On the nature of international sales and sales management research: a social network–analytic perspective

This research uses a combination of text mining, co-word analysis, and social network analysis (SNA) to review 132 international sales and sales management (ISSM) articles published between 1980 and 2017. The study provides a unique view of the past and future of ISSM research and provides three principal contributions. First, from a social network–analytic perspective, it offers a unique examination of the ways ISSM research topics are interconnected, as reflected by keyword network structure. Second, by conducting SNA across two periods (1980–1999 and 2000–2017) and examining the changes in network centrality measures, the study offers initial insights into the evolving nature of the ISSM literature. Third, the study reports keyword network disconnections (i.e., structural holes) to propose a fruitful agenda for future ISSM research. Taken together, this research offers a current perspective of the ISSM research domain's evolving nature.     

Differences in Beliefs About Psychological Services in the Relationship Between Sociorace and One's Social Network

The roles of previous psychological service use and social network variables in beliefs about psychological services were examined with 184 college students. Having friends and family members who used psychological services, being female, and having used psychological services positively related with beliefs about psychological services. Socioracial differences in the effects of previous use of psychological services and social network variables on students’ beliefs about psychological services were found. Suggestions for ways counselors can provide support to students are discussed.     

视觉刺激探测的警觉性注意特征初探

采用"预警提示-目标探测"范式,对视觉刺激探测的警觉性注意特征进行初步探索。实验一表明,随着预备到目标刺激的时间间隔(interstimulus interval,ISI)变化,固定位置上探测目标刺激的速度也随之变化,并且对大概率刺激的探测更快,表现出了警觉性注意的稳定性和选择性特征。实验二进一步考察了目标刺激在不同ISI和不同空间位置的情况,除发现与实验一相似的结果以外,被试探测目标刺激的速度随注意视角增大而下降,表现出了警觉性注意的集中性特征。     

Selection of a Third‐Party Logistics Provider: Capturing the Interaction and Influence of Performance Metrics with the Analytical Network Process

When a business decides to outsource its logistics operations to improve its performance, the organization will need to select a third‐party logistics provider (3PL) that shares common goals and satisfies service level requirements. In this paper, we identify a set of 3PL performance measures from the perspective of the supply chain and organize them into a time‐phased format, beginning with the post production stage and continuing through the delivery of the goods to the customer distribution center. The supply chain flow is presented as a Metrics Arrow. To integrate the performance metrics (PM) into one model, we propose an analytical network process (ANP) to capture all PM and to understand the interrelated influences among them. Additionally, to derive the weights for PM, the proposed ANP model offers managerial insight into the relative impact of each metric as well as warning signals or trigger points within the network of PM. The model provides a realistic framework to choose the 3PL that can help achieve the greatest improvements within the supply chain. Copyright © 2012 John Wiley & Sons, Ltd.     

The Role of Executive Control of Attention and Selective Encoding for Preschoolers' Learning

Selectivity in encoding, aspects of attentional control and their contribution to learning performance were explored in a sample of preschoolers. While the children are performing a learning task, their encoding of relevant and attention towards irrelevant information was recorded through an eye‐tracking device. Recognition of target items was used as measure of learning outcome, and individual differences in resistance to interference and inhibition of attention to task‐irrelevant stimuli (i.e. distractibility) were used as measures of executive control of attention. Results indicated well‐developed selectivity during encoding in young children. Recognition performance was related to selective encoding and aspects of attentional control, explaining individual differences in learning. Copyright © 2011 John Wiley & Sons, Ltd.     

Acquisition of social referencing via discrimination training in infants

This experiment investigated social referencing as a form of discriminative learning in which maternal facial expressions signaled the consequences of the infant's behavior in an ambiguous context. Eleven 4- and 5-month-old infants and their mothers participated in a discrimination-training procedure using an ABAB design. Different consequences followed infants' reaching toward an unfamiliar object depending on the particular maternal facial expression. During the training phases, a joyful facial expression signaled positive reinforcement for the infant reaching for an ambiguous object, whereas a fearful expression signaled aversive stimulation for the same response. Baseline and extinction conditions were implemented as controls. Mothers' expressions acquired control over infants' approach behavior for all participants. All participants ceased to show discriminated responding during the extinction phase. The results suggest that 4- and 5-month-old infants can learn social referencing via discrimination training.     

Cross-national differences in older adult loneliness

Loneliness concerns the subjective evaluation that the number of relationships is smaller than the individual considers desirable or that the intimacy that the individual wishes for has not been realized. The aim of this study was to assess variations in levels of late-life loneliness and its determinants across Europe. Data came from the SHARE surveys, Wave 2 (Borsch-Supan et al., 2008), encompassing adults aged 50 years and over in Austria, Belgium, the Czech Republic, Denmark, France, Germany, Greece, Ireland, Italy, the Netherlands, Poland, Spain, Sweden, and Switzerland (N = 12,248). Loneliness was measured by a single item derived from the CES-D (depression) scale. Using logistic models, the present authors tested several types of explanations for country differences: differences in demographic characteristics, wealth and health, and social networks. Older adults in the southern and central European countries were generally lonelier than their peers in the northern and western European countries. In the southern and central European countries, loneliness was largely attributable to not being married, economic deprivation, and poor health. Frequent contacts with parents and adult children, social participation, and providing support to family members were important in preventing and alleviating loneliness in almost all countries. To combat loneliness among older adults, the findings suggest both (a) generic approaches aimed at improving social embeddedness and (b) country-tailored approaches aimed at improving health and wealth.     

Perceived Disagreement and Heterogeneity in Social Networks: Distinct Effects on Political Participation

ABSTRACT

Although the coexistence of conflicting opinions in society is the very core of democracy, people’s tendency to avoid conflict could keep them away from political discussion and participation. On the other hand, being exposed to diverse political views could motivate citizens to participate. We conducted secondary analyses on two 2013 ITANES (Italian National Election Studies) probability samples in order to test the hypotheses that perceived network disagreement (between an individual and her/his discussion partners) and heterogeneity (among discussants holding different political opinions) exert independent and opposite effects on political participation through motivation and knowledge. Results converged in showing that disagreement dampened, while heterogeneity encouraged, political participation (voting, propensity to abstain in future, offline and online activism, and timing of vote decision) by decreasing or increasing, respectively, political interest and, in turn, knowledge.     

Facilitating and inhibiting effects of priming and selection criteria in a sequence of dichotic listening trials

Competing models of attention make different predictions of how priming from recent stimulus processing could interact with intended selection. The present experiment examined the interaction between exogenous attention and endogenous priming across trial sequences. A sound cue directed attention to left, right or both sides before a dichotic syllable pair was presented. Participants were asked to report one syllable from each trial. Results showed that responses were slower on trials where one of the presented syllables had also been presented on the previous trial. Within these trials, the repeated syllable was selected less frequently, and the responses doing so were slower. Examined according to response choice on the preceding trial, syllables that had been ignored on the preceding trial tended to be ignored on the current trial (negative priming), while syllables that had been selected on the preceding trial tended to be selected on the current trial (positive priming). Responses that followed these selection biases were faster than responses that did not. Response selection was also influenced by the attention direction cue for the current trial, but not by the cue presented on the preceding trial. The results support an attentional model where traces from the preceding processing are retained, and current selection is biased to minimize cognitive conflict between recent and current processing. Negative priming appears to be due to after-effects of preceding processing, independently of the intentions behind that processing. The study accounts for positive and negative priming of dichotic listening sequences within an established, computationally viable biased competition framework.