Manager–salesperson congruence in customer orientation and job outcomes: The bright and dark sides of leadership in aligning values

To create customer-oriented organizations, managers are often asked to promote a values-based vision. Yet, many managers struggle with transferring their values to employees making strategic value changes difficult. Despite this challenge, research has yet to demonstrate how managers effectively align values within the sales force, or the impact alignment has on job outcomes. Therefore, we develop and empirically test a conceptual framework to examine the role of transformational leadership in aligning salesperson customer orientation (CO) values. We find that transformational leadership is a strong mechanism in creating perceived value congruence, yet may have a surprising dark side. Results suggest that transformational managers achieve congruence by raising or, contrary to conventional wisdom, lowering salesperson CO values to meet the perceived values of the manager. Response surface modelling results support the importance of perceived manager values. Customer-oriented salespeople have higher job satisfaction and sales performance when they perceive their manager to also have high CO. When values are misaligned, job satisfaction increases more for low CO salespeople as perceptions of manager CO increase. Exploratory findings show that performance was higher under situations of perfect alignment but also under severe misalignment suggesting that values generate performance under complementary or supplementary conditions.     

Body image in social anxiety disorder,obsessive–compulsive disorder,and panic disorder

Body dysmorphic disorder falls under the category of obsessive–compulsive and related disorders, yet research has suggested it may also be highly associated with social anxiety disorder. The current study examined body image variables among 68 outpatients with primary obsessive–compulsive disorder (OCD; n = 22), social anxiety disorder (SAD; n = 25), and panic disorder (PD; n = 21). Participants filled out self-report measures of body image disturbance, attitudes toward one's appearance, and anxiety. Body image disturbance and attitudes toward appearance did not significantly differ between the groups. However, SAD symptoms predicted body image disturbance, Appearance Evaluation and Body Areas Satisfaction, and OCD symptoms predicted Appearance Orientation. These findings suggest that SAD and OCD may be associated with different facets of body image. Implications for the treatment of anxiety disorders and for future research are discussed.     

Adapting Parent–Child Interaction Therapy for Deaf Families That Communicate via American Sign Language: A Formal Adaptation Approach

While our field has made positive strides in adapting psychotherapeutic interventions for diverse groups of people, considerable work is still needed in this area. We present our formal adaptation procedure for parent–child interaction therapy (PCIT) with Deaf persons. This includes a review of the cultural adaptation process for psychological interventions, including PCIT, as well as an introduction to Deaf culture. Details regarding the specific adaptation of PCIT for Deaf persons are outlined. We found that the utilization of a clear framework to guide the cultural adaptation process facilitated careful consideration of the numerous linguistic and cultural variables involved, while maintaining integrity of the treatment model. While the current focus was on adapting PCIT for Deaf families who communicate via American Sign Language, this framework can also be applied to other populations and/or interventions.     

Catholicism,Protestantism, and Mexicanness on the US–Mexico border: discourses,narrative identities,habits, and affect

ABSTRACT

In Mexico, Catholicism and national identity are deeply intertwined through what we call a process of articulation. Thus, not surprisingly, despite the recent impressive growth of Protestantism in the nation, most people still believe that being Mexican and being Catholic are almost synonymous. Additionally, because the two identifications do not ‘cross each other’ (as the metaphor of intersectionality posits) but, instead, enter a very complex process of articulation in which each modifies the other, there is a particular way in which many Mexicans experience and perform their Catholicism, in the same vein that there is a particular way in which Catholics experience and perform their Mexicanness. Simultaneously, because neither nationality nor religion is narrated and/or performed in isolation to other forms of identification (e.g. race, ethnicity, region, gender) other possible identifications are also articulated or co-inform (in different ways) nationality and religion in the identitarian encounters that occur on the border. In the way people build their identifications around religion, narratives, practices, habits, affect, and emotions are continuously interrelated. We show that having an altar outside one’s house or making the sign of the cross on one’s body is both (depending on the unfolding of the social interactions and their patterns of relations) a non-linguistic discourse and a habit. We also show that their mere presence (in the case of altars) or performance (in the case of the sign of the cross) affect the people around the site or the performance, triggering complex emotions. That altar and sign of the cross can potentially be all these things simultaneously highlights their importance as ‘affective conductors’—stressing their significance as central objects in the intensification of relations that give new capacities to the entities involved in the patterns of relationship at play in the identitarian encounter at stake.     

Resolving Ethical Dilemmas in a Tertiary Care Veterinary Specialty Hospital: Adaptation of the Human Clinical Consultation Committee Model

Technological advances in veterinary medicine have produced considerable progress in the diagnosis and treatment of numerous diseases in animals. At the same time, veterinarians, veterinary technicians, and owners of animals face increasingly complex situations that raise questions about goals of care and correct or reasonable courses of action. These dilemmas are frequently controversial and can generate conflicts between clients and health care providers. In many ways they resemble the ethical challenges confronted by human medicine and that spawned the creation of clinical ethics committees as a mechanism to analyze, discuss, and resolve disagreements. The staff of the North Carolina State University Veterinary Hospital, a specialty academic teaching institution, wanted to investigate whether similar success could be achieved in the tertiary care veterinary setting. We discuss the background and rationale for this method, as well as the approach that was taken to create a clinical ethics committee.     

