词汇飞跃的本质:命名洞察力的实证研究

通过个案跟踪和控制实验探讨了词汇飞跃的本质。研究结果表明命名洞察力具有现实性,且词汇飞跃与命名洞察力的出现紧密相关,这在一定程度上解释了儿童词汇量快速增长的原因。命名洞察力的获得促进了词汇的快速增长,标志着儿童建立起词汇与指称之间的匹配关系。词汇飞跃之后,儿童很快建立起词语间的符号关系,并最终促进了儿童语法的发展。基于此实证结果,本研究还建构了诠释词汇飞跃本质的理论模型。     

THE ULTIMATE INSIGHT: THE PATIENT'S AWARENESS OF MOTHER'S FILICIDAL WISHES

The author reviews myths and traditional tales in which the protagonist is a filicidal mother. In a displaced form, filicidal mothers appear as the ubiquitous witches of folklore. This imago is universal in fantasies and pavor nocturnus in children, regardless of the quality of care of the real maternal figures. To this phenomenon—the result of defensive externalization of primitive fears—a fundamental dimension is added when this dread seems corroborated by the mother's manifestly murderous wishes and behavior. Clinical examples of this pathogenic circumstance are provided, with comments on the development of dissociation versus repression, depending on the severity of early traumas. The evolution of symptoms and character disorder in adulthood is discussed, as well as interpretive and technical dilemmas posed by these patients.     

Selling with technology: understanding the resistance to mobile sales assistant use in retailing

The rise of online competitors and increasingly well-informed customers have spurred stationary retailers to take measures to increase the quality of face-to-face selling as a key differentiator. Mobile sales assistants (MSAs) represent an intensively discussed technological approach to address these challenges in the salesperson–customer dyad. However, in many cases, salespeople do not or only sporadically use MSAs. Prior research provides inadequate answers as to why this is the case, as extant technology acceptance and resistance theories have limited applicability to MSAs. To address these research gaps, the authors conduct a qualitative, theory-building approach and identify 21 factors associated with resistance. In a subsequent quantitative survey study, they validate these factors and refine their conceptual structure. The results show that several largely unknown factors are associated with salespeople’s resistance to MSA use: The three higher-order constructs, ‘incongruence’, ‘relationship deterioration’, and ‘operational imperfection’, are newly introduced to the literature on technology resistance. The findings extend prior technology acceptance and resistance theories and provide comprehensive insights for retail managers.     

What personal selling and sales management recommendations from developed markets are relevant in emerging markets?

As emerging markets continue to grow, research on personal selling and sales management in these settings is coming to the fore, as this special issue of Journal of Personal Selling and Sales Management attests. With an in-depth review of extant research, this contribution addresses three key research questions. First, are there differences between established/recommended theories or styles or paradigms for effective personal selling and sales management in developed markets and emerging markets? The survey suggests there are. Second, are culture variables, traditionally used in extant research, sufficient to differentiate between developed and emerging markets? The presented analysis suggests that culture must be combined with economic variables to establish clear contexts that reflect developed and emerging markets. Third, what classification framework can serve to examine personal selling and sales management strategies in terms of their applicability in both developed and emerging markets? This article derives such a classification framework by organizing extant sales research into categories where either small differences in research findings between developed and emerging markets are expected, or where large differences in research findings are expected. Propositions for the category of selling process and technique are derived. Overall, these findings suggest the need for substantial research that examines the differences between developed and emerging markets, because of the vast implications for theory, research, and practice.     

A process model of buyer responses to salesperson transgressions and recovery efforts: the impact of salesperson orientation

Despite the damaging effects often associated with salesperson transgressions, our understanding of how buyers respond to these transgressions and the recovery efforts that typically follow is limited. The authors address this shortcoming across two studies of professional buyers. In the first, the authors examine buyers’ responses to salesperson ethical and service transgressions as moderated by their perceptions of the salesperson (i.e. whether they perceive the salesperson as being selling-oriented (SO) or customer-oriented (CO)). In the second study, the authors contrast the effects of an apology versus compensation in examining buyers’ responses to the overall transgression and recovery episode. Although study results indicate that a customer orientation amplifies buyers’ responses to the initial transgression, they also indicate that buyers’ responses to the overall episode are primarily a function of whether the recovery effort conforms to their expectations. Hence, while favorable salesperson perceptions (i.e. being perceived as CO) are detrimental in the context of the initial transgression, they are beneficial in the context of the overall transgression and recovery episode.     

Vivisecting the religious mind: Religiosity and motivated social cognition

The relation between motivated social cognition and the religiosity dimensions, which Wulff (1991, 1997) described (Exclusion vs. Inclusion of Transcendence and Literal vs. Symbolic), was investigated in a Flemish speaking Belgian student sample (N=330). The Need for Closure Scale (NFC, Webster & Kruglanski, 1994) was used to measure motivated social cognition and the Post-Critical Belief Scale (Duriez et al., 2000) was used to measure Wulff's religiosity dimensions. Although NFC was expected to relate to the Literal vs. Symbolic dimension only, results also revealed a relation between NFC and the Exclusion vs. Inclusion of Transcendence dimension. However, whereas the former relationship is due to the NFC facets, Discomfort with Ambiguity and Closed-Mindedness, the latter relation can be attributed to the facets, Order and Structure and Predictability. Results obtained in a second Flemish speaking Belgian student sample (N=392) confirm these findings. Thus, apparently, whereas religious belief as such seems to be associated with a preference for order and structure as well as predictability, it is those who deal with religious content in a literal way who are incapable of dealing with alternative opinions.     

Disentangling the Relationships Among Self-Reflection,Insight, and Subjective Well-Being: The Role of Dysfunctional Attitudes and Core Self-Evaluations

Central to many psychological schools of thought is the notion that self-reflection leads to self-insight which, in turn, leads to enhanced well-being. However, empirical research has found that although self-insight is typically associated with well-being, self-reflection is frequently not associated with self-insight or well-being. Past attempts to understand this conundrum have tended to focus on the role of ruminative self-refection. Using a different approach this study investigates the roles of dysfunctional attitudes and positive core self-evaluations. Using data from 227 participants, two key findings are reported: first, dysfunctional attitudes suppress the relationship between self-reflection and self-insight; and second, positive core self-evaluations mediate the relationship between self-insight and subjective well-being. These two findings imply that a path exists from self-reflection to subjective well-being through self-insight and positive core self-evaluations. This path model was found to be a good fit. Implications for future research and positive psychological practice are discussed.