Corporate Culture and Sales Force Management in Japan and America

Abstract

Managers' personal values are a key aspect of corporate culture. Sales representatives' agreement with their managers' values (hereafter “value congruence”) can be expected to influence sales performance, satisfaction, and propensity to quit. These propositions are investigated in two countries. One hundred seventy-five sales representatives and 93 sales managers from a Japanese firm and 146 sales representatives and 21 sales managers from a comparable American firm participated in the study. A questionnaire was distributed to the managers and representatives. Value congruence was found to be weakly related to performance, but strongly related to satisfaction and propensity to quit for both cultural groups. The Japanese group was found to be higher in value congruence and propensity to quit, but lower in satisfaction. Suggested are implications for future research and for managers.     

Constructing second‐order accurate confidence intervals for communalities in factor analysis

In an effort to find accurate alternatives to the usual confidence intervals based on normal approximations, this paper compares four methods of generating second‐order accurate confidence intervals for non‐standardized and standardized communalities in exploratory factor analysis under the normality assumption. The methods to generate the intervals employ, respectively, the Cornish–Fisher expansion and the approximate bootstrap confidence (ABC), and the bootstrap‐t and the bias‐corrected and accelerated bootstrap (BC_a). The former two are analytical and the latter two are numerical. Explicit expressions of the asymptotic bias and skewness of the communality estimators, used in the analytical methods, are derived. A Monte Carlo experiment reveals that the performance of central intervals based on normal approximations is a consequence of imbalance of miscoverage on the left‐ and right‐hand sides. The second‐order accurate intervals do not require symmetry around the point estimates of the usual intervals and achieve better balance, even when the sample size is not large. The behaviours of the second‐order accurate intervals were similar to each other, particularly for large sample sizes, and no method performed consistently better than the others.     

SCEPTICISM AND THE IMAGINATION MODEL OF DREAMING

As a solution to dream scepticism, Ernest Sosa has argued that when we dream, we do not believe the contents of our dreams, but rather imagine them. Thus dreams do not cause false beliefs; so my beliefs cannot be false as a result of being caused by dreams. I argue that even assuming that Sosa is correct about the nature of dream experience, belief in wakefulness on these grounds is epistemically irresponsible. The proper upshot of the imagination model is to recharacterize the way we think about dream scepticism: the sceptical threat is not that we have false beliefs. So even though dreams do not involve false beliefs, they still pose a sceptical threat, which I elaborate.     

Cooperative strain accommodation over grains in martensitic transformation from Fe-Ni nanocrystalline austenite

This paper reports an investigation of martensitic transformation behaviour from austenite with various grain sizes ranging from 290 nm to 34 μm in an Fe–Ni alloy fabricated by electrodeposition and subsequent heat treatment. We confirmed that martensite morphology changed from lath to thin plate with decreasing the austenite grain size. Crystallographic orientation analysis revealed that the variants of thin plate martensite formed in the austenite with relatively coarse grains achieved self-accommodation of the transformation strain inside one austenite grain. In contrast, the transformation strain accompanying martensitic transformation from the ultrafine-grained or nanocrystalline austenite was not accommodated by the martensite variants formed in one austenite grain but accommodated cooperatively by those formed in the several adjacent austenite grains.     

Quantifiers and epistemic contextualism

I defend a neo-Lewisean form of contextualism about knowledge attributions. Understanding the context-sensitivity of knowledge attributions in terms of the context-sensitivity of universal quantifiers provides an appealing approach to knowledge. Among the virtues of this approach are solutions to the skeptical paradox and the Gettier problem. I respond to influential objections to Lewis’s account.     

Analyses of facial attractiveness on feminised and juvenilised faces

We conducted two experiments to investigate the psychological factors affecting the attractiveness of composite faces. Feminised or juvenilised Japanese faces were created by morphing between average male and female adult faces or between average male (female) adult and boy (girl) faces. In experiment 1, we asked the participants to rank the attractiveness of these faces. The results showed moderately juvenilised faces to be highly attractive. In experiment 2, we analysed the impressions the participants had of the composite faces by the semantic-differential method and determined the factors that largely affected attractiveness. On the basis of the factor scores, we plotted the faces in factor spaces and analysed the locations of attractive faces. We found that most of the attractive juvenilised faces involved impressions corresponding to an augmentation of femininity, characterised by the factors of 'elegance', 'mildness', and 'youthfulness', which the attractive faces potentially had.     

Eyeblink activity as an index of cognitive processing: temporal distribution of eyeblinks as an indicator of expectancy in semantic priming

Eyeblink activity was examined as a psychophysiological index of cognitive processing during a typical semantic priming task. To examine the expectancy-induced effects, the proportion of semantically related pairs was controlled. 8 undergraduates engaged in a lexical decision task for target words. Each condition differed in target type (Semantically Related with prime vs Unrelated vs Nonword) and proporion of Semantically Related pairs (High vs Low). As a result, the temporal distribution of blinks was clearly influenced by the semantic priming effect. The peak of blink bursts, which is correlated with the end of cognitive processing, occurred the fastest in the semantically Related and High proportion condition. While blink latency showed larger individual differences, the temporal distribution of blinks was suggested as a more efficient index of cognitive processing.     

Knowing the intuition and knowing the counterfactual

I criticize Timothy Williamson’s characterization of thought experiments on which the central judgments are judgments of contingent counterfactuals. The fragility of these counterfactuals makes them too easily false, and too difficult to know.

Attentional bias to direct gaze in a dot-probe paradigm

Previous research has suggested that a singly presented facial stimulus having a direct gaze holds spatial attention. This study examined whether facial stimulus having a direct gaze can also capture spatial attention in a relative dot-probe paradigm (facial stimulus having a direct gaze was presented concurrently with that having an averted gaze). The results showed that participants oriented their spatial attention to a facial stimulus having a direct gaze rather than to that with an averted gaze. This attentional bias depended on gaze-perception mechanisms as observed in the lack of attentional bias to a direct gaze from unnatural-looking eyes (i.e., white pupil/iris and black sclera). These findings raise the possibility that the attentional effect implicated in the perception of a direct gaze is induced regardless of the stimulus context.