Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance

This research is the first to examine the effect of “grit” – defined here as perseverance in pursuit of long-term goals – on salesperson performance and job satisfaction in a business-to-business (B2B) sales context. While more commonly studied in the psychology and education literatures, grit has heretofore been underexplored in sales research, a notable omission given its importance in predicting performance outcomes across multiple domains. In response, we demonstrate that gritty salespeople perform better and enjoy greater job satisfaction than their less gritty counterparts. Moreover, we show that competitiveness and self-efficacy help to develop grit and reveal important moderating effects; grit is highest when salespeople are self-efficacious and socially astute. Moreover, the results also suggest that need for power attenuates the positive effect of grit on performance, revealing a potential “dark side” of grit. We then provide some future research ideas involving grit in an effort to encourage further exploration of this construct in sales research. Finally, we conclude by offering cautions to future researchers as they decide whether to examine this interesting construct in a sales context.     

Psychotropic medication from an object relations theory perspective: an analysis of vignettes from group psychotherapy

In this article we explore the content and dynamics of patients' verbalizations within a "living with medications" group. Patients' perceptions of their psychotropic medications are interpreted and classified within the framework of object relations theory. One's perception of the role of medication in one's life can serve as a gateway to one's inner world and the way that he or she perceives authority figures, peers, and oneself. We suggest that working through patients' relationships with their medications can help them to achieve better integration of internal object relations. Discussing patients' views about medications should therefore be seen as an important part of psychotherapy with many individuals. Such a discussion may enhance and improve efficacy of both psychotherapy and pharmacotherapy. It is of particular importance in group therapy, within milieu environments and with individuals reluctant to explicitly discuss interpersonal matters. Vignettes from the group sessions illustrate the way in which discussing medication advances group process.     

Framing and Risky Choice as Influenced by Comparison of One's Achievements with Others: The Case of Investment in the Stock Exchange

Based on social comparison theory and equity theory, the first aim of this study was to examine the hypothesis that framing is affected not only by previous success or failure, but also by comparisons with relevant others' outcomes as well. The second aim of the study was to examine prospect theory propositions that people are risk aversive for gains and risk seeking for losses. A total of 220 students were administered scenarios that described outcomes of their stock investments (gains or losses). In addition, they were provided with information about their close friends' outcomes investing in similar stocks. Generally, the hypothesis regarding the influence of others' outcomes on framing was confirmed. However, results showed that, in contradiction to prospect theory, gain framing rather than loss framing was related to risk seeking behavior. Specifically, in the gain framing situation, the readiness to take risks was highest when the others' outcomes were equal to those of the participants. The limitations of prospect theory are discussed.     

Personal Values and Conflicting Motivational Forces in the Context of Imposed Change

ABSTRACT Internal motivational conflicts that arise in the context of imposed change were investigated through a personal values perspective. It is suggested that in the context of imposed change different aspects of the same value dimension will tend to come in conflict. As demonstrated in two studies, this conflict is manifested in what at a surface level appears as a weak relationship between values and reaction to the change. In Study 1 , a field study of 107 employees, individuals' dispositional resistance to change was controlled to disentangle the conflicting forces that employees experienced in response to a campus relocation. In Study 2 , a laboratory study of 128 undergraduates, in addition to replicating the results of Study 1 , the different motivational dynamics that exist in voluntary versus imposed change situations were demonstrated.     

The importance of being expert: Top-down attentional control in visual search with photographs

Two observers looking at the same picture may not see the same thing. To avoid sensory overload, visual information is actively selected for further processing by bottom-up processes, originating within the visual image, and top-down processes, reflecting the motivation and past experiences of the observer. The latter processes could grant categories of significance to the observer a permanent attentional advantage. Nevertheless, evidence for a generalized top-down advantage for specific categories has been limited. In this study, bird and car experts searched for face, car, or bird photographs in a heterogeneous display of photographs of real objects. Bottom-up influences were ruled out by presenting both groups of experts with identical displays. Faces and targets of expertise had a clear advantage over novice targets, indicating a permanent top-down preference for favored categories. A novel type of analysis of reaction times over the visual field suggests that the advantage for expert objects is achieved by broader detection windows, allowing observers to scan greater parts of the visual field for the presence of favored targets during each fixation.     

How serial is serial processing in vision?

