Increasing Sales Productivity Through Improved Sales Call Allocation Strategies

Abstract

Analytical tools have been found to greatly assist sales managers in making better sales call allocation decisions, but many of these approaches are either too simplified to provide meaningful results or too complex for many sales organizations to use. Recently a grid analysis approach has been suggested as a promising way to increase sales productivity by improving sales call allocations. We present several methodological improvements for developing the grid and report a successful application of grid analysis.     

Bridging the Distance Between Us: How Initial Responses to Sales Team Conflict Help Shape Core Selling Team Outcomes

Intra-team conflict within core selling teams can shape team outcomes. Using congruency theory, we propose how conflict responses impact the relational distance between individuals in a core selling team, creating positive/negative team outcomes. Our framework suggests managers may improve team outcomes by monitoring sales team members' responses to conflict, encouraging internal cognitive voice behaviors, and intervening in teams not using internal cognitive voice behaviors when relational or process conflict exists. Our model helps explain the paradox in which an individual who is part of a “winning” team (one achieving its team goals) may still choose to exit the team.     

Sustaining Primary Control Striving for Achievement Goals During Challenging Developmental Transitions: The Role of Secondary Control Strategies

Developmental transitions are imbued with ubiquitous uncertainties that undermine goal striving in many otherwise committed individuals. Our seven-month study examined whether cognitive selective secondary control strategies (motivation-focused thinking) facilitate the enactment of achievement goals among young adults experiencing the landmark school to university transition. Sequential regression analyses demonstrated that (a) achievement goals predicted selective secondary control, (b) selective secondary control predicted behavioral selective primary control striving, and (c) selective primary control predicted final course grades. Findings support Heckhausen et al.'s (2010 Heckhausen , J. , Wrosch , C. , &; Schulz , R. ( 2010 ). A motivational theory of life-span development . Psychological Review , 117 , 32 – 60 .[Crossref], [PubMed], [Web of Science ®] , [Google Scholar]) proposition that selective secondary control bolsters selective primary control striving and enables goal attainment during difficult transitions.     

Charisma attribution during organizational change: the importance of followers' emotions and concern for well‐being

Taking a follower‐centric perspective, we examined how charisma attribution to a change leader was influenced by the well‐being concerns and emotions of organizational members. We conducted three studies to examine how college business students and Executive Master of Business Administration (EMBA) students responded to a grading policy reform aimed at reducing grade inflation. We found that emotions and well‐being concerns such as school year and grade point average influenced charisma attribution by the undergraduate students and that there was a greater divergence of emotional reactions and charisma attribution among undergraduate students than among the executive MBAs. Future directions for follower‐centric leadership research on charismatic leadership are discussed.     

Beautiful,Self‐Absorbed,and Shallow: People of Color Perceive White Women as an Ethnically Marked Category

Non‐Whites' stereotypes of White women were examined, comparing three perspectives: (1) White women are perceived similarly to ethnically “generic” stereotypes of women; (2) stereotypes are opposite of stereotypes of participants' own ethnic group; and (3) stereotypes are derived from media images of White women. In Study 1, participants listed stereotypes of White women in an open‐ended fashion. In Study 2, those stereotypes were developed into a close‐ended questionnaire, completed by a second set of participants. White women were perceived as attractive, blonde, ditsy, shallow, privileged, sexually available, and appearance focused. We concluded that White women are ethnically marked. Stereotypes of White women are consistent with media images of White women.     

An Exploratory Study of Parent-Child Communication About Sex and the Sexual Attitudes of Early,Middle, and Late Adolescents

In an attempt to examine the relationship between parent-child communication about sex and parent-adolescent attitudes about sex, 12- to 20-year-olds (N = 141) and their parents completed sexual communication and attitude questionnaires. The correlation between parents' and children's attitudes were high for all the early adolescents and low for all the middle adolescents. Only among the late adolescents was there a significant difference in the correlations between the sexual attitudes of parents and their children as a function of family communication level, with the attitudes of adolescents and parents in the high communication group being highly correlated and the attitudes of adolescents and parents in the low communication group not being significantly correlated. Middle adolescents had significantly more permissive sexual attitudes than early and late adolescents. Gender variables were also studied, but conclusions were limited due to the small number of participating fathers. All findings must be tempered with the recognition of the possible sampling bias introduced by the use of a convenience sample. It is suggested that the more responsible sexuality seen in adolescents who can talk to their parents about sex may be a function of the similarity in sexual attitudes between these late adolescents and their parents.     

