A process model of buyer responses to salesperson transgressions and recovery efforts: the impact of salesperson orientation

Despite the damaging effects often associated with salesperson transgressions, our understanding of how buyers respond to these transgressions and the recovery efforts that typically follow is limited. The authors address this shortcoming across two studies of professional buyers. In the first, the authors examine buyers’ responses to salesperson ethical and service transgressions as moderated by their perceptions of the salesperson (i.e. whether they perceive the salesperson as being selling-oriented (SO) or customer-oriented (CO)). In the second study, the authors contrast the effects of an apology versus compensation in examining buyers’ responses to the overall transgression and recovery episode. Although study results indicate that a customer orientation amplifies buyers’ responses to the initial transgression, they also indicate that buyers’ responses to the overall episode are primarily a function of whether the recovery effort conforms to their expectations. Hence, while favorable salesperson perceptions (i.e. being perceived as CO) are detrimental in the context of the initial transgression, they are beneficial in the context of the overall transgression and recovery episode.     

The body as laboratory: Prediction-error minimization,embodiment, and representation

In his (2014) paper, Jakob Hohwy outlines a theory of the brain as an organ for prediction-error minimization (PEM), which he claims has the potential to profoundly alter our understanding of mind and cognition. One manner in which our understanding of the mind is altered, according to PEM, stems from the neurocentric conception of the mind that falls out of the framework, which portrays the mind as “inferentially-secluded” from its environment. This in turn leads Hohwy to reject certain theses of embodied cognition. Focusing on this aspect of Hohwy’s argument, we first outline the key components of the PEM framework such as the “evidentiary boundary,” before looking at why this leads Hohwy to reject certain theses of embodied cognition. We will argue that although Hohwy may be correct to reject specific theses of embodied cognition, others are in fact implied by the PEM framework and may contribute to its development. We present the metaphor of the “body as a laboratory” in order to highlight what we believe is a more significant role for the body than Hohwy suggests. In detailing these claims, we will expose some of the challenges that PEM raises for providing an account of representation.     

Early trauma and serious mental illness: what role does spirituality play?

For many who experience serious mental illness, spirituality and religion can be common vehicles that provide a sense of coherence and meaning to life. However, in the presence of early trauma, spiritual and religious beliefs may be enhanced or destroyed, or never develop. This paper explores the relationship between spirituality/religion, early trauma, and serious mental illness. Three case examples from a qualitative phenomenological study are presented to illustrate spiritual and religious struggles that can arise and how a person can work through these over time to use spirituality and religion as positive resources for recovery. Tentative implications for practice are offered.     

The relation between off-job recovery and job resources: person-level differences and day-level dynamics

It is well-known that recovery from work and job resources can counteract negative effects of high job demands, but less is known about how off-job recovery and job resources are related to each other. In this two-level daily diary study, 67 employees filled out daily surveys over the course of 8 days to examine this issue. Consistent with our expectations, multilevel analyses revealed that previous day’s detachment from work is positively related to the state of being recovered before going to work, and that the state of being recovered is positively related to one’s level of job resources. Moreover, the results indicated that both person-level differences and day-level dynamics play a role in these relations. Our study highlights the importance of recovering from work in the sense that it does not only help individuals by repairing negative strain effects but can also function as a catalyst in the activation of job resources.     

Escapism motive for sport consumption as a predictor of meaning in life

The objective of this study was to examine whether spectator escapism motive for sport consumption could predict meaning in life, and to explore the role of psychological ownership in this relationship. A sample of 806 football spectators (African = 85%, male = 67.4%, Sesotho = 26.2%) completed the Motivation Scale for Sport Consumption (MSSC), the South African Psychological Ownership Questionnaire (SAPOS) and the Meaning in Life Questionnaire (MLQ). Structural equation modelling was utilised to investigate the postulated paths of the structural model. Escapism motive for sport consumption predicted meaning in life among spectators through psychological ownership. The sports escapism motive can yield positive psychological outcomes for sports fans.     

