Bibliometric analyses are applied to 35,975 citations from 721 articles published in the Journal of Personal Selling & Sales Management, spanning the journal’s first 35 years of existence (1980–2015). For each of three time periods (1980s, 1990s, and 2000s), the sales literature’s most influential article publications are objectively identified. Multidimensional scaling is then used to identify key intellectual themes across time. Based on the citation data, historical developments in the literature regarding (1) relationship marketing, (2) sales force technology, (3) sales force control systems, and (4) salesperson role stress are traced and briefly explored in some article-level depth. Co-citation trends and recently influential papers are used to identify opportunities for future research. Altogether, this paper presents a first-of-its-kind view of sales literature’s intellectual cornerstones, knowledge structure, and thematic developments over 35 years. 相似文献
Objectives. To examine motivational and volitional factors for hand washing in young adults, using the Health Action Process Approach (HAPA) as a theoretical framework.
Design. In a longitudinal design with two measurement points, six weeks apart, university students (N = 440) completed paper-based questionnaires.
Main outcome measures. Prior hand washing frequency, self-efficacy, outcome expectancies, intention and action planning were measured at baseline, and coping planning, action control and hand washing frequency were measured at follow-up.
Results. A theory-based structural equation model was specified. In line with the HAPA, the motivational factors of self-efficacy and outcome expectancies predicted intention, whereas the volitional factors of planning and action control mediated between intention and changes in hand washing frequency. Action control was confirmed as the most proximal factor on hand washing behaviour, thus representing a bridge of the planning–behaviour gap.
Conclusions. Both motivational and volitional processes are important to consider in the improvement of hand hygiene practices. Moreover, the statistically significant effects for planning and action control illustrate the importance of these key self-regulatory factors in the prediction of hand hygiene. The current study highlights the importance of adopting models that account for motivational and volitional factors to better understand hand washing behaviour. 相似文献
Complex-span (working-memory-capacity) tasks are among the most successful predictors of intelligence. One important contributor to this relationship is the ability to efficiently employ cues for the retrieval from secondary memory. Presumably, intelligent individuals can considerably restrict their memory search sets by using such cues and can thereby improve recall performance. We here test this assumption by experimentally manipulating the validity of retrieval cues. When memoranda are drawn from the same semantic category on two successive trials of a verbal complex-span task, the category is a very strong retrieval cue on its first occurrence (strong-cue trial) but loses some of its validity on its second occurrence (weak-cue trial). If intelligent individuals make better use of semantic categories as retrieval cues, their recall accuracy suffers more from this loss of cue validity. Accordingly, our results show that less variance in intelligence is explained by recall accuracy on weak-cue compared with strong-cue trials. 相似文献
The study examines how religiosity shapes the health perceptions and health-related behaviors of 50 Latina immigrants from El Salvador, Guatemala, Mexico and Bolivia. Between May and August 2011, focus groups were conducted with participants representing each country of origin. Qualitative content analysis was the analytic strategy adopted in the study. The meta-theme, Religiosity Contributes to Positive Perceptions of Health and Health-Promoting Behaviors, is associated with six emerging themes: (1) Religiosity promotes a sense of personal responsibility for one’s health; (2) Religiosity promotes a holistic view of health; (3) Religiosity promotes the view that health is a priority; (4) Religiosity promotes the view that health enables one to perform necessary tasks; (5) Religiosity promotes health-seeking behavior; and (6) Religiosity provides intrinsic health benefits. Findings do not follow the clear-cut dichotomy of the health locus of control model and challenge simplified notions that Latinas hold a purely external health locus of control toward their health and health care. Latinas rely on both God and themselves in managing their health and engaging in health-promoting actions, which are prompted in large part by their religiosity. Implications for culturally appropriate health communication and interventions are discussed. 相似文献
Illness perception was found to be a better predictor of psychological outcome among cancer patients than the objective characteristics of illness. The current study explored the association between the perceived threat of illness (a major aspect of illness perception) and depression among cancer patients. We examined the hypothesis that this association will be higher for persons with low External (others) or internal (self) Health Locus of Control (HLC) than for those with high HLC. The study took an exploratory approach regarding the role that different sources of control (external and internal) may assume. Fifty-seven cancer patients completed self-report measures of Perceived Life Threat (PLT), HLC and Depression. The possible moderating role of HLC on the relationship between PLT and Depression was examined. A significant relationship between perceived threat and depression was found only among participants reporting low levels of internal locus of control. The results support the hypothesis that perception of cancer as life threatening is important factor in determining the level of depression among cancer patients. The results also support the differentiation between internal and external HLC and suggest that internal HLC may be more relevant than external HLC in managing perceived threat. Internal locus of control can be interpreted as having a sense of agency and mastery which is important in managing the cognitive perception of the threat of illness. Further research is needed in order to determine the role of external HLC in managing perceived or actual threats. 相似文献
