Qualitative sales research: an exposition of grounded theory

The dominant research paradigm in sales research involves testing theory through empirical research. Nascent or underdeveloped research areas, however, may lack or have inadequate existing theories to explain sales-related phenomena. In these cases, sales researchers require a theory-generating methodological approach. Qualitative research designs are useful in this pursuit. The purpose of this article is to provide an exposition of one such qualitative research design – grounded theory. To this end, the foundational processes of grounded theory methodology are discussed. The results of a review of grounded theory examinations conducted in sales research are also provided, and current practices utilized by sales grounded theorists are discussed. Based on this review, future directions in substantive areas and methodological practices are provided. This article aims to serve as a resource for sales scholars wishing to know what grounded theory examinations have been conducted, how to implement grounded theory research and what avenues are available for future grounded theory sales research.     

Reduce temptation or resist it? Experienced temptation mediates the relationship between implicit evaluations of unhealthy snack foods and subsequent intake

A more negative implicit evaluation of unhealthy food stimuli and a more positive implicit evaluation of a weight-management goal have been shown to predict lower consumption of unhealthy food. However, the associations between these evaluations, temptation to indulge and consumption of unhealthy food remain unclear. The current study investigated whether temptation would mediate the relationship between implicit food and goal evaluations and consumption (resembling an antecedent-focused route to self-control of eating), or whether those evaluations would moderate the relationship between temptation and consumption (resembling a response-focused route). A sample of 156 women (17–25 years), who tried to manage their weight through healthy eating, completed two implicit association tasks assessing implicit food and goal evaluations, respectively. Intake of four energy-dense snack foods was measured in a task disguised as a taste test, and participants reported the strength of experienced temptation to indulge in the snacks offered. Negative implicit food evaluation was associated with lower snack intake, and temptation mediated this relationship. Implicit goal evaluation was unrelated to both temptation strength and snack consumption. The findings contribute to an understanding of how negative implicit unhealthy food evaluation relates to lower consumption, namely through the mediation of temptation to indulge in those foods.     

Proximal and distal effects of mortality salience on willingness to engage in health promoting behavior along the life span

The current studies examine proximal and distal mortality salience effects on the willingness to engage in health-promoting activities and explore the roles of age and self-esteem. In Study 1, 164 participants completed a self-esteem scale, were assigned to a mortality salience or a neutral condition, and then completed a scale, tapping their willingness to engage in health promoting activities. Findings revealed that in the proximal mode, mortality salience led the young and middle-aged adults to report higher willingness to promote health behaviors, whereas older adults tended to show a lower willingness to promote their health compared to the control condition. In Study 2, a total of 251 participants completed the same series of questionnaires, including a distracting task immediately after the mortality salience manipulation. Findings revealed that, in the distal mode, whereas death reminders did not affect young adults, mortality salience led middle-aged participants to express higher willingness to conduct health-promoting behaviors than in a control condition. The mortality salience induction did not affect older adults with high self-esteem, but led low self-esteem individuals to report higher willingness to promote their health. The differences between the reactions of the different age groups in both the defense modes are discussed in view of the terror management theory.     

Theology as “Queen of Science” Reconsidered: A Basis for Scientific Realism

Abstract

Although currently unpopular, it will be argued that theology can still be regarded as the “queen of the sciences” because it can provide a basis for scientific realism (in the same way that it has in the past). This argument will unfold in three steps. First, it will be shown that scientific antirealism offers serious objections to scientific realism. Second, the basics of Neoplatonic theological metaphysics will be explained. Finally, it will be argued that Neoplatonic theological metaphysics dissolves (rather than solves) the arguments of scientific antirealism and succeeds in grounding scientific realism, thereby restoring theology as the queen of science.     

Incarnation Deep and Wide: A Response to Niels Gregersen

Abstract

This paper responds to Professor Niels Gregersen's theology of deep incarnation by doing three things. Section 1 summarizes and defines the idea of deep incarnation, with particular reference to what is intended by the key adjective “deep.” Section 2 engages Gregersen's proposal critically in relation to traditional options within the Christian doctrine of the incarnation. If Gregersen's language of “incarnation” is to be taken seriously as a proposal that is grounded in but goes beyond traditional ideas, its best chance for success lies in being as clear as possible about relationship with its traditional sources. Finally, Section 3 offers a few suggestions concerning the promise of deep incarnation for contemporary theology, especially for theology informed in part by serious engagement with the natural sciences.     

