Manager–salesperson congruence in customer orientation and job outcomes: The bright and dark sides of leadership in aligning values

To create customer-oriented organizations, managers are often asked to promote a values-based vision. Yet, many managers struggle with transferring their values to employees making strategic value changes difficult. Despite this challenge, research has yet to demonstrate how managers effectively align values within the sales force, or the impact alignment has on job outcomes. Therefore, we develop and empirically test a conceptual framework to examine the role of transformational leadership in aligning salesperson customer orientation (CO) values. We find that transformational leadership is a strong mechanism in creating perceived value congruence, yet may have a surprising dark side. Results suggest that transformational managers achieve congruence by raising or, contrary to conventional wisdom, lowering salesperson CO values to meet the perceived values of the manager. Response surface modelling results support the importance of perceived manager values. Customer-oriented salespeople have higher job satisfaction and sales performance when they perceive their manager to also have high CO. When values are misaligned, job satisfaction increases more for low CO salespeople as perceptions of manager CO increase. Exploratory findings show that performance was higher under situations of perfect alignment but also under severe misalignment suggesting that values generate performance under complementary or supplementary conditions.     

严重脓毒症与免疫功能障碍

脓毒症多呈现典型的促炎效应和抗炎反应,并与获得性免疫功能障碍同时出现,且免疫细胞中超过80％的基因表达发生改变。由于单核／巨噬细胞细胞因子谱的改变、主要组织相容性复合体Ⅱ类抗原（MHCⅡ）及共刺激分子表达下降以及树突状细胞的凋亡,诱发细胞免疫功能下降;中性粒细胞活性降低和补体系统的激活,又增加感染易感性。T淋巴细胞表现...     

Long-term response-stimulus associations can influence distractor-response bindings

Strong associations between target stimuli and responses usually facilitate fast and effortless reactions. The present study investigated whether long-term associations between distractor stimuli and responses modulate behavior. In particular, distractor stimuli can affect behavior due to distractor-based stimulus-response retrieval, a phenomenon called distractor-response binding: An ignored stimulus becomes temporarily associated with a response and retrieves it at stimulus repetition. In a flanker task, participants ignored left and right pointing arrows and responded to a target letter either with left and right (strongly associated) responses or with upper and lower (weakly associated) responses. Binding effects were modulated in dependence of the long-term association strength between distractors and responses. If the association was strong (arrows pointing left and right with left and right responses), binding effects emerged but only in case of compatible responses. If the long-term association between distractors and responses was weak (arrows pointing left and right with upper and lower responses), binding was weaker and not modulated by compatibility. In contrast, sequential compatibility effects were not modulated by association strength between distractor and response. The results indicate that existing long-term associations between stimuli responses may modulate the impact of an ignored stimulus on action control.     

Relevance drives attention: Attentional bias for gain- and loss-related stimuli is driven by delayed disengagement

Attentional bias to gain- and loss-related stimuli was investigated in a dot-probe task. We used coloured stimuli that had acquired their valence during the experiment by signalling the chance to either win or lose points in a game task. Replicating previous findings with the additional singleton paradigm, we found attentional bias effects for both gain- and loss-related colours. The effects were due to delayed disengagement from valent stimuli, especially if they were positive, and could not be explained by nonattentional processes like behavioural freezing. Our findings suggest that stimuli signalling opportunities and dangers hold attention, supporting a general motivational relevance principle of the orienting of attention.     

Stimulus control of differential-reinforcement-of-low-rate responding

Five pigeons were given single-stimulus training on an 8-sec differential-reinforcement-of-low-rate schedule followed by steady-state generalization training using 12 wavelength stimuli. Three birds had a high percentage of reinforced responses on the training schedule and flat generalization gradients of total responses. The birds with fewer reinforced responses had much steeper generalization gradients. Generalization gradients plotted as a function of both stimulus wavelength and interresponse time showed that for most birds, stimulus control was restricted to responses with long interresponse times. Responses with very short interresponse times were not under stimulus control and there was some evidence of inhibitory control of short interresponse times. Interresponse-times-per-opportunity functions, plotted as a function of stimulus wavelength, showed that stimulus wavelength controlled the temporal distribution of responses, rather than the overall rate of response. The data indicate that the differential-reinforcement-of-low-rate schedule generates several response categories that are controlled in different ways by wavelength and time-correlated stimuli, and that averaging responses regardless of interresponse-time length obscures this control.     

Consequences of Ignoring Guessing Effects on Measurement Invariance Analysis

Pseudo-guessing parameters are present in item response theory applications for many educational assessments. When sample size is not sufficiently large, the guessing parameters may be ignored from the analysis. This study examines the impact of ignoring pseudo-guessing parameters on measurement invariance analysis, specifically, on item difficulty, item discrimination, and mean and variance of ability distribution. Results show that when non-zero guessing parameters are ignored from the measurement invariance analysis, item discrimination estimates tend to decrease particularly for more difficult items, and item difficulty estimates decrease unless the items are highly discriminating and difficult. As the guessing parameter increases, the size of the decrease in item discrimination and difficulty tends to increase, and the estimated mean and variance of ability distribution tend to be inaccurate. When two groups have heterogeneous ability distributions, ignoring the guessing parameter affects the reference group and the focal group differently. Implications of result findings are discussed.     

Assessing potential reinforcement-like effects of brief stimuli unrelated to food reinforcers

It is widely assumed that reinforcers are biologically relevant stimuli, or stimuli that have been associated with biologically relevant stimuli. However, brief, arbitrary stimuli have also been reported to have reinforcement-like effects, despite being unrelated to biologically relevant stimuli like food. The present study explored the potential reinforcement-like effects of brief stimuli across 5 experiments. In Experiments 1 through 4, pigeon subjects responded for food reinforcement and brief stimulus presentations in a 2-component multiple schedule. Neither baseline response rates nor resistance to change during disruption tests were systematically greater in a component with versus without brief stimulus presentations. Increasing the rate and duration of brief stimulus presentations in Experiment 4 did not reveal reinforcement-like effects when compared directly with food. In Experiment 5, pigeons chose between independent terminal links in a concurrent-chains procedure. Across conditions, varying the location, duration, and rate of brief stimulus presentations in the terminal links had no systematic effects on preference. In contrast, varying rates of food reinforcers resulted in large and reliable shifts in preference. Therefore, the present study found no systematic evidence that brief stimuli unrelated to food reliably increase response rates, resistance to change, or preference. These data demonstrate the value of systematic replication, and a behavioral momentum approach to assessing potential reinforcement-like effects.     

Investigating a process model for leader affective presence,interpersonal emotion regulation,and interpersonal behaviour in teams

Leader affective presence is the tendency of leaders to elicit feelings that are consistent among other individuals, and has been supported as a relevant personality trait for understanding teamwork. Drawing on a model that integrates personality and emotion regulation, this study aimed to expand research on affective presence by proposing team members’ perceptions of leader interpersonal emotion regulation as a process that explains how leader affective presence is related to team member behaviour. In the model, teamness—the perception that interdependence and reflexivity are required in the team—is presented as a boundary condition to the effects of affective presence via emotion regulation. Results of a study conducted with 99 teams showed that team member ratings of leader positive affective presence were linked to their perceptions that leaders had used affect-improving emotion regulation which in turn was associated with greater team citizenship behaviour. Contrariwise, team member ratings of leader negative affective presence were associated with perceived use of affect-worsening emotion regulation by leaders which in turn was associated with lower levels of team citizenship, but only when teams were low in teamness. These findings contribute to understanding how leaders’ individual differences are related to teamwork through affective processes.