Connect within to connect outside: effect of salespeople's political skill on relationship performance

Scholars have recently explored the effects of salespeople's intraorganizational relationships on salespeople's job-related outcomes. Grounded in social influence theory, we explore the effects of salespeople's intraorganizational skills on salesperson relationship performance. We empirically tested the proposed relationships using the data from a non-Western sales force working with an organization in an emerging economy. The results indicate that salespeople's political skill positively contributes to salespeople's identification with the organization and to creative performance, while strikingly, we also find that salesperson task adaptivity weakens these effects. Moreover, salespeople's identification and creative performance are positively related to customer satisfaction. These findings demonstrate that salespeople's intraorganizational relationships play a key role in enhancing customer satisfaction. In light of these results, we explore implications for marketers and academics and conclude by suggesting directions for further research.     

TACIT: An open-source text analysis,crawling, and interpretation tool

As human activity and interaction increasingly take place online, the digital residues of these activities provide a valuable window into a range of psychological and social processes. A great deal of progress has been made toward utilizing these opportunities; however, the complexity of managing and analyzing the quantities of data currently available has limited both the types of analysis used and the number of researchers able to make use of these data. Although fields such as computer science have developed a range of techniques and methods for handling these difficulties, making use of those tools has often required specialized knowledge and programming experience. The Text Analysis, Crawling, and Interpretation Tool (TACIT) is designed to bridge this gap by providing an intuitive tool and interface for making use of state-of-the-art methods in text analysis and large-scale data management. Furthermore, TACIT is implemented as an open, extensible, plugin-driven architecture, which will allow other researchers to extend and expand these capabilities as new methods become available.     

Desire,patriotism, and Sikh subjectivity

Post-9/11 era is marked by the resurgence of white American nationalisms across the country. Members of Arab, Muslim, Sikh, and South Asian communities experienced hate crimes, anti-immigrant sentiments, and government surveillance due to suspicions of being ‘terrorist-monsters’. Since 2001, Sikh advocacy groups participated in the nationalist discourse to express their desire for legitimacy as national subjects while distancing themselves from the ‘terrorist-other’. This article explores the politics embedded within the thrusts of these desires. I examine the disciplining nature of these groups and the possible ways they homogenize and foreclose Sikh subjectivities through a rather violent love for the nation.     

Odor-specific habituation arises from interaction of afferent synaptic adaptation and intrinsic synaptic potentiation in olfactory cortex

