Examining the impact of salesperson interpersonal mentalizing skills on performance: the role of attachment anxiety and subjective happiness

Due to the dynamic and interpersonal nature of selling, understanding affective and cognitive relationships and their influence on performance has gained the attention of sales scholars. Moreover, recent literature has created opportunities to study the impact of cognitions, such as salesperson theory-of-mind, on sales performance. This research develops a model involving salesperson interpersonal mentalizing skills (i.e. rapport building, detecting nonverbal cues, taking a bird’s-eye view, shaping the interactions), subjective happiness, attachment anxiety, and sales performance. Although salesforce optimization is critical in any economy, emerging economies are the growth frontier for many global companies. Using three samples from Brazil, we investigate the telecom, banking, and retail industries, providing generalizable results from one such emerging economy. We find that, in general, it is the influence of attachment anxiety and subjective happiness on interpersonal mentalizing skills which ultimately impacts sales performance. Based on these findings, we discuss several theoretical and managerial implications.     

Short-term and long-term relationships between reflection and performance in teams: evidence from a four-wave longitudinal study

Previous theory and research suggest that team reflection is beneficial for team performance. We argue that results remain inconclusive because prior studies have not accounted for the dynamic nature of this relationship. This paper addresses this research gap by examining time-specific relationships among variables and the intra-team variability of changes across time. In a four-wave longitudinal field study with 97 teams (N = 453 team members) performing a business simulation task, short-term (i.e., autoregressive, cross-lagged effects) and long-term (i.e., latent trajectories) relationships between team reflection and performance were explored. We found evidence that reflection had negative autoregressive effects and that there were direct positive short-term relationships between reflection and performance. Reflection trajectories were seen to decline across time and performance trajectories to increase across time. In addition, teams with either low initial reflection or low initial performance showed higher increases in reflection across time, whilst higher increase in reflection was negatively related to change in performance. Findings are discussed with respect to how they extend the previous literature and what directions they suggest for future research.     

A self-determination perspective of strengths use at work: Examining its determinant and performance implications

We investigate the role of strengths use in the workplace by drawing on self-determination theory (SDT) to propose that strengths use at work can yield performance benefits in terms of task performance and discretionary helping, and that the social context, in the form of leader autonomy support, can promote employees’ strengths use. Further, consistent with an interactional psychology perspective, we contend that the relationship between autonomy support and strengths use will be stronger among individuals with strong independent self-construal. We tested the model using matched data from 194 employees and their supervisors and found evidence for the relevance of strengths use at work, even after accounting for the role of intrinsic motivation. In addition to providing practical implications on developing employee strengths use and how to do so, this study advances theory and research on workplace strength use, SDT, and positive organizational behavior.     

The sound of you and me: Novices represent shared goals in joint action

People performing joint actions coordinate their individual actions with each other to achieve a shared goal. The current study investigated the mental representations that are formed when people learn a new skill as part of a joint action. In a musical transfer-of-learning paradigm, piano novices first learned to perform simple melodies in the joint action context of coordinating with an accompanist to produce musical duets. Participants then performed their previously learned actions with two types of auditory feedback: while hearing either their individual action goal (the melody) or the shared action goal (the duet). As predicted, participants made more performance errors in the individual goal condition than in the shared goal condition. Further experimental manipulations indicated that this difference was not due to different coordination requirements in the two conditions or perceptual dissimilarities between learning and test. Together, these findings indicate that people form representations of shared goals in contexts that promote minimal representations, such as when learning a new action together with another person.     