Reappraisal inventiveness: impact of appropriate brain activation during efforts to generate alternative appraisals on the perception of chronic stress in women*

Background and objectives: Previous research indicated that more left-lateralized prefrontal activation during cognitive reappraisal efforts was linked to a greater capacity for generating reappraisals, which is a prerequisite for the effective implementation of cognitive reappraisal in everyday life. The present study examined whether the supposedly appropriate brain activation is relevant in terms of more distal outcomes, i.e., chronic stress perception.

Design and methods: Prefrontal EEG alpha asymmetry was recorded while female participants were generating reappraisals for stressful events and was correlated with their self-reported chronic stress levels in everyday life (n?=?80).

Results: Women showing less left-lateralized brain activity in the ventrolateral prefrontal cortex during cognitive reappraisal efforts reported experiencing more stress in their daily lives. This effect was independent of self-efficacy beliefs in managing negative emotions.

Conclusion: These findings underline the practical relevance of individual differences in appropriate brain activation during emotion regulation efforts and the assumedly related basic capacity for the generation of cognitive reappraisals to the feeling of being stressed. Implications include the selection of interventions for the improvement of coping with stress in women in whom the capability for appropriate brain activation during reappraisal efforts may be impaired, e.g., due to depression or old age.     

Repetition priming reveals hemispheric differences in compound word processing

The left (LH) and right (RH) hemispheres are thought to implement different mechanisms for visual word recognition; the LH’s parallel encoding strategy is more efficient than the RH’s serial, letter-by-letter analysis. Here we examine differences in hemispheric language processing strategy by investigating repetition priming of compound words (e.g. buttercup) and their constituents (e.g. butter, cup). Eighty-eight right-handed participants (29 M, 59 F) completed a lexical decision experiment in which centrally-presented compounds primed related (whole compound, first constituent, second constituent) and unrelated targets presented laterally to the left or right visual field; participants made button-press word/nonword decisions. Consistent with the LH parallel/RH serial distinction, repetition priming prompted an RH advantage for first constituents, whereas the LH performed equally efficiently in response to both first and second constituents. These data thus highlight differences in the hemispheres’ language processing strategies, offering new evidence supporting a relative parallel/serial distinction in LH/RH visual word recognition.     

An examination of lower limb asymmetry in ankle isometric force control

While asymmetries have been observed between the dominant and non-dominant legs, it is unclear whether they have different abilities in isometric force control (IFC). The purpose of this study was to compare ankle IFC between the legs. IFC is important for stabilization rather than object manipulation, and people typically use their non-dominant leg for stabilization tasks. Additionally, studies suggested that a limb can better acquire a motor task when the control mechanism of the task is related to what the limb is specialized for. We hypothesized that the non-dominant leg would better (1) control ankle IFC with speed and accuracy, and (2) acquire an ankle IFC skill through direct learning and transfer of learning. Two participant groups practiced an IFC task using either their dominant or non-dominant ankle. In a virtual environment, subjects moved a cursor to hit 24 targets in a maze by adjusting the direction and magnitude of ankle isometric force with speed (measured by the time required to hit all targets or movement time) and accuracy (number of collisions to a maze wall). Both groups demonstrated similar movement time and accuracy between the dominant and non-dominant limbs before practicing the task. After practice, both groups showed improvement in both variables on both the practiced and non-practiced sides (p < .01), but no between-group difference was detected in the degree of improvement on each side. The ability to control and acquire the IFC skill was similar between the legs, which did not support the brain is lateralized for ankle IFC.     

Associative false consumer memory: effects of need for cognition and encoding task

Two experiments investigated the effects of product–attribute associations on false consumer memory. In both experiments, subjects were presented with sets of related product attributes under incidental encoding conditions. Later, recognition memory was tested with studied attributes, non-studied but associated attributes (critical lures) and non-studied unrelated attributes. In Experiment 1, the effect of Need for Cognition (NFC) was assessed. It was found that individuals high in NFC recognised more presented attributes and falsely recognised more associative critical lures. The increase in both true and associative false memory was accompanied by a greater number of responses that index the retrieval of detailed episodic-like information. Experiment 2, replicated the main findings through an experimental manipulation of the encoding task that required subjects to consider purchase likelihood. Explanations for these findings are considered from the perspective of activation processes and knowledge structures in the form of gist-based representations.     

Time–Frequency Cross Mutual Information Analysis of the Brain Functional Networks Underlying Multiclass Motor Imagery

To study the physiologic mechanism of the brain during different motor imagery (MI) tasks, the authors employed a method of brain-network modeling based on time–frequency cross mutual information obtained from 4-class (left hand, right hand, feet, and tongue) MI tasks recorded as brain–computer interface (BCI) electroencephalography data. The authors explored the brain network revealed by these MI tasks using statistical analysis and the analysis of topologic characteristics, and observed significant differences in the reaction level, reaction time, and activated target during 4-class MI tasks. There was a great difference in the reaction level between the execution and resting states during different tasks: the reaction level of the left-hand MI task was the greatest, followed by that of the right-hand, feet, and tongue MI tasks. The reaction time required to perform the tasks also differed: during the left-hand and right-hand MI tasks, the brain networks of subjects reacted promptly and strongly, but there was a delay during the feet and tongue MI task. Statistical analysis and the analysis of network topology revealed the target regions of the brain network during different MI processes. In conclusion, our findings suggest a new way to explain the neural mechanism behind MI.