Levels of analysis and sources of data in sales research: a multilevel-multisource review

Sales researchers are increasingly adopting a multilevel-multisource (MLMS) approach to answer many key questions involving sales managers, salespeople and customers. MLMS research involves the acquisition and analysis of data collected from two or more sources pertaining to multiple hierarchical levels and presents a number of opportunities and challenges for sales researchers to consider. The authors highlight the benefits and the drawbacks of MLMS research and describe various approaches for implementing an MLMS collection and analysis. Additionally, a review of the MLMS studies conducted in the sales domain is provided which summarizes and delineates relationships tested in the extant literature. Based on this review, the authors advance a number of underdeveloped areas of research where MLMS approaches can be applied to further the understanding of the dynamic conditions that typify sales research.     

A taxonomic foundation for evidence-based research on employee performance management

This study presents a taxonomic foundation for research on employee performance management practices based on a comprehensive review of the literature (198 articles and book chapters). The taxonomy consists of 50 practices organized within seven topic categories, including an evaluation of the amount of research evidence supporting each practice. This taxonomic foundation facilitates the aggregation, integration, interpretation, and explanation of performance management research based on a role-theoretic perspective derived from the behavioural approach to strategic human resource management. The proposed direct-linkage path model shows how this taxonomic foundation ties performance management practices to behaviours and results. We build on this Practice – Behaviour – Results (PBR) critical path model with moderators and mediators based on cognitive and social factors identified in the extensive previous research. This PBR model provides a foundation for orderly and structured growth for future research that will enhance the connection between research and improved organizational practices in performance management, as well as a guide to best practices in performance management.     

A medical records managing and securing blockchain based system supported by a Genetic Algorithm and Discrete Wavelet Transform

The privacy of patients is jeopardised when medical records and data are spread or shared beyond the protected cloud of institutions. This is because breaches force them to the brink that they start abstaining from full disclosure of their condition. This type of condition has a negative effect on scientific research, patients and all stakeholders. A blockchain-based data sharing system is proposed to tackle this issue, which employs immutability and autonomy properties of the blockchain to sufficiently resolve challenges associated with access control and handle sensitive data. Our proposed system is supported by a Discrete Wavelet Transform to enhance the overall security, and a Genetic Algorithm technique to optimise the queuing optimization technique as well. Introducing this cryptographic key generator enhances the immunity and system access control, which allows verifying users securely in a fast way. This design allows further accountability since all users involved are already known and the blockchain records a log of their actions. Only when the users’ cryptographic keys and identities are confirmed, the system allows requesting data from the shared queuing requests. The achieved execution time per node, confirmation time per node and robust index for block number of 0.19 s, 0.17 s and 20 respectively that based on system evaluation illustrates that our system is robust, efficient, immune and scalable.     

The Name Game: How Naming Products Increases Psychological Ownership and Subsequent Consumer Evaluations

Naming products is quite prevalent in American culture; however, we are not aware of any consumer research that explores the effects of this phenomenon. Across three studies, we demonstrate that when consumers name products, their evaluations of those products increase (e.g., attitudes, purchase intentions, and willingness to accept). We find that name fit and creativity as well as subsequent psychological ownership drive this effect. We also demonstrate that the naming effect is quite robust—replicating across multiple products, presentation formats, and populations as well as persisting over time. These results contribute to consumer research by opening up a new substantive line of inquiry into the effects of naming products.     

Implementation Intentions,Information, and Voter Turnout: An Experimental Study

Are citizens more likely to vote when they are asked to make plans about how they will cast their ballots? Such planning—typically described as “implementation intentions”—has been shown to increase many types of desirable behaviors, including exercising and healthy eating, receiving vaccinations, physical rehabilitation, and recycling. Important earlier work in political science suggests voter turnout can also be influenced by implementation intention interventions, whereby electors are prompted to “make a plan” to vote (Nickerson & Rogers, 2010 ), though this finding has gone largely unreplicated. At the same time, elections management bodies (EMBs) in many contexts regularly conduct informational campaigns in the period leading up to elections, though little is known about the effects of such efforts upon turnout. Using data from an online experiment conducted at the time of the 2015 Canadian Federal Election, we demonstrate that implementation intention interventions can improve voter turnout but that this effect is conditional upon electors being exposed to informational materials about how to vote in the election. When survey respondents were provided with information on voting requirements and methods, and then prompted with questions forcing them to contemplate the act of casting their ballots, we observe a sizable increase in turnout rates.     

