Keep calm and carry on: Maintaining self-control when intoxicated,upset, or depleted

This study tested within-person associations between intoxication, negative affect, and self-control demands and two forms of self-control failure, interpersonal conflict, and neglecting responsibilities. Effortful control was hypothesised to act as a buffer, reducing individual susceptibility to these within-person effects. In contrast, reactivity was hypothesised to potentiate the within-person associations. 274 young adults aged 18–27 (56% women, 93% white) completed experience sampling assessments for up to 49 days over the course of 1.3 years. Results indicated independent within-person effects of intoxication, negative affect, and self-control demands on the outcomes. Hypothesised moderating effects of reactivity were not supported. Effortful control did not moderate the effects of self-control demands as expected. However, effortful control exhibited a protective effect when individuals were intoxicated or upset to reduce the likelihood of maladaptive behavioural outcomes.     

Trait Aggressiveness and Aggressive Behavior in the Context of Provocation and Inhibition

Aggressive behavior often occurs despite salient cues within the immediate environment that indicate aversive consequences will likely follow. Prior research has shown high trait aggressiveness to be related to sensitivity to situational provocation; however, little research has examined whether it is also related to insensitivity to situational inhibitors. This study examines the relationship between trait aggressiveness and aggressive behavior in a provocative context with, and without, an unambiguous inhibitory stimulus. Prior to experiencing provocation and being afforded the opportunity to retaliate, participants who varied in trait aggressiveness were explicitly given (or not given) an instruction that aggressive behavior might lead to aversive consequences and, thus, one should not behave aggressively. Findings revealed that without the instruction, those higher in trait aggressiveness exhibited steeper increases in aggressive responding as provocation increased. In the group that received the instruction, trait aggressiveness was unrelated to aggressive responding at all levels of provocation.     

‘Familiar friends’: Catholic mother–daughter narratives

The main theoretical and practical focus of this paper is on the Catholic mother–daughter relationship, and how connections between women shape, and are shaped in, and through this nexus. It is contended that it is imperative that we begin to understand different representations of connections among, and between women, including that of mothers and daughters, as they compose part of the changing yet continual dialect of our (religious) feminine identities. The intent is to embrace the contradictions and polarities, which are apparent in these inter-generational relations. This article is set in middle class suburban Melbourne Australia, and spans the period from the early to late twentieth century. Conversations between an Anglo-Saxon Catholic mother and daughter act as a catalyst to discuss the matrilineal pedagogical dimensions that mark female relations within social and religious discourses.     

Interpersonal conflict and meaning making in early adulthood: a self-regulation perspective

The aim of this study was to explore meaning making in response to interpersonal conflict in a group of young adults. A self-regulatory perspective was taken to explore and elaborate on current approaches to meaning making. Participants were 127 young adults aged between 19 and 30. Interactive Qualitative Analysis was applied to first identify significant factors that play a role in interpersonal conflict, and second to develop a conceptual model based on perceived relations between these factors. A model with 11 themes in which 43.6% of the total number of relational pairs explained 71.8% of the variance, was developed. Findings support current approaches to meaning making as a dynamic self-regulated process, while new avenues for exploring meaning making as part of a larger complex system of psychological processes emerged.     

Selling behaviours and sales performance: the moderating and mediating effects of interpersonal mentalizing

A random sample of independent insurance agents was surveyed to explore the relationships among learned behaviours, such as, adaptive selling and customer orientation and personal dispositions, such as, interpersonal mentalizing in predicting sales performance. The primary focus of this research was to reexamine salespeople's theory of mind in a broader theoretical base of human abilities. The results confirmed that the dimensions of interpersonal mentalizing, such as, taking a bird's-eye view, shaping the interaction by creating a positive ambience, detecting nonverbal cues and rapport building have different roles for the effectiveness of selling behaviours. While taking a bird's-eye view was a moderator, creating a positive ambience was a mediator of the relationship between selling behaviours and performance. Furthermore, salespeople's ability to build rapport improved sales performance only when they were able to detect nonverbal cues from customers. Taken together, these findings shed light on the complementary role of autonomous abilities of salespeople in improving the productivity of their learned selling behaviours. Several managerial implications were derived from the findings.     

Personality Expression and Impression Formation in Online Social Networks: An Integrative Approach to Understanding the Processes of Accuracy,Impression Management and Meta‐accuracy

In this paper, we investigate personality expression and impression formation processes in online social networks (OSNs). We explore whether, when and why people accurately judge others' personalities (accuracy), successfully manage the impressions that others form of them (impression management) and accurately infer others' impressions of them (meta‐accuracy) at zero acquaintance. On the basis of targets' OSN profiles (N = 103), overall perceiver impressions were collected and compared with targets' self‐view, desired impression and meta‐perception. In addition, independent groups of thin‐slice perceivers based their personality impressions solely on one of four kinds of information within the OSN profiles (profile picture, interests field, group list and notice board), and more than 300 OSN cues (e.g. attractive person and number of friends) were coded. Results showed evidence of accuracy, impression management and meta‐accuracy, but their extent was moderated by the trait (e.g. Big Five and self‐esteem), the kind of information and the interplay of trait and information. Findings could be explained by cue expression and cue utilization processes (lens model analyses). Future prospects for studying personality impressions in online and offline environments are discussed. Copyright © 2013 European Association of Personality Psychology.     

Approach or avoid? The effect of regulatory focus on consumer behavioural responses to personal selling attempts

While salespeople use adaptive influence tactics in interactions with consumers, consumers can act as goal-oriented individuals attempting to manage those interactions. Prior research has documented a repertoire of consumer response behaviours, but little is known about the motivational forces. The present research examines the effects of regulatory focus on consumer behavioural tendencies in response to personal selling attempts. The findings suggest that the more promotion-focused consumers are more likely to engage in goal-seeking behaviours. This research not only addresses a void in the literature, but more importantly, sheds light on motivational antecedents driving consumer behaviours in customer–salesperson interactions.     

Validation of the trust relationship audit (TRA): An item parcelling approach

This study sought to apply an item parcelling approach to confirm the factor structure of trust in the direct supervisor as measured by the trust relationship audit (TRA). The researchers analysed an existing data set on the TRA from 9 060 South African employees. For the analysis, the researchers utilised structural equation modelling, using item parcelling to confirm the factor structure. The results confirm that, in essence, the large sample structural model replicates the original small sample model, consisting of separate personality and managerial practices factors as antecedents of trust in supervisors. Two items measuring personality traits loaded differently in the small and the combined sample. The results suggest item parcelling to be a value-add in measure validation when data mining.