Identifying Profit-producing Salesforce Members

Abstract

A procedure for estimating a salesperson's long-run profit performance is proposed. Based on historical personnel and accounting data, it takes into account the flows of revenues and costs that a company is likely to experience when a “typical” salesperson of a prespecified profile is kept on territory. In the reported case study, salesmen with a degree in liberal arts (and to some extent in the sciences) and previous non-sales experience could be identified as the best long-run profit producers. The results showed important differences with the conclusions of a more conventional analysis which emphasized short-run sales performance.     

Comment: Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations

In a recent Journal of Personal Selling & Sales Management paper, Jaramillo, Carrillat, and Locander (JCL) further extended our understanding of the errors of salesperson self-report evaluations when compared to managerial evaluations. Our paper provides contrary evidence on three major conclusions drawn in this study. First, we question the assertion by JCL that the correlation between self-report and objective measures of performance is consistently low. Second, we question JCL’s claim that the correlation between managerial evaluations and objective measures of performance is consistently high. Third, we question the key finding of JCL that self-report measures of salesperson performance are less accurate than managerial evaluations. We provide an alternative perspective to these issues by highlighting past research on performance measurement. Moreover, we reanalyze data from a previously published study to examine the issues raised by JCL. Our expectation is that this comment will serve as an impetus for further research in this area.     

Effects of guided imagery with relaxation training on anxiety and quality of life among patients with inflammatory bowel disease

Background: Inflammatory Bowel Disease (IBD) impacts quality of life (QoL). Psychological factors influence the course of the disease and should be targeted for intervention.

Methods: Our study was a prospective, randomised control trial. Fifty-six outpatients were randomly chosen and allocated to a treatment group or a waiting-list control group. Treatment group patients attended three relaxation-training sessions and received an audio disc for home practice. Evaluations performed pre and post-treatment: state anxiety was assessed with the State-Trait Anxiety Inventory, QoL with the IBD Questionnaire. The Visual Analogue Scale assessed pain, depression, stress and mood. Patients completed a symptom monitoring diary. The control group's symptoms were monitored without study-related treatment.

Results: Thirty-nine subjects completed the study and were included in the data analysis. Following the relaxation-training intervention, the treatment group's (n?=?18) measured results showed a statistically significant improvement as compared to the control group (n?=?21) (time by treatment interaction): anxiety levels decreased (p?<?0.01), QoL and mood improved (p?<?0.05), while levels of pain and stress decreased (p?<?0.01).

Conclusions: Findings indicate IBD patients may benefit from relaxation training in their holistic care. New studies as well as further investigation of the subject are warranted.     

Relationship between respiratory mortality and self-perceptions of aging

Although there is growing evidence that psychological factors affect an individual's susceptibility to respiratory illnesses, psychological predictors of respiratory mortality have received little attention. This study investigated whether an age-specific psychological factor, older individuals’ beliefs about their own aging, predicted the likelihood of their dying from respiratory causes (ICD-9: 460–519). The sample was composed of 620 individuals, aged 50–87 years at baseline, who participated in a longitudinal study with six waves. Our research found that individuals with higher baseline positive self-perceptions of aging were significantly less likely to die of respiratory causes over the next 23 years, after controlling for age, functional health, gender, loneliness, marital status, self-rated health, and socioeconomic status (hazard ratio?=?0.695; p?<?0.005). This is the first study to link individual beliefs about aging to cause-specific mortality. Future research is warranted to further elucidate the relationship between self-perceptions of aging and resistance to respiratory mortality.     

The role of centrality to self-concept in moderating the associations between injury perceptions and outcomes

Abstract

Objectives: To test the centrality of injury to self-concept as a moderator of the associations between injury perceptions and outcomes.

Methods: Two concurrent studies on samples of injured individuals.

Measures: The centrality of injury to one’s self concept was measured by the degree of self-injury separation (PRISM); injury perceptions were measured by the injury perception questionnaire; and outcomes by standard scales of self-assessed health, physical, emotional and social functioning, vitality, depression, anxiety and somatisation. Regression analyses examined the significance of adding the interactions between injury centrality and injury perceptions to explained outcome variance, beyond their separate contributions.

Results: Both injury centrality and injury perceptions significantly explained variance in patients’ functioning and well-being. Injury centrality moderated the associations between various injury perceptions and outcomes, especially pronounced for emotional representations of the injury. As hypothesised, the effects of injury perceptions on outcomes were stronger among patients for whom the injury was central to their self-concept compared to patients who perceived the injury as peripheral to their self-concept.

Conclusions: ‘Centrality to the self’ is a moderator of the impact of perceptions on outcomes of injuries. The findings suggest ways to tailor interventions to sub-groups of injured patients based on injury centrality to their self-concept.     

