An Exploratory Assessment of Sales Culture Variables: Strategic Implications Within the Banking Industry

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.     

The experience of chronic illness: Issues of loss and adjustment

Abstract

The impact of a long-term illness creates a pervasive dilemma for individuals in regard to maintaining both emotional and social well-being. Dealing with the medical ramifications of illness may be only one small part of the challenge. Too often, a number of personal losses are encountered in addition to functional limitations. Chronic illness may affect an individual's sense of self-worth, relationships with family and friends, and future goals and plans. The acceptance of these losses and adaptation to the illness are shaped in part by the meaning the individual ascribes to the event. It is further influenced by societal reactions and interactions with others. Unfortunately, persons with chronic illness often find themselves alone in their struggle to adapt. The purpose of this article is to discuss the issues relevant to such persons and to identify ways in which counseling can facilitate this difficult process.     

The effects of distinctiveness,presentation time and delay on face recognition

Abstract

The distinctiveness of a face has been found to be an important factor in face recognition. We investigated the effect of the distinctiveness of a face upon subjects' speed and accuracy of recognition following different presentation times and retention intervals. It was found that (1) hits decreased with increasing delay; (2) false alarms increased and d primes decreased with a presentation time of 1 sec compared with 5 sec; (3) distinctive faces received more hits and higher d primes than non-distinctive faces; and (4) response latencies were shorter for distinctive targets than for distinctive distraction or non distinctive targets or distractors. These results were discussed in terms of the literature on the distinctiveness effect in face recognition.     

Moderator effects of attitudinal ambivalence on attitude–behaviour relationships

Attitudinal ambivalence is generally construed as existing when the same attitude object is evaluated simultaneously as both positive and negative. The present research examined the moderating role of attitudinal ambivalence (as assessed by split‐semantic differential measure) on the relationship between bipolar semantic differential measures of attitude and subsequent behaviour using moderated regression analysis. In Study 1, higher levels of attitudinal ambivalence were shown to result in weaker attitude–behaviour relationships for eating a low‐fat diet (N = 140) and eating 5 portions of fruit and vegetables per day (N = 142). Study 2 (N = 361) replicated this effect when also including a measure of past behaviour for eating a low‐fat diet. Implications for understanding the relationship between attitudes and behaviour are discussed. Copyright © 2002 John Wiley & Sons, Ltd.     

Responding to Sexual Objectification: The Role of Emotions in Influencing Willingness to Undertake Different Types of Action

Sex Roles - Women may respond to being sexual objectified in different ways, such as confronting the perpetrator, ignoring the action, blaming oneself or considering the action as flattering....     

Judgments of average magnitude: Analyses in terms of the functional measurement and two-stage models

Subjects made magnitude estimates of the average loudness of pairs of 1,000-Hz tones varying in sound pressure. A test of fit of an averaging model employing an analysis of variance suggested that the judgments were internally consistent. However, estimates of the parameters of a two-stage model based on the assumption that power transformations were imposed in both input and output implied a nonlinear output function, inconsistent with the averaging model. Additional analyses employing a nonmetric scaling solution also suggested that output was nonlinear, indicating that this implication was not an artifact of the strong assumptions of the two-stage model. Large differences were found among the output functions of individual subjects, and it was suggested that these may have inflated the error term in the analysis of variance, reducing its power to detect violations of the additive model. Similar analyses were performed on data from judgments of average grayness collected by Weiss (1972).     

“Fury,us”: Anger as a basis for new group self-categories

We tested the hypothesis that shared emotions, notably anger, influence the formation of new self-categories. We first measured participants' (N = 89) emotional reactions to a proposal to make university assessment tougher before providing feedback about the reactions of eight other co-present individuals. This feedback always contained information about the other individuals' attitudes to the proposals (four opposed and four not opposed) and in the experimental condition emotion information (of those opposed, two were angry, two were sad). Participants self-categorised more with, and preferred to work with, angry rather than sad targets, but only when participants' own anger was high. These findings support the idea that emotions are a potent determinant of self-categorisation, even in the absence of existing, available self-categories.     

On the political right,the customer is always right: Political ideology,entitlement, and complaining

Across three preregistered studies and five supplementary datasets, we predicted and found that conservatives were more inclined to complain than liberals due to conservative consumers feeling a greater sense of entitlement. This research contributes to the literature by introducing consumer entitlement as a novel explanation for ideological differences in consumer behavior, and by building on previous work suggesting that conservative consumers complain less than liberals (Journal of Consumer Research, 2017, 44 , 477). Evidence is provided across several service contexts and types of complaining behaviors. Study 1 and 4 supplementary datasets supported the basic process. Next, theory-relevant boundary conditions provided converging process evidence. In Study 2, complaining intentions decreased among conservatives when they felt less (vs. more) entitled than the target of social comparison. In Study 3, complaining intentions decreased among conservatives when a service recovery was framed as providing special treatment. Implications and future research directions are discussed.     

Skilled Action and the Double Life of Intention

In recent years, permissivism—the claim that a body of evidence can rationalize more than one response—has enjoyed somewhat of a revival. But it is once again being threatened, this time by a host of new and interesting arguments that, at their core, are challenging the permissivist to explain why rationality matters. A version of the challenge that I am especially interested in is this: if permissivism is true, why should we expect the rational credences to be more accurate than the irrational ones? My aim is to turn this challenge on its head and argue that, actually, those who deny permissivism will have a harder time responding to such a challenge than those who accept it.