Setting the sales budget: An exploratory study

This article explores how the sales budget is set in a business organization. Findings from a longitudinal participant observation study revealed that the sales budget is considered of great importance to the organization as sales estimates serve as premises for planning of production and supply and new product developments. It was observed that the sales budget was based on a narrow, inner-directed perspective, almost looking away from important environmental driving forces such as competitors and customers. The findings also showed that individuals involved in the sales budgeting process behaved opportunistically, influencing the budgetary process and outcomes. Theoretical and normative implications are highlighted.     

Verbal conditioning of stimulus significance in the orienting response context

The manipulation of stimulus significance, by instructions from the experimenter, may be taken as an example of verbal conditioning. Consideration of such a mechanism suggested that personality effects previously found in conditioning studies should be apparent in instructional manipulations of significance in a study of the orienting response (OR) to words. Because of recent changes in dimensioning of the personality structure, some of the items originally used to define Eysenck’s extraversion (E) dimension are now used to assess the new dimension of psychoticism (P), suggesting that at least some of the established effects of E upon conditioning may be associated now with P. Hence the P scale was focused on in this study. Words differing on the evaluative dimension of the semantic differential were presented in three blocks, the first under indifferent instructions, the second under instructions to rate the words for their affective impact, and the third under indifferent instructions again. These blocks correspond to baseline, conditioning, and extinction conditions respectively. Electrodermal activity indicated enhanced conditioning, together with greater carry-over effects in the extinction phase, for low-P compared with high-P subjects. The results indicate the importance of personality effects in studies of stimulus significance and illustrate the value of the verbal conditioning mechanism in this area of the OR field. They also suggest the need to re-examine previously obtained E-effects in conditioning studies in light of changing personality tests.     

Contemporary theories of group psychotherapy: a systems approach to the group-as-a-whole.

The author discusses how subgroups represent the basic focus of the systems-centered group therapist. Particular attention is given to boundary issues and to how therapy takes place by facilitating the process of discriminating, communicating, and integrating perception of differences in the apparently similar and similarities in the seemingly different. Communication occurs at the boundaries between systems at all levels of the hierarchy: the group, the subgroup, and its members. Clinical vignettes are provided to illustrate important process issues, such as work with difficult patients, levels of intervention, and group resistance and defense.     

Postural requirements and progression velocity in young walkers

This article describes developmental changes in gait velocity and relates these changes to gait parameters that index postural stability (step width and lateral acceleration) and two components of velocity (cadence and step length). Five children were observed longitudinally over a 2-year period after onset of independent walking. Their range of speed increased threefold in the first 6 months of independent walking and then remained constant. In contrast, step width decreased approximately twofold. Whereas in adults, cadence and step length contribute approximately equally to speed, when infants first begin to walk independently, increase in velocity is due mostly to increased step length. After 5 months of independent walking, the pattern reverses, and increase in velocity is due primarily to increased cadence. The pattern remains constant over the next 18 months. From a developmental point of view, the data lead us to interpret early walking (the first 5 months) as a process of integration of postural constraints into the dynamic necessities of gait movement. A second phase, beginning after 4 to 5 months of independent walking, is considered to be a tuning phase characterized by a more precise adjustment of the gait parameters.     

Controlling the uncontrollable: effects of stress on illusory perceptions of controllability.

Individuals' failure to exercise actual control over an event might be compensated for by trying to bolster a generalized, subjective sense of control. Control might then be sought by undertaking acts the effect of which on the environment is illusory. This observation led to the hypothesis that stress, which undermines persons' sense of control, would engender illusory perceptions of controllability. The hypothesis was tested in 3 experiments that required Ss to choose between 2 gambling forms. Although the 2 forms were essentially identical, 1 was designed to instill an illusion of control. The results showed that highly stressed Ss, compared with those who experienced low stress, preferred gambling forms that heightened perceptions of controllability.     

The development of reactions of the public to warning and emergency situations in France, Greece, and the Netherlands.

This article describes the different reactions to emergency warning messages among residents living within a 3-km radius of a hazardous chemical complex and by people living at least 10 km from an industrial site in France, Greece, and the Netherlands. Belief in warning, primary and secondary appraisal, emotional response, and adherence to normal routine were assessed by conducting face-to-face interviews in which a four-phase scenario simulating a credible industrial accident was presented. The results showed that respondents who did not reside in the neighborhood of the hazardous site were, in general, more inclined to trust the warning messages than respondents who resided in the neighborhood were. With the exception of primary appraisal, the warning phases evoked very distinct reactions in the respondents from all three countries with regard to warning belief, secondary appraisal, emotional response, and adherence to normal routine.     

A study of the comparative structure of guilt and shame in a Chinese society.

On the basis of previous theoretical and empirical analyses of the comparative structures of guilt and shame, the authors hypothesized that antecedent condition (personal inadequacy vs. moral norm violation), audience presence, and personal responsibility attribution would distinguish shame from guilt. Although the subject population was Hong Kong Chinese, evidence from previous studies suggests that the comparative structures of guilt and shame are quite similar across cultures. The subjects were asked to recall either a guilt or a shame incident, and their responses were then coded into the predictor variables. The results of the study indicated that guilt was most likely to emerge when individuals had violated a moral norm and held themselves responsible for their conduct. In contrast, shame emerged more frequently when subjects felt personally inadequate than when they had violated moral norms. Moreover, when a guilt incident was reported, and audience was rarely mentioned, whereas subjects who reported a shame incident would generally feel personally responsible and often mentioned being looked at or evaluated. However, neither personal responsibility nor the presence of an audience seemed to be essential for a person to experience shame.     

Type A behavior, job satisfaction, and stress among black professionals.

Most studies of work-related Type A behavior have been conducted with samples of white men. Using a mail questionnaire to assess Type A behavior, job satisfaction, and daily stress and tension among 250 black men and 233 black women public accountants, the prevalence of Type A behavior and its relationship with satisfaction and stress were highly consistent with those reported for other samples of white men and women.     

Use of the analyst as a fetish.

In some cases a gratifying transference fantasy is the subject of progressive analytic work, while in other cases the same type of fantasy eludes investigation, and its enactment causes treatment to become an unproductive endless task. One cause for the latter difficulty can be that the patient uses his or her analyst as a fetish, permitting the distinction between reality and fantasy to remain inconclusive, so that relinquishment of magical expectations does not take place. The particular form of thinking involved in use of the analyst as a fetish is described. The role of illusion, its various clinical manifestations, the countertransference reactions they can evoke, and the technical problems posed are discussed. Special attention is given to the crucial issue of termination. By considering extreme instances in which use of the analyst as a fetish predominates, the author hopes to call attention to a phenomenon that appears to some degree in many, if not all, analyses.