Interpersonal Perceptions and Metaperceptions in Dialogic Action Therapy: A Relational Methodological Approach to Theory Construction

Abstract

Two forms of understanding in theories of therapy are identified: empathic understanding rooted in individualism, and reality-based understanding that acknowledges the relational character of human existence. We argue for regarding these two forms of understanding as complementary. This requires a paradigmatic shift from methodological individualism to methodological relationalism, which asserts that the analysis of role relationships precedes that of individuals and situations. Informed by methodological relationalism, dialogic action therapy accords prominence to the creation of a therapeutic relationship between therapist and client, between whom bidirectionality of perceptions is inherent. We develop a formal analytic scheme for theory building. Six major constructs, degrees of perception, directionality, agreement, reciprocity, accuracy, and congruence, are employed to facilitate the analysis of therapist and client perceptions and metaperceptions of trust in depth. The implications for therapy and methodology of measurement are discussed.     

Does Multitasking Impair Studying? Depends on Timing

It is often said that contemporary students frequently study while ‘multitasking’. However, this rather diffuse term encompasses situations that vary as to the whether the learner controls the pace at which educational materials are provided. On the basis of prior cognitive research, we hypothesize that this may well be a critical determinant of interference. Three studies required students to read or listen to several short historical narratives and also to engage in five to eight very short conversations (akin to an instant messaging conversation). In Experiment 1, subjects read the narratives; here, multitasking marginally increased total time spent reading the narratives, especially when it occurred at random times. However, final memory for the narratives was not significantly affected. Similar results were obtained when the narratives were presented in audio format and the learner could pause them while conversing (Experiment 2). By contrast, when audio narratives did not pause, interruptions reduced comprehension performance (Experiment 3). Copyright © 2013 John Wiley & Sons, Ltd.     

Linking Feedback Quality and Goal Orientation to Feedback Seeking and Job Performance

Contemporary feedback researchers have adopted theoretical perspectives in which personal characteristics interact with aspects of the feedback environment to influence feedback-related perceptions, feedback seeking, and job performance. To test these assertions, this study incorporates implicit person theory, uncertainty reduction theory, and Korman's theory of work motivation (2001) to develop a model that links a critical aspect of the feedback environment (feedback quality) and goal orientation to perceptions of feedback utility, feedback seeking, role clarity, and task performance and organizational citizenship behaviors. Results from supervisor–subordinate dyadic data (N?=?202) obtained from employed students largely support the hypothesized model. Implications are discussed.     

The Martyrdom Effect: When Pain and Effort Increase Prosocial Contributions

Most theories of motivation and behavior (and lay intuitions alike) consider pain and effort to be deterrents. In contrast to this widely held view, we provide evidence that the prospect of enduring pain and exerting effort for a prosocial cause can promote contributions to the cause. Specifically, we show that willingness to contribute to a charitable or collective cause increases when the contribution process is expected to be painful and effortful rather than easy and enjoyable. Across five experiments, we document this “martyrdom effect,” show that the observed patterns defy standard economic and psychological accounts, and identify a mediator and moderator of the effect. Experiment 1 showed that people are willing to donate more to charity when they anticipate having to suffer to raise money. Experiment 2 extended these findings to a non‐charity laboratory context that involved real money and actual pain. Experiment 3 demonstrated that the martyrdom effect is not the result of an attribute substitution strategy (whereby people use the amount of pain and effort involved in fundraising to determine donation worthiness). Experiment 4 showed that perceptions of meaningfulness partially mediate the martyrdom effect. Finally, Experiment 5 demonstrated that the nature of the prosocial cause moderates the martyrdom effect: the effect is strongest for causes associated with human suffering. We propose that anticipated pain and effort lead people to ascribe greater meaning to their contributions and to the experience of contributing, thereby motivating higher prosocial contributions. We conclude by considering some implications of this puzzling phenomenon. Copyright © 2011 John Wiley & Sons, Ltd.     

Team Perceived Trustworthiness in a Complex Military Peacekeeping Simulation

Antecedents to trust (propensity to trust, perceived trustworthiness) and trust behaviors were examined in relation to team performance in a complex eight-mission military peacekeeping simulation. Teams were colocated or distributed and stayed in the same or transferred to a different context at task transfer. In Experiment 1, an ability and competence factor accounted for most of the variance in perceived trustworthiness and greater perceptions of teammates' abilities/competences predicted posttransfer performance. One's perception of how others perceived one's ability/competence increased over missions. In Experiment 2, propensity to trust did not predict performance; however, trust in others' and one's own ability/competence and trust behaviors predicted performance. At task and/or context transfer, teams produced more monitoring and less cooperating language in their communication.