Sales management control systems: review,synthesis, and directions for future exploration

Sales management control systems (SMCSs) are designed to align salespeople's activities and actions with organizational objectives. This article reviews and synthesizes over 50 SMCS articles published in sales, marketing, and management journals over the past 30 years. We begin by building a comprehensive framework that enables us to classify prior research into digestible categories (e.g., SMCSs as antecedents, SMCSs as consequences). Next, we present an analysis of gaps in the literature. Among other findings, our analysis reveals that there is an overwhelming focus on the use of formal (specifically behavior- and outcome-based) controls as compared to their informal control counterparts. Finally, we suggest avenues for future research: (1) mapping and understanding the full spectrum of control mechanisms, (2) developing a fuller understanding of the often-overlooked forms of control (e.g., input and cultural controls), and (3) more thoroughly analyzing how controls operate (or do not operate) as an integrated system.     

Internalised HIV-stigma,loneliness, depressive symptoms and sleep quality in people living with HIV

Objective: People living with HIV (PLWH) commonly report sleep disturbances which are associated with long-term health consequences, including disease progression. PLWH also experience internalised stigma as a result of their HIV status, which can be associated with increased loneliness and depression. Little attention focuses on the impact of these factors on sleep. Therefore, we examined whether internalised HIV-stigma was indirectly related to poorer sleep quality through higher levels of loneliness and depressive symptoms.

Design: 181 PLWH from across the United States completed an online survey.

Main Study Measures: Internalised HIV-stigma was assessed using the HIV-Stigma Scale, loneliness was assessed using the UCLA-Loneliness Scale-Short Form, depressive symptoms were assessed with the Center for Epidemiologic Studies–Depression Index, and Sleep Quality was assessed using the Pittsburgh Sleep Quality Index.

Results: Internalised HIV-stigma was indirectly associated with poorer global sleep quality and daytime sleep dysfunction through both loneliness and depressive symptoms.

Conclusions: PLWH who experience HIV-related stigma may experience greater feelings of loneliness, which are related to increased depressive symptoms and poorer sleep quality. Interventions focused on improving sleep in PLWH should focus on multiple factors that influence sleep, including psychosocial factors such as stigma, social isolation and depressive symptoms.     

The relationship between distress tolerance and antisocial personality disorder among male inner-city treatment seeking substance users

There is currently limited research on the potential mechanisms underlying the development of antisocial personality disorder (ASPD). One such mechanism, distress tolerance (defined as an individual's behavioral persistence in the face of emotional distress) may underlie the development of ASPD and its associated behavioral difficulties. It was hypothesized that substance users with ASPD would evidence significantly lower levels of distress tolerance than substance users without ASPD. To test this relationship, we assessed 127 inner-city males receiving residential substance abuse treatment with two computerized laboratory measures of distress tolerance. The mean age of the sample was 40.1 years (SD = 9.8) and 88.2% were African American. As expected, multiple logistic regression analyses indicated that distress intolerance significantly predicted the presence of an ASPD diagnosis, above and beyond key covariates including substance use frequency and associated Axis I and II psychopathology. Findings suggest that distress tolerance may be a key factor in understanding the development of ASPD, setting the stage for future studies expanding on the nature of this relationship, as well as the development of appropriate interventions for this at-risk group.     

The relationship between task difficulty and motor performance complexity

Difficult tasks are commonly equated with complex tasks across many behaviors. Motor task difficulty is traditionally defined via Fitts’ law, using evaluation criteria based on spatial movement constraints. Complexity of data is typically evaluated using non-linear computational approaches. In this project, we investigate the potential to evaluate task difficulty via behavioral (motor performance) complexity in a Fitts-type task. Use of non-linear approaches allows for inclusion of many features of motor actions that are not currently included in the Fitts-type paradigm. Our results indicate that tasks defined as more difficult (using Fitts movement IDs) are not associated with complex motor behaviors; rather, an inverse relationship exists between these two concepts. Use of non-linear techniques allowed for the detection of behavioral differences in motor performance over the entire action trajectory in the presence of action errors and among neutrally co-constrained effectors not detected using traditional Fitts’-type analyses utilizing movement time measures. Our findings indicate that task difficulty may potentially be inferred using non-linear measures, particularly in ecological situations that do not obey the Fitts-type testing paradigm. While we are optimistic regarding these initial findings, further work is needed to assess the full potential of the approach.     

