Psychological ethical climate,leader–member exchange and commitment to superior customer value: influencing salespeople’s unethical intent and sales performance

In today’s competitive environment, salespeople are challenged with creating customer value in an ethical manner while meeting performance goals. Sales supervisors play a critical role in ensuring that this challenge is met. This research examines the roles of psychological ethical climate and leader–member exchange (LMX) in encouraging salespeople’s commitment to providing superior customer value, reducing their unethical intentions and improving sales performance. Results indicate that business-to-business salespeople’s psychological ethical climate perceptions influence their perceived relationship with their sales supervisor (i.e. LMX relationship) as well as their commitment to providing superior customer value. LMX also directly influences commitment to providing superior customer value, which in turn affects salespeople’s unethical intent and quota performance. Theoretical and managerial implications based on the study’s findings are provided, as well as directions for future research.     

Combining Emotion Appraisal Dimensions and Individual Differences to Understand Emotion Effects on Gift Giving

Multiple studies have revealed that emotion appraisal dimensions can predict the effects of emotions on decision making. For example, givers' intention to buy gifts depends on whether they feel positive or negative (valence) and on whether the feeling is caused by the givers themselves or by gift receivers (agency). However, there is little understanding of how the effects of such appraisal dimensions might depend on individual characteristics. The current research addresses this gap by studying the interaction effects of emotions and individual characteristics on gift giving. Study 1 demonstrates that emotion effects on gift‐giving behavior are explained by two things: the cause of those emotions (self or others, agency) and whether those emotions are positive or negative (valence). Moreover, four studies reveal that these effects depend on the givers' interpersonal orientation. For high interpersonally oriented givers, who care mostly about interpersonal relationships, emotion effects on gift giving depend on both valence and agency. In contrast, for low interpersonally oriented givers, who care mostly about their own gains, emotion effects on gift giving depend only on valence. Together, these findings suggest that although a focus on appraisal dimensions can be useful, individual characteristics should also be taken into account when trying to understand emotion effects on gift giving, in particular, and on decision making, in general. Copyright © 2016 John Wiley & Sons, Ltd.     

Neural correlates of subliminally presented visual sexual stimuli

In the context of forensic psychiatry, it is crucial that diagnoses of deviant sexual interests are resistant to manipulation. In a first attempt to promote the development of such tools, the current fMRI study focusses on the examination of hemodynamic responses to preferred, in contrast to non-preferred, sexual stimuli with and without explicit sexual features in 24 healthy heterosexual subjects. The subliminal stimulus presentation of sexual stimuli could be a new approach to reduce vulnerability to manipulation. Meaningful images and scrambled images were applied as masks. Recognition performance was low, but interestingly, sexual preference and explicitness modulated stimulus visibility, suggesting interactions between networks of sexual arousal and consciousness. With scrambled masks, higher activations for sexually preferred images and for explicit images were found in areas associated with sexual arousal (Stoleru, Fonteille, Cornelis, Joyal, & Moulier, 2012). We conclude that masked sexual stimuli can evoke activations in areas associated with supraliminal induced sexual arousal.     

The effects of social desirability bias on applied measures of goal orientation

This research examined the extent to which social desirability responding influences two measures of goal orientation tailored to work (VandeWalle, 1997) and academic (Midgley et al., 1998) domains. Method bias analyses indicated a significant negative influence of social desirability on responses to learning goal items, and a significant positive influence of social desirability responding on performance-avoid goal items, with the VandeWalle scale showing larger effects than the Midgley et al. scale. Performance-approach goal items showed minimal effects of social desirability responding. Results are discussed with respect to the use of these measures in larger models of motivation and performance.     

自我理论研究及其对教育的启示

自我理论是指人们关于自我的信念体系或内隐理论。德韦克等人自20世纪60年代末开始系统研究自我理论对人的认知、情感与行为的影响及其发生发展的机制,并构建了基于自我理论的动机模型。本文试图对其研究成果做一简要介绍,并浅析自我理论研究成果对教育工作的启示。     

价值观与大学生寻求社会支持的关系研究

在大学学习阶段,各种青年期不可避免的问题和大学生所特有的紧张与压力极大地影响着大学生的健康成长。尽管家长、同学、老师和朋友都可能为他们提供有效的社会支持与帮助,然而他们在遇到困难或烦恼时却很少主动寻求帮助,造成这种现象的原因是多方面的,如个体需要帮助的原因,个人价值观、对自我的评价、对帮助者意图的分析等,本文主要研究和探讨了价值观对大学生寻求社会支持与帮助的影响,并初步揭示了它们之间的相互关系。     

全面深入理解“以人为本”

以人为本是一项符合人类文明发展趋势并指导当代社会发展的重要原则 ,是科学发展观的核心内容。以人为本并非只有西方人文主义那样的理解 ,它既是一种共同价值观和价值取向 ,又是一种思维方式 ,同时还是一种执政理念。     

Division of Labor Among Lesbian and Heterosexual Parenting Couples: Correlates of Specialized Versus Shared Patterns

One of the central tasks that couples face in coparenting is the division of labor. In this study, we explored division of family labor among lesbian and heterosexual couples who were parenting 4 to 6 year-old children. Sixty-six families, half headed by lesbian couples and half headed by heterosexual couples, participated in the study. Measures of parental attitudes, resources, demographics, and division of labor were collected. As expected, lesbian couples were more likely to divide paid and unpaid labor evenly, whereas heterosexual couples were more likely to show specialized patterns, with husbands investing more time in paid employment and wives devoting more time to unpaid family work. Structural variables (e.g., husband's hours in paid employment) were the best predictors of division of labor among heterosexual couples. Among lesbian couples, however, ideological variables (e.g., ideas about ideal divisions of labor) were the better predictors. Discrepancies in occupational prestige were greater among heterosexual than among lesbian couples. Discussion centers on the ways in which gender and sexual orientation may relate to couples' decisions about division of labor.     

成就目标定向与学习策略、学业成绩的关系研究综述

成就目标理论整合了曾经分离的动机研究和认知研究,是社会认知取向在动机领域中的代表性课题。文章对近十年国内外成就目标定向与学习策略、学业成绩的关系研究进行了综述,认为研究所取得的成果加深了我们对学习内在机制的理解。同时,作者也提出了这一领域应改进测量工具、进行重复验证、跨文化研究以及干预研究的主张。     

成就目标定向、自我效能与反馈寻求行为的关系

本研究共调查来自企业的员工539人,探讨了成就目标定向、自我效能感与反馈寻求行为的关系。研究表明：成就目标定向是通过影响个体的自我效能感来对个体反馈寻求数量、反馈寻求努力起作用的,成就目标定向的各个维度对结果变量均有不同程度的影响。最后,本文提出了一些今后研究的展望。