Generating and sharing of market intelligence in sales teams: an economic social network perspective

In this research, we take a multimethod approach to shed light on the potential costs to sales teams that generate and share market intelligence (MI). First, we introduce an analytical model to propose the respective levels of effort that sales managers, experts, and team members spend generating and sharing MI. To test our propositions, we utilize social network data from 40 independent, business-to-business (B2B) sales teams, representing 287 salespeople. Interestingly, our results support the premise that team members become dependent (reduce MI efforts) when their sales manager or team expert shares MI among the team. We term this a “sharing tax” that sales managers and team experts pay when they share MI. Consequently, sales managers demonstrate greater MI-generation efforts the more they share MI. We also find that experts who share more (less) also show greater (lesser) MI-generation efforts, but only for teams where sales managers share low (high) levels of MI. In summary, our research innovatively conducts an empirical test of the Nash Equilibrium pattern of sales team effort to show that two critical team members, the sales manager and expert, are at a disadvantage when they share valuable MI.     

Reactivity to sensations in borderline personality disorder: a preliminary study

Individuals with borderline personality disorder (BPD) are widely considered to have problems with emotional reactivity. However, the specific kinds of stimuli that are associated with heightened emotional reactivity in BPD have not been well characterized. Thus, it is unclear whether the emotional dysfunction in BPD occurs in response to any emotionally evocative stimuli, or to specific classes of stimuli. In this study, we used subjective measures (self-report and interview-based) to compare reactivity to sensations (auditory, gustatory, olfactory, tactile, visual) between participants with BPD (n = 30) and healthy controls (n = 50). Controlling for trait negative emotional reactivity, individuals with BPD reported being significantly more reactive across sensory stimuli. However, the difference between controls and BPD was significantly greater for reactivity to auditory stimuli compared to other sensory stimuli. Findings from this study provide preliminary data suggesting individuals with BPD may be characterized by heightened self-reported reactivity to aversive sounds.     

Sound symbolic naming of novel objects is a graded function

Although linguistic traditions of the last century assumed that there is no link between sound and meaning (i.e., arbitrariness), recent research has established a nonarbitrary relation between sound and meaning (i.e., sound symbolism). For example, some sounds (e.g., /u/ as in took) suggest bigness whereas others (e.g., /i/ as in tiny) suggest smallness. We tested whether sound symbolism only marks contrasts (e.g., small versus big things) or whether it marks object properties in a graded manner (e.g., small, medium, and large things). In two experiments, participants viewed novel objects (i.e., greebles) of varying size and chose the most appropriate name for each object from a list of visually or auditorily presented nonwords that varied incrementally in the number of "large" and "small" phonemes. For instance, "wodolo" contains all large-sounding phonemes, whereas "kitete" contains all small-sounding phonemes. Participants' choices revealed a graded relationship between sound and size: The size of the object linearly predicted the number of large-sounding phonemes in its preferred name. That is, small, medium, and large objects elicited names with increasing numbers of large-sounding phonemes. The results are discussed in relation to cross-modal processing, gesture, and vocal pitch.     

Contingent attentional capture by top-down control settings: converging evidence from event-related potentials

Theories of attentional control are divided over whether the capture of spatial attention depends primarily on stimulus salience or is contingent on attentional control settings induced by task demands. The authors addressed this issue using the N2-posterior- contralateral (N2pc) effect, a component of the event-related brain potential thought to reflect attentional allocation. They presented a cue display followed by a target display of 4 letters. Each display contained a green item and a red item. Some participants responded to the red letter and others to the green letter. Converging lines of evidence indicated that attention was captured by the cues with the same color as the target. First, these target-color cues produced a cuing validity effect on behavioral measures. Second, distractors appearing in the cued location produced larger compatibility effects. Third, the target-color cue produced a robust N2pc effect, similar in magnitude to the N2pc effect to the target itself. Furthermore, the target-color cue elicited a similar N2pc effect regardless of whether it competed with a simultaneous abrupt onset. The findings provide converging evidence for attentional capture contingent on top-down control settings.     

Response Style Differences in the Inattentive and Combined Subtypes of Attention-Deficit/Hyperactivity Disorder

This study examined potential differences between the inattentive and combined ADHD subtypes using laboratory tasks assessing behavioral inhibitory processes. Seventy-five children completed two tasks of behavioral inhibition believed to isolate different processes: the cued reaction time task (CRT), a basic inhibition task, and the go/no-go task (GNG), a complex inhibition task that incorporates motivational contingencies. Three groups of participants were identified, including ADHD/Inattentive (n = 17), ADHD/Combined (n = 37), and comparison (n = 21). Results indicated that rather than showing behavioral inhibition deficits, the ADHD/I children appeared overly inhibited, as evidenced by slower reaction times across the two tasks and significantly higher errors of omission in the GNG task. Additionally, the ADHD/I children did not demonstrate cue dependency effects on the CRT task, suggesting that they were failing to incorporate relevant information before making a response. The sluggish and inhibited performance of the ADHD/I group challenges the idea that it is a subtype of ADHD.     

Why Do People Join Groups? Three Motivational Accounts from Social Psychology

This paper describes and contrasts three contemporary social psychological theories that focus on why people join and identify with groups: the sociometer model, terror management theory, and uncertainty–identity theory. The sociometer model argues that people have a need to be socially included, and that self‐esteem is a meter of successful inclusion and group belonging. Terror management theory argues that people are motivated to reduce fear of the inevitability of their own death, and that the consensual belief–confirmation provided by groups drives people to belong. Uncertainty–identity theory argues that people have a basic need to reduce uncertainty about themselves, their attributes, and their place in the world, and that cognitive processes associated with group identification reduce such uncertainty. We critically contrast these three accounts to conclude that all three motivational processes may play a role, but that self‐uncertainty may have the benefit of wide generality to all groups and group contexts and of detailed specification of cognitive processes.     

Treatment outcomes for female offenders: relationship to number of Axis I diagnoses

This article describes a study that examined the relationship between multiple Axis I mental health diagnoses and treatment outcomes for female offenders in prison substance abuse treatment programs. Preliminary findings of the effectiveness of therapeutic community (TC) treatment, modified for female offenders, relative to a control cognitive behavioral treatment condition, are presented. The hypothesis--that participants who fit into multiple diagnostic categories have more dysfunctional symptoms and behaviors at baseline--was confirmed; however, a hypothesized relationship between the number of Axis I diagnoses and 6 month treatment outcomes across five domains (mental health, trauma exposure, substance use, HIV needle risk behaviors, and HIV sexual risk) was not supported. Across all Axis I mental health groups, TC treatment was significantly more effective than the control condition overall, as well as on measures of mental health symptoms and HIV sexual risk. These findings suggest that this TC treatment program, as modified, is an effective model for women with varied diagnoses and diagnostic complexities.     

Basic Self-Knowledge: Answering Peacocke’s Criticisms of Constitutivism

Constitutivist accounts of self-knowledge argue that a noncontingent, conceptual relation holds between our first-order mental states and our introspective awareness of them. I explicate a constitutivist account of our knowledge of our own beliefs and defend it against criticisms recently raised by Christopher Peacocke. According to Peacocke, constitutivism says that our second-order introspective beliefs are groundless. I show that Peacocke’s arguments apply to reliabilism not to constitutivism per se, and that by adopting a functionalist account of direct accessibility a constitutivist can avoid reliabilism. I then argue that the resulting view is preferable to Peacocke’s own account of self-knowledge.