Assessing the Development of the Sales Profession

As we celebrate the silver anniversary of this journal, it is time to assess the development of sales as a profession. This paper uses the sociology of work literature to develop six criteria society uses in making the attribution of a work group as a profession. Sales is then examined on each of those six dimensions. It is concluded that our discipline meets or exceeds four of the requirements, has mixed results on one construct, and falls short on another criterion. Progress will require the development and enforcement of an ethical code. A strong professional association for all salespeople across all industries could also be very useful in this regard. Future use of technology by salespeople will also impact client views of sales as a profession.     

Having “The Talk”: Individual,Family, and Partner Factors on Unprotected Sex among Female Adolescent Offenders

This study assessed the influence of individual age and substance use, family support and communication, and partner support and communication on the frequency of unprotected sex among incarcerated adolescent females. Subjects (n = 273) completed a survey on psychosocial correlates and risk behaviors for sexually transmitted infections (STI). Communication with male partners and sex while under the influence have a significant impact on condom use. Findings highlight the necessity of providing assertive communication skills training and increasing self-efficacy as STI/HIV prevention components for adolescent females thus empowering their decision-making processes.     

Gender Differences in the Importance of Work and Family Roles: Implications for Work–Family Conflict

In this study we explored between- and within-gender differences in the importance of life roles and their implications for work–family conflict. In earlier research (Cinamon & Rich, 2002) we found 3 profiles of workers who differ in attributions of importance to work and family roles: persons who assigned high importance to both the work role and the family role (“Dual” profile); participants who ascribed high importance to the work role and low importance to the family role (“Work” profile); and participants who attributed high importance to the family role and low importance to the work role (“Family” profile). We used these profiles to clarify the relationship between gender and work–family conflict. Participants were 126 married men and 87 married women who were employed in computer or law firms. Significant between- and within-gender differences were found in the distribution of participants to profiles. Men were equally distributed throughout the profiles, whereas women were underrepresented in the Work category. More women than men fit the Family profile, and more men than women fit the Work profile. No gender differences were found for the Dual profile. Women reported higher parenting and work values than men did. Between-gender differences in work–family conflict were apparent, as were within-gender differences across profiles. Results demonstrate the value of examining both between- and within-gender variation in studies of gender and work–family conflict.     

Not all narrative shifts function equally

Readers of narratives keep track of narrative events and the information associated with these events. Does some of this associated information help structure the processing of and memory for the narrative? In three experiments, we examined the role of basic event building blocks (character, time, and location) in event indexing during text comprehension. These three experiments dealt with perceived coherence, perceived cohesion, and on-line processing, respectively. The results indicated that characters are more likely to serve as event indexes. Although the findings with respect to indexing were similar in all three experiments, interesting differences emerged as a function of the level of text comprehension examined (coherence, cohesion, or on-line processing).     

Parenting Disruptive Preschoolers: Experiences of Mothers and Fathers

This study examined parental functioning and interactions with young children with Oppositional Defiant Disorder (ODD), with emphasis on differences between mothers and fathers in their responses to their child and in their unique contributions to the prediction of child disruptive behavior. Participants were 53 3- to 6-year olds with ODD who presented for treatment with two parents. Mothers reported more severe disruptive behavior and higher parenting stress than fathers. During parent-child interactions, mothers showed more responsiveness than fathers, even though children were more compliant during interactions with fathers. Regression analyses showed that fathers' parent-related stress was predictive of both mothers' and father's reports of disruptive child behavior; mothers' marital satisfaction was predictive of behavioral observations of child compliance with both mothers and fathers. This study revealed several important differences in the experiences of mothers versus fathers of disruptive children and indicates the importance of including the father in the child's assessment and treatment.     

Integrating Immigrants into the Life of Canadian Urban Christian Congregations: Findings from a National Survey

In just one generation the cultural face of Canadian society has been transformed. The relative level of immigration has increased rapidly as has diversity among those immigrants. This article reports on the findings of a national survey that offers a baseline of how and to what extent local Canadian Christian congregations are responding to this cultural diversity. In particular, it explores how churches are integrating immigrants within the life of their local congregations. This article uses a systems change perspective to frame immigrant integration. This perspective emphasizes three requirements for change: vision, structure and processes that promote immigrant integration. Data was collected using an online survey of urban congregations in the nine urban Canadian communities having an immigrant population above the national average (20% foreign-born). Using these data this article explores the full range of immigrant integration efforts from the initial welcome to inclusion into congregational life. It describes the present status of immigrant integration, details reported successes and challenges and notes respondent suggestions for better integration. Results of this survey provide first-time baseline insights into how a range of urban Christian congregations from across Canada are presently responding to the Canadian immigrant reality.     

The use of self-talk during elite cricket batting performance

ObjectiveThe purpose of this study was to qualitatively investigate the use of self-talk during cricket batting performance through an innovative approach that allowed for within performance responses to be examined.Design and methodFive elite cricketers were interviewed alongside edited video footage of their batting innings. Semi-structured interviews were conducted to gather in-depth information and explanations about the participants' use of self-talk during each critical incident.Results and conclusionsThe findings of this study highlighted the use of instructional and motivational self-talk as a fluctuating continual narrative that enhanced skill execution, self-efficacy and focus of attention, whilst reducing performance anxiety. In particular, the athletes described the effectiveness of self-determined self-talk on their performance. Specifically, they advocated self-talk that narrowed their attentional focus and redirected their thoughts to performance-related cues during periods of declining performance.