Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?

Firms are becoming increasingly systematic in sales lead generation activities and recognize that multiple interactions are often required to generate leads and to reassure buyers of the benefits of an offering. However, the literature is contradictory regarding what types of persuasive messages should be used across these multiple interactions. This paper investigates what combination of sales influence tactics (SITs) should be used when customers are approached more than once regarding the same offering, that is, sequentially. Should the SITs be consistent (the same), or complementary (different)? Consistent vs. complementary SIT approaches were tested in two field experiments, one with an electronics manufacturer in a single communication channel setting and one with a financial services provider in a cross-channel setting. The results supported our hypothesis and indicated that the use of complementary SITs across interactions, regardless of the order, increases lead conversion.     

Understanding causation

Synthese - In Part I of ‘Causality and Determination” (CD), Anscombe writes that (1) we understand causality through understanding specific causal expressions, (2) efficient causation...     

Loss of control eating and psychological maintenance in children: An ecological momentary assessment study

Objective

Recent research suggests that binge eating is a common experience in youth. However, it remains largely unknown how children's binge eating presents in everyday life and which psychological factors serve to maintain this binge eating.

Methods

Children aged 8-13 years with binge eating (n = 59), defined as at least one episode of loss of control (LOC) over eating within the past three months, and 59 matched children without LOC history were recruited from the community. Following a combined random- and event-sampling protocol, children were interviewed about their day-to-day eating behavior, mood, and eating disorder-specific cognitions using child-specific cell phones during a 4-day assessment period in their natural environment.

Results

LOC episodes led to a significantly greater intake of energy, particularly from carbohydrates, than regular meals of children with and without LOC eating. While LOC episodes were preceded and followed by cognitions about food/eating and body image, there was minimal evidence that negative mood states were antecedents of LOC eating.

Conclusions

The results provide support for the construct validity of LOC eating in children. Maintenance theories of binge eating for adults apply to children regarding eating disorder-specific cognitions, but the association with affect regulation difficulties requires further investigation.     

Distinct emotional abilities converge: Evidence from emotional understanding and emotion recognition through the voice

One key criterion for whether Emotional Intelligence (EI) truly fits the definition of “intelligence” is that individual branches of EI should converge. However, for performance tests that measure actual ability, such convergence has been elusive. Consistent with theoretical perspectives for intelligence, we approach this question using EI measures that have objective standards for right answers. Examining emotion recognition through the voice—that is, the ability to judge an actor’s intended portrayal—and emotional understanding—that is, the ability to understand relationships and transitions among emotions—we find substantial convergence, r = .53. Results provide new data to inform the often heated debate about the validity of EI, and further the basis of optimism that EI may truly be considered intelligence.     

Changes in goal-related affects: Decrease burnout during a group psychotherapy intervention

The study examined the role played by changes in employees' goal-related affects in decreasing burnout during a group intervention. 62 white-collar employees, suffering from severe burnout, were randomized into 10-month group intervention programmes consisting of 16 intensive 1-day sessions every second week. The participants appraised their work and interpersonal goals according to their positive and negative affects weekly for 54 weeks. During the pre- and postintervention and follow-up (6 months later) measurements, the participants filled out a burnout measurement. The results, analysed by multilevel modelling, showed that a decrease in the negative affects and an increase in the positive affects of work and interpersonal goals during the later part of the intervention was related to a decrease in burnout symptoms. The decrease in goal-related negative affects was associated with a decrease in burnout in the postintervention measurement, whereas the increase in goal-related positive affects was related to a decrease in follow-up burnout.     

Anxiety and watching the war in Ukraine

On 24 February 2022, Russia attacked Ukraine. Millions of people tuned into social media to watch the war. Media exposure to disasters and large-scale violence can precipitate anxiety resulting in intrusive thoughts. This research investigates factors related to anxiety while watching the war. Since the war began during the ongoing coronavirus pandemic, threat from COVID-19 is seen as a predictor of anxiety when watching the war. A theoretical model is put forward where the outcome was anxiety when watching the war, and predictors were self-reported interference of watching the war with one's studies or work, gender, worry about the war, self-efficacy and coronavirus threat. Data were collected online with independent samples of university students from two European countries close to Ukraine, Germany (n = 348) and Finland (n = 228), who filled out an anonymous questionnaire. Path analysis was used to analyse the data. Findings showed that the model was an acceptable fit to the data in each sample, and standardised regression coefficients indicated that anxiety, when watching the war, increased with interference, war worry and coronavirus threat, and decreased with self-efficacy. Women reported more anxiety when watching the war than men. Implications of the results are discussed.     

The Negative Association of Obesity with Subjective Well-Being: Is it All About Health?

In this paper we examine whether health status and functional capacity explain the fact that obese individuals report significantly lower levels of subjective well-being. We use comprehensive measures of body composition such as waist circumference, body fat percentage, and lean body mass along with body mass index. All these are measured by health professionals in a population-based sample. When controlling for health and functional status, we find very limited evidence for any independent influence of obesity on subjective well-being. This implies that the adverse effects of obesity on health and functioning are the primary explanation for the observed negative relationship between obesity and subjective well-being.     

Cognitive Resources and Leadership Performance: What About the Task Requirements?

Fred E. Fiedler made an important contribution in summarising and discussing the tricky relationships between test-intelligence, time in service, and perceived experience on the one side, and rated leadership performance on the other. Two strings of results seem to be of importance for improving our knowledge on these relationships: (1) test-intelligence correlates with rated performance especially in the case of low perceived stress, and experience especially in the case of high stress; (2) test-intelligence correlates with rated performance if the other resource, perceived experience, is low. Both strings of results may fit with our expectations. Nevertheless, some aspects of the problem might trouble some readers, for reasons that Fiedler is not responsible for. There seem to be at least three clusters of unfulfilled wishes within this topic of research: selection and operationalisation of variables; design; and task requirements and intelligence.     

Psychometric properties of the German version of the Barratt Impulsiveness Scale, Version 11 (BIS-11) for adolescents

Impulsiveness is increasingly gaining attention as a potential risk factor for various mental disorders. Until now, there have been German instruments that allowed for assessing adolescents' self-reported impulsiveness multi-dimensionally. The present study examined the German version of the Barratt Impulsiveness Scale-11 (BIS-11) for adolescents. The instrument was completed by 659 adolescents ages 10 to 20 years; 98 were retested after 6 months. Items showed adequate psychometric properties. An exploratory factor analysis identified three factors that showed slightdifferences from the initial questionnaire proposed by Barratt. The factors showed low to moderate intercorrelations, satisfactory internal consistency (dependent on factor), and were stable over time. Convergent validity was ascertained, and the item pool showed sufficient power to discriminate adolescents with symptoms of attention deficit hyperactivity disorder and those with loss of eating control from healthy adolescents. Findings suggest that the German BIS-11 is appropriate for reliable investigation of impulsiveness in adolescents. Future research should examine sensitivity as a screening tool, as well as sensitivity to change.