Psychological ethical climate,leader–member exchange and commitment to superior customer value: influencing salespeople’s unethical intent and sales performance

In today’s competitive environment, salespeople are challenged with creating customer value in an ethical manner while meeting performance goals. Sales supervisors play a critical role in ensuring that this challenge is met. This research examines the roles of psychological ethical climate and leader–member exchange (LMX) in encouraging salespeople’s commitment to providing superior customer value, reducing their unethical intentions and improving sales performance. Results indicate that business-to-business salespeople’s psychological ethical climate perceptions influence their perceived relationship with their sales supervisor (i.e. LMX relationship) as well as their commitment to providing superior customer value. LMX also directly influences commitment to providing superior customer value, which in turn affects salespeople’s unethical intent and quota performance. Theoretical and managerial implications based on the study’s findings are provided, as well as directions for future research.     

Weakness of will and motivational internalism

The unconditional version of motivational internalism says that if an agent sincerely judges that to φ in circumstances C is the best option available to her, then, as a matter of conceptual necessity, she will be motivated to φ in C. This position faces a powerful counterargument according to which it is possible for various cases of practical irrationality to completely defeat an agent’s moral motivation while, at the same time, leaving her appreciation of her moral reasons intact. In this paper, I will argue that weakness of will, as the paradigmatic case of practical irrationality, and all other cases of practical irrationality that feature in standard formulations of this argument do not represent genuine counterexamples to this version of motivational internalism. In this sense, the main aim of this paper is to show that proponents of this internalist position are well justified in their denial of the claim that there are people who are completely unmotivated by their judgments about what is the best option available to them.     

研究生科研角色认同对科研创造力的影响:导师包容性领导、师门差错管理氛围的作用

以来自62个师门的411名全日制在校研究生为被试,采用问卷调查法探讨研究生科研角色认同对科研创造力的影响,并构建多层线性模型,分析导师包容性领导、师门差错管理氛围的调节作用。结果发现：（1）科研角色认同对科研创造力产生显著正向影响;（2）导师包容性领导、师门差错管理氛围在科研角色认同与科研创造力关系中均具有正向调节作用;（3）导师包容性领导对师门差错管理氛围具有显著正向影响,导师包容性领导的调节作用通过师门差错管理氛围的调节作用对研究生科研创造力产生影响。     

The effect of leader moral development on ethical climate and employee attitudes

This study examines the effect of leader moral development on the organization’s ethical climate and employee attitudes. Results indicate that the relationship between leader moral development and ethical climate is moderated by two factors: the extent to which the leader utilizes his or her cognitive moral development (i.e., capacity for ethical reasoning), and the age of the organization. Specifically, the influence of the leader’s moral development was stronger for high utilizing leaders, those whose moral actions were consistent with their moral reasoning. Additionally, the influence of the leader’s moral development was stronger in younger organizations. Finally, as predicted, congruence between the leader’s moral development and the employee’s moral development was positively associated with job satisfaction and organizational commitment and negatively associated with turnover intentions.     

动机性访谈：一种以咨客为中心的行为改变咨询技术

动机性访谈是目前在西方国家比较流行的一种以咨客为中心的行为改变咨询技术,但在我国关于这一技术的研究和应用都还比较少。本文概述了动机性访谈技术的理论基础、应用原则(表达神入;发展差异;接受阻抗;维持自我效能)和基本技能,并介绍了这一咨询技术的应用现状与研究方向。     

Environmental Refugees: What Rights? Which Duties?

It is estimated that there could be 200 million‘environmental refugees’ by the middle of this century. One major environmental cause of population displacement is likely to be global climate change. As the situation is likely to become more pressing, it is vital to consider now the rights of environmental refugees and the duties of the rest of the world. However, this is not an issue that has been addressed in mainstream theories of global justice. This paper considers the potential of two leading liberal theories of international justice to address the particular issues raised by the plight of potential and actual environmental refugees. I argue that neither John Rawls’s ‘Law of Peoples’ approach nor Charles Beitz’s `cosmopolitanism' is capable of providing an adequate account of justice in this context. Beitz’s theory does have some advantages over Rawls’s approach but it fails to take proper account of the attachment that some people have to their own ‘home’. This revised version was published online in July 2006 with corrections to the Cover Date.     

The vocational well-being of workers with childhood onset of disability: Life satisfaction and perceived workplace discrimination

Workers with disabilities are understudied, and workers with childhood onset of disability have been excluded from many of the studies on disability and work that do exist. This research compares the effects of childhood and adult onset of disability in a nationally representative sample of workers with disabilities. Educational disruptions due to disability status in childhood are negatively associated with life satisfaction and positively associated with perceived discrimination. Although age is associated with increased life satisfaction and decreased perceptions of discrimination for workers with adult disability onset, age is unrelated to these outcomes for workers with childhood disability onset. Receiving workplace accommodations is positively associated with satisfaction and negatively associated with discrimination for both groups, however, these relationships are stronger in magnitude for the childhood disability onset group. Organizational environments, both in education and in the workplace, play a critical role in the vocational well-being of workers with childhood disability onset.     

从自我决定论看动机访谈法疗效机理

动机访谈法是以病人为中心、促使病人自己改变问题行为的咨询技术和方法。该文从自我决定论角度,解释了动机访谈法取得疗效的机理:动机访谈法起到满足病人基本心理需要(胜任感、归属感、自主性),推动病人产生自主动机的作用,促使病人提高适应性行为的质量和稳定性,提高心理健康水平,从而取得心理治疗效果。     

受歧视知觉对流动儿童社会融入的影响：中介机制及自尊的调节作用

研究以上海市437名流动儿童为被试,通过量表法分析了流动儿童从受歧视知觉到社会融入过程的影响因素及其作用机制。结果显示：（1）受歧视知觉作为危险性因素对流动儿童的社会融入产生了显著负面影响;（2）群体可渗透性在流动儿童的受歧视知觉和社会融入过程中起着部分中介作用,受歧视知觉既对社会融入产生直接负面影响,也通过群体可渗透性对社会融入产生间接影响;（3）个体自尊水平对群体可渗透性中介作用的发挥起到调节作用,群体可渗透性对流动儿童生活满意度的影响,随个体自尊水平的提升而增加。群体可渗透性对流动儿童的社会融入起着有调节的中介作用。