Setting the sales budget: An exploratory study

This article explores how the sales budget is set in a business organization. Findings from a longitudinal participant observation study revealed that the sales budget is considered of great importance to the organization as sales estimates serve as premises for planning of production and supply and new product developments. It was observed that the sales budget was based on a narrow, inner-directed perspective, almost looking away from important environmental driving forces such as competitors and customers. The findings also showed that individuals involved in the sales budgeting process behaved opportunistically, influencing the budgetary process and outcomes. Theoretical and normative implications are highlighted.     

Using item-specific instructional information in achievement modeling

The problem of detecting instructional sensitivity (item basis) in test items is considered. An illustration is given which shows that for tests with many biased items, traditional item bias detection schemes give a very poor assessment of bias. A new method is proposed instead. This method extends item response theory (IRT) by including item-specific auxiliary measurement information related to opportunity-to-learn. Item-specific variation in measurement relations across students with varying opportunity-to-learn is allowed for.This paper was presented at the 1987 AERA meeting in Washington, DC. This research was supported by grant OERI-G-86-003 from the Office of Educational Research and Improvement, Department of Education. The author thanks Michael Hollis and Chih-fen Kao for valuable research assistance, and appreciates valuable comments made by an anonymous reviewer.     

Ear asymmetries in dichotic listening tasks which increase in difficulty

Accuracy and laterality of ear preference in repeating 2, 3 and 4 word pairs (WP) of dichotic stimuli in English and French were determined in 80 right-handed subjects (anglophone/francophone, male/female), who were tested in both their native language (L1) and nonnative language (L2). Relative performance accuracy decreased as a function of word pairs per trial (from 2 to 4) as well as language (from L1 to L2). Right-lateral preference in turn increased as a function of WP (from 2 to 4) as well as language (L1 to L2). Right-ear advantage (REA) in L2 decreased as a function of language proficiency (low to high). REA was observed in over 90% of subjects. A rationale for greater lateralization of L2 performance is offered.     

Observing responses maintained by conditional discriminative stimuli.

In a conditional discrimination procedure, pigeons' observing responses were analyzed to examine whether two color stimuli (blue or red), conditionally related to whether each of two line stimuli (vertical or horizontal) accompanied reinforcement or nonreinforcement, functioned as conditioned reinforcers. If a variable-interval (VI) 10-s requirement was fulfilled, an observing response produced onset of a color stimulus. A little later, a line stimulus was presented independently of responding, added to the color stimulus to form a compound stimulus. If 55 s elapsed with a response not having occurred either through 55 s or after the variable-interval 10-s had timed out, one of the color-line compound stimuli was presented independently of responding. To control for sensory reinforcement effects and for earlier entrance to the later link, a simple discrimination procedure also was conducted in which reinforcement was not correlated with the color stimuli but with the line stimuli only. As in the conditional discrimination, the observing response also could produce earlier presentation of blue or red. The observing response occurred more frequently during the conditional discrimination than during the simple discrimination. The results were related to different theoretical accounts of conditioned reinforcement, particularly the information hypothesis.     

The effect of negative stimulus presentations on observing-response rates

Theories of observing differ in predicting whether or not a signal for absence of reinforcement (S−) is capable of reinforcing observing responses. Experiments in which S− was first removed from and then restored to the procedure have yielded mixed results. The present experiments suggest that failure to control for the direct effect of presenting S− may have been responsible. Pigeons and operant procedures were used. Experiment 1 showed that presentations of S−, even when not contingent on observing, can raise the rate of an observing response that was reinforced only by presentations of a signal (S+) that accompanied a schedule of food delivery. Experiment 2 showed that this effect resulted from bursts of responding that followed offsets of S−. Experiment 3 showed that, when the presence of S− was held constant, lower rates occurred when S− was dependent on, rather than independent of, observing. These results support theories that characterize S− as incapable of reinforcing observing responses.     

A note on the computation of the second-order derivatives of the elementary symmetric functions in the rasch model

Jansen (1984) gave explicit formulas for the computation of the second-order derivatives of the elementary symmetric functions. But they are only applicable to those pairs of items which have unequal parameters. It is shown here that for equal parameters similar explicit formulas do exist, too, facilitating the application of the Newton-Raphson procedure to estimate the parameters in the Rasch model and related models according to the conditional maximum likelihood principle.The author wishes to thank the reviewers for their helpful comments on an earlier draft of this paper.     

Acquisition and retention of gestures by apraxic patients

The purpose of this study was to examine whether apraxic-aphasic patients with parietal lesions had difficulty learning lists of gestures and whether the performance deficits they displayed resulted from an inability either to consolidate this information in memory or to retrieve the information once stored. The findings indicate that apraxic-aphasic patients do have difficulty acquiring lists of gestures. This inability to reproduce gestural information was not associated with a retrieval disorder, but instead the apraxic-aphasic subjects could not consolidate the information in memory.     

Le médecin expert confronté aux confidences de la personne expertisée

During an expertise, if the expert “discovers” or is entrusted with information concerning an offence, should he report it to the authorities? Could the expert be sanctioned in the absence of denunciation of a tort or criminal act? The answer will be nuanced on a case-by-case basis. The expert confronted with the revelation of a crime or misdemeanor must decide in good conscience what he reveals in his report, or even report it to the prosecution.     

Rapport-building: Chat versus in-person witness interviews

Tactics recommended for rapport-building consist of verbal (e.g., finding common ground or shared experiences) and non-verbal (e.g., affirmations, displaying empathy) behaviours. Most of the research on rapport, however, has examined it in in-person contexts, where both verbal and non-verbal behaviours are present. In this study, we were interested in the effectiveness of rapport-building when conducting online witness interviews via chat, which de-emphasises the use non-verbal rapport behaviours, compared to traditional in-person interviews. Participants (N = 131) experienced a virtual reality (VR) scenario depicting a mock crime and were interviewed either in person or online via the chat function in Skype. Participants perceived rapport more positively when interviewed in person for three measures: attentiveness, trust and respect and expertise. Two other measures, cultural similarity and connected flow, were not perceived differently across interview medium. Participants interviewed online via chat disclosed similar amounts of crime-related information and were just as accurate as participants interviewed in person. We found that in-person interviews yielded better rapport ratings than interviews via chat but were equally productive in terms of the quality of information obtained, as measured by crime-related details and accuracy. If witnesses are to be interviewed via chat, investigators must carefully consider how to compensate for the lack of those non-verbal rapport tactics that influence witnesses' perceptions of attentiveness, trust/respect and investigator's expertise.