Approach motivation as incentive salience: perceptual sources of evidence in relation to positive word primes

Four experiments (total N = 391) examined predictions derived from a biologically based incentive salience theory of approach motivation. In all experiments, judgments indicative of enhanced perceptual salience were exaggerated in the context of positive, relative to neutral or negative, stimuli. In Experiments 1 and 2, positive words were judged to be of a larger size (Experiment 1) and led individuals to judge subsequently presented neutral objects as larger in size (Experiment 2). In Experiment 3, similar effects were observed in a mock subliminal presentation paradigm. In Experiment 4, positive word primes were perceived to have been presented for a longer duration of time, again relative to both neutral and negative word primes. Results are discussed in relation to theories of approach motivation, affective priming, and the motivation-perception interface.     

The six most essential questions in psychiatric diagnosis: a pluralogue part 1: conceptual and definitional issues in psychiatric diagnosis

In face of the multiple controversies surrounding the DSM process in general and the development of DSM-5 in particular, we have organized a discussion around what we consider six essential questions in further work on the DSM. The six questions involve: 1) the nature of a mental disorder; 2) the definition of mental disorder; 3) the issue of whether, in the current state of psychiatric science, DSM-5 should assume a cautious, conservative posture or an assertive, transformative posture; 4) the role of pragmatic considerations in the construction of DSM-5; 5) the issue of utility of the DSM - whether DSM-III and IV have been designed more for clinicians or researchers, and how this conflict should be dealt with in the new manual; and 6) the possibility and advisability, given all the problems with DSM-III and IV, of designing a different diagnostic system. Part I of this article will take up the first two questions. With the first question, invited commentators express a range of opinion regarding the nature of psychiatric disorders, loosely divided into a realist position that the diagnostic categories represent real diseases that we can accurately name and know with our perceptual abilities, a middle, nominalist position that psychiatric disorders do exist in the real world but that our diagnostic categories are constructs that may or may not accurately represent the disorders out there, and finally a purely constructivist position that the diagnostic categories are simply constructs with no evidence of psychiatric disorders in the real world. The second question again offers a range of opinion as to how we should define a mental or psychiatric disorder, including the possibility that we should not try to formulate a definition. The general introduction, as well as the introductions and conclusions for the specific questions, are written by James Phillips, and the responses to commentaries are written by Allen Frances.     

To Analyze or Not to Analyze: The Treatment of a Severely Disturbed Four-Year-Old Boy

This article summarizes the treatment of a severely disturbed four-year-old boy who represents the widening scope of child analysis—a boy whose exposure to an array of traumas undermined his ego development, distorted his object relations, and interfered with his developmental progression. Earlier generations of analysts would have viewed such a child as possessing too many ego deviations or deficits to be considered analyzable. Such traditional ideas about analyzability are at odds with more recent research, however. Thus, Fonagy's and Target's (1996 Fonagy, P.. and Target, M. 1996. Predictors of outcome in child psychoanalysis: A retrospective study of 763 cases at the Anna Freud centre. J. Amer. Psychoanal. Assn., 44: 27–77. [PubMed], [Web of Science ®] , [Google Scholar]) research found child analysis to be the optimal treatment for children with severe and complex psychopathology. This article presents analytic material that supports this research and demonstrates (1) that severely disturbed children are analyzable and capable of deep and meaningful change, (2) that early intervention is imperative, (3) that an analytic framework involving four or more sessions per week is essential in containing and regulating affect, (4) how functioning as a developmental object helps build the necessary mental structures to experience conflict, (5) that serving as a developmental object does not have to preclude the development of transference or a psychoanalytic process, and (6) that the analyst's gender can play an important role in promoting development and facilitating treatment.     

Doing as they would do: How the perceived ethical preferences of third-party beneficiaries impact ethical decision-making

Although unethical behavior often benefits third-parties not directly complicit in the misconduct, not all beneficiaries welcome these ill-gotten benefits. We investigate whether actors consider the ethical preferences of potential beneficiaries or rely solely on their own ethical predispositions when making decisions that affect others. Three studies demonstrate that the perceived ethical preferences of these beneficiaries can substantially influence the likelihood that actors behave unethically on their behalves. These studies show that actors consider the ethical preferences of beneficiaries only when their own ethical disposition is outcome-based.     

