Salespeople as knowledge brokers: a review and critique of the challenger sales model

Over the last several years, there has been increasing interest in a new sales training approach – referred to as the Challenger Sales model – to engage customers. This approach, focusing on purposefully generating tension with customers to spark new ways of thinking, has gained traction among leading sales organizations. Although generating tension with customers has received a great deal of interest, researchers have yet to complete a systematic, in-depth examination of the Challenger model. The purpose of this article is to provide a much needed comprehensive review and critique of the approach. By conducting both an empirical and conceptual review of the framework, we offer insight into its novelty, merits and weaknesses.     

潜变量交互效应模型标准化估计中的检验问题

讨论了潜变量交互效应模型是否能直接用统计软件输出的原始估计的t值对模型的标准化估计进行检验的问题,详细介绍了标准化估计的t值计算及其难点,用Bootstrap方法算出标准化估计的标准误和相应的t值（记为t_bs）,并将其与原始估计的t值比较.结果发现,当原始估计t值超过3时,无论用t值还是用t_ bs检验,结果都是显著,即可以使用t值进行检验.而当t值不超过3时,与t_bs很接近,也可以用t值检验,但t值在临界值附近（例如1.5 ～2.5）时,最好还是使用Bootstrap法计算t_bs进行检验.     

Relationship between field dependence-independence and the g factor: What can problem-solving strategies tell us?

IntroductionField dependence-independence (FDI) has been the focus of a great deal of research. However, it is generally studied in relation to either personality or the g factor, with far fewer studies of the interconnections between FDI, the g factor and problem-solving strategies.ObjectiveOur first aim was to study the relationship between FDI and the g factor. Our second was to explain this relationship by analysing problem-solving strategies.MethodOne hundred and seventy 14-year-old performed three tests: the GEFT, the D-70, and a second, prototype g-factor test that enabled us to identify which strategies they used.ResultsResults confirmed the classic link between FDI and the g factor, and attributed this link to greater use of the most efficient strategies.     

中西方思维方式的文化差异研究——二元对立与连续统合的视角

目的:验证中西方在思维方式上存在二元对立与连续统合的差异。方法:通过自编的中西方思维特征问卷,对中国学生47名,以及西方留学生及访问学者43名施测,收回有效问卷中国被试34名,西方被试32名。结果:中西方在思维方式上存在着显著差异,思维方式不存在性别差异。结论:中国人的思维方式是倾向于连续统合的,而西方人的思维方式是倾向于二元对立的。     

A Solution-Based Approach to Couple Therapy

Abstract

Couples often present for counseling as a last resort. As relationships in crisis may not last it is important that treatment be time-effective. Solution-based therapies have been described as brief and time-effective and applied effectively to working with couples. This article presents a case example demonstrating the application of a solution-based approach to therapy with a married African-American couple entering therapy to resolve their relationship difficulties that lead to the initiation of divorce proceedings. The processes of reducing blame and conflict, creating hope and solution building utilizing solution-based interventions are discussed, as well as the treatment outcomes.     

Nucleation and growth of crystals at the intermediate stage of phase transformations in binary melts

An exact analytical solution of integro-differential equations, which describe the phase transitions in supercooled binary melts, is constructed with allowance for fluctuating rates of crystal growth. A complete solution of the corresponding Fokker–Planck and balance equations is found for arbitrary nucleation kinetics and growth rates of crystals. In limiting cases, the obtained solutions transform to earlier known solutions for a special form of diffusivity in the space of crystal sizes and purely kinetic and “diffusion-kinetic” growth rates of nuclei.     

Revisiting the Gain–Loss Separability Assumption in Prospect Theory

A fundamental assumption of prospect theory is gain–loss separability (GLS)—the assertion that the overall utility of a prospect can be expressed as a function of the utilities of its positive and negative components. Violations of GLS may potentially limit the generalization of results from studies of single‐domain prospects to mixed prospects and systematically distort the predictions of the theory. Violations also have implications for how choices with positive and negative components should be presented to decision makers. Previous studies, using different elicitation methods, have documented different rates, and types, of systematic violations of GLS. We discuss the differences between two specific elicitation methods—binary choice and certainty equivalents—and report results of a new study of GLS using both methods and randomly generated prospects. We compare the extent and nature of GLS violations under the two elicitation methods using between‐subject and within‐subject analyses. We find (i) systematic violations of GLS under both methods, (ii) higher rates of violations under choice, (iii) higher sensitivity to the outcomes for the certainty equivalents, which is consistent with the predictions of the scale‐compatibility hypothesis, and (iv) different patterns of violations under the two methods, which are explained by method‐specific preferences. We discuss the psychological mechanisms underlying the findings and the implications for presenting information with gain and loss components. Copyright © 2012 John Wiley & Sons, Ltd.     

Étude des stratégies d’adultes présentant un retard mental dans la résolution de la Twenty Questions Task

A Twenty Questions problem solving Task was given to 30 mentally retarded adults, 30 mentally nonretarded adults matched on chronological age, and 12 mentally nonretarded children matched on cognitive efficiency. Four strategies were identified on the basis of a subject-by-subject analysis. Results showed group differences of frequency in the use of the strategies. Moreover, results indicated that the more frequent strategy used by the mentally retarded adults is the one which consists in identifying the categories without using them to efficiently reduce the problem space. The interpretation of the results as reflecting a conceptual deficit or a chronicle cognitive sub-functioning of the mentally retarded adults depicted in the literature is discussed.     

Structural heterogeneity in a binary Pd–Si metallic glass

A Pd₈₁Si₁₉ bulk metallic glassy rod with a diameter of 4.5 mm was produced by water quenching the fluxed alloy. Despite a negative heat of mixing between Pd and Si elements and very simple components constituting the binary Pd–Si glass-forming system, structural heterogeneity was induced either by slow cooling of a liquid or sub-T_g annealing of glassy ribbons. The sub-T_g annealing experiments evidenced that a more ordered amorphous phase emerged from the original glassy matrix. Our work provides an alternative way to tune the microstructure of metallic glasses by subsequent thermal treatment on an as-prepared single glassy phase.     

对医学基础研究中“确凿证据”的认识

医学基础研究中得到的确切可靠、无可辩驳的结论,可称为“确凿证据”。其重要性在于能对“一般证据”做出判断;可据此设计实验,提出并验证假说。所以准确判断十分重要,判断错误将误导实验,延缓实验进程。可分为两类：直接可见的结果或是经过严密实验设计得出的结论。我们要慎重判断“确凿证据”,也要善于利用其得出结论。