On the nature of international sales and sales management research: a social network–analytic perspective

This research uses a combination of text mining, co-word analysis, and social network analysis (SNA) to review 132 international sales and sales management (ISSM) articles published between 1980 and 2017. The study provides a unique view of the past and future of ISSM research and provides three principal contributions. First, from a social network–analytic perspective, it offers a unique examination of the ways ISSM research topics are interconnected, as reflected by keyword network structure. Second, by conducting SNA across two periods (1980–1999 and 2000–2017) and examining the changes in network centrality measures, the study offers initial insights into the evolving nature of the ISSM literature. Third, the study reports keyword network disconnections (i.e., structural holes) to propose a fruitful agenda for future ISSM research. Taken together, this research offers a current perspective of the ISSM research domain's evolving nature.     

Enactments of Race in the UK’s Blood Stem Cell Inventory

Recent sociological analyses of the intersections of race and science recognise race’s quality as an enacted object. Through this analytic lens, race is always materialising in the practices and processes that enrol it and therefore enjoys a kind of multiplicity. The context of blood stem cell transplantation, a scientific domain marked by a more and less explicitly racialised logic, offers an opportunity to see the conceptual assertion of race’s multiplicity play out. Indeed, an exploration of the UK’s stem cell inventory reveals—through analysis of interviews, policy and parliamentary meetings—how race materialises in the various practices that comprise this increasingly popular cancer treatment option. Looking at practices of recruitment, inventory management and tissue selection in particular provides an interesting window to look upon race and the many signifiers that implicate it. These cases reveal moments of race’s stablisation and silencing; its oscillation between the status of vital information to the life of a public stem cell inventory, and of secondary data that provides little useful information to clinicians selecting tissue. Adopting an analytic lens that attends to race’s multiple enactments allows us to begin asking why enactments take the shape they do, and why the particular practices that mobilise them come to be.     

Using finite mixture of GLMs to explore variability in children's flexibility in a task-switching paradigm

The present study illustrates the usefulness of finite mixture of generalized linear models (GLMs) to examine variability in cognitive strategies during childhood. More precisely, it addresses this variability in set-shifting situations where task-goal updating is endogenously driven. In a task-switching paradigm 5–6-year-olds had to switch between color- and shape-matching rules as a function of a predetermined, predictable task sequence. A finite mixture of GLMs was fitted to explore individual differences in performance. The statistical model revealed five response profiles, defined by accuracy and response times. These response profiles likely correspond to different cognitive strategies with varying efficiency and differential relations to working memory capacity (assessed by backward digit span). These results illustrate the heuristic value of statistical modeling to reveal the behavioral and cognitive variability in the temporal dynamics of children's cognitive functioning.     

Multiple aspects in the sense of agency

Recent significant research in a number of disciplines centers on the concept of the sense of agency. Because many of these studies cut across disciplinary lines there is good reason to seek a clear consensus on what ‘sense of agency’ means. In this paper I indicate some complexities that this consensus might have to deal with. I also highlight an important phenomenological distinction that needs to be considered in any discussion of the sense of agency, regardless of how it gets defined. Finally, I suggest that the sense of agency has an ambiguous phenomenology and I offer some critical comments on current models that fail to notice this ambiguity.     

The Role of Executive Control of Attention and Selective Encoding for Preschoolers' Learning

Selectivity in encoding, aspects of attentional control and their contribution to learning performance were explored in a sample of preschoolers. While the children are performing a learning task, their encoding of relevant and attention towards irrelevant information was recorded through an eye‐tracking device. Recognition of target items was used as measure of learning outcome, and individual differences in resistance to interference and inhibition of attention to task‐irrelevant stimuli (i.e. distractibility) were used as measures of executive control of attention. Results indicated well‐developed selectivity during encoding in young children. Recognition performance was related to selective encoding and aspects of attentional control, explaining individual differences in learning. Copyright © 2011 John Wiley & Sons, Ltd.     

“Practical Divine Influence”: Socioeconomic Status and Belief in the Prosperity Gospel

The “prosperity gospel” is an understudied feature of the religious landscape of the United States. Little is known about the social patterning of prosperity gospel beliefs. We focus on two core dimensions of socioeconomic status (SES)—education and income—as potential influences. Our analyses of data from the Pew Forum on Religion & Public Life's 2006 Survey of Pentecostals produce three findings. First, education and income have negative and mostly independent associations with prosperity gospel beliefs. Second, SES‐based patterns remain after accounting for other attributes of the religious role. Third, while most education‐based differences are contingent upon the attributes of the religious role, these contingencies are not replicated for income‐based differences. These observations reinforce the long‐standing claim that SES plays a pivotal—and complex—role in the social patterning of religious beliefs.     

