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1.
Karen M. Peesker Lynette J. Ryals Gregory A. Rich Susan E. Boehnke 《Journal of Personal Selling & Sales Management》2019,39(4):319-333
AbstractThis 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. 相似文献
2.
Anthony J. Cuvo Paula K. Davis Mark F. O'Reilly Brenda M. Mooney Ruth Crowley 《Journal of applied behavior analysis》1992,25(2):477-489
We assessed whether written task analyses would serve as textual prompts for performing functional tasks by persons with mild disabilities. Several variables that could influence the effectiveness of textual prompts to promote stimulus control were examined across four groups. A consistent finding was that written specific task analyses combined with end-of-trial performance feedback were effective for promoting the acquisition and generalization of several tasks. Performance transferred immediately to natural discriminative stimuli when the written task analyses and feedback were withdrawn for most tasks and participants. For 2 participants, transfer of stimulus control was accomplished by prompt fading, using individualized written task analyses either with or without performance feedback (Group 1). When feedback was not provided, the effectiveness of written specific task analyses was inconsistent across groups. In contrast to the controlling effects of written specific task analyses, written generic task analyses, which specified only major task outcomes, when combined with performance feedback (Group 1) did not control responding. Overall, this research demonstrated the effectiveness of written specific task analyses and performance feedback to promote stimulus control for persons with mild disabilities. 相似文献
3.
MATS FREDRIKSON 《Scandinavian journal of psychology》1992,33(1):68-73
Blood pressure reactivity and passive behavioral tasks was studied in patients with mild essential hypertension and normotensive controls. The passive condition included 10 presentations of a 6 sec, 78 dB, 1000 Hz tone without any response requirements. In the active condition subjects were given an additional 10 tone presentations and asked to press a push-button at tone termination. The absolute and percent increase in systolic blood pressure from rest was greater in hypertensives than normotensives in response to the active condition but similar to the passive condition. It is concluded that patients with hypertension compared to normotensive controls show exaggerated blood pressure reactivity to tasks involving active but not passive coping efforts. Since the tasks used to induce active and passive coping in the present study were identical apart from coping requirements, the notion that the activity dimension in and of itself modulates reactivity differences between patients and controls is supported. 相似文献
4.
ROLAND GUSTAFSON 《Scandinavian journal of psychology》1992,33(1):80-85
Thirty-six women participated in an experiment exploring whether alcohol intoxication facilitates yielding to social persuasive information. Subjects were randomly assigned to either an Alcohol, a Placebo, or a Control Group. The alcohol dose was 1.0 ml of 100% alcohol/kg body weight. Subjects first estimated the length of a line and were then given faked feedback from either a male or a female peer reference group. This procedure was repeated 60 times. Analyses indicated that the Placebo group yielded more often than the Alcohol group irrespective of type of feedback. A measure of locus of control indicated no significant mean differences as a function of alcohol group but correlations between externality and yielding were strong for placebo subjects, that is, externally oriented placebo subjects yielded more than internally oriented placebo subjects. This was discussed in terms of feelings uneasiness caused by the discrepancy between feelings of intoxication and information about drink content. 相似文献
5.
When a judgment task evokes unbiased estimates (i.e. the errors in individual judgments are distributed randomly around the true value), mathematical aggregation of individual estimates, even by a simple arithmetic mean, often will outperform all group members. However, when a task evokes biased estimates, mathematical aggregation does not perform so well. In this study, simulated data were accumulated to specify the expected' accuracy of mathematical aggregation relative to the accuracy of observed judgment of individual group members under varying conditions of task bias. Three types of judgment tasks were employed: (1) single-estimate, holistic tasks, (2) multiple-estimate, ranking tasks, and (3) multi-cue, decomposed tasks. Findings indicated across all task types that a large percentage of judgment-making group estimates formed strictly by computing the arithmetic mean of individual estimates performed better than their most capable members when a judgment task evoked little or no bias, a result particularly pronounced for ranking tasks. When the task was more greatly bias-evoking, a large percentage of parallel groups performed more poorly than average (or median) members, again a pattern more starkly evident for ranking tasks. These results suggest that the extent to which a judgment task evokes bias in a population of prospective group members is an important explanatory variable deserving much greater attention in the study of group performance. For example, an assertion about the efficacy of a particular group intervention based on a reliable demonstration of group performance as accurate as the most capable members may be unfounded when a task evokes no bias, since the baseline standard under such conditions should be much higher. By selecting tasks and populations that jointly produced highly biased estimates, researchers can lower the performance floor enough to detect (with reasonably small samples of groups) experimental effects should they occur. 相似文献
6.
This article contains detailed reviews of 13 computerized neuropsychological and performance test batteries and six stand-alone computer tests. Tasks found on these instruments are described and tables illustrate which batteries employ which measures. In addition to issues of reliability and validity, special considerations apply to computerized assessment. These issues are discussed and readers are provided information to help them assess computerized tests in relation to their particular clinical and research needs. Since many computerized tests were developed as performance assessment tools, the relationship between performance and neuropsychological assessment is examined. 相似文献
7.
This paper examines the effect of spectators on women’s football games. COVID-19 and related restrictions provide a unique opportunity with an adequate sample size to test the effect of lockdown on sports activities. Studies have recently exploited this opportunity for men’s football to better understand the potential causes of home advantage and, more specifically, assess the psychological consequences when matches are played without supporters. Despite the increased scientific interest, there was only one paper that focused on women’s football. Therefore, we aim to contribute to this research field by considering matches from four major European women’s football leagues. The findings suggest that for three of these leagues, lockdown has a statistically significant effect on the sanctioned yellow cards by either reducing the number of yellow cards sanctioned to the away teams or increasing the number of yellow cards sanctioned to the home teams. Nonetheless, lockdown does not affect any final match outcomes; therefore, it does not significantly affect the magnitude of home advantage for women’s games. 相似文献
8.
9.
《Behavior Therapy》2023,54(3):572-583
People with social anxiety disorder (SAD) use different types of safety behaviors that have been classified as avoidance vs. impression management. The current study investigated differences in safety behavior subtype use in 132 individuals with principal diagnoses of social anxiety disorder (SAD, n = 69), major depressive disorder (MDD, n = 30), and nonpatient controls (n = 33) across two social contexts: an interpersonal relationship-building task (social affiliation) and a speech task (social performance). We examined whether diagnostic groups differed in safety behavior subtype use and whether group differences varied by social context. We also explored relationships between avoidance and impression management safety behaviors, respectively, and positive and negative valence affective and behavioral outcomes within the social affiliation and social performance contexts. Safety behavior use varied by diagnosis (SAD > MDD > nonpatient controls). The effect of diagnosis on impression management safety behavior use depended on social context: use was comparable for the principal SAD and MDD groups in the social performance context, whereas the SAD group used more impression management safety behaviors than the MDD group in the social affiliation context. Greater use of avoidance safety behaviors related to higher negative affect and anxious behaviors, and lower positive affect and approach behaviors across contexts. Impression management safety behaviors were most strongly associated with higher positive affect and approach behaviors within the social performance context. These findings underscore the potential value of assessing safety behavior subtypes across different contexts and within major depression, in addition to SAD. 相似文献
10.