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.     

组织创新气氛的概念、测量及相关研究热点

组织创新气氛是Litwin所提出组织气氛概念中有关创新维度的深入延伸和具体阐述,是个体对其创新能力养成、发展和运用产生影响的心理认知与组织情境体验。该文在总结回顾近二十年该领域的相关研究后,对组织创新气氛的概念构建、影响因素、测量工具及相关变量的实证研究进行了系统的梳理总结与评价;同时,指出目前该领域研究中在概念建构、工具开发、相关实证研究等方面存在的问题,并就今后国内开展本土化研究所应注意的方面提出建议。     

创意实施——创新研究未来走向

创新一直是学术界关注和探讨的热点。过去40多年里, 有关创新的研究层出不穷, 取得了丰富的成果。然而, 这些研究主要集中在如何激发员工的创新行为上, 即创意产生这一环节。至于创意产生之后能否转化以及如何转化的问题没有引起足够的重视。创意是开端, 但需要把创意转变为现实, 否则创新难以转化为价值。研究创意实施的条件及其作用机制是推动创新研究深化的重要任务。目前已有的创意实施研究在研究层次和研究视角上都存在不足, 未来有必要在方法上把量化研究与质化研究结合起来, 从不同的层次和视角, 进一步拓展研究的范围, 揭示创意从产生到实施的条件和作用机制。     

《科学》和《自然》杂志2015年的两篇心理学文章

本文评述了《科学》和《自然》杂志2015年的两篇文章。《科学》上的文章“心理科学的重现性”对100项心理学实验进行了重复验证。结果表明,只有大约多于1/3的原始研究能够重复。该文章对出现这样结果的原因作了分析,并指出这不是心理学的挫折。我们强调科学精神在于它的不确定性,因而科学才能处在不停的探索中。《自然》上的文章“P值仅仅是冰山的一角”,批评了个别心理学杂志禁用P值的做法,指出研究者应该在实验设计、数据处理等实验的前期阶段下功夫,才能防止心理科学的坍塌。我们结合国内研究生培养的现状,就改进心理学研究生的实验训练提出了建议。     

组织行为与领导力研究的进展与前沿

本文首先简要介绍了组织行为和领导力的研究特色和该领域国内外的研究现状。从中可以看出, 在过去的10多年中, 中国学者在该领域中进步快速, 并蕴含巨大的潜力。随后, 比较了国际和国内学术界的研究话题和采用的方法, 指出国内目前研究存在的问题。文章的第三部分介绍了当今组织行为和领导力领域在理论、方法和研究范式上的创新。针对当前中国经济和社会发展的现状, 文章指出了学者可以重点关注的领域。学者可以借鉴学术界已有的理论和方法, 选择恰当的角度对这些问题进行深入而系统的探索。为此, 本文第三部分还介绍了几项近年来具有重大影响的研究, 旨在启发学者关注中国社会的重要现象, 敏锐地发现适合本学科研究的问题, 并以严谨且有创造力的方式去开展研究, 进而对国际学术界做出贡献。     

知识创新与心理学的发展

在知识经济时代,创新能力决定国家的前途命运,建设国家创新体系是提高国家创新能力的重要举措。知识创新是国家创新体系的一个重要组成部分,是提高我国整体创新能力的关键所在。心理学是一门横跨自然科学和社会科学的交叉科学,其成果在人类生活的许多方面有重要影响。根据当前国家需求和心理学的发展前沿,我们认为,在知识创新活动中,应当将心理健康与创新能力、认知与复杂信息环境、社会经济与心理行为作为重要研究方向。     

诺贝尔医学奖计量研究及对我国医学创新的启示

通过统计诺贝尔生理学和医学奖获得者群体的年龄构成、学位结构、毕业院校和研究领域等基本信息,试图阐明杰出医学工作者成长及创造世界尖端医学科技成就可能遵循的基本途径,从而为我国在医学体系中的培养科研创新方面提供较为细致的新思路.     

Update: School-age stutterers

Field-test data is reported on 48 school-age stutterers evaluated with the Assessment of Fluency in School-Age Children during the 1980–1981 school year in East-Central Ohio, which is largely rural in character with small industrial cities. The data answers questions proposed in 1977 regarding issues relating to the identification of young stutterers, their awareness of disfluent speech, and management problems in a school setting.     

Dichotic listening in a child recovering from acquired aphasia

A right-handed 6-year-old boy with acquired aphasia of left-hemisphere origin was investigated with various dichotic listening tasks 8 and 13 months after onset of the symptoms. Total right ear extinction was found repeatedly using both numbers and words as stimuli. Furthermore, magnitude of right ear extinction was not amenable to modification through verbal training, but disappeared when words were presented to the child's right ear with simultaneous white noise to the left ear. The findings are discussed in terms of the plasticity of cerebral dominance during childhood.     

Preventing problems in prevention research

The design, conduct, and analysis of prevention research efforts present formidable challenges, but as the papers in this volume illustrate, the problems of prevention research are probably not altogether intractable; they simply require the best of our thinking and the firmest of our commitments. The papers included in this issue represent some of the best thinking likely to be available, and, in aggregate, they give reason for some optimism about prevention research. Which is fortunate, because it is by now abundantly clear that treatment of all the assorted personal and social maladies that afflict us individually and as a society, is impossibly intrusive and expensive, even if we were certain we knew what to do, and we are not. Treatment research is only a step or two ahead of prevention research in nearly any field.