On the nature of international sales and sales management research: a social network–analytic perspective

This research uses a combination of text mining, co-word analysis, and social network analysis (SNA) to review 132 international sales and sales management (ISSM) articles published between 1980 and 2017. The study provides a unique view of the past and future of ISSM research and provides three principal contributions. First, from a social network–analytic perspective, it offers a unique examination of the ways ISSM research topics are interconnected, as reflected by keyword network structure. Second, by conducting SNA across two periods (1980–1999 and 2000–2017) and examining the changes in network centrality measures, the study offers initial insights into the evolving nature of the ISSM literature. Third, the study reports keyword network disconnections (i.e., structural holes) to propose a fruitful agenda for future ISSM research. Taken together, this research offers a current perspective of the ISSM research domain's evolving nature.     

Minority representation,tokenism, and well-being in army units

Racial and ethnic diversity is increasing in the US Army and women are moving into more combat roles. This puts minority soldiers at risk for being underrepresented in their work units. Tokenism theory predicts that when a work group has less than 15% representation in a social group, the numerically underrepresented minority (i.e., token) members are subject to three disadvantages: higher visibility, informal isolation, and role encapsulation. In the Army, where many companies contain small numbers of women and racial minorities, some soldiers may face additional stressors and constraints. We explored psychosocial, organizational, and health outcomes of all identifiable token women (N = 4,425) and Black soldiers (N = 5,040). Tokens were remarkably similar to non-tokens and majority soldiers on outcomes such as coping skills, adaptability, organizational trust, sleep, substance use, and pain. The intersection of token status in terms of race and gender was not related to any appreciable differences. One potential explanation is the shared Army culture that emphasizes group unity and the importance of the mission above individual characteristics and goals. The Army depends on cohesion, organizational identification, and commitment to the group in order to reduce stress and anxiety, and to maximize combat performance. For soldiers who have internalized this culture, it could be easier to see past individual differences such as gender and race and identify others in the unit as fellow soldiers primarily.     

Mothers' and Fathers' Internal State Language with Their Young Children: An Examination of Gender Differences During an Emotions Task

The current study examined gender differences in mothers' and fathers' internal state language (ISL), children's use of ISL, and whether ISL was related to parents' ratings of the children's social skills. Fifty‐seven (28 boys, 29 girls) toddler/preschool children (M age = 32.5 months, SD = 5.38 months) were observed separately with their mothers and fathers in their homes while they discussed pictures of children's facial expressions of emotions. Parents completed a questionnaire concerning their child's social–emotional behaviours (i.e. BASC‐2). Parents used more ISL with sons compared with daughters, and sons used more ISL with mothers than with fathers. No overall differences were found between mothers' and fathers' ISL. Children's social skills as rated by mothers were predicted by mothers' ISL comments, whereas children's social skills as rated by fathers were predicted by children's age and fathers' ISL clarifications. Implications and limitations of the study are discussed. Copyright © 2012 John Wiley & Sons, Ltd.     

The prevalence of loneliness among adults: a case study of the United Kingdom

Within contemporary Western (post) modern societies, loneliness is seen as a problem that is particularly associated with old age. Much less attention has been given to examining variations in loneliness across age groups. We examine patterns of loneliness across adults aged 15 years and older in the United Kingdom using data from the European Social Survey. We first consider the prevalence of loneliness among the adult population; then the relationship between loneliness and a range of key risk factors, and finally the relationship with age for each of our risk factors. Loneliness demonstrates a nonlinear U-shaped distribution, with those aged under 25 years and those aged over 65 years demonstrating the highest levels of loneliness. Depression is associated with loneliness for all age groups. Poor physical health is associated with loneliness in young adult and midlife but not later life. For those in mid and later life, the quality of social engagement is protective against loneliness, while for young adults it is the quantity of social engagement. This indicates that different factors may endow vulnerability (or protect) against loneliness at different stages of life and suggests that preventative strategies or interventions that reflect these variations need to be developed.     

Growth motivation as a moderator of behavioral self-handicapping in women

Behavioral self-handicapping is a strategy used to protect attributions about ability. People behaviorally self-handicap by creating an obstacle to their success so failure is attributed to the obstacle instead of to their ability. Although past research has observed behavioral self-handicapping exclusively in men, the current research revealed a moderator of behavioral self-handicapping in women: growth motivation, which reflects the desire to develop one's abilities and learn from failure. Participants (N = 100) completed a test purportedly predictive of successful careers and relationships, and some were given failure feedback about their performance. Participants could behaviorally self-handicap by choosing to complete another test in a performance-impairing environment. Although men self-handicapped more overall, women self-handicapped more after failure when they were low in growth motivation. These results highlight a novel moderator of behavioral self-handicapping in women.     

The Effect of Social and Situational Factors on the Intended Response to Aggression Among Adolescents

ABSTRACT

In this study, I explored intended response to aggression among adolescents. I drew hypotheses from social identity theory, cost/benefit considerations, and social information processing model. I asked 217 Jewish and Muslim male adolescents in this study to assess their intended use of aggression in 12 hypothetical conflict situations (vignettes), in which I manipulated the opponent's religion, gender, acquaintance, and severity of aggression. I mainly found that male adolescents respond to aggression by same-religion opponents more moderately than to cross-religion aggression; their response is more moderate to cross-gender aggression than to same-gender aggression; response is more moderate to the aggression of familiar opponents than to that of unfamiliar ones; and response is less severe toward moderate than toward severe aggression.     

World Reconstruction and the Concept of Distribution of Mental Abilities in Races,Nations, and Social Strata

Summary

This study represents an attempt to study the development of situational causality among preadolescents in four diverse cultures. The subjects were 320 children, 80 each in India, Western Samoa, Mexico, and the United States (Metropolitan Atlanta, Georgia), divided equally between the fourth and sixth grades and advantaged and disadvantaged backgrounds. The subjects' responses to the Guess Causes task of the Torrance Tests of Creative Thinking were scored for causality. Comparisons were made on the basis of both number of responses and proportion of responses for cultures, grade levels, and advantageness of socioeconomic background. In general, children in India and the United States were more causally oriented than their counterparts in Mexico and Western Samoa. The sixth-grade children tended to be more causally oriented than the fourth graders, and the advantaged children were more causally oriented than their more disadvantaged counterparts. There were a number of statistically significant interactions for grade by culture, however, indicating that developmental trends are modified by cultural forces.     

The Effects of Gender Stereotypic and Counter-Stereotypic Textbook Images on Science Performance

ABSTRACT

We investigated the effect of gender stereotypic and counter-stereotypic images on male and female high school students' science comprehension and anxiety. We predicted stereotypic images to induce stereotype threat in females and impair science performance. Counter-stereotypic images were predicted to alleviate threat and enhance female performance. Students read one of three chemistry lessons, each containing the same text, with photograph content varied according to stereotype condition. Participants then completed a comprehension test and anxiety measure. Results indicate that female students had higher comprehension after viewing counter-stereotypic images (female scientists) than after viewing stereotypic images (male scientists). Male students had higher comprehension after viewing stereotypic images than after viewing counter-stereotypic images. Implications for alleviating the gender gap in science achievement are discussed.