Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance

This research is the first to examine the effect of “grit” – defined here as perseverance in pursuit of long-term goals – on salesperson performance and job satisfaction in a business-to-business (B2B) sales context. While more commonly studied in the psychology and education literatures, grit has heretofore been underexplored in sales research, a notable omission given its importance in predicting performance outcomes across multiple domains. In response, we demonstrate that gritty salespeople perform better and enjoy greater job satisfaction than their less gritty counterparts. Moreover, we show that competitiveness and self-efficacy help to develop grit and reveal important moderating effects; grit is highest when salespeople are self-efficacious and socially astute. Moreover, the results also suggest that need for power attenuates the positive effect of grit on performance, revealing a potential “dark side” of grit. We then provide some future research ideas involving grit in an effort to encourage further exploration of this construct in sales research. Finally, we conclude by offering cautions to future researchers as they decide whether to examine this interesting construct in a sales context.     

威权领导对员工沉默行为的影响:一个有调节的中介效应模型

采用249对领导与员工的配对数据,考察了威权领导对员工沉默行为的影响,以及情感信任的中介作用和权力距离的调节效应。结果表明：（1）威权领导对员工沉默行为有正向影响;（2）员工对上司的情感信任在威权领导与沉默行为之间起完全中介作用;（3）员工权力距离导向对威权领导与情感信任之间关系具有调节作用,权力距离导向越高,威权领导对情感信任的影响越低;（4）进一步地,权力距离导向还调节着情感信任对威权领导与沉默行为的中介效应,即存在有调节的中介效应。     

Determinants of a Negotiator's Initial Opening Offer

Although the initial offer is a crucial aspect in the process of most negotiations, there is still a complete lack of empirical evidence on what underpins initial offer decisions. For this reason, the effects of different reference points on the negotiator's initial offer were examined in this study. Results from a sample of 596 managers indicate that knowledge of the opponent's best available alternative, or (Best Alternative To a Negotiated Agreement BATNA), is by far the strongest determinant. Criteria of fairness, as reflected in an estimated market price, are also important. However, awareness of the dependency of the other party has no direct effect on the initial offer. Apparently, negotiators define the negotiation game as the management of interdependency in an extremely egocentric way and base their opening offers largely on cues regarding the power structure within the dyad.     

力量的缺失:新西兰、中国卫生改革比较

通过近年来中国、新西兰两个国家卫生政策的变迁过程,在理顺当下卫生政策变迁的主要原因解释的基础上,从利益结构的平衡、力量缺失的视角来分析形成中国、新西兰卫生政策改革不同过程的原因.     

The physiology of women’s power motive: Implicit power motivation is positively associated with estradiol levels in women

This study examined the relationship between implicit power motivation (n Power) and salivary estradiol in women. Forty participants completed the Picture Story Exercise, a measure of n Power, and salivary estradiol levels from two saliva samples were determined with radioimmunoassay. We found that n Power was positively associated with estradiol levels. The positive correlation between n Power and estradiol was stronger in single women and women not taking oral contraceptives than in the overall sample of women. These findings replicate those of Stanton and Schultheiss (2007), giving further credence to the argument that women’s dominance striving is positively associated with their endogenous estradiol levels and that both social and biological factors influence the nature of that association.     

The influence of temporal resolution power and working memory capacity on psychometric intelligence

According to the temporal resolution power (TRP) hypothesis, higher TRP as reflected by better performance on psychophysical timing tasks accounts for faster speed of information processing and increased efficiency of information processing leading to better performance on tests of psychometric intelligence. An alternative explanation of individual differences in psychometric intelligence highlights individual differences in working memory (WM) capacity which has been found to be closely associated with psychometric intelligence. A latent variable approach was applied on the data of 200 participants ranging in age from 18 to 30 years and spanning a large range of levels of psychometric intelligence. Functional relationships were examined among TRP, WM capacity, as well as reasoning and speed of processing as two important aspects of psychometric intelligence. As predicted by the TRP hypothesis, the relation between TRP and psychometric intelligence was mediated by WM capacity supporting the view that higher TRP leads to better coordinated mental operations which, in turn, result in higher psychometric intelligence. The results are discussed against the background that WM capacity and psychometric reasoning are hardly dissociable from each other and that the specific factors limiting WM capacity and accounting for the mediation effect need to be identified in future research.     

On Coffee Talk and Break-Room Chatter: Perceptions of Women Who Gossip in the Workplace

ABSTRACT

The present study examined perceptions of female gossipers in the workplace. Male and female participants (N = 129) were asked to think of a woman who either frequently or rarely contributed negative information about other people during conversation. Participants then completed ratings on the target using the six dimensions of the FIRO-B. As predicted, high gossipers were perceived as having a greater need to exert control of others, but less need for others to control them, than low gossipers. Higher gossipers were also perceived as less emotionally warm than low gossipers. The implications of these findings for gossip research are presented.     

The role of subjective group memberships and perceptions of power in industrial conflict

A survey conducted with university academics (N = 187) investigated self‐reported behaviour, explanations, social identification and perceptions of power during a period of industrial disputation. The results point to the importance of subjective experience of group memberships rather than overt group memberships in understanding behaviour and perceptions of power during industrial conflict and demonstrate very little support for the idea that industrial action or inaction reflects coerced behaviour. Copyright © 2001 John Wiley & Sons, Ltd.     

Eating Behaviors Which May Lead to and Perpetuate Anorexia Nervosa,Bulimarexia, and Bulimia

No abstract available for this article.     

平均数差异显著性检验统计检验力和效果大小的估计原理与方法

该文以平均数差异显著性检验为例,对实验数据进行假设检验后,继续对其统计检验力和效果大小进行估计的基本原理和方法作一介绍。