Segmentation of target odorants from background odorants is a fundamental computational requirement for the olfactory system and is thought to be behaviorally mediated by olfactory habituation memory. Data from our laboratory have shown that odor-specific adaptation in piriform neurons, mediated at least partially by synaptic adaptation between the olfactory bulb outputs and piriform cortex pyramidal cells, is highly odor specific, while that observed at the synaptic level is specific only to certain odor features. Behavioral data show that odor habituation memory at short time constants corresponding to synaptic adaptation is also highly odor specific and is blocked by the same pharmacological agents as synaptic adaptation. Using previously developed computational models of the olfactory system we show here how synaptic adaptation and potentiation interact to create the observed specificity of response adaptation. The model analyzes the mechanisms underlying the odor specificity of habituation, the dependence on functioning cholinergic modulation, and makes predictions about connectivity to and within the piriform neural network. Predictions made by the model for the role of cholinergic modulation are supported by behavioral results.Filtering sensory input is critical for information processing tasks such as background segmentation, and shifting processing power away from redundant, stable, or repetitive stimuli toward dynamic, novel stimuli. A critical aspect of this filtering however, is stimulus specificity. Under most circumstances it may be most beneficial to selectively filter the redundant stimulus, while maintaining responsiveness to different, though perhaps highly similar stimuli.In the olfactory system, short-term habituation to stable or repeated odorants involves a metabotropic glutamate receptor (mGluR)-dependent depression of afferent synapses to the piriform cortex (Best and Wilson 2004). Blockade of group III mGluR receptors prevents cortical adaptation odors (Best and Wilson 2004), and reduces short-term habituation of odor-evoked reflexes (Best et al. 2005) and odor investigation (Yadon and Wilson 2005; Bell et al. 2008; McNamara et al. 2008). This short-term habituation is highly odor specific, with minimal cross-adaptation of piriform cortical single-unit responses or cross-habituation of behavioral responses to similar odors, including between mixtures and their components (Wilson 2000; Cleland et al. 2002). Interestingly, there is an experience-dependent component to short-term habituation odor specificity. The odor specificity is most pronounced for familiar odors, with very brief (<20 sec) exposure to odors producing more generalization, and longer exposures (>50 sec) sufficient to permit strong odor specificity in cortex adaptation (Wilson 2003).The homosynaptic nature of afferent synaptic depression underlying cortical adaptation (Wilson 1998; Best and Wilson 2004) may contribute to this odor specificity. However, the experience dependence suggests that there may be an additional process involved. In fact, theoretical views of piriform cortical function suggest that the cortex learns previous patterns of input via potentiation of intracortical association fiber synapses (Hasselmo et al. 1990; Barkai et al. 1994; Haberly 2001; Linster et al. 2003). This autoassociative process essentially creates a template of previous network activity, against which new input patterns can be compared, allowing enhanced discrimination between similar patterns, as well as completion of degraded patterns (Barkai et al. 1994; Barnes et al. 2008). In support of this hypothesis, previous work has demonstrated that disruption of normal synaptic potentiation in association fiber synapses through blockade of cholinergic muscarinic receptors (Patil et al. 1998; Linster et al. 2003), reduces odor specificity of cortical adaptation (Wilson 2001b), prevents the effects of odor experience on subsequent behavioral cross-habituation (Fletcher and Wilson 2002), and disrupts odor discrimination (Linster et al. 2001).The present series of studies further explored the role of combined afferent synaptic depression and intracortical association fiber synaptic potentiation on the specificity of cortical adaptation and odor habituation. Using a computational model of the olfactory system (Linster et al. 2007), the results suggest that activity-dependent association fiber plasticity is necessary to account for the specificity of odor habituation. Furthermore, in behavioral experiments blockade of cholinergic muscarinic receptors during habituation enhances generalization of odor habituation, consistent with the modeling and with previous electrophysiological results.     

Who gets a mentor? A longitudinal assessment of the rising star hypothesis

This study assessed the rising star hypothesis, which proposes that individuals who are on the fast track to career success are more likely to gain mentors than others. The study used a sample of employees who had never been mentored and examined the relationship between rising star attributes measured at Time 1 and the attainment of a mentor a year later. In support of the hypothesis, individuals who were on the fast-track for promotion, had higher advancement expectations, and engaged in more proactive career behaviors were more likely to gain a mentor than individuals lacking these attributes. Implications of these results for the theory, research and practice of mentoring are discussed.     

Competitive versus cooperative attitudes in crossed categorization effects: testing the category dominance and equivalence models

Participants' (N = 256) competitive or cooperative attitudes toward national groups were activated by their reading 1 of 2 selected newspaper articles. Participants then judged the competence and attractiveness of a stranger who was categorized, separately for race and nationality, as belonging to an out-group or in-group. As predicted, the activated competitive attitude produced responses prescribed by the model of category dominance by nationality. In the condition of cooperative attitudes, however, competence responses were consistent with the model of equivalence (i.e., no effect of category) and attraction responses were consistent with the model of category dominance by race. The authors discuss reasons for the discrepant models in the condition of cooperative attitudes and the implications of these findings.     

A man with multiple disabilities using a head‐turning response to reduce the effects of his drooling

A man with multiple disabilities was taught to perform a head‐turning response to activate optic sensors embedded in a small spongy structure at his shoulder and produce preferred stimuli. By touching the spongy structure with chin and mouth (i.e., to activate the sensors), the man would clean these areas thus curbing the effects of his drooling. Data showed that the man increased the frequency of his head‐turning responses and reduced drooling effects (chin wetness) through the intervention and a 3‐month follow‐up. Forty university students, who were involved in a social validation assessment, indicated that the intervention was suitable and enjoyable to the man, had a social/educational function, and represented an approach that they supported. Copyright © 2008 John Wiley & Sons, Ltd.