CREATING SINGLE‐SUBJECT DESIGN GRAPHS IN MICROSOFT EXCEL™ 2007

Over 10 years have passed since the publication of Carr and Burkholder's (1998) technical article on how to construct single‐subject graphs using Microsoft Excel. Over the course of the past decade, the Excel program has undergone a series of revisions that make the Carr and Burkholder paper somewhat difficult to follow with newer versions. The present article provides task analyses for constructing various types of commonly used single‐subject design graphs in Microsoft Excel 2007. The task analyses were evaluated using a between‐subjects design that compared the graphing skills of 22 behavior‐analytic graduate students using Excel 2007 and either the Carr and Burkholder or newly developed task analyses. Results indicate that the new task analyses yielded more accurate and faster graph construction than the Carr and Burkholder instructions.     

The Interpersonal Basis of Stereotype-Relevant Self-Views

ABSTRACT Recent research examining the interpersonal basis of self-stereotyping is considered from the perspective of Cognitive–Affective Personality System (CAPS) theory. The reviewed work shows that individuals tend to see themselves in a stereotypic manner when interacting with someone who engenders affiliative motivation and is thought to hold stereotypic views of their group. Evidence suggesting that this context-dependent self-stereotyping is extended temporally through future psychologically similar interactions and the invocation of significant others thought to endorse stereotypes is also discussed. These findings and the theoretical framework that stimulated them strongly resonate with the notion of if … then contingencies of the self articulated in CAPS theory. The implications of each viewpoint for the other are discussed.     

Distress tolerance and early adolescent externalizing and internalizing symptoms: The moderating role of gender and ethnicity

A large body of research has examined the development of internalizing and externalizing symptoms in childhood and early adolescence. Notably, there is significant concomitant impairment associated with early adolescent symptomatology, as well as association of these symptoms with future development of psychopathology, poor physical health, self-destructive thoughts and behaviors, criminal behavior, and HIV risk behaviors. Drawing on negative reinforcement theory, the current study sought to examine the potential role of distress tolerance, defined as the ability to persist in goal-directed activity while experiencing emotional distress, as a potential mechanism that may underlie both internalizing and externalizing symptoms among 231 Caucasian and African American youth (M age = 10.9 years; 45.5% female; 54.5% Caucasian ethnicity). A series of regressions resulted in significant moderated relationships, such that low distress tolerance conferred increased risk for alcohol use among Caucasians, delinquent behavior among African Americans, and internalizing symptoms among females. Clinical implications, including the potential role of negative reinforcement models in early intervention with young adolescents, are discussed.     

Markets in Votes and the Tyranny of Wealth

A standard objection to a market in political votes is that it will enable the rich politically to dominate the poor. If a market in votes was allowed then the poor would be the most likely sellers and the rich the most likely buyers. The rich would thus accumulate the votes of the poor, and so the candidates elected and the policies passed would represent only their interests and not those of the electorate as a whole. To ensure that the poor do not become de facto disenfranchised, then, markets in votes should be disallowed. This objection seems so straightforward and compelling that it has received almost no critical scrutiny. This is unfortunate, for close examination reveals that this argument is not as straightforward as it initially appears. Indeed, there are (at least) four different ways of understanding this objection. It could be understood as expressing: (1) the concern that markets in votes would enable candidates to win elections who would otherwise lose them; (2) the concern that they would enable the election of candidates opposed by the majority of the electorate; (3) the concern that they would lead to the poor having disproportionately low political influence; and (4) the concern that they would lead to the rich having disproportionately high political influence. I will argue in this paper that only (3) and (4) could plausibly ground objections to markets in votes. Moreover, these will only plausibly ground objections to unrestricted markets in votes; they will not ground objections to markets in votes per se. Thus, if we are to continue to object to markets in political votes we will have to do this on grounds other than that were they to be allowed the rich will politically dominate the poor.