A qualitative study of leader behaviors perceived to enable salesperson performance

Abstract

This study builds on and extends previous sales leadership research by exploring sales professionals’ perceptions of effective leadership behaviors. Semistructured interviews with both sales leaders and salespeople working in a global enterprise software company were examined through a qualitative analysis. Results indicated that participants believed sales leadership played an important role in influencing sales performance. When asked to describe specific sales leader behaviors that best enable salesperson performance, sales professionals – both sales leaders and salespeople – overwhelmingly referenced coaching, followed by collaborating, championing, and customer engaging. We define and describe these four key sales leader behaviors and identify four potential mediating variables (trust, confidence, optimism, and resilience), from which emerges a conceptual framework of sales leader behaviors perceived to enable salesperson performance. We examine these four key sales leader behaviors and mediators in the broader context of leadership theory, particularly transformational, servant, authentic, and adaptive leadership theories. The key contribution of this study is the identification of a set of leader behaviors that are likely to be especially effective in modern sales organizations given that they originated from the perceptions of sales professionals themselves.     

依恋对象回应方式对不同依恋类型幼儿支持提供预期修正的影响

依恋对象的敏感性回应是儿童安全依恋发展的重要前因。研究采用改编版依恋预期范式考察实时互动情境中依恋对象确定性和概率性回应对幼儿支持提供预期及预期修正的影响。结果发现：相对不安全型依恋幼儿,初始预期中安全型幼儿更多预期依恋对象会向依恋者提供支持;幼儿能够基于依恋对象的确定性和概率性回应一致地修正对该对象是否提供支持的预期。同时,低水平回应对幼儿预期修正的影响高于高水平回应。研究表明5岁左右幼儿能够基于实时互动中依恋对象的回应信息修正其对该依恋对象的预期,这对理解幼儿依恋表征的发展具有重要启示。     

Stolen elections: How conspiracy beliefs during the 2020 American presidential elections changed over time

Conspiracy beliefs have been studied mostly through cross-sectional designs. We conducted a five-wave longitudinal study (N = 376; two waves before and three waves after the 2020 American presidential elections) to examine if the election results influenced specific conspiracy beliefs and conspiracy mentality, and whether effects differ between election winners (i.e., Biden voters) versus losers (i.e., Trump voters) at the individual level. Results revealed that conspiracy mentality kept unchanged over 2 months, providing first evidence that this indeed is a relatively stable trait. Specific conspiracy beliefs (outgroup and ingroup conspiracy beliefs) did change over time, however. In terms of group-level change, outgroup conspiracy beliefs decreased over time for Biden voters but increased for Trump voters. Ingroup conspiracy beliefs decreased over time across all voters, although those of Trump voters decreased faster. These findings illuminate how specific conspiracy beliefs are, and conspiracy mentality is not, influenced by an election event.     

Developing the social identity theory of leadership: Leader agency in leader group prototypicality

The social identity theory of leadership is a unique perspective in leadership research in capturing how responses to leadership are informed by how the leader is perceived through the lens of the group identity shared by leaders and followers. I review the theory in broad strokes to make the case that a particularly valuable future development of the theory is to complement the theory's emphasis on group member (follower) perceptions of leader group prototypicality, the extent to which the leader is perceived to embody the group identity, with theory and evidence speaking to leader agency in influencing such perceptions.     

场依存性与独立性认知方式对视动错觉的影响

为探讨认知方式对视动性错觉的影响,对100名男性军校学员进行了棒框测验,15名高分者和15名低分者分别作为场依存组和场独立组。每名被试随机给予一系列视动阶跃刺激(5,10,15,20,30,40,60,80,100,120度/秒),每个刺激持续20秒。记录被试视动错觉出现的潜伏期和错觉模糊量。研究结果表明:1.场依存组被试的错觉潜伏期短于场独立组,它与刺激速度呈幂函数关系,而场独立组潜伏期随刺激速度的增加呈直线下降;2.在5—120度/秒的范围内,两组被试错觉量回归成两条直线,两直线回归系数无显著性差异,而截距差别十分显著。因此,场依存性/独立性认知方式是视动错觉个体差异性的一种重要影响因素,它对军事飞行员的心理学选拔和训练有着重要的意义。     

Personality disorder correspondence between the million behavioral health inventory (MBHI) and the minnesota multiphasic personality inventory (MMPI)

The MBHI and MMPI personality disorder scales were analyzed for convergent and discriminant validity. Correlational data demonstrated that six of the eight scales were significantly related, while the remaining two scales approached significance. Further analyses of these data, however, demonstrated that none of the scales correlated significantly better with its convergent scale compared to nonconvergent scales. The MBHI classified significantly more of the sample as personality disordered (93%) compared to the MMPI personality disorder scales (17%). Furthermore, the MBHI tended to describe the sample as falling within the Anxious cluster of personality disorders, whereas the MMPI described them within the Dramatic cluster. Single scale codetype correspondence was found to be 15%, while two-point concordance was 12.5%, indicating very low congruence between personality style codetypes. These two measures do not appear to be measuring the same personality style constructs.     

Influences of character-based coping style on psychological health

This study explores the moderating effects of early adult character style on correlations between social relationships in adolescence and midlife psychological health. Participants were drawn from the ongoing longitudinal studies at the Institute of Human Development. Individuals who beat the odds of an adverse environment and those who failed to capitalize on beneficial environments were identified and compared at age 30 on the California Psychological Inventory, the Meredith-Millsap Component Scores, and the Thematic Apperception Test. Social relatedness and personal independence were characteristics at age 30 of all subjects who went on to develop good psychological health by age 50. Social relatedness was more associated with overcoming a difficult environment, while self-assurance was more associated with capitalizing on a good one.     

Structural models of psychotherapy groups and their effect on inpatients with borderline personality disorders: Patients' perceptions

This research compares the way in which various group structural models affect self-understanding, interpersonal relationships and catharsis in hospitalized patients with borderline personality disorders. Each of the models is characterized by a different combination of group focus and leadership style. Three psychotherapy groups were chosen as paradigms: the dynamic psychotherapy group; the therapeutic games group, and psychodrama group. Sixty three inpatients with borderline personality disorders participated in the study. The one-way ANOVA yielded significant differences between the group models. Results of the post-hoc t-test showed that the dynamic and the games groups were perceived by the patients as more beneficial than psychodrama.     

基层党政领导干部的人格特点与行为类型

本研究旨在系统研究基层党政领导干部的人格特点及其与行为风格的关系。采用中国人人格量表对1237名基层党政领导干部和419名对照组被试的人格特点所作比较表明,党政领导干部比对照组更外向、更善良、行事更严谨和自我克制、对人更热情,而且更注重成功和成就,但同时也更加爽直、更优柔寡断,对工作的坚定、认真程度也低于对照组,而且党政领导干部中女性化人数的比例远远高于对照组。党政领导干部的行为风格与人格特点之间也存在显著的相关。文中还对这一结果的含义及进一步研究的方向进行了讨论。