The double-edged effects of emotional intelligence on the adaptive selling–salesperson-owned loyalty relationship

Emotional intelligence can positively impact sales outcomes. However, research is needed to enhance our understanding about how salesperson's emotional intelligence affects adaptive selling and customer outcomes. This study uses dyadic data from 150 customers matched with 25 salespeople to investigate relationships among emotional intelligence, adaptive selling (AS) and customer loyalty perceptions. Research findings show that regulation of emotions negatively affects salesperson-owned loyalty (SOL), while it positively moderates the AS-SOL relationship. These findings are critical as they challenge the pervasive conception of the positive impact of regulation of emotions in sales. Results also provide further evidence that SOL is important to the firm as it positively affects loyalty to the service provider and through mediating processes also impacts word of mouth.     

Selling behaviours and sales performance: the moderating and mediating effects of interpersonal mentalizing

A random sample of independent insurance agents was surveyed to explore the relationships among learned behaviours, such as, adaptive selling and customer orientation and personal dispositions, such as, interpersonal mentalizing in predicting sales performance. The primary focus of this research was to reexamine salespeople's theory of mind in a broader theoretical base of human abilities. The results confirmed that the dimensions of interpersonal mentalizing, such as, taking a bird's-eye view, shaping the interaction by creating a positive ambience, detecting nonverbal cues and rapport building have different roles for the effectiveness of selling behaviours. While taking a bird's-eye view was a moderator, creating a positive ambience was a mediator of the relationship between selling behaviours and performance. Furthermore, salespeople's ability to build rapport improved sales performance only when they were able to detect nonverbal cues from customers. Taken together, these findings shed light on the complementary role of autonomous abilities of salespeople in improving the productivity of their learned selling behaviours. Several managerial implications were derived from the findings.     

AIDR 技术在优化婴幼儿胸部 CT 扫描方案中的应用价值

该研究是探讨自适应迭代剂量降低重建技术（adaptive iterative dose reduction ,AIDR）在婴幼儿胸部 CT 扫描中的应用。本研究从拟行胸部 CT 检查的患儿中随机选取40例,分成 A 与 B 两组,A 组管电压为80kV ,用 AIDR 重建技术;B组为100kV ,用滤过反投影重建技术（FBP）。比较 A 、B 两组 CT 值、标准差（SD）、信噪比（SNR）、对比信噪比（CNR）、CT容积剂量指数（CTDIvol）、剂量长度乘积（DLP）及辐射剂量。该研究所得到的 A 、B 两组的图像质量评分、CT 值、SD 、SNR 、CNR 差异均无统计学意义。 A 组较 B 组辐射剂量降低。所以本研究认为在婴幼儿胸部扫描中采用80kV 加 ADIR重建,图像质量能达到诊断要求,且可降低辐射剂量。     

考虑题目选项信息的非参数认知诊断计算机自适应测验

选择题中的作答选项能提供额外诊断信息, 为充分利用选项信息, 研究提出认知诊断计算机自适应测验(CD-CAT)中两种处理选择题选项信息的非参数选题策略和变长终止规则。模拟研究的结果发现：(1)定长条件下两种非参数选题策略的分类准确性整体要高于参数选题策略; (2)两种非参数选题策略较参数选题策略具有更加均衡的题库使用情况; (3)非参数选题策略在两种新的变长终止规则下具有更高的分类准确率; (4)两种非参数选题策略均适用于选择题CD-CAT情境, 使用者可任选其一进行测验分析。     

虚拟团队共享式领导的双刃剑效应研究：基于调适性结构理论的视角

虚拟团队因新兴技术驱动而成为组织管理的潮流, 尤其全球疫情的爆发使得远程办公备受关注。共享式领导是与虚拟团队高度匹配的领导模式, 但现今学界对虚拟团队共享式领导作用机制的研究比较匮乏, 且集中在正面效应和团队层次, 忽略了共享式领导可能存在的负面效应及对个体层次的影响。研究基于调适性结构理论, 提出虚拟团队共享式领导有助于团队及个体内部动机和效能感的提升, 同时也会加剧团队内社会惰化现象和关系冲突水平, 引发员工的工作负荷和工作焦虑感, 进而对团队绩效和个体绩效产生双刃剑效应, 同时, 团队虚拟性、任务复杂性和任务重要性在其中起到调节作用。研究模型系统打开了虚拟团队共享式领导的影响机制黑箱, 为组织如何在虚拟情境下领导团队、提升绩效提供借鉴。     

Developing a Public Hermeneutic for the Future of Theological Education?

Abstract : This article considers whether there is a need to develop a public hermeneutic for theological education. Churches and theological schools are rethinking the programs they are providing and other new ways to enhance their process of leadership formation for ministry. In a dynamically global context, where churches have been “disestablished”—as in Canada—the religious needs of the wider public remain important. I suggest that more attention needs to be given to the public questions of “belonging.” Perhaps a notion of public ministry as active accompaniment of people and communities provides a helpful metaphor or public hermeneutic for theological schools in charting their future.     

Adaptive Self-Regulation: Meeting Others' Expectations of Leadership and Performance

Abstract

The authors used longitudinal multisource field data to examine core aspects of the adaptive self-regulation model (A. S. Tsui & S. J. Ashford, 1994) in terms of linkages between self-monitoring, discrepancy in manager match-to-position, 5 measures of leadership, and manager performance. At Time 1,64 superiors of focal managers rated the managers' matches to their positions within the organization; at Time 3, they rated the managers' performance. At Time 2, the 64 focal managers completed a measure of self-monitoring, and 192 subordinates rated the focal managers' leadership behaviors. Results of partial least squares analysis revealed that discrepancy in manager match-to-position was associated with reductions in laissez faire and passive management-by-exception behaviors and increases in transformational leadership behavior. Self-monitoring was positively associated with all 5 leadership behaviors. Performance was related positively to transformational leadership behavior and negatively to passive management-by-exception and contingent-reward behaviors     

结合题目作答时间的计算机化自适应测验选题方法

计算机形式的测验能够记录考生在测验中的题目作答时间（Response Time, RT），作为一种重要的辅助信息来源，RT对于测验开发和管理具有重要的价值，特别是在计算机化自适应测验（Computerized Adaptive Testing, CAT）领域。本文简要介绍了RT在CAT选题方面应用并作以简评，分析了这些技术在实践中的可行性。最后，探讨了当前RT应用于CAT选题存在的问题以及可以进一步开展的研究方向。     

Capturing non-linear temporally embedded processes in organizations using recurrence quantification analysis

ABSTRACT

Despite the growing consensus that the majority of psychological phenomena at work are temporally embedded and highly dynamic, existing research is often based on simplified theoretical and methodological models, which take limited account of process dynamics and especially non-linear growth trajectories. In this paper, we highlight the potentials of using recurrence quantifications analysis (RQA) and an extension of RQA – cross-recurrence quantification analysis (CRQA) – for researching process dynamics in organizations. (C)RQA is a powerful technique that can be used to both visualize and quantify time-series data such as repeated measurements of psychological states or sequentially coded dyadic and team interactions. To illustrate the manifold opportunities of (C)RQA, we present three application examples focusing on individuals as systems, dyads as systems, and teams as systems. Specifically, we highlight how (C)RQA can be applied to individual diary data, to leader-follower communication dynamics observed during annual appraisal interviews, and to high-density coded team interactions observed during organizational meetings. We discuss the strengths and limitations of (C)RQA and provide recommendations for researchers interested in using the method.