Visible minority applicant concerns and assessment of occupational role in the era of community‐based policing

Attempts to recruit minority officers are an integral component of community‐based policing initiatives in Western democracies. To better understand how to optimize these initiatives, 80 African‐Canadian police applicants were surveyed for perceptions of occupational role, career aspirations and obstacles to minority recruitment. Although service to the Black community was a high priority, applicants reported this goal as secondary to providing service regardless of ethnicity. Further, applicants reported they would be as effective policing the White community and more effective policing the Black community than their White counterparts. Racial prejudice on the part of police officers and society were viewed as the most significant obstacles to minority recruitment. Two tests of potential perceptual distortions indicated that applicants perceived African‐Canadian acquaintances to be more frequent targets of police discrimination than they were as individuals, and perceived themselves as relatively less alienated from the police than were the police from their group. Discussion focuses on obstacles to minority recruitment, the fit between applicants' attitudes and the demands of modern policing, and the potential impact of a more ethnically diverse force for police–minority relations. Copyright © 1999 John Wiley & Sons, Ltd.     

GT与IRT的比较: 北京奥运会男子10米跳台跳水分析

概化理论(GT)和项目反应理论(IRT)从两个不同的方向发展了经典测量理论, GT和IRT中的多面Rasch测量模型(MFRM)在主观评分中都可以用来估计评分中各变异来源对变异的贡献, 对测评的信度进行估计, 提出测评改进意见。12名运动员参加了2008北京奥运会男子10米跳台跳水决赛, 比赛共6个回合, 7名裁判独立对他们在各个回合的表现进行打分。GT和MFRM比较一致地认为运动员自身、回合、运动员与回合的交互效应是运动员得分的重要变异来源, 而裁判员对运动员得分差异的贡献不显著。MFRM同时还估计出难度系数是影响男子跳台跳水成绩的重要变异来源, 在评分等级6.5附近存在步校准错乱, 得出的运动员成绩排序与2008奥运实际排序有所不同。在GT中难度系数作为隐藏侧面, 其效应未能分离出来。GT和MFRM从两个不同的方面给测量提供改进意见: GT发现可以通过增加回合数来提高g系数, 而增加裁判数对其影响不大。MFRM给出各侧面的要素(如某裁判、运动员等)的估计值及其标准误, 它给出的诊断性拟合统计也有助于甄别异常得分或评分模式。     

双重作业的颜色编码方式对作业绩效的影响

研究探讨了不同颜色编码方式对双重任务操作绩效的影响。实验结果证明：若采用同类颜色编码方式,同时操作的两种作业就会产生结构限制,降低双重任务操作绩效;相反,若采用异常颜色编码方式,将有效地减少双重任务操作的结构限制,使双重任务的操作绩效得到提高。     

The proportion heuristic: problem set size as a basis for performance judgments

How do people evaluate their degree of mastery over a task? A series of four studies demonstrated that a potentially irrelevant cue can have a strong influence on such evaluations. In these studies, the total amount of work given to participants (the problem set size) influenced both (a) the amount of work participants completed before feeling that they had performed well and were adequately prepared for a related future task, and (b) participants' assessments of their performance and their feelings of preparedness for a related future task. These effects occurred even when a randomization procedure was used to emphasize the arbitrary nature of the problem set size. The effects vanished, however, when participants were given extra time to evaluate their progress after completing each problem. Copyright © 2001 John Wiley & Sons, Ltd.     

美国人类受试者使用的历史

所有关于研究伦理的国际法典及实际中的关于人体受试者研究领域的各国立法及规则都表明了保护主义的姿态,他们的主旨是保护个人不受伤害和剥削。这种保护主义姿态有其重要的历史原因,起草这些文件具有这样的目的;保证像被纳粹医生-研究者犯下的罪行,试验药物Thalidomide引发的灾难及Tuskegee梅毒研究对伦理道德的亵渎永远不会重演,近些年来社会对临床研究的理解已发生了戏剧性转变,如经AIDS积极分子努力的结果,人们已以宽容和有益的心态广泛接受临床试验。虽然这种姿态的转变已产生了在指导进行临床研究方面的政策及实践某些重要的改善,但人们必须认识到,这种新的接受正像先前的过度保护主义一样的错误,其应该维护一个平衡的比例。我们的政策应反映出鼓励符合伦理学的研究的要求,同时要保持必要的防范以保护受试者的权益。