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.     

Attachment Style Differences and Depression in African American and European American College Women: Normative Adaptations?

This study examined ethnic differences in attachment styles and depression among African American and European American college women. African American women reported less favorable views of others, which suggests that attachment styles emphasizing caution in relationships may be normative and adaptive for these women. There were no differences between groups in views of self or reports of depressive symptoms. Implications for long‐term relationships and counseling are discussed. Este estudio examinó las diferencias étnicas en estilos de apego y depresión entre estudiantes universitarias Afroamericanas y Euroamericanas. Las mujeres Afroamericanas expresaron una visión menos favorable sobre los demás, lo que sugiere que los estilos de apego que enfatizan la precaución en las relaciones pueden ser normativos para estas mujeres, y el resultado de su adaptación. No hubo diferencias entre los grupos en cuanto a la visión de sí mismas o expresión de síntomas depresivos. Se discuten las implicaciones para las relaciones a largo plazo y la consejería.     

Why brands should fear fearful consumers: How attachment style predicts retaliation

In two surveys of adult consumers, we find that attachment styles predict consumers' reactions after brand relationships end. Specifically, ‘fearful’ consumers—those high in both attachment anxiety and avoidance—are most likely to complain to third parties, to obsess about harming the brand, and to report seeking payback against brands. Two factors mediate the effect of attachment on reactions: threats to consumers' self-image and the loss of benefits from their relationship. This is consistent with the explanation we propose: specifically, fearful individuals invest in and depend more on consumption relationships and, therefore, lose more when such relationships end.     

Examining the relationship between family context and children’s physical activity beliefs: The role of parenting style

Objectives

Previous research studies examining parental influences on children’s physical activity (PA) have focused primarily on parents’ own PA behavior, as well as their PA-related beliefs and socially supportive behaviors. The present study, although aligned with this mainstream parental influence research, was grounded in a broader child development perspective to examine the influence of parenting style on children’s PA beliefs and quality of parent-child communication.

Method

Self-report questionnaires were administered to 173 children ranging in age from 9 to 12 years to assess their perceptions of parenting style, parent-child communication patterns, as well as their own perceptions of fitness competence, value, and goal orientation.

Results

Children’s constellation of beliefs and attitudes regarding PA as well as their perceptions of the parent-child communication process did vary as a function of the type of parenting style they perceived their parents to use. High challenge parenting style was linked to higher perceived fitness competence and value on the part of the children. High support parenting style was linked to more positive perceived parent-child communication patterns.

Conclusion

Parenting style may be a critical underlying family process variable that impacts children’s development of a positive constellation of beliefs about PA. Future work is needed to link parenting style and children’s PA beliefs to their PA behavior.     

Mothers' and Fathers' Internal State Language with Their Young Children: An Examination of Gender Differences During an Emotions Task

The current study examined gender differences in mothers' and fathers' internal state language (ISL), children's use of ISL, and whether ISL was related to parents' ratings of the children's social skills. Fifty‐seven (28 boys, 29 girls) toddler/preschool children (M age = 32.5 months, SD = 5.38 months) were observed separately with their mothers and fathers in their homes while they discussed pictures of children's facial expressions of emotions. Parents completed a questionnaire concerning their child's social–emotional behaviours (i.e. BASC‐2). Parents used more ISL with sons compared with daughters, and sons used more ISL with mothers than with fathers. No overall differences were found between mothers' and fathers' ISL. Children's social skills as rated by mothers were predicted by mothers' ISL comments, whereas children's social skills as rated by fathers were predicted by children's age and fathers' ISL clarifications. Implications and limitations of the study are discussed. Copyright © 2012 John Wiley & Sons, Ltd.     