权力对亲社会行为的影响:机制及相关因素

权力,作为一种不对等的资源掌控,受到个体当前目标的影响,既可能促进个体的亲社会行为发生,也可能抑制亲社会行为的产生;其中,选择性注意与社会距离在该过程中起到了中介作用。实际中,可以从个人、制度及文化三个层面提升高权力个体的亲社会导向目标以增加其亲社会行为。未来研究应探讨不同权力类型对亲社会行为的影响,重视区分权力与地位的不同作用,加强对文化等因素的关注与研究,并进一步从群际角度探讨权力与亲社会行为间的关系。     

Age and active navigation effects on episodic memory: A virtual reality study

We investigated the navigation‐related age effects on learning, proactive interference semantic clustering, recognition hits, and false recognitions in a naturalistic situation using a virtual apartment‐based task. We also examined the neuropsychological correlates (executive functioning [EF] and episodic memory) of navigation‐related age effects on memory. Younger and older adults either actively navigated or passively followed the computer‐guided tour of an apartment. The results indicated that active navigation increased recognition hits compared with passive navigation, but it did not influence other memory measures (learning, proactive interference, and semantic clustering) to a similar extent in either age group. Furthermore, active navigation helped to reduce false recognitions in younger adults but increased those made by older adults. This differential effect of active navigation for younger and older adults was accounted for by EF score. Like for the subject‐performed task effects, the effects from the navigation manipulation were well accounted for by item‐specific/relational processing distinction, and they were also consistent with a source monitoring deficit in older adults.     

Advice seeking and loaning of money related to relapse in recovery homes

Recovery homes help individuals who have completed substance use treatment programs re‐integrate back into the community. However, it is unclear what factors determine who will succeed in these settings and how these factors may be reinforced or undermined by the social interactions and social networks between residents living in the Oxford House recovery homes. In an effort to better understand these factors, the current study evaluated (a) the extent to which the density of social networks (i.e., friendship, willingness to loan money, and advice‐seeking relationships) is associated with social capital (i.e., sense of community, quality of life, hopefulness, self‐efficacy), and (b) whether the density of social networks predicts relapse over time. Among the findings, willingness to loan money was positively associated with all four individual‐level social capital variables, suggesting that availability of instrumental resources may be important to ongoing recovery. To test whether these house‐level social network factors then support recovery, a survival analysis was conducted, finding associations between relapse risk and the network densities over a 28‐month span. In particular, more dense advice‐seeking networks were associated with higher rates of relapse, suggesting that the advice‐seeking might represent a sign of organisational house problems, with many residents unsure of issues related to their recovery. In contrast, more dense loaning networks were associated with less relapse, so willingness to lend money could be measuring a willingness to help those in need. The implications of these findings are discussed.     

Imaginal action: towards a Jungian conception of enactment,and an extraverted counterpart to active imagination

This theoretical paper considers the fashion in which Jung's psychology radically challenges modern assumptions concerning the nature of subjectivity. With an eye for the clinical implications of Jung's late work, the author introduces the idea of imaginal action. In order to explain what is meant by this, the paper begins by exploring how Jung's thinking demonstrates an underlying bias towards introversion. It is argued that while Jung's interest in synchronicity ultimately resulted in his developing a worldview that might address the introverted biases of his psychology, the clinical implications of this shift have not been sufficiently clarified. With reference to some short examples from experience, the author outlines a conception of relational synchronicity wherein the intrapsychic emerges non‐projectively within the interpersonal field itself. Comparing and contrasting these occurrences to the more introverted practice of active imagination, it is claimed that such a notion is implicit in Jung's work and is needed as a corrective to his emphasis on interiority. The author suggests that imaginal action might be conceived as a distinctly Jungian approach to the psychoanalytic notion of enactment. It is also shown how the idea outlined might find further support from recent developments in the field of transpersonal psychology.