JPSSM since the beginning: intellectual cornerstones,knowledge structure,and thematic developments

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.     

Memory load as a cognitive antidote to performance decrements in data entry

In two experiments, subjects trained in data entry, typing one 4-digit number at a time. At training, subjects either typed the numbers immediately after they appeared (immediate) or typed the previous number from memory while viewing the next number (delayed). In Experiment 2 stimulus presentation time was limited and either nothing or a space (gap) was inserted between the second and third digits. In both experiments after training, all subjects completed a test with no gap and typed numbers immediately. Training with a memory load improved speed across training blocks (Experiment 1) and eliminated the decline in accuracy across training blocks (Experiment 2), thus serving as a cognitive antidote to performance decrements. An analysis of each keystroke revealed different underlying processes and strategies for the two training conditions, including when encoding took place. Chunking (in which the first and last two digits are treated separately) was more evident in the immediate than in the delayed condition and was exaggerated with a gap, even at test when there was no gap. These results suggest that such two-digit chunking is due to stimulus encoding and motor planning processes as well as memory, and those processes transferred from training to testing.     

Threats to communion and agency mediate associations between stressor type and daily coping

Background and Objectives: Basic human values have been categorized into two dimensions: those that are self or agentically focused, and those that are other or communally focused. We apply this model to cognitive appraisals of stress and argue that threat appraisals also fall into these two dimensions. The mediating roles of communal and agentic threats in linking stressors with coping responses were examined. Design: A daily process methodology was used. Methods: Three-hundred and fifty undergraduate students were followed midday and evening over one week, completing structured electronic diaries regarding their experiences of the past half-day. Participants described stressors in open-ended format, which were then coded into social stress, achievement stress, and other stress categories. They also completed scales measuring stress appraisals and coping. Results: Communal threat mediated links between social stressors and empathic responding, support seeking, and confrontation. Agentic threat mediated links between achievement stressors and empathic responding, support seeking, confrontation, and problem solving. Conclusions: Individuals tend to cope in ways that maintain communion when they perceive communion to be threatened; they tend to cope in ways that maintain agency when they perceive agency to be threatened.     

The role of workaholism in the job demands-resources model

Background and Objectives: The present study tries to gain more insight in workaholism by investigating its antecedents and consequences using the job demands-resources model. Design: We hypothesized that job demands would be positively related to workaholism, particularly when job resources are low. In addition, we hypothesized that workaholism would be positively related to negative outcomes in three important life domains: health, family, and work. Methods: The research involved 617 Italian workers (employees and self-employed). To test the hypotheses we applied structural equation modeling (SEM) and moderated structural equation modeling (MSEM) using Mplus 6. Results: The results of SEM showed a good model where workload, cognitive demands, emotional demands, and customer-related social stressors were positively related to workaholism and work–family conflict (WFC) (partial mediation). Additionally, workaholism was indirectly related to exhaustion and intentions to change jobs through WFC. Moreover, MSEM analyses confirmed that job resources (job security and opportunities for development) buffered the relationship between job demands and workaholism. Particularly, the interaction effects were statistically significant in five out of eight combinations. Conclusions: These findings suggest that workaholism is a function of a suboptimal work environment and predicts unfavorable employee outcomes. We discuss the theoretical and practical implications of these findings.     

Structural Analysis of the Trauma Symptom Inventory–2

The Trauma Symptom Inventory (TSI; Briere, 1995), a measure of the psychological effects of trauma and other adverse events, was recently expanded and updated (TSI–2; Briere, 2011). This study evaluated 4 competing models of TSI–2 dimensionality and determined the predictive validity of the best fitting solution. Data were collected from 679 adults in the general population. Confirmatory factor analysis indicated that a 4-factor solution best fit the data. All 4 factors of the final model were significant predictors of exposure to trauma or some other very upsetting event, especially posttraumatic stress. Additional research is indicated to further probe the characteristics of the TSI–2, including its dimensionality in other groups.     

