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171.
    
Growing, or even simply sustaining, profitability in today's rapidly changing environment is a daunting task. Today's firm must contend with increasing competition, changing customer requirements, and unprecedented technological change. Further, changing government regulations, such as the recent wave of deregulation, have dramatically changed the way business has traditionally been done in certain industries. In such a turbulent environment many firms have discovered that a total organizational sales effort is necessary. For many firms, this means a paradigm shift that involves strengthening their sales culture.

The purpose of this study is to empirically examine the sales culture (SC) concept and discuss its importance in contemporary business strategy. First, we will discuss market orientation from a corporate culture perspective. Second, the sales culture component of a market orientation will be defined and examined. Third, an exploratory investigation of constructs associated with sales culture will be investigated using an example taken from an industry that is experiencing rapid change, the banking industry. Finally, strategic implications, limitations and suggestions for future research will be shared.  相似文献   
172.
    
A lay-led, community-based intervention, the Chronic Disease Self-Management Course (CDSMC) is effective for a range of long-term health conditions (e.g. arthritis, heart disease). However, the perceived value and experience of the CDSMC for people with Multiple Sclerosis (MS) has not been examined. The present qualitative study addressed this omission. Ten participants with MS (7 female; age range 35 to 60 years; disease duration 4 to 19 years) were interviewed before attending the CDSMC and at 4-month follow-up. Data were analysed using Framework Analysis. Some participants learned new self-management techniques and reported enhanced confidence (self-efficacy), whereas other participants were already confident in their self-management ability and found the CDSMC acted as a reminder of techniques previously used. Relaxation, pacing, and goal setting were particularly valuable for managing fatigue. Goal setting helped some participants to build confidence. Participants valued meeting similar others including those with different conditions. The CDSMC was an opportunity for social comparison and inspirational role modelling. Improvements to the CDSMC were suggested, including the addition of specific MS information. Overall, the CDSMC was viewed as a valuable source of new skills and a reminder of previously learned self-management skills, particularly in the context of managing fatigue. Gender differences emerged.  相似文献   
173.
    
Although it is generally acknowledged that experiences of frustration, confusion, and anxiety are embodied phenomena, very little is known about how these processes modulate presumably unconscious, but constantly present, subtle bodily movement. We addressed this problem by tracking the low-level dynamics of body movement, using 1/f noise, pink noise, or “fractal scaling”, during naturalistic experiences of affect in two studies involving deep learning and effortful problem-solving. Our results indicate that body movement fluctuations of individuals experiencing cognitive equilibrium was characteristic of correlated pink noise, but there was a whitening of the signal when participants experienced states that are diagnostic of cognitive distress such as anxiety, confusion, and frustration. We orient our findings within theories that emphasise the embodied nature of cognition and affect and with perspectives that view affective and cognitive processes as emergent products of a self-organising dynamical system (the brain) that is inextricably coupled to the body.  相似文献   
174.
    
The present study addresses proposals that Rational Emotive Behavior Therapy (REBT) can influence self-determined motivation. Triathletes received REBT education, followed by either Rational Emotive Personal-Disclosure Mutual-Sharing (REPDMS) or Personal-Disclosure Mutual-Sharing. Measurements of irrational beliefs and self-determined motivation were collected prior to REBT (baseline), during the REBT education period, and after the REPDMS session (postintervention). An ABC single-case design was adopted, allowing for statistical and visual analysis of data over time and between groups. Findings indicate that REBT led to decreased irrational beliefs and increased self-determined motivation. REPDMS appeared to have no influence on irrational beliefs over and above REBT education.  相似文献   
175.
We report two studies of the distinct effects that a word's age of acquisition (AoA) and frequency have on the mental lexicon. In the first study, a purely statistical analysis, we show that AoA and frequency are related in different ways to the phonological form and imageability of different words. In the second study, three groups of participants (34 seven-year-olds, 30 ten-year-olds, and 17 adults) took part in an auditory lexical decision task, with stimuli varying in AoA, frequency, length, neighbourhood density, and imageability. The principal result is that the influence of these different variables changes as a function of AoA: Neighbourhood density effects are apparent for early and late AoA words, but not for intermediate AoA, whereas imageability effects are apparent for intermediate AoA words but not for early or late AoA. These results are discussed from the perspective that AoA affects a word's representation, but frequency affects processing biases.  相似文献   
176.
Modeling the antecedents of proactive behavior at work   总被引:1,自引:0,他引:1  
Using a sample of U.K. wire makers (N = 282), the authors tested a model in which personality and work environment antecedents affect proactive work behavior via cognitive-motivational mechanisms. Self-reported proactive work behaviors (proactive idea implementation and proactive problem solving) were validated against rater assessments for a subsample (n = 60) of wire makers. With the exception of supportive supervision, each antecedent was important, albeit through different processes. Proactive personality was significantly associated with proactive work behavior via role breadth self-efficacy and flexible role orientation, job autonomy was also linked to proactive behavior via these processes, as well as directly; and coworker trust was associated with proactive behavior via flexible role orientation. In further support of the model, the cognitive-motivational processes for proactive work behavior differed from those for the more passive outcome of generalized compliance.  相似文献   
177.
The Implicit Association Test (Greenwald, McGhee, & Schwartz, 1998) has become a popular tool for measuring implicit attitudes toward 2 contrasting concepts. In this study, we suggest including a neutral category (trees) to capture implicit evaluations of a single target attitude object. Using such a technique to measure implicit attitudes toward condoms, we predicted and found that explicit attitudes were related to intended condom use in situations that allow for controlled and deliberative processing, but implicit attitudes were related to intended condom use when automatic processing presides. Implications for such implicit and explicit attitude-behavior relations are discussed in the context of sexual risk-taking.  相似文献   
178.
Research indicates that the extent to which one becomes engaged, transported, or immersed in a narrative influences the narrative's potential to affect subsequent story-related attitudes and beliefs. Explaining narrative effects and understanding the mechanisms responsible depends on our ability to measure narrative engagement in a theoretically meaningful way. This article develops a scale for measuring narrative engagement that is based on a mental models approach to narrative processing. It distinguishes among four dimensions of experiential engagement in narratives: narrative understanding, attentional focus, emotional engagement, and narrative presence. The scale is developed and validated through exploratory and confirmatory factor analyses with data from viewers of feature film and television, in different viewing situations, and from two different countries. The scale's ability to predict enjoyment and story-consistent attitudes across different programs is presented. Implications for conceptualizing engagement with narratives as well as narrative persuasion and media effects are discussed.  相似文献   
179.
The present study investigated the effect of sexually objectifying music video exposure on young women's implicit bodily self-perception and the moderating role of self-esteem. Fifty-six college women of normal weight were either exposed to three sexually objectifying music videos or three neutral music videos. Perceived and ideal body size were measured both before and after video exposure, using horizontally stretched and compressed photographs of the participant's own body in swimming garment. As expected, only women low (but not high) in self-esteem were negatively affected by the sexually objectifying content of the music videos: they perceived themselves as bigger and showed an increased discrepancy between their perceived and ideal body size after video exposure. The neutral music videos did not influence women's bodily self-perceptions. These findings suggest that body image is a flexible construct, and that high self-esteem can protect women against the adverse effects of sexually objectifying media.  相似文献   
180.
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