Narcissism and Achievement Motivation as Related to Three Facets of the Sales Role: Attraction, Satisfaction and Performance

Relationships were posited between two personality constructs—narcissism and achievement motivation—and three facets of the sales role: attraction, satisfaction and performance. As predicted, currently and previously employed salespeople were more narcissistic and had stronger needs for achievement than individuals who were never employed in sales. Narcissism was positively associated with overall sales satisfaction and with level of comfort with ethically questionable sales behaviors; narcissism was unrelated to sales performance. In contrast, need for achievement was unrelated to sales satisfaction, negatively related to comfort with ethically questionable sales behaviors, but positively related to sales performance. Practical implications of these findings for sales recruiters and trainers are discussed.     

The relationship of phonemic awareness to reading acquisition: More consequence than precondition but still important

Three studies examined the presence of phonemic awareness among Austrian children before reading instruction and its relationship to concurrent and later reading. These children were about 6–7 years of age but in the majority of cases unable to read when they entered school. Testing phonemic awareness with a newly developed, rather simple and natural vowel substitution task revealed that many children showed not a single correct response or little success. In contrast, the few readers at the beginning of grade one exhibited high phonemic awareness and after a few months of reading instruction most of the children scored at least close to perfect in the vowel substitution task. Despite this apparent effect of reading on phonemic awareness there was a specific predictive relationship between initial phonemic awareness differences and success in learning to read and to spell. In agreement with other studies it was found that phonemic awareness differences before instruction predicted the accuracy of alphabetic reading and spelling at the end of grade one independent from IQ and initial differences in letter knowledge and reading. However, closer examination of the relationship between phonemic awareness before instruction and later success in learning to read revealed a specific pattern. Children with high phonemic awareness at the beginning of grade one showed uniformly high reading and spelling achievement at the end of grade one.     

Individual variable pay for performance,controlling effects,and intrinsic motivation

Motivation and Emotion - A core question in research on compensation and motivation is whether individual variable pay for performance (IVPFP) can undermine intrinsic motivation in the workplace....     

Empathy and viewing the other as a subject

Empathy and viewing another person as a subject rather than an object are often associated in theoretical contexts, but empirical research of the relation is scarce. The purpose of the present research was to investigate the relationship between subject/object view and empathy. In Study 1, participants watched film clips and indicated their empathy for specific characters in the clips, as well as the extent to which they saw these persons as subjects and objects. The subject/object view explained some, but not all, of the differences in empathy, which raised the question of what else accounts for differences in empathy. A second study was conducted to investigate whether the difficulty of the other's situation also contributes. In Study 2, another group watched the film clips and rated the difficulty of the film character's situations in addition to empathy and subject/object view. The results of Study 2 revealed that subject view/object and perceived difficulty together explain a substantial part of differences in empathy. It was concluded that empathy is evoked primarily when a person in difficulty is viewed as a subject.     

Right-sided human prefrontal brain activation during acquisition of conditioned fear

This H2(15)O positron emission tomography (PET) study reports on relative regional cerebral blood flow (rCBF) alterations during fear conditioning in humans. In the PET scanner, subjects viewed a TV screen with either visual white noise or snake videotapes displayed alone, then with electric shocks, followed by final presentations of white noise and snakes. Autonomic nervous system responses confirmed fear conditioning only to snakes. To reveal neural activation during acquisition, while equating sensory stimulation, scans during snakes with shocks and white noise alone were contrasted against white noise with shocks and snakes alone. During acquisition, rCBF increased in the right medial frontal gyrus, supporting a role for the prefrontal cortex in fear conditioning to unmasked evolutionary fear-relevant stimuli.     

