Which influence tactics lead to sales performance? It is a matter of style

The application of influence is a key behaviour set at the heart of the sales role. But we know little about how or whether influence tactics affect salespeople's actual job performance. We extend existing research on salespeople's use of influence by: (1) showing that influence tactics can be used to predict objective sales performance (and delineating which tactics are most predictive); (2) demonstrating that the effect of tactics on performance varies across salespeople, and these patterns of influence effectiveness allow us to identify different influence ‘styles’ and (3) revealing that the influence styles our data uncover are not consistent with existing theoretical classifications of influence tactics. The article concludes with a discussion of theoretical and managerial implications, and directions for future work.     

Parenting styles and psychological needs influences on adolescent life goals and aspirations in a South African setting

The present study examined the role of parenting styles and basic psychological needs in the adoption of goals and aspirations of learners, as well as for their psychological wellbeing (positive versus negative affect) in a South African sample of learners. A cross-sectional design was used to conduct this study with a sample of 853 learners at public schools in the Western Cape of South Africa (females?=?57%, mean age 16.96 years, SD?=?1.12). Data were collected using the Parenting Style and Dimensions Questionnaire (PSDQ), Psychological Needs Scale, Aspiration Index and the Positive And Negative Affect Schedule (PANAS). The results suggest that authoritative and authoritarian parenting styles influence the adoption of life goals and psychological wellbeing of adolescents with fathers' negative parenting possibly reducing adolescent wellbeing. Extrinsic life goals was a significant predictor of positive affect, while need frustration was a significant predictor of negative affect. These findings suggest parenting styles and basic psychological needs influence life aspirations and psychological wellbeing of learners in a developing country context.     

Measuring needs with the thematic apperception test: a psychometric study

Three apperception theories that explain how people respond to Thematic Apperception Test cards are proposed: a simple apperception theory, an apperception theory with a dynamic component, and an apperception theory with 2 types of responses. Each theory is translated into an item response theory model and is applied to need for achievement (nAch) data. The analysis indicates that the best fitting model is provided by the apperception theory with 2 types of responses, also referred to as the drop-out apperception theory. The 1st type of response predicted by this theory is determined by the nAch level of the person and the achievement-response-eliciting value of the card; this response is diagnostic for the nAch level of the person. The 2nd type of response is not determined by the 2 aforementioned characteristics and is therefore not diagnostic of the person's nAch level. The results are cross-validated for need for power and need for affiliation.     

Categorical perception of speech sounds in illiterate adults

Children affected by dyslexia exhibit a deficit in the categorical perception of speech sounds, characterized by both poorer discrimination of between-category differences and by better discrimination of within-category differences, compared to normal readers. These categorical perception anomalies might be at the origin of dyslexia, by hampering the set up of grapheme-phoneme correspondences, but they might also be the consequence of poor reading skills, as literacy probably contributes to stabilizing phonological categories. The aim of the present study was to investigate this issue by comparing categorical perception performances of illiterate and literate people. Identification and discrimination responses were collected for a /ba-da/ synthetic place-of-articulation continuum and between-group differences in both categorical perception and in the precision of the categorical boundary were examined. The results showed that illiterate vs. literate people did not differ in categorical perception, thereby suggesting that the categorical perception anomalies displayed by dyslexics are indeed a cause rather than a consequence of their reading problems. However, illiterate people displayed a less precise categorical boundary and a stronger lexical bias, both also associated with dyslexia, which might, therefore, be a specific consequence of written language deprivation or impairment.     

Beziehung und Exposition

In the treatment of anxiety disorders both psychodynamic and behavioral therapeutic methods have proved successful. Linking the two methods in one treatment is usually avoided by therapists, although there is evidence for using such an approach. There is a lack of a regulatory framework for the integration of the various procedures. Taking anxiety treatment as an example, a contribution to such a regulatory framework is developed: the use of exposure (as a cognitive behavioral element) and the examination of the transference aspect of the therapeutic relationship by the therapist (as a psychodynamic element) are systematically placed in relation to each other, whereby the understanding of the therapeutic process is deepened.     

The analytic situation as a dynamic field. 1969

This paper discusses the consequences of the importance that recent ³ papers assign to the countertransference. When the latter acquires a theoretical and technical value equal to that of the transference, the analytic situation is configured as a dynamic bi‐personal field, and the phenomena occurring in it need to be formulated in bi‐personal terms. First, the field of the analytic situation is described, in its spatial, temporal and functional structure, and its triangular character (the present–absent third party in the bi‐personal field) is underlined. Then, the ambiguity of this field is emphasized, with special weight given to its bodily aspect (the bodily experiences of the analyst and the patient being particularly revealing of the unconscious situation in the field). The different dynamic structures or lines of orientation of the field are examined: the analytic contract, the configuration of the manifest material, the unconscious configuration – the unconscious bi‐personal phantasy manifesting itself in an interpretable point of urgency – that produces the structure of the field and its modifications. The authors describe the characteristics of this unconscious couple phantasy: its mobility and lack of definition, the importance of the phenomena of projective and introjective identification in its structuring. The authors go on to study the functioning of this field, which oscillates between mobilisation and stagnation, integration and splitting. Special reference is made to the concept of the split off unconscious ‘bastion’ as an extremely important technical problem. The analyst’s work is described as allowing oneself to be partially involved in the transference–countertransference micro‐neurosis or micro‐psychosis, and interpretation as a means of simultaneous recovery of parts of the analyst and the patient involved in the field. Finally, the authors describe the bi‐personal aspect of the act of insight that we experience in the analytic process.     

French native speakers in the making: From language-general to language-specific voicing boundaries

By examining voice onset time (VOT) discrimination in 4- and 8-month-olds raised in a French-speaking environment, the current study addresses the question of the role played by linguistic experience in the reshaping of the initial perceptual abilities. Results showed that the language-general −30- and +30-ms VOT boundaries are better discriminated than the 0-ms boundary in 4-month-olds, whereas 8-month-olds better discriminate the 0-ms boundary. These data support explanations of speech development stressing the effects of both language-general boundaries and linguistic environment (attunement theory and coupling theory). Results also suggest that the acquisition of the adult voicing boundary (at 0 ms VOT in French vs. +30 ms VOT in English) is faster and more linear in French than in English. This latter aspect of the results might be related to differences in the consistency of VOT distributions of voiced and voiceless stops between languages.