Salesperson time perspectives and customer willingness to pay more: roles of intraorganizational employee navigation,customer satisfaction,and firm innovation climate

This research aims to fill a critical gap in the sales literature by proposing a relationship-based model of customer willingness to pay more, involving salesperson time perspectives (i.e., long-term perspective and short-term perspective), intraorganizational employee navigation, and customer satisfaction with the salesperson. We also examine the moderating role of firm innovation climate. Multisource survey data were collected from 204 salespeople in a business-to-business sales context along with external ratings from customers of these salespeople three months later. The findings indicate that both long- and short-term perspectives have positive effects on intraorganizational employee navigation and customer satisfaction, which, in turn, positively affect customer willingness to pay more. In addition, short-term perspective has a stronger impact than long-term perspective on intraorganizational employee navigation. Further, the effect of long-term perspective on customer satisfaction is strengthened by the innovation climate of the firm, whereas the effect of short-term perspective on customer satisfaction is weakened by it.     

Age differences in forgivingness: The role of future time perspective

The present study examined age differences in forgivingness, defined as an enduring tendency to forgive others. Building on the theory of socioemotional selectivity, the study aimed at clarifying the role of future time perspective and social proximity on age differences in forgivingness. Older (N = 132) and younger participants (N = 225) were instructed to judge their willingness to forgive as a function of social proximity and future time perspective. Controlling for self-reported future time perspective, results indicate that older adults were more willing to forgive than younger adults. Social proximity did not play a role in older adults, whereas younger adults reported greater forgivingness with respect to a friend as compared to an acquaintance. In addition, results demonstrate that the perception of future time plays an essential role in forgivingness. An age by future time perspective interaction effect was found, suggesting that the effect of limited future time perspective was smaller in older adults than in younger adults. Future directions concerning the meaning and possible implications of age differences in forgivingness are discussed.     

When the "I" looks at the "Me": autobiographical memory, visual perspective, and the self

This article presents a theoretical model of the self processes involved in autobiographical memories and proposes competing hypotheses for the role of visual perspective in autobiographical memory retrieval. Autobiographical memories can be retrieved from either the 1st person perspective, in which individuals see the event through their own eyes, or from the 3rd person perspective, in which individuals see themselves and the event from the perspective of an external observer. A growing body of research suggests that the visual perspective from which a memory is retrieved has important implications for a person’s thoughts, feelings, and goals, and is integrally related to a host of self-evaluative processes. We review the relevant research literature, present our theoretical model, and outline directions for future research.     

The analyst's implicit alpha-function, trauma and enactment in the analysis of borderline patients

The present paper discusses situations in which patient and analyst are involved in obstructive collusions, non-dreams-for-two, shaping enactments. Specifically, it describes explosions in the analytical field, acute enactments, which the analyst assigns, at first sight, to his faulty conduct. The subsequent amplification of the analytical dyad's capacity of symbolization makes the analyst investigate his presumed fault. The present work shows how acute enactments revive traumatic situations that were concealed by previous obstructive collusions, or chronic enactments. During chronic enactments unconscious exchanges occur between the dyad, in which the analyst provides implicit alpha-function to the patient, little by little recovering the traumatized parts. When there is enough recovery, the protective collusion is undone and the trauma is revived as acute enactment. This revival will not be traumatic because there are mental resources ready at hand to symbolize it. These situations are articulated with borderline patients. The patient clings to the analyst, using him as a protective shield against reality traumas. The implicit and explicit alpha-function exerted by the analyst contributes to the processing and symbolization of this reality, recovering the injured mind and elaborating the trauma. So the patient creates a triangular space to dream and think.     

公平与效率的辩证结合:中国社会发展的价值选择

公平与效率是社会发展中的基本矛盾,二者的结合机制反映了不同社会的发展特征及其基本价值取向。资本主义以资本增值为根本逻辑,坚持以物（资本）为中心的社会发展理念,形成了公平与效率的尖锐对立;社会主义坚持以人为中心的社会发展理念,能在社会发展中历史地实现公平与效率的辩证结合。中国在改革开放的探索中,在处理公平与效率的关系上不断进行调整,这既反映了中国社会发展观随着历史发展而不断进行的变革,更折射和体现了中国社会发展的根本价值选择。     

大学生特质焦虑与网络成瘾的关系:一个有调节的中介模型

通过对530名大学生的问卷调查,考察特质焦虑、压力知觉、未来时间洞察力和网络成瘾之间的关系。结果发现：（1）压力知觉在特质焦虑和网络成瘾之间起部分中介作用,特质焦虑既对网络成瘾产生直接影响,也通过压力知觉产生间接影响;（2）未来时间洞察力对压力知觉的中介作用起调节作用,压力知觉对网络成瘾的影响随着个体未来时间洞察力的增加而减少。大学生特质焦虑、压力知觉、未来时间洞察力和网络成瘾共同构成一个有调节的中介模型。     

儿童社会观点采择能力发展的干预研究

本研究针对小学低年级学生的认知发展特点,编制了有关心理活动课程,并选取小学一年级学生进行了为期半年的干预研究。研究结果表明,通过干预训练发展儿童的社会观点采择能力是可行的,且本研究中所编制的心理活动课程对于促进儿童该能力的发展具有良好的效果。     

作为人格维度的时间洞察力研究

时间洞察力是个体对于时间的认知、体验和行动(或行动倾向)的一种人格特质．本文从时间洞察力的研究途径,以及它与情绪、目标设定和学习动机等的关系出发,概述了作为人格维度的时间洞察力研究。     

A Spanish translation of Mehrabian and Russell's emotionality scales for environmental consumer psychology

The development of a translation of Mehrabian and Russell's scales for the measurement of pleasure, arousal and dominance from the original English to a Spanish version for use in Venezuela is described. The translated scales were administered to two samples of middle‐class Venezuelan consumers (n = 127,n = 127) between the ages of 20 and 50, among whom males and females were represented approximately equally. Internal reliability (measured by Cronbach's alpha) and scale validity (measured by factor analysis) indicate that the translated scales are suitable for consumer and other social psychological research in Spanish. Copyright © 2002 Henry Stewart Publications Ltd.     

The therapeutic alliance: Adolescent perspectives

This paper presents a conceptualisation of the therapeutic alliance from the adolescent perspective and discusses implications for practitioners. The main aim of the study was to focus on the factors that participants identified as important in relationship formation and maintenance. Eighteen individuals were interviewed using a semi‐structured format. Three major themes were identified: therapeutic environment, uniqueness of the therapeutic relationship, and therapist characteristics. Participants identified both positive and negative aspects of the therapeutic relationship. A strong alliance was found to be necessary in that the perception of the therapist as accepting, supportive and trustworthy influenced the adolescent's evaluation of the appropriateness of therapeutic tasks and goals. Participants stressed the importance of the supportive nature of the relationship in their willingness to collaborate in therapeutic interventions.