Personal selling and the purchasing function: where do we go from here?

The business-to-business selling function has changed over the years, with more informed and demanding buyers, prompting firms to move toward a more consultative, solution-selling approach. While these changes have been the focus of extensive research in the personal selling and sales management domain, the customer side of the interaction dyad requires more examination. Even within the context of the customer side, insufficient attention has been paid to the purchasing function in business-to-business (B2B) selling research. Given the increased importance in customer organizations of the purchasing function, this article presents a literature review that highlights the purchasing function's personal selling and sales management needs and argues that, as the purchasing function becomes more important and its needs evolve, personal selling and sales strategies also need to evolve. The article highlights areas for future research in this domain.     

Encounters with the Universal and Cultural in Psychoanalytic Psychotherapy

The role played by socio-cultural factors in psychoanalytic psychotherapy from the vantage point of both the client and the therapist is elucidated. The position conferred upon culture throughout the history of psychoanalysis from classical to contemporary perspectives is briefly reviewed with special reference to the practice of psychoanalysis in India. A case study having relevance to the present theme is discussed where ignorance of factors salient to Indian culture adversely affected the outcome. Attention is given to internal and external pressures that prompted the therapist to take the stand. It is argued that the therapist may tread the difficult path between cultural universalism and cultural relativism rather than committing to either of them in order to do justice to psychoanalytical clinical work.     

“Why Am I so Anxious?” A Study of Attention Bias in Obsessive Compulsive Disorder

Previous research investigating attentional bias has produced intriguingly equivocal results. The present large-scale study explored attentional bias in subjects diagnosed with obsessive-compulsive disorder (OCD) and in a control group (n = 80) using the Emotional Stroop Test. Results clearly indicated poorer performances across the board amongst patients diagnosed with OCD compared to the control group, particularly in the case of anxiety-related stimuli. This paper discusses, in the light of current models of attentional bias towards threat in anxiety disorders, the processes whereby attentional bias towards anxiety stimuli might play a vital role in the causation and maintenance of OCD.     

Emerging Adults’ Outlook on the Future in the Midst of COVID-19: The Role of Personality Profiles

Journal of Adult Development - Classic lifespan developmental theory describes emerging adulthood and the transition to adulthood as important periods for thinking about one’s future life...     

Sikh identity and Dogra alteration: A study of Sikh influences on Jammu paintings of eighteenth–nineteenth centuries

This paper investigates and argues the modes of self-presentation established and kept by Guru Gobind Singh in the late seventeenth century not only defied Mughal convention and law, but also came to influence regional styles of dress and other aspects of courtly fashion in the Jammu court during the eighteenth and nineteenth centuries, closely attending the changes in the art historical record of both the Sikh and Dogra court during this two hundred year period, as well as the travelogues of several important Europeans who visited the area during Maharaja Ranjit Singh. In doing so, this study will seek to rethink how the conventions of Sikh culture, while initially ignored and censured by surrounding powers, spread and reshaped the styles of dress, and ultimately the art historical record of surrounding, Mughal strongholds.     

Self,social identity and psychological well-being

Self and social identity are key elements in the understanding of a person’s strivings for health and well-being. This review (i) examines the concepts of self, social identity, and psychological well-being; (ii) integrates empirical evidence that relates various self-aspects or social identities to psychological well-being; (iii) analyzes within a stress and coping framework the well-being consequences of socially devalued self or threatened identities, perceived discriminations, challenges of acculturation and identity management; and (iv) delineates the role of self, social identity and related psycho-social variables as moderators and mediators in pathways leading to psychological well-being. Besides listing some methodological issues and empirical deficits, major concerns for future research are also identified. An explicit self and social identity perspective of this research synthesis brings personal and social aspects together, and this interface offers exciting opportunities for research advancement.     

Defense Mechanisms in Mania,Bipolar Depression and Unipolar Depression

The present study compared the use of defense mechanisms in ten bipolar manic, ten bipolar depressed and ten unipolar depressed patients. The defense mechanisms were assessed by two methods: TAT stories scored by Defense Mechanism Manual and Defense Mechanism Rating Scale ratings of psychodynamic interviews. The severity of symptoms was assessed by Beck Depression Inventory for depressed patients and Young’s Manic Rating Scale for manic patients. Both bipolar manic and depressed groups used the defense mechanism of denial, borderline level defenses and immature defenses significantly more than the unipolar depression group. The manic group showed greater dependence on narcissistic level defenses as compared to the other two groups. Positive relationships were found between severity of manic symptoms and the defense mechanisms of denial as well as the narcissistic level defenses. The bipolar depression group also used more action level defenses as compared to the unipolar depression group. The unipolar depression group scored higher on the defense mechanism of identification and adaptive level defenses as compared to the manic group. A negative correlation was found between the severity of depressive symptoms for unipolar depression group and the defense mechanism of identification. The neurotic level defenses were used most frequently by unipolar depression group, followed by the bipolar depression group and manic group. Some of these findings are in consonance with the psychoanalytic understanding of mania and depression.     

The effect of mindfulness meditation on time perception

Research has increasingly focussed on the benefits of meditation in everyday life and performance. Mindfulness in particular improves attention, working memory capacity, and reading comprehension. Given its emphasis on moment-to-moment awareness, we hypothesised that mindfulness meditation would alter time perception. Using a within-subjects design, participants carried out a temporal bisection task, where several probe durations are compared to “short” and “long” standards. Following this, participants either listened to an audiobook or a meditation that focussed on the movement of breath in the body. Finally, participants completed the temporal bisection task for a second time. The control group showed no change after the listening task. However, meditation led to a relative overestimation of durations. Within an internal clock framework, a change in attentional resources can produce longer perceived durations. This meditative effect has wider implications for the use of mindfulness as an everyday practice and a basis for clinical treatment.     

Philosophy as a kind of courage

It is possible to reveal and to examine the collective and social fields of consciousness experimentally. An account is given of planned experiments based on quantitative calculations, which indicate that the effects of individual and collective fields of consciousness on matter may elicit directly observable physical results. Moreover, it is shown that collective coherent consciousness fields may enhance the physical effects of consciousness at a significant rate. The predicted results have a significance in our picture of our consciousness, in self‐assertion and dynamising of consciousness, the expansion of collective fields of consciousness, and thus the raising of the level of consciousness for humanity.     

School Climate: Government and Seventh-Day Adventist Schools in Ethiopia

Abstract

The study was initiated with the objective of examining the teachers’ perception of their school climate in government and Seventh-day Adventist (Adventist) schools. Data were collected from 273 government and 97 Adventist schoolteachers and analyzed using frequency, percentage, t test, and ANOVA measures. Findings were that Adventist school climate is heathier than government schools. Differences in school climate dimensions were that professionalism was ranked first for government and academic press was ranked first in Adventist schools, but the academic press was rated the least in government schools; community engagement was ranked the least exercised dimension in Adventist schools. Also, female teachers perceived their schools to be healthier than did male teachers.