Selling From 1900 to 1949: A Historical Perspective

Selling has developed dramatically in the twentieth century. It has changed from largely an independent and unstructured activity to a modern and scientifically managed profession that has contributed to the economic growth of this century. This paper examines its development from 1900 to 1950, focusing on the practices, events, and philosophies that have influenced the selling profession.     

Self-Regulation and Performance in High-Fidelity Simulations: An Extension of Ego-Depletion Research

This article extends the research literature related to “ego-depletion.” Although numerous studies have focused on the self-regulatory failure associated with ego-depletion, the extant literature is generally characterized by relatively simple behavioral manipulations and dependent measures. Two studies are described that extend previous ego-depletion findings by employing a high-fidelity, customer service simulation as an ego-depleting manipulation (Study 1) and by using performance on a cognitively demanding naval combat simulator as a dependent measure (Study 2). Results of both studies show the generalizability of the effects of ego-depletion; the implications for self-regulatory failure in more naturalistic settings are discussed.     

The Frequency with which a Group of Unselected College Students Experience Colored Dreaming and Colored Hearing

The principal aim of this report has been to clear the air with regard to number development theory and research. We began with a brief overview of the status of the number concept in pure mathematics and psychology. It was argued that although there are clear methological differences between pure mathematical and psychological approaches to the study of number, the two approaches are substantively complementary. Both are attempts to found the number concept on underlying psychological processes.

Three influential mathematical theories of number and three metamathematical criteria by which such theories are judged (consistency, completeness, categoricalness) then were summarized. The first theory, originally proposed by Peano (30) and von Neumann (49), postulates that the number concept may be reduced to a wholistic property of the natural numbers: viz., their inherent ordering. It was found that Peano-von Neumann's ordinal theory allows one to construct natural numbers without contradiction (consistency) and to construct all the natural numbers (completeness). However, the ordinal theory is not only a theory of number; it is a theory of all ordered progressions. The second theory, originally proposed by Russell (39, 40, 41, 42, 51, 52) and Frege (15), postulates that the number concept may be reduced to an atomistic property of the natural numbers: viz., the fact that each natural number is a class which includes all classes containing a particular number of elements. It was found that Russell-Frege's class theory does not allow one either to construct natural numbers without contradiction (inconsistency) or to construct all the natural numbers (incompleteness). The third theory, originally proposed by Piaget (31, 32), is a combination of the Peano-von Neumann and Russell-Frege theories; i.e., it founds number simultaneously on the wholistic property of order and the atomistic property of class. Piaget's theory was found to be contradictory (inconsistent) and to contain a superfluous undefined concept. A comparative analysis of the three theories revealed that although none of them is universally accepted as an ultimate theory of number, Peano-von Neumann's ordinal theory is by far the most satisfactory of the three by metamathematical criteria.

Each of the mathematical theories of number was translated into a cognitive developmental theory by substituting “developmental priority” of “mathematical priority.” The first theory postulated that children's number concepts derive from a prior understanding of the quantification of ordinal relations (ordination). The second theory postulated that children's number concepts derive from a prior understanding of the quantification of classes (cardination). The third theory postulated that children's number concepts derive from a prior understanding of both ordination and cardination. Published research which pertains to the postulates of each of these theories was reviewed (2, 8, 9, 10, 23, 33, 45, 46). Because of incomplete data analyses and poor operational definitions, it was concluded that the existing evidence does not clearly support any of the three theories.

