Elaboration on potential outcomes (EPO) and the consultative salesperson: investigating effects on attributions and performance

Past work has found that salespeople make very different attributions when describing successful versus unsuccessful sales. In this article, we explore the influence of elaboration on potential outcomes (EPO), a relatively new individual-specific personality construct that has not been previously examined in the sales context. We show that salespeople's predisposition to engage in predecision elaboration on the potential outcomes of their sales activities across the sales cycle has an important impact on their selling attributions and on their performance, even after accounting for the effects of self-efficacy and trait competitiveness, two other person-specific variables that have been heavily examined in past research. Juxtaposing survey responses with objective sales performance data from 301 salespeople drawn from two sales organizations, the results show that EPO and the more heavily examined variables help to systematically explain salespeople's attributions for success but are only weakly linked to attributions for failure. Moreover, the results show that EPO itself explains a modest, but nevertheless promising, portion of variance in sales performance.     

Prospective memory and intraindividual variability in ongoing task response times in an adult lifespan sample: the role of cue focality

To contribute to the ongoing conceptual debate of what traditional mean-level ongoing task (OT) costs tell us about the attentional processes underlying prospective memory (PM), we investigated costs to intraindividual variability (IIV) in OT response times as a potentially sensitive indicator of attentional processes. Particularly, we tested whether IIV in OT responses may reflect controlled employment of attentional processes versus lapses of controlled attention, whether these processes differ across adulthood, and whether it is moderated by cue focality. We assessed 150 individuals (19–82 years) in a focal and a nonfocal PM condition. In addition, external measures of inhibition and working memory were assessed. In line with the predictions of the lapses-of-attention/inefficient-executive-control account, our data support the view that costs to IIV in OT trials of PM tasks reflect fluctuations in the efficiency of executive functioning, which was related to failures in prospective remembering, particularly in nonfocal PM tasks, potentially due to their increased executive demands. The additional value of considering costs to IIV over and beyond traditional mean-level OT costs in PM research is discussed.     

Challenges and Gifts of Teaching Luther in a Lutheran College1

This article examines what can be learned from teaching Luther to American college students. It reviews several ways in which college students benefit from studying Luther. The article suggests that identifying the “operating principles” in Luther's thought can help students more carefully discern the contemporary significance of his thought. After discussing some challenges encountered when teaching Luther to college students, the article ends with reflections on the theological significance of the college context. While Luther's discovery of a gracious God remains central, the college setting promotes a retrieval of several broader themes in Luther's thinking that have often been neglected by Lutherans: ongoing creation, wisdom, the Bible as “torah,” the suffering of God, and societal reform.     

范围假设解释大学生性别刻板印象表征的适用性*

通过任务助长实验范式考察范围假设对于某一熟悉群体刻板化特质判断的适用性。研究结果表明当大学生对于某一熟悉群体的刻板印象的抽象表征被激活时,违反刻板印象的样例表征也得到激活,用以限定抽象表征的适用范围。研究结果支持范围假设,即当一个抽象概念从语义记忆中被提取时,与抽象概念相冲突的情景记忆也被提取,以用来限定抽象概念的适用范围。     

Flashpoints in Interpreting Paul

In this article, Luther Seminary New Testament scholar Arland Hultgren outlines the unresolved issues of the “New Perspective on Paul”: (1) the question of legalism in pre‐Pauline Judaism; (2) justification by faith; and (3) the use of the objective or subjective genitive in the “pistis Christou Debate.” On the question as to whether Luther got Paul right, Hultgren points out a difficulty, namely, those addressing this question frequently fail to designate precisely what they mean by “Lutheran.”     

尚秉和易学思想考

尚秉和是我国上世纪易学泰斗,其身后留下的《焦氏易林注》、《焦氏易诂》、《周易尚氏学》等系列易著,至今仍是学人治易的重要参考书。为了帮助今人了解尚氏其人其作,本文对尚氏生平行状及其易学思想作一番全面、深入的探考。     

《周易》荣辱思想论要

《周易》中包含着丰富的知荣明耻患想。《周易》的荣辱观建立在天人合一的思想基础、等级宗法的社会基础、救世治乱的现实需求上。《周易》中的君子、小人分别是荣与辱的主体。《易经》的吉、凶、悔、吝、咎、亨、利、贞等断语体现了荣与辱的价值取向。《周易》荣辱思想主要表现为:以尚中时行为荣,以不节失恒为耻;以爱民德政为荣,以严苛刑狱为耻;以诚信友爱为荣,以失比争讼为耻;以治家严正为荣,以长幼失序为耻;以真情相爱为荣,以无爱婚姻为耻;以谨言慎行为荣,以躁言危行为耻等。     

我国少数民族心理研究的文献计量分析2000~2005

对2000~2005年发表在国内期刊关于民族心理研究的182篇论文进行文献计量分析。少数民族心理研究论文总体数量较少,以心理学9种期刊为例,不到6年发文总量的1%;研究领域广泛,研究对象几乎包括了所有少数民族;关注群体主要集中于中学生和大学生,研究方法以测量为多,研究思路以少数民族与汉族比较为主,民族、年级和性别成为考察差异的三个纬度。存在的主要问题是：研究方法单一,模仿国外研究和运用国外量表的研究较多,具有创新性的研究较少,对理论问题关注不足;研究人员主要分布在西北和西南地区,6年中发文量在3篇以上的作者不足10人,没有形成稳定的研究群体     

青少年语文创造力的发展研究

采用自编的《青少年语文创造力测验》,研究了初一到大一750名青少年语文创造力的发展.结果表明:(1)青少年的语文创造力存在显著的年级差异,随着年级的升高,语文创造力呈波浪式持续发展的趋势;(2)青少年语文创造力存在显著的性别差异,初二到高二以及大一,女生的语文创造力显著的优于男生.     

Exploring the role of sexual experiences in on‐again/off‐again dating relationships

As an important dimension of romantic relationships, sexual activity has received little attention in research on on‐again/off‐again (on–off) relationships. Study 1 assessed the prevalence and perceptions of sexual experiences in on–off relationships as compared to non‐cyclical relationships (those without a history of breakups and renewals); furthermore, current and post‐dissolution (PD) relationships were assessed. Findings showed that on–off partners were four times more likely to engage in sex after breakups than non‐cyclical partners (55 vs. 13%). Results also suggested that on–off partners' perceptions of PD sexual experiences were more satisfying, more compatible, and less stressful than were non‐cyclical partners'. Using longitudinal data, Study 2 showed that PD sex was linked with reconciling the relationship. Conclusions from these findings and future directions are discussed.