The Acquisition and Function of Religious Beliefs: A Review and Synthesis of Proximate and Ultimate Perspectives

ABSTRACT

Two main scientific approaches have renewed in the last decade the scientific study of religion: the cognitive and the adaptationist. The former is focused on proximate causes, the latter is looking for ultimate causes of religious beliefs and behaviours. Both approaches are useful and promising. However, in both cases, various important aspects and contexts associated with the origin, acquisition, and transmission of religious beliefs have been neglected. The present paper offers an approach that conjoins both models after reviewing several critical issues, to highlight a distinction between cognitive conditions and structures, on one side; and developments or applications, on the other. As a result greater attention needs to be paid to religious functions and their cultural framework to better understand religion and to explain some current processes, like massive secularization in several areas.     

The Field of Science and Religion as Natural Philosophy

“Natural philosophy” is an important term from the history of science because it was used to describe the study of nature during medieval and early modern Europe. This article gives an overview of the history of natural philosophy, since the use and eventual disuse of the term helps one to understand the emergence of modern science. Following a suggestion by the historian of science Peter Dear, I argue that the term deserves to be rehabilitated because it draws attention to the complexities of scientific theorizing. The article concludes with an argument that the field of science and religion should be seen as an updated version of natural philosophy.     

Multicriteria Classification with Unknown Categories: A Clustering–Sorting Approach and an Application to Conflict Management

This work proposes an approach to cluster and sort a set of alternatives considering multi‐criteria categories with a partial order structure. It can be considered a heuristic approach because it does not attempt to derive an optimal partial order among all conceivable clusters of alternatives. Rather than this, it intends to be a simple approach that is transparent to the Decision Maker (DM) whose assistance is sought to help shaping the results. The approach proposed arises from the conjugation of traditional Clustering analysis and Multi‐criteria sorting tools. At the outset, the number of categories and their characteristics is unknown. First, we need to detect only the clusters themselves on the basis of a similarity measure independent of the preferences of the DM. Next, we detect potential partial order relations that might exist between them, according to the subjective preferences of the DM. Such preferences are elicited only after the DM has examined the clusters detected and deemed that these categories made sense. The new approach performs very well in a real‐world problem of management of intragroup conflicts and conflict handling strategies. Copyright © 2012 John Wiley & Sons, Ltd.     

Shall we continue or stop disapproving of self-presentation? Evidence on impression management and faking in a selection context and their relation to job performance

The self-presentation tactics of candidates during job interviews and on personality inventories have been a focal topic in selection research. The current study investigated self-presentation across these two selection devices. Specifically, we examined whether candidates who use impression management (IM) tactics during an interview show more faking on a personality inventory and whether the relation to job performance is similar for both forms of self-presentation. Data were collected in a simulated selection process with an interview under applicant conditions and a personality inventory that was administered under applicant conditions and thereafter for research purposes. Because all participants were employed, we were also able to collect job performance ratings from their supervisors. Candidates who used IM in the interview also showed more faking in a personality inventory. Importantly, faking was positively related to supervisors’ job performance ratings, but IM was unrelated. Hence, this study gives rise to arguments for a more balanced view of self-presentation.     

The roles of leader emotion management and team conflict for team members' personal initiative: A multilevel perspective

Employees' personal initiative (i.e., their active and future-oriented engagement at work) is of high relevance to organizations that strive for innovation and competitiveness. To better understand its drivers and diminishers, the present study refers to Affective Events Theory and examines the impact of leader emotion management, team conflict, and affective well-being on personal initiative. Data from 300 members of 59 work teams in Germany were gathered from multiple sources at three points in time over the course of 2 weeks. Multilevel analyses indicated that leader emotion management positively affected team members' personal initiative and that this effect was mediated by team members' affective well-being. Data also revealed a contrasting negative indirect effect of task conflict within the team on team members' personal initiative via team members' affective well-being. The study's results suggest that the improvement of leaders' emotion management as well as the establishment of work conditions and experiences that foster affective well-being should be seriously considered by organizations wishing to facilitate personal initiative in team settings.