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.     

Factor invariance of the Millon Clinical Multiaxial Inventory

Several factor analyses of the Millon Clinical Multiaxial Inventory (MCMI) have resulted in very similar solutions. Interpretation of this consistency is hampered by the fact that the 20 scales of the inventory share items. Overlapping items cause the scales to be linearly dependent and may create structure in the interscale correlation matrix which is separate from the subject response patterns. A factor analysis was performed on the matrix of item-overlap coefficients which describes the underlying artifactual structure of the instrument. Data from two new subject samples were factor analyzed and compared to previously published studies. Similarity coefficients among factors across studies were calculated.     

The Utility of Problem-solving Training that Emphasises Selfmanagement Principles

This study examined the usefulness of an 8-week applied problem-solving training program. Specifically, the study examined (a) whether problem-solving training that emphasised self-management principles would be useful, (b) if the effects of training would persist over time, (c) whether an individual difference variable (problem-solving appraisal) would affect training outcomes, and (d) whether the cognitive responses of the subjects during the course of training were related to their problem-solving appraisal or the change process. Results indicated that problem solving training was effective at enhancing students’ problem-solving appraisal, and that the self-report changes were maintained at a 1 year follow-up. In particular, training seemed most useful for students who initially appraised their problem solving very negatively. Finally, the results suggested that the process-oriented cognitive responses were related to students' initial problem-solving self-appraisal as well as the impact of training. Implications of the results are discussed in terms of counselling interventions, problem solving training, the interpersonal influence process, and future research.     

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.     

God and perceptual evidence

I presented a substantially different version of this paper at the 1991 American Philosophical Association Central Division Meeting. William L. Rowe commented. The paper in its present form has profited considerably from Rowe's comments.     

Factors and Taxa, Traits and Types, Differences of Degree and Differences in Kind

ABSTRACT A taxon is a nonarbitrary class whose existence is conjectured as an empirical question, not a mere semantic convenience. Numerous taxa are known to exist in nature and society (chemical elements, biological species, organic diseases, geological strata, kinds of stars, elementary particles, races, cultures, Mendelizing mental deficiencies, major psychoses, vocations, ideologies, religions). What personality types, if any, occur in the nonpathological population remains to be researched by sophisticated methods, and cannot be settled by fiat or "dimensional" preference. The intuitive concept of taxonicity is to be explicated by a combination of formal-numerical and causal criteria. Taxometric methods should include consistency tests that provide Popperian risk of strong discorroboration. In social science, latent class methods are probably more useful than cluster algorithms.     

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.     

Jungian psychology and pastoral care

This article provides a review of the implications of analytic psychology for pastoral care and the caregiver. Four areas of Jung's thought are examined: (1) his mode of treatment, (2) the process of individuation, (3) his theory of personality types, and (4) his concept of synchronicity. We suggest that Jung's system of thought contains a rich reservoir of insight for the enrichment of pastoral care.     

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.