B2B commitment building in emerging markets: the case of Brazil

The research examines the suitability of relationship marketing paradigms to emerging markets (EMs) through the lens of communication, relationship benefits and commitment. Using the U.S. as a developed nation sample and Brazil as a proxy for EM countries like the BRIC nations, a B2B buyer–supplier commitment-building model is conceptualized and tested for context-specific boundaries. The study compares communication behaviors and relationship benefits along functional, psychological and social dimensions to discern the evaluation process and governance mechanisms influenced by an EM buyer’s institutional environment. Results showed that buyers from relation-based EMs like Brazil base their relationship commitment more on the psychological attributes of the partnership, while a buyer’s commitment-building process in rule-based, developed nations like the US is largely influenced by functional attributes.     

Schwierigkeiten in der psychotherapeutischen Arbeit

Dealing with difficult clients, situations and their own emotions is an integral part of psychotherapists’ daily work; however, what is the nature of difficulties in psychotherapy and how should therapists’ deal with them? In spite of the high relevance of these topics for therapeutic practice, scientific research in this area lacks consistent definitions of difficulties and the respective coping strategies. This article summarizes the development of current research approaches and respective results.     

Academic self-regulation as a function of age: the mediating role of autonomy support and differentiation in school

Numerous studies in the tradition of the self-determination theory (Deci and Ryan in Can Psychol 49(1):14–23, 2008) point out the significance of self-determined academic motivation and its relevance for learning processes and well-being. Whereas these results sketch a rather heterogeneous picture of the development of intrinsic and extrinsic motivation, only a limited amount of research results are dedicated to the development of academic self-regulation. This cross-sectional research is based on the data of 432 pupils aged 6–20 from primary to secondary school. With the aid of questionnaires, participants provided information concerning their academic self-regulation and how much autonomy support and differentiation they perceive in school. The results of cluster analysis and structural equation modelling indicated that age is negatively related to academic self-regulation, while intrinsic and (rather) controlled regulation decreased the older the pupils are. The values for rather self-determined regulation remained comparatively stable. In addition, the longer pupils attended school, the less they reported perceived autonomy support and differentiation. Perceived autonomy support had an impact on intrinsic and rather self-determined regulation but not on controlled regulation, whereas perceived differentiation was not related to academic self-regulation. These findings offer novel explanations why settings in schools—especially in secondary schools—can become less suitable for learners (Eccles and Roeser in Handbook of adolescent psychology, Wiley, Hoboken, pp 404–434, 2009) and how they can assist educators in designing autonomous learning environments that contribute to maintaining and developing intrinsic and self-determined academic regulation strategies.     

An unobtrusive measurement method of the horizontal gaze angle

A horizontal gaze angle measurement device is introduced. By combining a photoelectric viewing device to measure the horizontal eye angle with a similar head angle measurement device, it is possible to measure the horizontal gaze angle without using a headrest. After discussion of circuit diagrams and measurement principles, it is shown that the measurements made with the device yield a reasonable precision. The mean absolute measurement error is below 1°. This inexpensive and unobtrusive device covers a visual field of about 20° and can be used in parallel with many tasks. Further, data on the successful application of the device in a driving simulation setting are discussed.