbands' Cortisol Reactivity to Proximal and Distal Dimensions of Couple Conflict

Poor marital quality has been linked repeatedly to spouses' health problems, with alterations to physiological stress response systems, such as the hypothalamic‐pituitary‐adrenocortical (HPA) axis, as one putative mechanism. This study assessed wives' and husbands' HPA axis (i.e., cortisol) reactivity to marital criticism during laboratory‐based conflict discussions, in the context of marital aggression experienced during the previous year. Ninety‐five couples provided one saliva sample prior to—and three samples following—a triadic family conflict discussion involving their teenage child. Marital criticism during the conflict discussion was related to heightened HPA reactivity for husbands only. For wives, an interaction emerged between criticism during the conflict and previous‐year marital aggression: only those wives who had experienced high levels of marital aggression demonstrated a positive association between criticism and cortisol output. Husbands thus appeared to be more physiologically reactive to the in‐the‐moment critical behaviors, whereas wives' responses to proximal conflict were related to previous and perhaps more chronic experiences of marital aggression. These findings shed light on ways in which within‐couple processes during family conflicts involving children contribute to individual physiological functioning, enhancing our understanding of the role of family relationships in physical health outcomes.