The Need for Speed: Agility Selling

In turbulent business times, organizations have sought to become more agile. Organizational agility has been asserted to require workforce agility, but thus far, little focus has been given to workers. Traditionally, salespeople have sought ways to differentiate themselves and create advantage for customers. This paper asserts that, in order to continue this tradition of differentiation and advantage, salespeople must engage in agility thinking. Agility has been studied as it applies to manufacturing processes and other firm activities. Agile salespeople have a mental dexterity at the point of customer contact. They are quick to observe opportunities and are able to anticipate customers’ ever-changing needs, wants, and preferences. This paper presents a framework for agility selling, applying concepts from the agility manufacturing literature and proffering distinct characteristics of sales force agility.     

Time orientation and health-related behaviour: Measurement in general population samples

Research on health behaviour and time orientation has been hindered by a lack of consensus about appropriate measurement. Study 1 assessed the reliability of the Consideration of Future Consequences Scale (CFC) and the Zimbardo Time Perspective Inventory (ZTPI) in a general population sample (n?=?300). Although more reliable, the CFC was less readable. Study 2 assessed the validity of a shortened ZTPI, measuring future and present orientation, and the full CFC. The measures had good discrimination to distinguish interpersonal differences. Construct validity of present, but not future, orientation as measured by the ZTPI, was evidenced by its mediation of the association between socioeconomic status and expectations of participating in diabetes screening. The CFC mediated this relationship more weakly. Further investigation of present orientation in understanding health-related behaviour is warranted.     

Revealing texture architecture in a surface gradient nanostructured Al-Cu-Mg alloy

ABSTRACT

A multiscale crystallographic texture architecture in a surface gradient nanostructured Al-Cu-Mg alloy after surface sliding friction treatment (SSFT) has been revealed by a combination of electron backscatter diffraction and precession electron diffraction (PED)-assisted transmission electron microscopy (TEM) orientation mapping. Accompanying a grain structure variation from lamellar coarse grains to equiaxed nanograins, the major texture components evolve from brass {110}<112> in the coarse-grain matrix, Goss {110}<001> at a depth of ～80?μm, E {111}<011> and F {111}<112> at a depth of ～20?μm, to a mixture of rotated cube {001}<110>, E and F in the topmost surface layer. The through-thickness textural development and evolution are attributed to the cyclic loading of concurrent shear and compression during the SSFT processing. The PED-assisted orientation mapping shows good capability in mapping severe plastic-deformation-induced nanostructures with large residual strains and high defect density.     

Familiarity increases the accuracy of categorizing male sexual orientation

Although individual differences are known to influence numerous aspects of social perception, such as person memory and individuation, little is known about how such variations may affect social categorization. Extending prior research, the present study tested one potential moderator: familiarity with group members. Specifically, straight participants (n = 84) reported their real-life experiences with gay men and categorized faces as gay or straight. Results showed that participants who reported greater familiarity with gay men were significantly more sensitive, or accurate, in judging the sexual orientations of men from their faces. These results are discussed in terms of their theoretical implications for social perception and future research directions are outlined.     

Uncertainty regulation across cultures: An exploration of individual differences in Chinese and Canadian children in the classroom

This research investigates whether individual differences in uncertainty orientation affect classroom behavior for Chinese and Canadian children. Uncertainty orientation distinguishes between uncertainty-oriented individuals, or those who attempt to attain clarity by finding out for themselves, and certainty-oriented individuals, or those who attempt to maintain clarity by adhering to predictable environments. Although uncertainty orientation is considered an informational variable, uncertainty-oriented children in both countries had higher self-ratings, ratings by other students and ratings by their teachers than certainty-oriented children on a variety of social and achievement behaviours. These results suggest that encouraging a discovery learning style of uncertainty regulation in “UO-centric” cultures may be beneficial.     

How women's sexual orientation guides accuracy of interpersonal judgements of other women

This research examines how women's sexual orientation guides the accuracy of judgements of other women. One hundred ten judges (67 straight and 43 lesbian women) watched videotapes of 9 targets (4 straight and 5 lesbian) and made judgements about the targets' thoughts, emotions, personality, and sexual orientation. Accuracy scores were created for each judge by comparing judgements to criterion data gathered about targets. Straight judges were significantly more accurate at judging thoughts and marginally more accurate at judging emotions compared to lesbian judges. There were no significant differences in judging personality. Straight targets' thoughts and personality were more easily assessed than lesbian targets' while lesbians' emotions were more easily judged than straight targets'. Lesbian judges were more accurate at judging sexual orientation regardless of their tendency to categorize women as lesbian compared to straight judges. Findings support past research on the accurate perception of sexual orientation and contribute to understanding how sexual orientation guides person perception.     

The Use of Metaphor to Address Gender and Sexual Orientation Stereotypes in Counseling: A Feminist Perspective

The role of metaphor in psychology is reviewed, focused on gender and sexual orientation stereotypes. Feminist therapy principles are explored in relation to addressing the presence of stereotypes within a therapeutic context. Implications for working with clients presenting with disordered eating, agoraphobia, sexual violence, and sexual identity concerns are discussed.     

A New Paradigm for Women's Sexual Orientation

Abstract

This paper critiques old models of women's sexual orientation that viewed heterosexuality as the norm for mental health, characterized lesbians as masculinized sexual “inverts,” and looked to biology to explain the development of homosexuality. A new paradigm for women's sexual orientation is presented. This paradigm emphasizes the importance of the social context and recognizes the multiple pathways that can lead a woman to identify as lesbian, bisexual or heterosexual. In addition, the main components of sexual orientation are considered as is the potential fluidity of women's sexuality. Throughout, implications of the new paradigm for psychotherapy with women are considered.     

Value incongruence,job autonomy,and organization-based self-esteem: A self-based perspective on organizational cynicism

Combining the perspectives of person-environment fit and self-theory, a model was postulated in which both the incongruence between personal and perceived organizational values and job autonomy precede organizational cynicism, while organization-based self-esteem, as a psychological explanation for cynicism, was hypothesized to mediate both relationships. The model and corresponding hypotheses were tested on a sample of 174 Dutch workers. Polynomial regression results indicated that value incongruence and job autonomy add significantly to the prediction of organizational cynicism. Hierarchical regression analysis was used to test the hypothesized mediating effect of organization-based self-esteem. Results indicated that self-esteem partially mediates both relationships. These results support the conceptualization of organizational cynicism as a self-defensive response to problematic events and circumstances in the work environment.     

The Effects of Library User-Education Programmes on the Information-Seeking Behaviour of Brisbane College of Theology Students

ABSTRACT

An increasing proportion of students entering the Brisbane College of Theology (BCT) are adult learners and engaged in theological education for general academic purposes or personal enrichment. In meeting the needs of these students, the user-education programmes conducted by the BCT Libraries endeavour to address the Australian Information Literacy Standards.¹ The literature reveals that information literacy is learned through experience primarily shaped by both librarians and faculty. This case study, which uses an adaptation of Biggs' model of presage, process, and product, looks at the information search process from the perspective of one theological library. As a phenomenographic study, it examines the interconnected theories of students' experience, perception, approach, and learning outcomes in the information search process. It will be shown here that user-education programmes and mediation with the librarian significantly influence the information-seeking behaviour of students.