Do sales and service compete? The impact of multiple psychological climates on frontline employee performance

This research examines how employees’ climate perceptions – or psychological climate – influence their performance of climate-related outcomes. We focus on two specific climates arguably most relevant to boundary-spanning organizations: service and sales climates. Building from the resource-allocation framework, the authors examine the way employees reconcile these multiple psychological climates. Polynomial regression and response surface modeling are used to test for the influence of these distinct climates on employee outcomes using a sample of 252 marketing employees and their 68 immediate supervisors. Specifically, the authors examine relationships between service and sales climates and the employee performance outcomes of customer satisfaction, helping behavior, effort, and sales performance. Results provide insight into the benefits and pitfalls of sales and service climates co-existing. Specifically we find that while sales effort is highest in climates that heavily favor sales, sales performance may exist in both sales-favored and service-favored climates (yet not in the presence of both). From a customer satisfaction perspective we find no significant impact of increasing sales climate in the presence of high service perceptions. These findings – both significant and non-significant – provide implications for future research in the realm of service-sales ambidexterity and interface as well as insight and direction for frontline managers.     

Preferences for ‘Gender‐typed’ Toys in Boys and Girls Aged 9 to 32 Months

Many studies have found that a majority of boys and girls prefer to play with toys that are typed to their own gender but there is still uncertainty about the age at which such sex differences first appear, and under what conditions. Applying a standardized research protocol and using a selection of gender‐typed toys, we observed the toy preferences of boys and girls engaged in independent play in UK nurseries, without the presence of a parent. The 101 boys and girls fell into three age groups: 9 to 17 months, when infants can first demonstrate toy preferences in independent play (N = 40); 18 to 23 months, when critical advances in gender knowledge occur (N = 29); and 24 to 32 months, when knowledge becomes further established (N = 32). Stereotypical toy preferences were found for boys and girls in each of the age groups, demonstrating that sex differences in toy preference appear early in development. Both boys and girls showed a trend for an increasing preference with age for toys stereotyped for boys. Theoretical implications of the findings are discussed with regard to biological predispositions, cognitive development and environmental influences on toy preference. Copyright © 2016 John Wiley & Sons, Ltd.     

Acceptance and expressed emotion in Mexican American caregivers of relatives with schizophrenia

The relation between Expressed Emotion (EE) and caregiver acceptance was tested with the use of video-recorded interactions between 31 Mexican American family caregivers and their relatives with schizophrenia. Borrowing the concept from Integrative Behavioral Couple Therapy, acceptance was defined as caregiver's engagement with the ill relative along with low levels of expectations for behavioral change. Three aspects of caregiver acceptance were measured: global acceptance of the patient, unified detachment (i.e., nonblaming but engaged problem discussion), and low aversive responses to patient behavior (e.g., criticisms and demanding change). Relative to high EE caregivers, low EE caregivers were consistently more accepting of their ill relatives across the three measures of acceptance. Unified detachment was negatively associated with emotional overinvolvement and aversive responses were positively related to criticism. Warmth was not related to acceptance. The findings suggest that the study of acceptance in family caregivers is a heuristic avenue for future research due to its potential to shed light on specifically what family members do in caring for their ill relatives with schizophrenia.     

Children's knowledge of the earth: a new methodological and statistical approach

In the field of children’s knowledge of the earth, much debate has concerned the question of whether children’s naive knowledge—that is, their knowledge before they acquire the standard scientific theory—is coherent (i.e., theory-like) or fragmented. We conducted two studies with large samples (N = 328 and N = 381) using a new paper-and-pencil test, denoted the EARTH (EArth Representation Test for cHildren), to discriminate between these two alternatives. We performed latent class analyses on the responses to the EARTH to test mental models associated with these alternatives. The naive mental models, as formulated by Vosniadou and Brewer, were not supported by the results. The results indicated that children’s knowledge of the earth becomes more consistent as children grow older. These findings support the view that children’s naive knowledge is fragmented.     

Assessing Multicultural Competence: Perceived Versus Demonstrated Performance

This study compares self‐report scores generated by the Multicultural Awareness Knowledge Skills Survey‐Counselor Edition‐Revised (B. S. K. Kim, B. Y. Cartwright, P. A. Asay, & M. J. D'Andrea, 2003) with independent observer ratings of actual videotaped demonstrations of multicultural competence in response to a preselected case vignette. Implications for counselor training and future research are discussed.     

Detecting changes in simulated events using partial‐interval recording and momentary time sampling

In a series of three studies, we evaluated simulated data with reversal designs to determine whether partial‐interval recording (PIR) and momentary time sampling (MTS) detected changes that were evident with continuous measures. The results from Study 1 showed that MTS with interval sizes up to 30 s detected most of the moderate and large changes in duration events and MTS with interval sizes up to 1 min detected most large changes in duration events. By comparison, PIR with 10‐s intervals detected approximately half of all changes in duration events. The results of Study 2 showed that only 10‐s PIR reliably detected most small, moderate, and large changes in frequency events. The results of Study 3 showed that PIR with 10‐s intervals generated a relatively high percentage of false positives for duration events, whereas MTS did not. As a whole, the results support previous findings, but also provide new guidelines for the use of PIR and MTS. Copyright © 2008 John Wiley & Sons, Ltd.     

Conjugate reinforcement: a brief review and suggestions for applications to the assessment of automatically reinforced behavior

Procedures involving conjugate reinforcement have been used extensively by researchers in developmental psychology, but sparingly by behavior analysts. Based on this trend, this paper calls for a re‐examination of conjugate reinforcement as a tool for analyzing automatically reinforced behavior. To this end, studies involving popular conjugate reinforcement preparations are briefly reviewed to highlight the impact of conjugate reinforcement outside of behavior analysis. In addition, results from selected behavior analytic studies are compared to studies involving conjugate reinforcement procedures. Throughout the review, recommendations for extending conjugate reinforcement preparations to the assessment of automatically reinforced behavior are provided. Copyright © 2008 John Wiley & Sons, Ltd.