Visual search for an element defined by the conjunction of its colour and orientation has previously been shown to be a serial processing task since reaction times increase linearly with the number of distractor elements used in the display. Evidence is presented that there are parallel processing constituents to this serial search. Processing time depended on the ratio of the number of the two distractor types used, suggesting that only one type was scanned. Which type was scanned also depended on the distractor ratio, indicating that this decision was made after stimulus presentation and was based on a parallel figure-ground separation of the stimulus elements. Furthermore, in accordance with this serial scanning model, there was an increase in processing speed (elements scanned per second) with increase in number of elements to be scanned. This increased efficiency suggests that clumps of elements were processed synchronously. Under the stimulation conditions used, clumps contained six to sixteen elements and each clump was processed in 50-150 ms.     

Situational influences on the desirability of different objects of affiliation

The desire to affilitate was examined as a function of two variables: situational context and the type of potential companion. Data were collected via four questionnaires composed of 48 identical items. Each item described a specific situation related to one of four situational clusters previously extracted by factor analytic method (Fox, 1980) and reconfirmed in this study. Each questionnaire examined the desirability of a particular type of companion in various situations (being alone, or with intimates, acquaintances, or strangers). The subjects consisted of 900 male Israeli high school students, 17-19 years of age, each of whom responded to two out of the four questionnaires. The situational factor had the decisive effect on the affiliative preferences. There was a general desire for companionship in pleasant as well as threatening situations, whereas solitude was preferred when concentration was necessary or in periods of unpleasant moods. Across situational categories, there was a relatively less marked preference for the company of intimates over that of acquaintances and strangers, who appear to be equally desirable objects of affiliation. The interaction between situational and companion factors was minimal, in contrast to hypothesis. The results are illuminated in the context of utility affiliation theory. Ths research was supported in part by a grant from the Research Authority, Bar-Ilan University.     

Moral Dilemma in the War against Terror: Political Attitudes and Regular Versus Reserve Military Service

The current study examines moral dilemmas related to the war against terror: the amounts of force used to arrest or harm a “most wanted” terrorist: the greater the use of force, the higher the risk for harming civilians and the lower the risk to the soldiers and vice versa. The study focuses on the association between moral decisions, confidence, and level of difficulty in making the decisions and political attitudes among Israeli Defense Forces soldiers. In addition, the study examines the differences between regular (202) and reserve (144) combat infantry soldiers regarding these variables. According to study hypotheses results indicate (a) more right-wing political attitudes predicted greater use of force and fewer difficulties in making moral decisions, and (b) reserve soldiers reported higher use of fire, higher confidence, and lower level of difficulty in making moral decisions compared with regular soldiers.     

Issues in psychotherapeutic encounters of patients suspected of post-traumatic stress disorder malingering

The literature indicates on high rates of post-traumatic stress disorder (PTSD) malingering in various mental health settings but only few articles relate to therapeutic encounters with this population. The aim of this article is to present some of the difficulties that characterize psychotherapeutic encounters with patients suspected of PTSD malingering, and to examine the vicissitudes of significant elements of psychotherapy during these complex clinical situations. Some therapeutic interventions and indications that may help therapists to distinguish between patients with exaggerated symptomatology who suffer from true mental distress, and from full malingerers are also provided. It is argued that therapists and policy makers should relate to PTSD malingering more seriously due to the negative consequences of this phenomenon.     

Optimism as a predictor of the effects of laboratory‐induced stress on fears and hope

The objective of the current study is to explore optimism as a predictor of personal and collective fear, as well as hope, following laboratory‐induced stress. Students (N = 107; 74 female, 33 male) were assigned randomly to either the experimental (stress—political violence video clip) or the control group (no‐stress—nature video clip). Questionnaires of fear and hope were administered immediately after the experiment (Time 1) and 3 weeks later (Time 2). Structural equation modeling indicated the following: (a) Optimism significantly predicted both fear and hope in the stress group at Time 1, but not in the no‐stress group. (b) Optimism predicted hope but not fear at Time 2 in the stress group. (c) Hope at Time 1 significantly predicted hope at Time 2, in both the stress and the no‐stress groups. (d) Gender did not predict significantly fear at Time 1 in the stress group, despite a significant difference between genders. This study supports previous studies indicating that optimism plays an important role in people's coping with stress. However, based on our research the data raise the question of whether optimism, by itself, or environmental stress, by itself, may accurately predict stress response.