The Development of Family Alliance From Pregnancy to Toddlerhood and Child Outcomes at 5 Years

This article presents a longitudinal study of the development of “family alliance” from pregnancy to toddlerhood in a community sample, as well as its links with the emotional and cognitive development of the child at age 5 years. Family alliance is defined as the quality of the interactive coordination between family members. We consider that the alliance constitutes a context for the child to learn emotion regulation and to develop an understanding of inner states. Family interactions (N = 38) were observed at the 5th month of pregnancy and at 3, 9, and 18 months after birth in a standardized situation of observation (Lausanne Trilogue Play). Marital satisfaction and child temperament were assessed through self‐reported questionnaires. Several outcomes of the child at age 5 years were measured: theory of mind performances, predominant emotional themes in pretend play, internalized and externalized symptoms. Results show that (a) three patterns of evolution of family alliance occur: “high stable” (n = 19), “high to low” (n = 10), and “low stable” (n = 9); (b) a high stable alliance is predictive of better outcomes in children at age 5 years, especially regarding theory of mind; (c) the temperament of the child is predictive of child outcomes; and (d) an interaction effect occurs between family alliance and temperament. These results highlight the importance of both family‐level and individual‐level variables for understanding individual differences in the social and cognitive development of children.     

Conceptualizing and Measuring Global Interpersonal Mistrust-Trust

Abstract

Global interpersonal mistrust is conceptualized as a general mistrust of the motives of others in situations related to one's well-being: a general tendency to view others as mean, selfish, malevolent, or unreliable people who are, thus, not to be depended on to treat one well. The authors developed an 18-item unidimensional self-report inventory measuring interpersonal mistrust as a negative cognitive orientation toward others. The measure comprises items describing perceptions of specific hypothetical interpersonal situations rather than items asking respondents to describe their own general behavior. The measure was reliable and evidenced construct validity in a heterogeneous sample of Australians.     

Self-presentation as a function of perceived closeness and trust with romantic partners,friends, and acquaintances

ABSTRACT

Self-presentation represents behaviors used in establishing an identity with others; such behaviors may differ across various interpersonal relationships. The current article presents two studies examining differences in self-presentation to acquaintances, friends, and romantic partners among college students in relationships. Study 1 was an experiment, and Study 2 utilized a within-subject design. Results showed that individuals engaged in more self-presentation in more established types of relationships. Additionally, both closeness and trust served as moderators, such that those lower in closeness/trust reported more self-presentation in more established types of relationships than in less established types of relationships. At higher levels of closeness/trust, the results were somewhat inconsistent, with Study 1 finding no differences between relationship types and Study 2 finding more self-presentation to romantic partners than to friends and acquaintances. These results are among the first to suggest that individuals engage in differing levels of self-presentation, depending on the type of relationship and the extent to which they feel close to and trust the person.     

Understanding children's emotional processes and behavioral strategies in the context of marital conflict

Marital conflict is a distressing context in which children must regulate their emotion and behavior; however, the associations between the multidimensionality of conflict and children’s regulatory processes need to be examined. The current study examined differences in children’s (N = 207, mean age = 8.02 years) emotions (mad, sad, scared, and happy) and behavioral strategies to regulate conflict exposure during resolved, unresolved, escalating, and child-rearing marital conflict vignettes. Children’s cortisol levels were assessed in relation to child-rearing and resolved conflict vignettes. Anger and sadness were associated with escalating and child-rearing conflicts, fearfulness was related to escalating and unresolved conflicts, and happiness was associated with resolution. Anger was associated with children’s strategies to stop conflict, whereas sadness was associated with monitoring and avoidant strategies. Cortisol recovery moderated the link between fearfulness and behavioral regulation. These results highlight the importance of children’s emotions and regulatory processes in understanding the impact of marital conflict.     

Stability and Invariance of Psychopathic Traits from Late Adolescence to Young Adulthood

The current study examined the longitudinal stability and invariance of psychopathic traits in a large community sample of male twins from ages 17 to 23. Participants were assessed across 6 years to gauge the stability and measurement invariance of the Minnesota Temperament Inventory (MTI), a Cleckley-based measure of psychopathic personality traits, and how family functioning and externalizing behavior were linked to these traits. A latent variable approach was used to model the structure of the MTI and provide a statistical test of measurement invariance across time. The results revealed support for invariance and moderate to strong stability of the MTI factors, which showed significant associations with the external correlates in late adolescence but not early adulthood.