The attenuating effect of role overload on relationships linking self-efficacy and goal level to work performance

The reported research examines the moderating effects of role overload on the antecedents and consequences of self-efficacy and personal goal level in a longitudinal study conducted in an industrial selling context. The results indicate that role overload moderates the antecedent effect of perceived organizational resources on self-efficacy beliefs. They also show that role overload moderates the direct effects of both self-efficacy and goal level on performance, such that these relationships are positive when role overload is low but not significant when role overload is high. Further, the results reveal a pattern of moderated mediation, in which goal level mediates the indirect effect of self-efficacy on performance when role overload is low but not when it is high. Implications for theory and managerial practice are discussed.     

Generalized Schedule Following in a Youth with Autism

Abstract

Photographic activity schedules were used to increase on-task behaviour in a youth with autism. The multiple probe design included baseline, training, tests for training effects, resequencing of photographs, generalization to new photographs, and maintenance. The results showed that the participant was able to carry out four different chains (photographic activity schedules) without any prompts from the staff, even when the photographs were resequenced, and new photographs were included. On the other hand, there was no reduction of training trials to reach criterion from the first to the fourth chain. The results are discussed with reference to different aspects of generalization.     

Key Accounts and Team Selling: A Review,Framework, and Research Agenda

As sales organizations increase their reliance on sales teams, they must learn how organizational and interpersonal relationships influence sales teams, how sales teams play a learning role for organizations, and what makes sales teams effective. Presenting a model of interrelationships among members of the selling firm and between the selling and buying firms, we identify five key team selling relationships between (1) members of the same team, (2) members of different teams within the firm, (3) the selling team and the buying center, (4) the selling team and other groups in the selling firm, and (5) the selling team and the firm’s strategy. This model leads to a conceptual framework highlighting relationship drivers, factors, and outcomes instrumental to team selling success. After presenting propositions for future research, theoretical and methodological suggestions are included to facilitate research in this area. We conclude with perspectives on the future of research and practice in key accounts and team selling.     

So far away from one's partner, yet so close to romantic alternatives: avoidant attachment, interest in alternatives, and infidelity

Temptation pervades modern social life, including the temptation to engage in infidelity. The present investigation examines one factor that may put individuals at a greater risk of being unfaithful to their partner: dispositional avoidant attachment style. The authors hypothesize that avoidantly attached people may be less resistant to temptations for infidelity due to lower levels of commitment in romantic relationships. This hypothesis was confirmed in 8 studies. People with high, vs. low, levels of dispositional avoidant attachment had more permissive attitudes toward infidelity (Study 1), showed attentional bias toward attractive alternative partners (Study 2), expressed greater daily interest in meeting alternatives to their current relationship partner (Study 5), perceived alternatives to their current relationship partner more positively (Study 6), and engaged in more infidelity over time (Studies 3, 4, 7, and 8). This effect was mediated by lower levels of commitment (Studies 5-8). Thus, avoidant attachment predicted a broad spectrum of responses indicative of interest in alternatives and propensity to engage in infidelity, which were mediated by low levels of commitment.     

Too tired to take offense: When depletion promotes forgiveness

Although self-regulatory depletion has a broad range of adverse consequences, recent research has established that it can yield prosocial outcomes under certain circumstances. The present experiment examined the interaction between depletion and offense severity on forgiveness of romantic offenses. Consistent with prior research, results revealed that depleted (vs. non-depleted) individuals were less forgiving of severe offenses. In a counterintuitive reversal, however, depleted (vs. non-depleted) individuals were more forgiving of mild offenses. This crossover interaction effect was mediated by perception of offense severity, suggesting that depleted individuals may be especially forgiving of mild offenses because they are simply too tired to take offense at their partner's bad behavior. These findings identify one important instance in which depletion can promote salutary relationship processes.     

Using I³ theory to clarify when dispositional aggressiveness predicts intimate partner violence perpetration

Deriving hypotheses from I3 theory (pronounced "I-cubed theory"), the authors conducted 4 studies to clarify the circumstances under which dispositional aggressiveness predicts intimate partner violence (IPV) perpetration. Consistent with the hypothesis that this link would be stronger when inhibitory processes are weak rather than strong, Studies 1 and 2 demonstrated that dispositional aggressiveness was an especially robust predictor of IPV perpetration among people experiencing self-regulatory strength depletion. Consistent with the hypothesis that this Dispositional Aggressiveness × Inhibition interaction effect would be stronger when instigating triggers are strong rather than weak, Studies 3 and 4 demonstrated that dispositional aggressiveness was an especially robust predictor of IPV perpetration among people characterized by both weak inhibition (poor executive control in Study 3, depletion in Study 4) and strong instigation (provocation in both studies). These effects were robust in studies employing experimental and nonexperimental designs, cross-sectional and longitudinal methods, dating and married participants, self-report and behavioral measures of IPV perpetration, and diverse operationalizations of all constructs. Discussion emphasizes the importance of incorporating instigating, impelling, and inhibiting processes into theoretical and empirical analyses of IPV perpetration.     

Maintaining sexual desire in intimate relationships: the importance of approach goals

Three studies tested whether adopting strong (relative to weak) approach goals in relationships (i.e., goals focused on the pursuit of positive experiences in one's relationship such as fun, growth, and development) predict greater sexual desire. Study 1 was a 6-month longitudinal study with biweekly assessments of sexual desire. Studies 2 and 3 were 2-week daily experience studies with daily assessments of sexual desire. Results showed that approach relationship goals buffered against declines in sexual desire over time and predicted elevated sexual desire during daily sexual interactions. Approach sexual goals mediated the association between approach relationship goals and daily sexual desire. Individuals with strong approach goals experienced even greater desire on days with positive relationship events and experienced less of a decrease in desire on days with negative relationships events than individuals who were low in approach goals. In two of the three studies, the association between approach relationship goals and sexual desire was stronger for women than for men. Implications of these findings for maintaining sexual desire in long-term relationships are discussed.