THE EFFECTS OF THE QUESTION “WHAT IS THIS?” ON TACT-TRAINING OUTCOMES OF CHILDREN WITH AUTISM

Tact training is a common element of many habilitative programs for individuals with developmental disabilities. A commonly recommended practice is to include a supplemental question (e.g., “What is this?”) during training trials for tacts of objects. However, the supplemental question is not a defining feature of the tact relation, and prior research suggests that its inclusion might sometimes impede tact acquisition. The present study compared tact training with and without the supplemental question in terms of acquisition and maintenance. Two of 4 children with autism acquired tacts more efficiently in the object-only condition; the remaining 2 children acquired tacts more efficiently in the object + question condition. During maintenance tests in the absence of the supplemental question, all participants emitted tacts at end-of-training levels across conditions with no differential effect observed between training conditions.Key words: autism, language training, stimulus control, tacts, verbal behaviorSkinner (1957) defined the tact as a response “evoked by a particular object or event or property of an object or event” (p. 82) and considered it to be one of the most important verbal operants. Tacts are maintained by generalized social reinforcement and, thus, they are central to many social interactions. For example, the tact “That cloud looks like a horse” (under the control of a visual stimulus) could evoke a short verbal interaction about the sky or horses. The tact “My tummy hurts” (under the control of an interoceptive stimulus) could evoke soothing statements from a parent. A child who tacts “doggie” in the presence of a cat likely would evoke a correction statement from an adult, further refining two stimulus classes (i.e., dog and cat). These examples illustrate that, despite their topographical differences, the tact relations share antecedent control by a nonverbal discriminative stimulus (S^D) and are maintained by generalized social reinforcement.In habilitative programs for individuals with language impairments, autism, and intellectual disabilities, tacts often are taught for objects (e.g., ball), object features (e.g., color, size, shape), activities (e.g., jumping), prepositions (e.g., between), and emotions (e.g., sad) among others. Although conceptualized differently among therapeutic approaches, the tact relation occupies a central position in many early-intervention curricula. For example, Lovaas (2003) and Leaf and McEachin (1999) describe these relations as expressive labels and recommend that they be taught early in language training using three-dimensional objects accompanied by the supplemental questions “What is it?” or “What''s this?” Alternatively, Sundberg and Partington (1998) explicitly refer to the relation as a tact and recommend beginning instruction by including the question “What is it?” before eventually fading the question. In addition to these clinical manuals, the use of supplemental questions during tact training has appeared in some empirical studies on tact or expressive-label training (e.g., Braam & Sundberg, 1991; Coleman & Stedman, 1974), but not others (e.g., Williams & Greer, 1993). Regardless of whether tact training initially includes supplemental questions prior to response opportunities, tacts ultimately should be emitted readily under the sole control of the nonverbal S^D as well as when it happens to be accompanied by a question.Conceptually, at least four potential problems could arise from introducing supplemental questions early and consistently in tact training. First, the acquired responses might not be emitted unless the question is posed (i.e., prompt dependence). This problem would lead to few spontaneous tacts occurring outside the explicit stimulus control of the training environment. Williams and Greer (1993) compared comprehensive language training conducted under the stimulus control specified in Skinner''s (1957) taxonomy of verbal behavior to a more traditional psycholinguistic perspective with supplemental questions and instructions embedded within trials. For all three adolescents with developmental disabilities, the targets taught from the verbal behavior perspective were maintained better in natural contexts than those taught from the psycholinguistic perspective. However, because data were not reported for each individual verbal operant, it is unclear what specific impact their tact-training procedures had on the outcomes.The second potential problem is that the supplemental question might acquire intraverbal control over early responses and interfere with the acquisition of subsequent tact targets. For example, Partington, Sundberg, Newhouse, and Spengler (1994) showed that the tact repertoire of a child with autism had been hindered by prior instruction during which she was asked “What is this?” while being shown an object. The supplemental question subsequently evoked previously acquired responses and blocked the ability of new nonverbal S^Ds (i.e., objects) to evoke new responses. Partington et al. then showed that new tacts were acquired by eliminating the supplemental question from instructional trials.The third potential problem is that learners might imitate part of or the entire supplemental question prior to emitting the target response (e.g., “What is it” → “What is it … ball.”). For example, Coleman and Stedman (1974) demonstrated that a 10-year-old girl with autism imitated the question “What is this?” while being taught to label stimuli depicted in color photographs. Such an outcome results in a socially awkward tact repertoire and requires additional intervention to remedy the problem.Finally, including supplemental questions during tact training might impede skill acquisition, perhaps via a combination of the problems described earlier. Sundberg, Endicott, and Eigenheer (2000) taught sign tacts to two young children with autism who had prior difficulty acquiring tacts. In one condition, the experimenter held up an object and asked, “What is that?” In the comparison condition, the experimenter intraverbally prompted the participant to “sign [object name]” in the presence of the object. Sundberg et al. demonstrated substantially more efficient tact acquisition under the sign-prompt condition than when the question “What is that?” was included in trials; the latter condition sometimes failed to produce mastery-level responding.Teaching an entire tact repertoire while including supplemental questions (e.g., “What is it?”) during training trials could produce a learner who is able to talk about his or her environment only when asked to do so with similar questions. To the extent that this is not a therapist''s clinical goal, teaching the tact under its proper controlling variables may eliminate such problems. Of course, inclusion of supplemental questions during the early phases of language training could be faded over time such that the target tact relation is left intact prior to the end of training (Sundberg & Partington, 1998). However, the aforementioned studies have documented problems with using supplemental questions during tact training. Given the ubiquity of tact training in habilitation programs, the numerous problems that may arise when supplemental questions are included in training trials, and the limited research on the topic, further investigation is warranted. Thus, the purpose of the present study was to compare directly the rate of acquisition and subsequent maintenance of tacts taught using only a nonverbal S^D (i.e., object only) with tacts taught using a question (“What is this?”) in conjunction with the nonverbal S^D (i.e., object + question). The present study extends earlier research by examining both acquisition and maintenance and by including individuals with no prior history of formal tact training.     

