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。     

Collective self-legislation as an Actus Impurus: a response to Heidegger’s critique of European nihilism

Heidegger’s critique of European nihilism seeks to expose self-legislation as the governing principle of central manifestations of modernity such as science, technology, and the interpretation of art as aesthetics. Need we accept the conclusion that modern constitutional democracies are intrinsically nihilistic, insofar as they give political and legal form to the principle of collective self-legislation? An answer to this question turns on the concept of power implied in constituent and constituted power. A confrontation of the genealogies of modern subjectivity proposed by Heidegger and Blumenberg suggests that there is indeed a metaphysical core to the concept of constituent power developed by various political theorists, including Schmitt and Habermas. By contrast, closer consideration of the paradoxical relation between constituent and constituted power illuminates the ambiguity of collective self-legislation, which means both enactment of a legal order by a collective self and the enactment of a collective self by a legal order. To the extent that constitutional democracies are a way of preserving rather than dissolving this ambiguity, they imply an interpretation of power and human finitude that parries the charge of nihilism.     

权力对控制错觉的影响

本研究采用实验法探讨了权力及其合理性对控制错觉的影响。结果发现:（1）权力启动会对控制错觉产生影响,即相较于低权力,高权力会导致个体产生高估的控制错觉;（2）权力的合理性与权力水平在控制感上存在交互效应,即权力关系合理时,高权力导致高估的控制错觉,而权力关系不合理时,低权力导致高估的控制错觉。这表明控制错觉会受到动态的基于情境的权力关系以及权力合理性的影响。     

权力感知对怀旧偏好的影响机制

作者考察了权力感知对消费者怀旧偏好的影响及其心理机制。通过3个实验, 作者发现低权力者比高权力者更加偏好怀旧产品或怀旧品牌, 而寻找生活意义的动机在该影响过程中起中介作用。具体而言, 权力的缺失导致个体认为自己的生活缺乏意义, 进而激发出寻找生活意义的动机。由于怀旧可以通过回忆有意义的事件和提供社会支持两条途径来帮助个体重拾生活意义, 因此低权力的消费者倾向于进行怀旧消费。这一研究发现进一步丰富了现有的权力和怀旧文献, 并对怀旧营销的设计具有重要的实践指导意义。     

生命伦理学:权力与不公正--在第六届国际生命伦理学大会的致辞

在现代生命伦理学的讨论中,主要关注的是改造医患关系中的权力关系。通过强调人权和对个人尊严的尊重,对脆弱人群授予权利已经达到。然而,在卫生保健中,权力的不平衡依然普遍存在。这在相当程度上与对社会不公正的关注不够有关。那种权力的不平衡加之新的权力形式的发展,例如,通过新的遗传生物技术,产生了对日益增长的社会不公的恐惧与忧虑。由此,扩展与公共卫生有关的伦理学讨论将受到关注。政治哲学研究也需要变为改造国际权力关系和改善人口健康。     

Plato's Child and the Limit-Points of Educational Theories

This paper analyzes how the figure of the childhas been used to authorize a series ofboundaries that have constituted thelimit-points of educational theories orphilosophies. Limit-points are the conceptualboundaries that educational theories produce,move within, respond to, and make use ofbecause the perception is that they cannot beargued away or around at the time. A method ofcomparative historico-philosophy is used tocontrast limit-points in Platonic figurationsof the child and education with childcenteredand eugenic theories of the late nineteenth andtwentieth century West. The figuration of thechild in both periods is imbricated in formingboundaries around a power-motion-reason nexusand in delineating what necessity and justicemean. The meaning-space that the child canoccupy in relation to such concepts has shiftedwith them and has been important to depictingUtopian and cosmological imaginings atdifferent historical moments and forauthorizing in turn what counts as anappropriate and/or realistic educationalphilosophy.     

Self-Perceptions of Comparative Power and Worth in Three Generational Families

This study focused on the extent to which self-perceptions of power and worth differed across members of three-generational families as they compared themselves with other family members. It was hypothesized that self evaluations of worth would show more stability than self evaluations of power in such comparisons. There was support for this hypothesis. Differences regarding self evaluations of power according to gender and generation were also examined. The rank order, from lowest to highest, of perceived comparative power was: female adolescent grandchildren, grandmothers, mothers, male adolescent grandchildren, grandfathers, and fathers. Implications of findings for family therapists are described.     

Cognitive therapy and social power

This paper addresses the capacity of cognitive therapy to engage with issues of social power. Some indicators of ‘power‐sensitised counselling’ are proposed and these are discussed with reference to cognitive therapy. ‘Power‐sensitised counselling’ for the purposes of this paper is described as counselling that takes account of power differentials, both across society and within the counselling room. The paper opens a discussion about the potential developments of cognitive therapy that could facilitate an engagement with issues of social power. The significance of these issues for research into cognitive therapy is discussed.     

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.