Alternative Lens Model Equations for Dichotomous Judgments about Dichotomous Criteria

The Brunswik lens model typically represents a judge's accuracy using parameters derived from linear regression. This is not optimal if the judgment or the ecological criterion is dichotomous. Alternative approaches, modeling dichotomies using logistic regression, or linearizing judgments with confidence ratings, have not been compared with the same data. Four techniques for deriving lens model equation parameters were compared: (i) linear and (ii) logistic regression applied to dichotomous patient outcomes and judgments; (iii) linear regression with confidence‐adjusted judgments but dichotomous patient outcomes; and (iv) a hybrid with a linear model of the confidence‐adjusted judgments and a logistic model of the patient outcomes. Judgment accuracy (r_a) was slightly higher with confidence adjustment of the categorical judgments. The logistic lens model accounted for a higher proportion of r_a than the linear lens model; the confident‐linear and hybrid lens models were intermediate. For up to a quarter of participants, different methods identified different cues as most important. Display condition differences in achievement r_a and in lens model components are similar with all lens model methods. Each of the three alternative lens model equation methods improves on the linear lens model equation's decomposition of the accuracy of dichotomous judgments. Confidence adjustment improves achievement although it requires additional work from the subjects. The logistic lens model equation explains the highest proportion of achievement, but with a small stimulus set, it is more vulnerable to cue intercorrelations than either the linear or the confident linear lens model equation. Copyright © 2016 John Wiley & Sons, Ltd.     

Evaluation of Violence Prevention Approaches Among Early Adolescents: Moderating Effects of Disability Status and Gender

High prevalence rates of aggression during adolescence and associated adjustment difficulties for perpetrators and victims highlight the need for effective violence prevention programs. School-based prevention programs are advantageous as they occur in a key setting for youths' social and emotional development. The current study compared the efficacy of a combined universal violence prevention approach that included individual-level skill-building (i.e., lessons from Second Step) and school environment (i.e., Olweus Bullying Prevention Program; OBPP) interventions to OBPP alone. Participants were 231 sixth, seventh, and eighth graders (ages 11–15; M?=?12.6, SD?=?1.0) in middle school (48?% male, 67?% African American). A total of 14 classrooms were randomly assigned to the combined intervention (seven) or OBPP only comparison (seven) condition, split evenly across grades. Intervention effects were moderated by disability status and gender. Among students without disabilities those who received the combined intervention reported greater increases in anger regulation coping skills than those in the comparison condition. In contrast, among youth with disabilities greater increases in teacher-rated social skills were found for students in the combined intervention than students in the comparison condition at posttest. Gender-moderated effects included greater decreases in teacher ratings of externalizing problems and bullying behaviors for boys in the combined intervention versus the comparison condition at posttest. Study results inform school-based violence prevention programs and are discussed along with implications.     

Teachers' attunement to students' peer group affiliations as a source of improved student experiences of the school social-affective context following the middle school transition

A randomized control trial examined the impact of a professional development program on rural teachers' attunement to student social dynamics, and the influence of teacher attunement on students' school experiences. In intervention schools serving Latino and White rural early adolescents, teachers (N = 14) received training on social dynamics and aspects of early adolescent adjustment; control school teachers (N = 12) received no training. Social cognitive mapping procedures assessed and compared students' and teachers' perceptions of peer groups; structured observations assessed teachers' management of social dynamics. Students (N = 225) self-reported their perceptions of the school social-affective context. Intervention and control schools differed on teacher attunement and management of the social environment. Students whose teachers were more attuned to peer group affiliations evidenced improved views of the school social environment. Findings are discussed in terms of attunement as an element of teachers' invisible hand, and for teachers' role in promoting productive contexts for students during the middle school transition.     

Revealing the invisible hand: The role of teachers in children's peer experiences

To introduce this special issue, the concept of the teacher as an “invisible hand” is presented as a metaphor to describe the potentially influential but relatively understudied contribution that educators are likely to have on children’s peer relationships and their broader interpersonal growth. Building from conceptual work distinguishing between the role of adults and peers in children’s social development, we summarize empirical support for the view that teachers are in a position to develop and guide the classroom as a society by simultaneously directing institutional expectations while also providing students with opportunities to collectively construct their own peer culture. Key social development constructs are reviewed from this lens, and the four articles and two commentaries that constitute this special issue are discussed in relation to their contributions to clarifying and extending current views of the role of teachers in school social dynamics. We conclude by considering intervention implications of this work, and we argue that teachers are the one professional in a child’s life who have the opportunity to view the whole child in relation to the social ecology in which he or she is embedded.