Does Coaching Matter? A Multilevel Model Linking Managerial Coaching Skill and Frequency to Sales Goal Attainment

Managerial coaching is a process of feedback provision, behavioral modeling, and goal setting with subordinates to improve their performance and address their personal challenges. Despite the popularity of coaching as a management practice, the impact of coaching on objective measures of performance remains unclear. To this end, we tested a multilevel model linking managerial coaching frequency and skill to the sales goal attainment of 1,246 sales representatives in 136 teams within a pharmaceuticals organization over a year. Managers’ coaching skill, which was evaluated in the context of a training exercise, was directly related to the annual sales goal attainment of the sales representatives that they supervised. This effect was partially mediated by team‐level role clarity, as predicted by feedback intervention theory and goal setting theory. In addition, coaching skill had a cross‐level moderating effect on the relationship between coaching frequency and sales goal attainment; coaching frequency had a negative effect on goal attainment when coaching skill was low. We discuss the implications of this finding for coaching research and practice. Overall, our results demonstrate the clear theoretical and practical importance of effective managerial coaching by drawing on multisource and multilevel measurements with a predictive design.     

Using the Reverse Order Technique with Non‐Native Speakers or Through an Interpreter

We examined whether the reverse order technique can be implemented when people speak through an interpreter. A total of 40 Chinese, 40 Korean and 30 Hispanic participants were interviewed in English or in their own native language through an interpreter. Interviewees were asked to tell the truth or lie about a secret meeting they viewed. They were asked to recall what they saw in chronological order and then in reverse order. The reverse order technique revealed two cues to deceit (detail and commissions) when an interpreter was present, whereas no cues to deceit emerged when interviewees spoke in English. This suggests that the reverse order technique can be used with an interpreter but possibly not with non‐native speakers. Perhaps the combined task of speaking in a non‐native language and reporting in reverse order is mentally taxing for liars and truth tellers, thus making differences between them unlikely to emerge. Copyright © 2015 John Wiley & Sons, Ltd.     

On the adaptive function of children's and adults’ false memories

Recent research has shown that memory illusions can successfully prime both children's and adults' performance on complex, insight-based problems (compound remote associates tasks or CRATs). The current research aimed to clarify the locus of these priming effects. Like before, Deese–Roediger–McDermott (DRM) lists were selected to prime subsequent CRATs such that the critical lures were also the solution words to a subset of the CRATs participants attempted to solve. Unique to the present research, recognition memory tests were used and participants were either primed during the list study phase, during the memory test phase, or both. Across two experiments, primed problems were solved more frequently and significantly faster than unprimed problems. Moreover, when participants were primed during the list study phase, subsequent solution times and rates were considerably superior to those produced by those participants who were simply primed at test. Together, these are the first results to show that false-memory priming during encoding facilitates problem-solving in both children and adults.     

Religion, Spirituality and Therapy: Implications for Training

Religion and spirituality are recognized coping resources but are neglected in psychological training and practice. However, religion and spirituality can be successfully used to cope with psychological disorders, prevent unhealthy behaviors and promote resilience. This study explored and described two questions regarding the concepts of the terminology religion and spirituality, and the perceptions of the use of religion and spirituality in therapy. Purposive sampling was utilized in a qualitative study of 15 registered psychologists, and data were analyzed using Tesch’s model of qualitative content analysis. The concepts religion and spirituality appear difficult to define but the importance of their use as coping mechanisms in their own and their clients’ lives was recognized. These findings have implications for professional training.     

Co-Authoring “We-ness” and Stories of Intimacy

Drawing from narrative ideas and practices, we consider how individuals, couples, and couples with therapists co-author and co-edit stories of “we-ness,” a kind of relational consciousness, and intimacy in the context of research interviews. Adapting the “small story” narrative approach of Michael Bamberg, and recognizing researcher reflexivity, we present details from two separate studies into: (1) how cohabitating couples co-authored stories of “we-ness” in and beyond a research interview; and (2) how young married couples co-authored stories of “we-ness” by describing how they made significant decisions together through difficult yet successful conversations. Inviting such stories of “we-ness” can talk this intimacy into being. We relate the processes and outcomes of these studies to using a narrative approach to help individuals and couples with concerns about intimacy within the context of therapy.     

Facilitating memory‐based lie detection in immediate and delayed interviewing: The role of mnemonics

We experimentally investigated how different mnemonic techniques employed in an interview conducted immediately after an event affected truth tellers' and liars' responses when they were interviewed again after a 2‐week delay. We also compared how verbal accounts changed over time within truth tellers and liars, and how consistent both groups were. Participants (n = 143) were shown a mock intelligence operation video and instructed either to tell the truth or lie about its contents in two interviews, one of which was immediately after watching the video and the other after a 2‐week delay. In the immediate interview, they were asked to provide a free recall and then asked to provide further information via one of three mnemonics: context reinstatement, sketch, or event‐line. In the delayed interview, they were asked to provide only a free recall. Truth tellers reported more visual, spatial, temporal, and action details than did liars both immediately and after a delay. Truth tellers experienced more of a decline in reporting details after a delay than did liars, and this decline was affected by the mnemonic used. Truth tellers thus showed, more than liars, patterns of reporting indicative of genuine memory decay. Liars produced patterns of a “stability bias” instead. Truth tellers and liars were equally consistent between their immediate and delayed statements.     

Optimizing Contingency Management With Methamphetamine-Using Men Who Have Sex With Men

Among men who have sex with men (MSM), methamphetamine use is associated with multiple, overlapping syndemic conditions including increased risk for HIV seroconversion and onward HIV transmission. Contingency management (CM) is an evidence-based behavioral intervention implemented to curb methamphetamine use and optimize HIV/AIDS prevention among MSM in San Francisco since 2003. We conducted a program evaluation to document the evolution of this 12-week CM program to include delivery of brief, individual counseling incorporating motivational interviewing and behavioral skills. A drop-in group delivered concurrently with CM urine-screening visits also provides peer support as well as referrals for other social and medical services. From December 2011–October 2013, a total of 131 clients enrolled in the CM program and provided a median of 22 urine samples (Interquartile Range = 10–34) that were nonreactive for methamphetamine. Findings support the feasibility and acceptability of integrating individual and group counseling with community-based CM for methamphetamine-using MSM.     

Associations between GAD symptom severity and error monitoring depend on neural quenching variability

Motivation and Emotion - Generalized anxiety disorder (GAD) has been inconsistently associated with exaggerated threat monitoring measured via the error-related negativity (ERN). This suggests the...