Behavioral methods of assessing ordination, cardination, and natural number competence in children's thinking then were constructed. Care was taken to insure that each behavioral test was the most obvious counterpart of the mathematical definition of the notion that the test was designed to measure. It was argued in this regard that scrupulously precise operational definitions—as opposed to the loose operational definitions that characterize Piaget's (33) original studies of number development—are essential if we hope to decide which of the competing theories of number development is the most tenable. Two developmental studies were reported. In the first study, there were three principal findings: (a) Ordination was found to emerge in three stages (no ordering, spatial ordering, ordination). (b) Cardination was found to emerge in three stages (no correspondence, one-to-many and many-to-one correspondence, one-to-one correspondence). (c) Ordination was found to emerge long before cardination. In the second study, there were three principal findings: (a) The major findings of the first study were replicated. (b) Ordination was found to emerge prior to natural number competence. (c) Cardination was not found to emerge prior to natural number competence. It was concluded that the theory of number development which corresponds to the most satisfactory of the three mathematical theories—namely, the ordinal theory—is consistently supported by the developmental findings.

Possible explanations of the cognitive-developmental sequences reported in the two studies were considered. It was suggested that Flavell's (14) notion of item structure probably accounts for all the sequences. Flavell's notion of item structure specifies that a developmental sequence of the form X₁ → X₂ obtains between two cognitive items when the use of X₂ logically presupposes the use of X₁. It was argued in this regard that the sequences reported in the two studies each reflect logical relationships mentioned in the earlier review of mathematical number theories. Finally, the epistemological question of why such a close relationship exists between logical priorities and cognitive-developmental sequences was considered. It was concluded that there must be at least some structural isomorphism between the domains of cognition and pure mathematics.     

Mindfulness: Theoretical Foundations and Evidence for its Salutary Effects

Interest in mindfulness and its enhancement has burgeoned in recent years. In this article, we discuss in detail the nature of mindfulness and its relation to other, established theories of attention and awareness in day-to-day life. We then examine theory and evidence for the role of mindfulness in curtailing negative functioning and enhancing positive outcomes in several important life domains, including mental health, physical health, behavioral regulation, and interpersonal relationships. The processes through which mindfulness is theorized to have its beneficial effects are then discussed, along with proposed directions for theoretical development and empirical research.     

Bounded in a nutshell and a king of infinite space: the embodied self and its intentional world

This paper explores the implications of developments in phenomenological biology for a reconsideration of synchronicity and the self. The enactive approach of Maturana and Varela aims to reformulate the relation between biological organisms and the world in a non‐Cartesian way, breaking down the conceptual division between mind and world so that meaning can be seen as a function of the species‐specific way in which an organism engages with its environment. This leads to a view of the self as inherently embodied and engaged with the particularities of its material, cultural and social worlds, while being infinitely extended through the power of imagination; this enables humans to adapt to many different social and material environments. In order to understand these differences, we need to ‘enter into the world of the other’. Where understanding of other animals requires immersion in their environmental milieux, understanding other humans requires us also to recognize that differences in socio‐cultural milieux create significantly different worlds of meaning and experience.     

Identity Distress Among Youth Exposed to Natural Disasters: Associations with Level of Exposure,Posttraumatic Stress,and Internalizing Problems

Identity distress involves intense or prolonged upset or worry about personal identity issues including long-term goals, career choice, friendships, sexual orientation and behavior, religion, values and beliefs, and group loyalties. Research suggests that trauma exposure and subsequent posttraumatic stress disorder (PTSD) symptoms may negatively affect identity development and psychological adjustment. However, little is known about their specific associations with identity distress and internalizing problems among disaster-exposed adolescents. This study aimed to examine these associations in a sample of 325 adolescents (60% female; 89% African American) who experienced a major natural disaster and its aftermath. The results indicated that identity distress was positively associated with age, hurricane exposure, PTSD symptoms, and internalizing problems. Linear regression analyses also showed that identity distress was uniquely associated with internalizing symptoms and that there was an indirect effect of hurricane exposure on identity distress via PTSD symptoms. PTSD symptoms moderated the link between identity distress and internalizing symptoms, with a significant positive slope found for youth with more PTSD symptoms. Findings were generally consistent with previous work and predictions, and they add to the extant knowledge about identity distress by providing data on the linkages among disaster exposure, posttraumatic stress, and internalizing problems in adolescents.