It has been reported that allowing patients to watch the coronary angiography screen during the procedure results in psychological benefits. This study aimed to investigate the roles of illness perceptions as mediators of this outcome and to examine whether individual differences in monitoring coping style moderated these effects. The experiment compared patients who were instructed to watch the monitor screen (n = 57) with those who were not (n = 51). Questionnaires were used to measure the research variables at one day and one month after the procedure. Results showed that watching the angiography screen increased patients’ personal and treatment control perceptions that mediated changes in self-assessed health, risk perceptions, negative affect, general and diet outcome expectancies, and diet and physical activity intentions. The behavior-related outcomes were moderated by monitoring coping style. These findings illustrate the significance of illness perceptions, perceived control and monitoring coping style in achieving desirable outcomes among patients undergoing coronary angiography, and reveal opportunities for interventions using medical imaging technologies. 相似文献
The goal of this study was to examine the effects of visual roll tilt on gaze and riding behavior when negotiating a bend using a motorcycle simulator. To this end, experienced motorcyclists rode along a track with a series of right and left turns whilst the degree of visual roll tilt was manipulated in three different conditions. Gaze behavior was analyzed by using the tangent point as a dynamic spatial reference; the deviation of gaze to this particular point was computed in both the horizontal and vertical directions. Steering control was assessed in terms of the lateral positioning, steering stability and number of lane departures. In the no-roll condition, the motorcyclists tracked a steering point on the road ahead, which was compatible with the hypothesis of “steer where you look” behavior. In the roll condition, our results revealed that the horizontal distribution of gaze points relative to the tangent point was preserved. However, significantly more fixations were made further ahead of the tangent point in the vertical direction. This modification of visual behavior was coupled with a degradation in steering stability and an offset in lateral positioning, which sometimes led to lane departures. These results are discussed with regard to models of visual control of steering for bend negotiation. 相似文献
Within the context of more and more autonomous vehicles, an automatic lateral control device (AS: Automatic Steering) was used to steer the vehicle along the road without drivers’ intervention. The device was not able to detect and avoid obstacles. The experiment aimed to analyse unexpected obstacle avoidance manoeuvres when lateral control was delegated to automation. It was hypothesized that drivers skirting behaviours and eye movement patterns would be modified with automated steering compared with a control situation without automation. Eighteen participants took part in a driving simulator study. Steering behaviours and eye movements were analysed during obstacle avoidance episodes. Compared with driving without automation, skirting around obstacles was found to be less effective when drivers had to return from automatic steering to manual control. Eye movements were modified in the presence of automatic steering, revealing further ahead visual scanning of the driving environment. Resuming manual control is not only a problem of action performance but is also related to the reorganisation of drivers’ visual strategies linked to drivers’ disengagement from the steering task. Assistance designers should pay particular attention to potential changes in drivers’ activity when carrying out development work on highly automated vehicles. 相似文献
We demonstrate in a series of field and controlled experiments that assimilative and contrastive priming effects can be observed in the pattern of self‐concept change in response to a major cultural event. Study 1 used the brief implicit association test (BIAT) to measure national identification of Filipinos online across a period of time that encompassed a national sporting event. The pattern of scores support the hypothesis that while people who were ambivalent about identifying with Filipino concepts exhibited an assimilation effect (i.e. a slight rise in identification after the fight), people who already highly identified with being Filipino experienced a contrast effect (i.e. a slight drop in identification). Study 2 replicated this result five months later with a new sample and ruled out several possible alternative hypotheses. A subsequent controlled experiment and a qualitative investigation consistently supported the hypothesis that the pattern observed in the previous studies is more consistent with assimilative and contrastive priming effects rather than disidentification. 相似文献