The human first hypothesis: identification of conspecifics and individuation of objects in the young infant

How do infants individuate and track objects, and among them objects belonging to their species, when they can only rely on information about the properties of those objects? We propose the Human First Hypothesis (HFH), which posits that infants possess information about their conspecifics and use it to identify and count objects. F. Xu and S. Carey [Cognitive Psychology, 30(2), 111-153, 1996] argued that before the age of 1 year, infants fail to use property information. To explain their results, Xu and Carey proposed the Object First Hypothesis (OFH), according to which infants under 1 year of age have only the general concept of physical object to identify and count objects. We show that infants have a more extensive knowledge of sortals than that claimed by the OFH. When 10-month-olds see one humanlike and one non-humanlike object, they successfully identify and count them by using the contrast in their properties, as predicted by the HFH. We also show that infants succeed even when they make a decision based on differences between two close basic-level categories such as humanlike objects and doglike objects, but fail when they have to use differences within the human category. Thus, infants treat "human" as a basic sortal, as predicted by the HFH. We argue that our results cannot be accounted for by general purpose mechanisms. Neither the strong version of the OFH and its explanation in terms of object indexing mechanisms [A. M. Leslie, F. Xu, P. Tremoulet, & B. J. Scholl, Trends in Cognitive Sciences, 2(1), 10-18, 1998] nor explanations in terms of task demands [T. Wilcox & R. Baillargeon, Cognitive Psychology, 37(2), 97-155, 1998] are sufficient to explain our results.     

Effects of mand-tact versus tact-only training on the acquisition of tacts

We sought to replicate and extend Carroll and Hesse's (1987) study of the acquisition of tacts by including participants with and without developmental disabilities. As in Carroll and Hesse, the present results showed that mand-tact training, rather than tact-only training, led to more rapid acquisition of tacts. Tacting on follow-up tests did not differ. In addition, our results show that mand-tact training established both verbal operants involved about as rapidly as tact-only training established only one verbal operant. DESCRIPTORS: verbal behavior, tact acquisition, mand-tact training, tact-only training, follow-up     

Psychological characteristics of elderly insomniacs

Sixty insomniacs, aged 60 years or over, fulfilling the DSM-IV criteria for primary insomnia, completed a set of questionnaires measuring psychological distress. These included the Sleep Impairment Index (SIM), the Symptom Check List 90-Revised (SCL-90-R), the Penn State Worry Questionnaire (PSWQ), the Toronto Alexithymia Scale-20 (TAS-20) and the Elders Life Stress Inventory (ELSI). The insomniacs were compared on these measures with two contrast groups, one of elderly good sleepers and one an elderly community sample. As norms were developed for the SCL-90-R and PSWQ, insomniacs were also contrasted with the norm groups on these measures. In general, the results indicated a higher level of psychological distress among insomniacs than among the good sleepers, while there were negligible differences between insomniacs and the community sample on most measures. Overall, elderly insomniacs scored higher on measures of worry compared with the other groups, followed by measures of somatization, obsessive-compulsion and depression. It is concluded that excessive worrying was the most characteristic feature of elderly insomniacs.     

Infant responsiveness and maternal confidence in the neonatal period

Responsiveness in prematurely and term-born infants was studied cross-sectionally in relation to maternal confidence. Orientation and arousal were measured in 140 prematurely (mean BW 1,398 g, GA 30.1 weeks) and 75 term-born infants (mean BW 3,613 g, GA 39.3 weeks) with the Neonatal Behavioral Assessment Scales. Mothers filled out the Maternal Confidence Questionnaire and a modified version of the Parenting Stress Index. Prematurely born infants had a significantly lower level of arousal than term-born neonates. Responsiveness was not associated with maternal confidence. Lower confidence was associated with primiparity in both groups of mothers. Multiparous mothers of prematurely born infants had significantly lower levels of confidence than multiparous mothers of term-born infants. Confidence was significantly associated with stress for mothers of prematurely and term-born infants, and may be focused in follow-up after giving birth. Prematurely born infants should be examined more thoroughly in aspects of arousal at the time of discharge.     

Effects of training on age estimation

This study examined the possibility to improve accuracy of age estimates through training. Thirty‐four participants were divided into an experimental and a control group. The sessions included a pre‐test before training, six feedback or no‐feedback training tests and a post‐test after training. The experimental group performed the feedback tests and the control group the no‐feedback tests. Training was found to improve age estimation accuracy, particularly estimations of old stimuli, and training with feedback seemed to be superior to training without feedback. No difference was found between the groups at pre‐test, but at post‐test the experimental group exhibited greater accuracy in age estimation. Moreover, the experimental group increased its accuracy between the pre‐ and post‐tests. Copyright © 2006 John Wiley & Sons, Ltd.