Screening for Psychopathy: Validation of the Psychopathic Personality Inventory-Short Form with Reference Scores

The current study reports validation results for the Psychopathic Personality Inventory (PPI) and its subscales, and for a newly developed PPI-Short Form (PPI-SF) in forensic and non-forensic populations. We also provide criterion reference scores for the PPI and the PPI-SF. In Study 1, we used PPI data from 1,065 participants and supplementary PCL-R data from a subsample of 91 forensic offenders. Mokken scale analysis was used to construct the PPI-SF. In Study 2, PPI-SF and PCL-R data were collected from 60 participants. The study yielded promising but preliminary support for the construct validity of the PPI and the PPI-SF. The PPI-SF is of interest for risk assessment because of its (a) strong relationship with the PCL-R total score and (b) subscales known for their predictive value for violence and criminal recidivism.     

New Directions in Sales Leadership Research

The changing environment facing sales organizations is characterized by the dimensions of complexity, collaboration, and accountability. Responding effectively to this dynamic environment requires a focus on specific leadership activities by senior sales leaders, field sales managers, and salespeople. A sales leadership framework is presented and used to identify and discuss specific leadership challenges and important research questions at different sales organization levels. Several new directions for sales leadership research are proposed to improve sales leadership thought and practice.     

Hybrid sales structures in the age of e-commerce

Sales organizations continue to exhibit meaningful changes in their structures during the e-commerce era. This article examines the impact of Internet technology on the evolution of sales organizations and identifies key components underpinning a successful hybrid sales structure. A comprehensive review of sales organization studies leads to the derivation of a hybrid sales structure model, as well as a series of key recommendations pertaining to the organization and sales performance. These findings establish a platform for further research into the hybrid sales structure. The transition from a reliance on traditional, outside sales forces to a concomitant use of inside sales personnel produces hybrid sales structures that can accommodate online buyer–seller interactions and also leverage technological advances in sales automation and business intelligence to boost sales performance.     

“Be True to Your School”: An Open Letter to Students and Practitioners of Human Science Research

This editorial discusses some of the challenges that we face in striving toward being shepherds of our discipline, as well as toward “being original.” The question is how to make an original contribution to the field while following in the footsteps of one's forbearers. Many researchers (and even research mentors) have a desire to carve out their own place in the field, and doing so often means emphasizing what is new and different about their approach. Shepherding, however, means bearing the weight together, participating in the spirit of a “we phenomenon,” or more simply, being a team player. As psychologists climbing our individual career ladders while working together toward a common goal, the challenge is being true to yourself and to your “school” of fellow researchers. This means being faithful and acknowledging toward the community, including one's peers, one's former mentors, and the seminal thinkers whose work inspires one's own. When writing up research, we therefore should to be attuned to the possibility of communicating our pedigree more faithfully—a challenge that calls upon us to remember the ground from which we, ourselves, spring forth.     

What Factors Influence Judges’ Rulings About the Legality of Affirmative Action Plans?

Purpose

When implementing affirmative action programs involving race and gender, human resource practitioners must balance efforts to increase workforce diversity against the need to avoid illegal reverse discrimination. The tension between non-discrimination law and preferential treatment is explored. In reverse discrimination case law, affirmative action plans are evaluated by judges along two dimensions: remedial need and limiting harm. The legal literature specifies certain factors such as statistical imbalance, employee qualification, and duration of plan that are usually examined within these two dimensions.

Methodology

A content analysis of 80 federal court cases was conducted to quantitatively analyze the weight and importance of these factors within judicial rulings as well as contextual factors (e.g., judge’s political affiliation, beneficiary of program) that may influence the outcome of affirmative action lawsuits.

Results

It was found that remedial need can be demonstrated by large statistical disparities in the workforce, and was also more likely to be found by Democratic than Republican judges. Limiting harm is more likely to be supported by plans that are of limited duration and do not use reserved slots, or quotas.

Implications

The study provides empirically based recommendations for the design of legally defensible affirmative action plans that involve preferential treatment.