Weak Consistency for Ensuring Priority Vectors Reliability

Consistency and transitivity are important and leading research topics in the study of decision‐making in terms of pairwise comparison matrices. In this paper, we search for conditions that, in case of inconsistency, guarantee ordinal compatibility between ordinal ranking (actual ranking) derived from a transitive matrix and cardinal rankings provided by the most usual priority vectors proposed in the scientific literature. We provide the notion of weak consistency; it is a condition weaker than consistency and stronger than transitivity and ensures that vectors associated with a matrix, by means of a strictly increasing synthesis functional, provide a preference order, on the related set of decision elements, equal to the actual ranking. This notion extends, to the case in which the decision‐maker can be indifferent between two or more alternatives/criteria, weak consistency introduced in previous papers under constraint of no indifference. Finally, we introduce an order relation on the rows of the matrix, that is, a simple order if and only if weak consistency is satisfied; this simple order allows us to easily determine the actual ranking on the set of decision elements. Copyright © 2015 John Wiley & Sons, Ltd.     

Too Much of a Good Thing? Emotional Intelligence and Interpersonal Conflict Behaviors

Research suggests that the outcomes of interpersonal conflict are determined not only by the conflict itself, but also by the way in which it is handled. Confrontational and domineering tactics have been found to magnify the adverse impact of conflict. Thus, investigations of determinants of aggressive conflict management behaviors are of considerable interest. This study extends the literature by examining the relationship between conflict management preferences and conflict management behaviors and by examining how emotional intelligence (EI) shapes this preference-behavior relationship. Individuals’ conflict management preferences predicted actual conflict management behaviors. EI was found to moderate this relationship. However, some of these moderating effects run contrary to the popular view of EI as a prosocial concept. Specifically, some EI facets were found to strengthen the link between aggressive conflict management preferences and subsequent conflict management behaviors.     

When death is not a problem: Regulating implicit negative affect under mortality salience

Terror management theory assumes that death arouses existential anxiety in humans which is suppressed in focal attention. Whereas most studies provide indirect evidence for negative affect under mortality salience by showing cultural worldview defenses and self‐esteem strivings, there is only little direct evidence for implicit negative affect under mortality salience. In the present study, we assume that this implicit affective reaction towards death depends on people's ability to self‐regulate negative affect as assessed by the personality dimension of action versus state orientation. Consistent with our expectations, action‐oriented participants judged artificial words to express less negative affect under mortality salience compared to control conditions whereas state‐oriented participants showed the reversed pattern.     

Life seems different with you around: Differential shifts in cognitive appraisal in the mere presence of others for neuroticism and impression management

How does mere social presence affect cognitive processes? The extant literature has focused on the impact of social presence on cognitive resources. The present study extends this work by focusing on the positivity of cognitive appraisal. Building on recent findings it was predicted that the traits neuroticism and impression management will differentially moderate the effect, such that neuroticism will be associated with a negative shift in appraisal, and impression management with a positive shift. In an experiment, participants (N = 158) formed evaluations of life events either alone or in social presence. The results supported the predictions. The findings advance the knowledge about the effect of social presence on cognition, and about the role of personality in moderating responses in public social contexts.     

An Analysis of Feedback from a Behavior Analytic Perspective

The present paper presents a systematic analysis from a behavior analytic perspective of procedures termed feedback. Although feedback procedures are widely reported in the discipline of psychology, including in the field of behavior analysis, feedback is neither consistently defined nor analyzed. Feedback is frequently treated as a principle of behavior; however, its effects are rarely analyzed in terms of well-established principles of learning and behavior analysis. On the assumption that effectiveness of feedback procedures would be enhanced when their use is informed by these principles, we sought to provide a conceptually systematic account of feedback effects in terms of operant conditioning principles. In the first comprehensive review of this type, we compare feedback procedures with those of well-defined operant procedures. We also compare the functional relations that have been observed between parameters of consequence delivery and behavior under both feedback and operant procedures. The similarities observed in the preceding analyses suggest that processes revealed in operant conditioning procedures are sufficient to explain the phenomena observed in studies on feedback.