Christian protesters for democracy in Taiwan: a study of two American missionaries under Taiwanese martial law

Christians played a significant role in the course of Taiwan’s self-determination movements and the pro-democratic Tangwai movement during the 1960s and 1970s. While most researchers laid their focus on the Presbyterian Church ministers, the stories of Methodist pastor Milo Thornberry and Catholic priest Ronald Boccieri have rarely been mentioned. Thornberry helped Peng Ming-min to escape the country and Boccieri sheltered Chen Chu in his parish church. Consequently, the two American missionaries were listed as personae non gratae and expelled from the island by the Kuomintang (nationalist) regime. Although they were involved in the respective political incidents to different degrees, they had some things in common: compassion for native Taiwanese, concern for social justice and human rights, and conviction in witnessing to the gospel by non-violent action and fighting against injustice. This article uses interviews, autobiographies, memoirs, Foreign Ministry archives and newspapers to recount their stories that have not appeared in the historiography of their churches. It discusses how the Catholic and Methodist Churches maintained harmonious relations with the government for the benefit of their evangelistic work during the period of martial law. Finally it looks into the reasons why the two missionaries dared to disobey their churches’ official positions and the Washington government’s instruction that expatriates in Taiwan should not interfere in local politics.     

Response to Stuart Kauffman: The Measurement Problem in Quantum Mechanics

Richard Feynman, a 1965 Nobel Prize winner in physics, quoting an unknown philosopher, said: “It is necessary for the very existence of science that the same conditions always produce the same results.” And Feynman's reply: “Well, they don't.” Double-slit experiments with both slits open and the wave interference pattern created by electrons falling on a screen behind the slits speak volumes to those two statements and the interpretive problem created by the non-deterministic behavior of microscopic matter. Quantum mechanics (QM) with its successes over the last 85 years has created the information age, and with insights into nature has given humans an economy concentrated with products based on quantum technology. All this even with questions about the fundamental aspects of measurement in the quantum world still being debated! Discussing the measurement aspect of QM does not require a physics background where physics scholars join other scholarly disciplines engaged in gaining knowledge about the reality of the one world of human experience. The necessary tools for discussion are imagination, speculation, and curiosity. But for a new credible interpretation of the measurement problem, quantum training or a quantum theoretician is required.     

A season-long examination of the intervention tone of coach–athlete interactions and athlete development in youth sport

ObjectivesCoaches are a primary influence on athletes' development in youth sport (Horn, 2008). However, the intervention tone of coaches' behaviour has not been directly observed. The purpose of this study was to examine associations between the intervention tone exhibited by youth sport coaches and athletes' individual developmental trajectories over the course of a season.DesignShort-term longitudinal study with behavioural observation.MethodFifty-five athletes and their coaches from five youth volleyball teams were observed at three time points, and the intervention tone of interactive behaviour was systematically coded and organized by coach–athlete dyad. Athletes completed measures of the 4C's of athlete development (competence, confidence, connection, character) at each time point, which were used to create individualized developmental trajectories. Person-centred analyses were used to examine associations between athletes' developmental trajectories and their unique interactive experiences with their coach.ResultsCluster analysis revealed the presence of three distinct clusters based on athletes' developmental trajectories: 1) high and increasing, 2) low and decreasing, and 3) moderate and maintaining, with athletes from each team distributed across clusters. Analysis of dyadic interaction profiles revealed significant differences in interactive behaviour between clusters.ConclusionsResults suggest that differences in coach–athlete interactive experiences are associated with different developmental trajectories over the course of a season, even for athletes working with the same coach, highlighting the individualized nature of coaches' influence on young athletes. Practical implications for coaches include a critical awareness of their unique interactive relationship with each athlete independently, as well as the importance of fostering these relationships with regard to young people as more than just athletes.     

Exposure-based Interventions for the management of individuals with high levels of needle fear across the lifespan: a clinical practice guideline and call for further research

Needle fear typically begins in childhood and represents an important health-related issue across the lifespan. Individuals who are highly fearful of needles frequently avoid health care. Although guidance exists for managing needle pain and fear during procedures, the most highly fearful may refuse or abstain from such procedures. The purpose of a clinical practice guideline (CPG) is to provide actionable instruction on the management of a particular health concern; this guidance emerges from a systematic process. Using evidence from a rigorous systematic review interpreted by an expert panel, this CPG provides recommendations on exposure-based interventions for high levels of needle fear in children and adults. The AGREE-II, GRADE, and Cochrane methodologies were used. Exposure-based interventions were included. The included evidence was very low quality on average. Strong recommendations include the following. In vivo (live/in person) exposure-based therapy is recommended (vs. no treatment) for children seven years and older and adults with high levels of needle fear. Non-in vivo (imaginal, computer-based) exposure (vs. no treatment) is recommended for individuals (over seven years of age) who are unwilling to undergo in vivo exposure. Although there were no included trials which examined children < 7 years, exposure-based interventions are discussed as good clinical practice. Implementation considerations are discussed and clinical tools are provided. Utilization of these recommended practices may lead to improved health outcomes due to better health care compliance. Research on the understanding and treatment of high levels of needle fear is urgently needed; specific recommendations are provided.