Narcissism and Achievement Motivation as Related to Three Facets of the Sales Role: Attraction, Satisfaction and Performance

Relationships were posited between two personality constructs—narcissism and achievement motivation—and three facets of the sales role: attraction, satisfaction and performance. As predicted, currently and previously employed salespeople were more narcissistic and had stronger needs for achievement than individuals who were never employed in sales. Narcissism was positively associated with overall sales satisfaction and with level of comfort with ethically questionable sales behaviors; narcissism was unrelated to sales performance. In contrast, need for achievement was unrelated to sales satisfaction, negatively related to comfort with ethically questionable sales behaviors, but positively related to sales performance. Practical implications of these findings for sales recruiters and trainers are discussed.     

FDG-PET analysis and findings in amnesia resulting from hypoxia

The assumptions underlying neuroimaging, and problems in its analysis and interpretation, are commonly underestimated in neuropsychology. The ways in which fluoro-deoxy-glucose (FDG) positron emission tomography (PET) data can be analysed are discussed. PET findings from four patients who had suffered severe amnesia, following episodes of acute hypoxia, are presented. These patients had shown evidence of medial temporal (hippocampal and parahippocampal) atrophy on MRI brain scans. The PET data were analysed in several different ways. The converging findings were that the patients showed bilateral thalamic hypometabolism, and there was also evidence of retrosplenial hypometabolism bilaterally. Cognitively, these patients performed most like other patients with medial temporal lesions, but the results indicate that structural lesions can have distal metabolic effects on structures elsewhere. These findings are interpreted in the light of neuroanatomical observations concerning parallel projections between medial temporal lobe structures and the thalamus, some of which pass via the retrosplenium.     

Recall of anomalous sentences in dementia and amnesia

Alzheimer-type dementing patients were compared with amnesic (Korsakoff) patients, depressed patients, and healthy controls in the immediate recall of semantically anomalous sentences. It was found that the dementing (Alzheimer) patients were severely impaired in their recall of these sentences, but that the amnesic (Korsakoff) patients were not. Alzheimer patients have a severe impairment of short-term memory, and it is argued that this deficit may make Alzheimer patients especially dependent upon the presence of semantic cues in immediate verbal recall--hence, the removal or reversibility of these cues results in a collapse of their performance. Other research has indicated that Alzheimer patients also show impaired semantic processing, and the possible interaction of their short-term memory and semantic processing deficits is briefly discussed.     

Hinrichs Revisited: Individual Evaluations of Income Increments

Pay is used increasingly to recognize and reward performance; nevertheless, little research exists regarding the evaluation of pay increases. The data were collected, by applying the “method of limits” paradigm widely used in psychophysical measurement, from approximately 3,500 employees of a large industrial organization. Building on the seminal work of Hinrichs (1969), we posited and found that (a) Weber's Law is an inadequate explanation of pay evaluations; (b) individual difference variables moderate Weber fractions; (c) women did not expect less than men, they expected more; and (d) inflation increased evaluation thresholds. The potentially significant implications of these findings, for compensation administration and the paradigm in general, are discussed.     

Retrograde amnesia in patients with hippocampal, medial temporal, temporal lobe, or frontal pathology

There is considerable controversy concerning the theoretical basis of retrograde amnesia (R.A.). In the present paper, we compare medial temporal, medial plus lateral temporal, and frontal lesion patients on a new autobiographical memory task and measures of the more semantic aspects of memory (famous faces and news events). Only those patients with damage extending beyond the medial temporal cortex into the lateral temporal regions showed severe impairment on free recall remote memory tasks, and this held for both the autobiographical and the more semantic memory tests. However, on t-test analysis, the medial temporal group was impaired in retrieving recent autobiographical memories. Within the medial temporal group, those patients who had combined hippocampal and parahippocampal atrophy (H+) on quantified MRI performed somewhat worse on the semantic tasks than those with atrophy confined to the hippocampi (H-), but scores were very similar on autobiographical episodic recall. Correlational analyses with regional MRI volumes showed that lateral temporal volume was correlated significantly with performance on all three retrograde amnesia tests. The findings are discussed in terms of consolidation, reconsolidation, and multiple trace theory: We suggest that a widely distributed network of regions underlies the retrieval of past memories, and that the extent of lateral temporal damage appears to be critical to the emergence of a severe remote memory impairment.     

Narcissism as a moderator of the relationship between job characteristics and job reactions

A growing body of research has begun to examine the relationship between narcissism and human behavior in organizations. The research to date, however, has been anecdotal and impressionistic. The present research represents the first attempt to use a questionnaire methodology to examine systematically narcissism as an individual difference variable within an organizational context. Using an interactionist perspective, it is posited that narcissism will moderate the relationship between perceived role and job characteristics and work satisfaction. Data are analyzed from a convenience sample of 272 persons who worked full time and who attended college, using subgroup analysis and moderated multiple regression. Only modest evidence of the predicted moderator effects was found. Explanations for the weak results are offered and three possible modifications for future research are recommended.