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.     

Moral cognition,affect, and psychopathy

Few theorists would challenge the idea that affect and emotion directly influence decision-making and moral judgment. There is good reason to think that they also significantly assist in decision-making and judgment, and in fact are necessary for fully effective moral cognition. However, they are not sufficient. Deliberation and more reflective thought processes likewise play a crucial role, and in fact are inseparable from affective processes. I will argue that while the dual-process account of moral judgment set forth by Craigie (2011) has great merit, it fails to appreciate fully the extent to which affective and reflective processes are not only integrated, but also mutually interdependent. Evidence from psychopathy indicates that when reflective processes are not assisted adequately by what I will call ‘affective framing’, and moral cognition is of the “cooler,” less emotionally-informed variety, what results is not effective cognitive functioning, but rather psychopathology. My proposed account of affective framing aims to make sense of the way in which affect plays a strictly necessary and integral role not just in intuitive moral responses, but also in reflective moral judgments, so that moral cognition is accomplished by the joint operation of affective processes and reflective reasoning processes.     

Unique associations between young adult men's emotional functioning and their body dissatisfaction and disordered eating

Research on emotional functioning, body dissatisfaction, and disordered eating in males is predominated by studies of negative affect and emotion regulation. Other aspects of emotional functioning, namely emotion recognition and attentional biases toward emotional stimuli, have received little empirical attention. The present study investigated the unique associations between different aspects of men's emotional functioning and their disordered eating attitudes, muscularity dissatisfaction, and body fat dissatisfaction. Results from 132 male undergraduates showed that muscularity dissatisfaction was uniquely associated with both emotion regulation difficulties and an attentional bias toward rejecting faces. Body fat dissatisfaction was not uniquely associated with any aspect of emotional functioning. Disordered eating was uniquely associated with emotion regulation difficulties. Collectively, the results indicate differences in the patterns of associations between men's emotional functioning and their body dissatisfaction and disordered eating.     

Experiencing affect through site-specific dance

Our embodied experiences of affect, feeling and emotion within the context of site-specific dance are the focus of this article. The specific sites of our dance are designed gardens and our performances are offered within the context of an arts festival. In performing within these gardens, we aim to complement and enhance the site through our embodiment. Both as dancers in, and as audience members of dance, we recognize that affect, feeling and emotion arise during special live performance events. We understand affect as a fluid and relational, collective experience that extends beyond our individual experiences as performers to being shared with and between particular audiences at particular times and places. However, it is often difficult to express these embodied, collective experiences. Drawing on a feminist and phenomenological approach, we offer vignettes of key moments in these performances to illustrate the affective practices in our work. These vignettes draw on moments when we felt we shared an experience with audiences, supported by written responses, recorded anecdotal comments from audience members, and discussions between performers. We conclude by reflecting on how we might offer our community an enhanced emotional experience of the gardens.     

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.     

Rôle de l’émotion dans l’acceptabilité d’un produit : évaluation des composantes cognitive,motivationnelle et subjective

To anticipate a product commercial success, companies aim to ensure that product's characteristics are involving users and triggering a positive first user experience as well as all along product's life span. Among these characteristics, triggering users’ emotions is particularly relevant. This article aims to present the different approaches integrating the emotion generated by products. In order to illustrate the emotional potential of certain products a selection of 14 photographs of products was evaluated by 87 participants. Results reveal a significant correlation between cognitive, motivational and subjective components of emotions. A reflexion about the integration of cognitive appraisal assessment and motivational action readiness evaluation into a wilder emotional model is provided. Thus, emotions triggered by a product appear to be a stake for designers and an important variable to introduce in acceptability or user experience models.     

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.     

Development of body emotion perception in infancy: From discrimination to recognition

Research suggests that infants progress from discrimination to recognition of emotions in faces during the first half year of life. It is unknown whether the perception of emotions from bodies develops in a similar manner. In the current study, when presented with happy and angry body videos and voices, 5-month-olds looked longer at the matching video when they were presented upright but not when they were inverted. In contrast, 3.5-month-olds failed to match even with upright videos. Thus, 5-month-olds but not 3.5-month-olds exhibited evidence of recognition of emotions from bodies by demonstrating intermodal matching. In a subsequent experiment, younger infants did discriminate between body emotion videos but failed to exhibit an inversion effect, suggesting that discrimination may be based on low-level stimulus features. These results document a developmental change from discrimination based on non-emotional information at 3.5 months to recognition of body emotions at 5 months. This pattern of development is similar to face emotion knowledge development and suggests that both the face and body emotion perception systems develop rapidly during the first half year of life.     

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.