Selling and Sales Management in Action: Attitudes and Applications of Quotas by Sales Executives and Sales Managers

A survey of 186 sales managers and executives revealed that in setting sales quotas, factors such as the sales territory and the support provided by the manager were considered more important than the past performance of the sales representative. As would be expected, in an inspection of general opinions about sales quotas, the managers demonstrated a preference for linking the sales quota to the compensation of the salesperson.     

The role of syllables in anagram solution: a Rasch analysis

Anagrams are frequently used by experimental psychologists interested in how the mental lexicon is organized. Until very recently, research has overlooked the importance of syllable structure in solving anagrams and assumed that solution difficulty was mainly due to frequency factors (e.g., bigram statistics). The present study uses Rasch analysis to demonstrate that the number of syllables is a very important factor influencing anagram solution difficulty for both good and poor problem solvers, with polysyllabic words being harder to solve. Furthermore, it suggests that syllable frequency may have an impact on solution times for polysyllabic words, with more frequent syllables being more difficult to solve. The study illustrates the advantages of Rasch analysis for reliable and unidimensional measurement of item difficulty.     

Compensatory cognition associated with egalitarian goals

Two experiments examine nonconscious processes that facilitate pursuing egalitarian goals. It was hypothesized that when working on a task not known to be relevant to egalitarian goals there is heightened ability to detect opportunities to goal pursuit (goal-relevant people) embedded in the task, even when they are best ignored for optimal performance. Further, this selective attention should cease when the goal is sated, despite increased semantic accessibility of these opportunities that results from satiation. Experiment one introduced egalitarian goals via writing an essay about failing to be egalitarian to Black men. Next, an ostensibly unrelated task presented Black and White men in an array of faces as distracters to a focal task. Task performance was disrupted only by arrays containing Black men, and only among participants primed with egalitarian goals. This was not due to increased semantic accessibility of the concept “Black men.” Experiment two had all participants write failure essays and then write second essays. Half wrote affirming essays about egalitarianism and Black men. Despite this increased semantic accessibility of the group “Black men,” distracted attention was not evidenced. Instead, the goal had been satisfied and goal pursuit shut down. In contrast, the remaining participants wrote affirming essays in an irrelevant domain. Despite the decreased semantic accessibility, goal accessibility remained and was evidenced by selective attention to Black men. These findings reveal Black men are associated not with stereotypes, but egalitarian goals. They also point to the role goal completion versus self affirmation play in goal pursuit.     

Thanks for asking: Self-affirming questions reduce backlash when stigmatized targets confront prejudice

Two experiments tested the prediction that stigmatized individuals can avoid backlash when they confront others about bias if they first ask questions designed to activate self-affirmation processes. Experiment 1 showed that compared to a no-strategy control condition, highly prejudiced perceivers tended to express less desire to meet an Arab-American when he asked them to take his perspective on prejudice, but they expressed more desire to meet him when he asked self-affirming questions prior to making the perspective-taking request. Experiment 2 replicated this effect with a different affirmation and revealed that asking self-affirming questions reduced perceptions that the target was being confrontational when asking others to take his perspective. Together, these studies show that stigmatized targets can effectively challenge prejudiced individuals to reduce their biases if they first use a subtle strategy that reduces defensiveness.     

Differential effects of reasoning and speed training in children

The goal of this study was to determine whether intensive training can ameliorate cognitive skills in children. Children aged 7 to 9 from low socioeconomic backgrounds participated in one of two cognitive training programs for 60 minutes/day and 2 days/week, for a total of 8 weeks. Both training programs consisted of commercially available computerized and non-computerized games. Reasoning training emphasized planning and relational integration; speed training emphasized rapid visual detection and rapid motor responses. Standard assessments of reasoning ability - the Test of Non-Verbal Intelligence (TONI-3) and cognitive speed (Coding B from WISC IV) - were administered to all children before and after training. Neither group was exposed to these standardized tests during training. Children in the reasoning group improved substantially on TONI (Cohen's d = 1.51), exhibiting an average increase of 10 points in Performance IQ, but did not improve on Coding. By contrast, children in the speed group improved substantially on Coding (d = 1.15), but did not improve on TONI. Counter to widespread belief, these results indicate that both fluid reasoning and processing speed are modifiable by training.     

The Effects of Life Events Inventory

There has been some disagreement in the literature regarding the wisdom of including negative and positive life events in life event scales. However, underlying much of this discussion has been the assumption that the negativity or positivity of various events may be denoted a priori. The present study investigated the relative desirability and impact of 66 life events rewritten to suit the culture of the samples used. In addition, the effect of recency of occurrence of these events was explored. Results clearly indicated that some apparently negative life events were experienced as desirable by some participants, and that some apparently positive events were experienced as undesirable by several participants. Differences in response patterns according to age, gender, anxiety level, and type of presenting problem were also examined. The implications of these findings for assessment in clinical and research situations are discussed.     

Varieties of Religious Naturalism

This article opens with two generic definitions of religious naturalism in general: one by Jerome Stone and one by Rem Edwards used by Charley Hardwick. Two boundary issues, humanism and process theology, are discussed. A brief sketch of my own "minimalist" and pluralist version of religious naturalism follows. Finally, several issues that are, or should be, faced by religious naturalists are explored.     

A Summary of Michael Ruse's Darwin and Design

Michael Ruse's Darwin and Design: Science, Philosophy, Religion explains the history and philosophical arguments of the design metaphor of evolution. It recounts the historical uses of the metaphor from Plato to twentieth-century American science. Ruse explores the criticisms of the design metaphor and ultimately concludes that it is a beneficial term. The chief contribution of Darwin and Design is that it offers a clear understanding and comparison of the argument from design and the argument to design.     

Plaudits and pitfalls in studying elite athletes

The study of elite athletes, because of their rarity, renders statistical power difficult to achieve, control groups difficult or impossible to find, and generalizability difficult to demonstrate. Alternative methods of analysis may be better suited to such study.