A COMPARISON OF THE EFFECTS OF BRIEF RULES, A TIMER, AND PREFERRED TOYS ON SELF-CONTROL

Some children make impulsive choices (i.e., choose a small but immediate reinforcer over a large but delayed reinforcer). Previous research has shown that delay fading, providing an alternative activity during the delay, teaching participants to repeat a rule during the delay, combining delay fading with an alternative activity, and combining delay fading with a countdown timer are effective for increasing self‐control (i.e., choosing the large but delayed reinforcer over the small but immediate reinforcer). The purpose of the current study was to compare the effects of various interventions in the absence of delay fading (i.e., providing brief rules, providing a countdown timer during the delay, or providing preferred toys during the delay) on self‐control. Results suggested that providing brief rules or a countdown timer during the delay was ineffective for enhancing self‐control. However, providing preferred toys during the delay effectively enhanced self‐control.     

REVIEW OF HEYMAN'S ADDICTION: A DISORDER OF CHOICE

Gene Heyman's Addiction: A Disorder of Choice (2009) advances the important, albeit controversial, view that addiction is not a chronic, relapsing brain disease, but instead is an example of typical everyday choice that is both voluntary and self‐destructive. This review highlights Heyman's arguments for conceptualizing addiction as choice and discusses the utility of the treatment implications that are derived from the melioration model in which Heyman frames addiction. Self‐control and behavioral economics are presented as additional complementary frameworks for understanding addiction as choice, from which pragmatic, evidence‐based treatments for addiction (e.g., contingency management) might more easily be derived.     

Further analysis of variables that affect self-control with aversive events

The purpose of this study was to examine variables that affect self-control in the context of academic task completion by elementary school children with autism. In the baseline assessment of Study 1, mathematics problem completion was shown to be an aversive event, and sensitivity to task magnitude, task difficulty, and delay to task completion were measured. The effects of manipulating values of those parameters on self-control then were assessed. For all participants, self-control increased as a function of one or more changes in task parameter values. In Study 2, the effects of a commitment response on self-control was assessed. Results indicated that for all participants, levels of self-control were higher when the opportunity to commit to the immediate aversive event was available.