The Selling Situation as a Moderator of the Personality-Sales Performance Relationship: an Empirical Investigation

Abstract

The lack of consistent success in using personality traits to predict the performance of salespeople is attributed to the cross-sectional nature of previous research. In this study, greater predictive accuracy and explanatory power is achieved when the selling situation is used as a moderating variable. The results are presented and the implications for sales force management and future research are considered.     

Leibniz-linked Pairs of Deductive Systems

A pair of deductive systems (S,S??) is Leibniz-linked when S?? is an extension of S and on every algebra there is a map sending each filter of S to a filter of S?? with the same Leibniz congruence. We study this generalization to arbitrary deductive systems of the notion of the strong version of a protoalgebraic deductive system, studied in earlier papers, and of some results recently found for particular non-protoalgebraic deductive systems. The necessary examples and counterexamples found in the literature are described.     

On the Closure Properties of the Class of Full G-models of a Deductive System

In this paper we consider the structure of the class FGModS of full generalized models of a deductive system S from a universal-algebraic point of view, and the structure of the set of all the full generalized models of S on a fixed algebra A from the lattice-theoretical point of view; this set is represented by the lattice FACS_s A of all algebraic closed-set systems C on A such that (A, C) ε FGModS. We relate some properties of these structures with tipically logical properties of the sentential logic S. The main algebraic properties we consider are the closure of FGModS under substructures and under reduced products, and the property that for any A the lattice FACS_s A is a complete sublattice of the lattice of all algebraic closed-set systems over A. The logical properties are the existence of a fully adequate Gentzen system for S, the Local Deduction Theorem and the Deduction Theorem for S. Some of the results are established for arbitrary deductive systems, while some are found to hold only for deductive systems in more restricted classes like the protoalgebraic or the weakly algebraizable ones. The paper ends with a section on examples and counterexamples. Dedicated to the memory of Willem Johannes Blok     

Selfextensional Logics with a Conjunction

A logic is selfextensional if its interderivability (or mutual consequence) relation is a congruence relation on the algebra of formulas. In the paper we characterize the selfextensional logics with a conjunction as the logics that can be defined using the semilattice order induced by the interpretation of the conjunction in the algebras of their algebraic counterpart. Using the charactrization we provide simpler proofs of several results on selfextensional logics with a conjunction obtained in [13] using Gentzen systems. We also obtain some results on Fregean logics with conjunction.This paper is a version of the invited talk at the conference Trends in Logic III, dedicated to the memory of A. MOSTOWSKI, H. RASIOWA and C. RRAUSZER, and held in Warsaw and Ruciane-Nida from 23rd to 25th September 2005.     

Sport participation,body satisfaction and depressive symptoms in adolescence: a moderated-mediation analysis of gender differences

This research aimed to analyse the partial mediating role of body satisfaction in the relationship between sport participation and depressive symptoms, as well as to examine the moderating role of gender in these associations. A cross-sectional study was conducted with a sample of 1810 adolescents aged 13–18 years old who completed self-report measures regarding sport participation, body satisfaction and depressive symptoms. The results indicated that a higher frequency of sport participation was associated with a lower presence of depressive symptoms, both directly and through greater body satisfaction, although gender differences were found in this partial mediation model. It was detected that sport participation had a greater effect on positive body satisfaction among boys, whereas body dissatisfaction indicated a greater presence of depressive symptoms among girls. The results emphasize the need to implement gender-specific programmes to improve psychological adjustment in adolescents by promoting sport practice and body acceptance.     

Assessing cognitive load using oculometrics to identify deceit during interviews

Lying requires a long‐term memory search and is a cognitive load task. Telling a spontaneous lie is associated with a higher cognitive load compared with the truth, although when memories are planned before telling a lie, the cognitive load can be less compared with the truth; therefore, telling a spontaneous lie could be associated with a higher cognitive load compared with a planned lie. In this study, we examined cognitive load, as measured through oculometrics, to identify deceit in interviews. Twenty‐four subjects were questioned, and their answers classified as spontaneous lies, planned lies, and truths. Results show that saccades and fixations were associated with a higher cognitive load when telling spontaneous lies compared with telling truths. Blinks and pupillometry show that subjects require greater cognitive load when telling truths compared with planned lies. Finally, telling spontaneous lies required higher cognitive load compared with planned lies, as assessed by blinks.     

Super‐recognizers: From the lab to the world and back again

The recent discovery of individuals with superior face processing ability has sparked considerable interest amongst cognitive scientists and practitioners alike. These ‘Super‐recognizers’ (SRs) offer clues to the underlying processes responsible for high levels of face processing ability. It has been claimed that they can help make societies safer and fairer by improving accuracy of facial identity processing in real‐world tasks, for example when identifying suspects from Closed Circuit Television or performing security‐critical identity verification tasks. Here, we argue that the current understanding of superior face processing does not justify widespread interest in SR deployment: There are relatively few studies of SRs and no evidence that high accuracy on laboratory‐based tests translates directly to operational deployment. Using simulated data, we show that modest accuracy benefits can be expected from deploying SRs on the basis of ideally calibrated laboratory tests. Attaining more substantial benefits will require greater levels of communication and collaboration between psychologists and practitioners. We propose that translational and reverse‐translational approaches to knowledge development are critical to advance current understanding and to enable optimal deployment of SRs in society. Finally, we outline knowledge gaps that this approach can help address.     

Emotional prejudice,essentialism, and nationalism The 2002 Tajfel lecture

In explaining differences between groups, people ascribe the human essence to their ingroup and consider outgroups as less human. This phenomenon, called infra‐humanization, occurs outside people's awareness. Because secondary emotions (e.g. love, hope, contempt, resentment) are considered uniquely human emotions, people not only attribute more secondary emotions to their ingroup than to outgroups, but are reluctant to associate these emotions with outgroups. Moreover, people behave less cooperatively (in terms of altruism, imitation, and approach) with an outgroup member who expresses himself through secondary emotions. Infra‐humanization occurs for high and low status groups, even in the absence of conflict between groups. It does not occur when the outgroup target is adequately individualized, by a complete name or through perspective taking, for instance. The differential familiarity with the ingroup and the outgroup cannot explain infra‐humanization. Yet, preliminary results show that subjective essentialism and ingroup identification may mediate the effects of infra‐humanization. A connection is made between nationalism and infra‐humanization. Copyright © 2003 John Wiley & Sons, Ltd.     

Law enforcement preferences for PTSD treatment and crisis management alternatives

Evidence-based treatments (EBT) for posttraumatic stress disorder (PTSD) remain underutilized. Analog research, however, indicates that patients may be more amenable to receiving EBT for PTSD than utilization rates suggest. This study sought to extend previous studies by investigating PTSD treatment preferences among law enforcement individuals (i.e., active duty officers, cadets, criminal justice students). We asked 379 participants, with varying trauma histories, to read a police traumatic event and imagine they had developed PTSD. Participants rated the credibility of six treatment options which they might encounter in a treatment setting, and chose their most and least preferred treatments. Next, they evaluated a widely used debriefing intervention aimed at preventing PTSD. Almost 90% of participants chose exposure or Cognitive Processing Therapy as their first or second most preferred treatment, and they rated these interventions as significantly more credible than the other four treatment options. The sample showed ambivalence regarding the perceived efficacy of debriefing but found the rationale credible. This study supports previous analog research indicating that patients may be more interested in EBT than indicated by utilization rates, and suggests that law enforcement departments should consider offering EBT to officers who develop PTSD.