Manager–salesperson congruence in customer orientation and job outcomes: The bright and dark sides of leadership in aligning values

To create customer-oriented organizations, managers are often asked to promote a values-based vision. Yet, many managers struggle with transferring their values to employees making strategic value changes difficult. Despite this challenge, research has yet to demonstrate how managers effectively align values within the sales force, or the impact alignment has on job outcomes. Therefore, we develop and empirically test a conceptual framework to examine the role of transformational leadership in aligning salesperson customer orientation (CO) values. We find that transformational leadership is a strong mechanism in creating perceived value congruence, yet may have a surprising dark side. Results suggest that transformational managers achieve congruence by raising or, contrary to conventional wisdom, lowering salesperson CO values to meet the perceived values of the manager. Response surface modelling results support the importance of perceived manager values. Customer-oriented salespeople have higher job satisfaction and sales performance when they perceive their manager to also have high CO. When values are misaligned, job satisfaction increases more for low CO salespeople as perceptions of manager CO increase. Exploratory findings show that performance was higher under situations of perfect alignment but also under severe misalignment suggesting that values generate performance under complementary or supplementary conditions.     

The way I make you feel: How relatedness and compassionate goals promote partner’s relationship satisfaction

Research has investigated the role of three basic psychological needs as proposed by Self-Determination Theory – autonomy, competence, and relatedness – in explaining relationship satisfaction. Research has also explored how relatedness specifically increases prosocial motivations in the individual but has not focused on the role of relatedness in shaping partners’ relationship functioning over time. This research takes a dyadic perspective that proposes that relatedness fulfillment fosters compassionate goals, which in turn predict increases in partner’s satisfaction. Forty-five heterosexual dating couples were asked about their relatedness need fulfillment, compassionate goals, and relationship satisfaction. Relationship satisfaction was assessed again four weeks later. Results showed that one’s own relatedness fulfillment, but not one’s partner’s relatedness fulfillment at Time 1 uniquely predicts partner’s increased satisfaction at Time 2, and that this is mediated by one’s own higher compassionate goals. These findings highlight the dyadic importance of having one’s needs met in promoting relationship functioning over time.     

Creating shared reality about ambiguous sexual harassment: The role of stimulus ambiguity in audience-tuning effects on memory

By tuning messages about ambiguous information to their audience's attitude, communicators can reduce uncertainty and form audience-congruent memories. This effect has been conceptualized as the creation of shared reality with the audience. We applied this approach to representations of ambiguous antecedents of sexual harassment and examined whether the effect depends on the event's perceived ambiguity. Participants read a testimony about a supervisor's ambiguous behaviors toward a female employee and described the behaviors to an audience who had previously evaluated him positively or negatively. We manipulated perceived ambiguity of the testimony by including or omitting information about eventual, clear-cut harassment (known vs. unknown outcome). As predicted, participants aligned their messages and memory with their audience's evaluation only in the unknown-outcome condition, where epistemic uncertainty was higher. The findings highlight the role of epistemic needs in the communicative creation of a shared reality about a ubiquitous social situation with potentially harmful outcomes.     

Rejection sensitivity,complaint‐related communication,and relational satisfaction: A mediation analysis

This study examines the links among rejection sensitivity (RS), communication about complaints, and relational satisfaction in intimate relationships. A total of 260 individuals completed an online survey through Amazon Mechanical Turk. RS was positively associated with complaint avoidance and negatively associated with positive politeness and negative politeness when voicing complaints. Furthermore, RS had indirect associations with relational satisfaction, partially mediated through complaint avoidance and positive politeness. The results of this study suggest that communicating complaints openly to one's partner, in concert with positive politeness (i.e., affirming the partner while voicing complaints), may help serve as a buffer against relational dissatisfaction associated with RS.     

A Narrative Analysis of Sibling Grief

Sibling grief is linked to serious physical and mental health outcomes, yet remains the least researched of all family bereavement. This exploratory study created a shared sibling grief narrative. Open-ended interviews were conducted with 27 participants who lost a sibling. Primary themes included Shared Life: Identity Within the Sibling Arrangement; Sibling Death: Pivotal Moments in Time; Life After Sibling Loss: Emotional Suffering, Life After Sibling Loss: Missing Roles & Changing Relationships; and The Sibling Lives On. The following study findings clarify the overlooked impact that sibling death has on the surviving sibling and demonstrate the crucial need for more sibling loss research.     

职场负面八卦对科技人员创造力的影响机制研究

以职场“冷”暴力理论为切入点,采用层级回归和拔靴法对327份样本数据进行分析验证了职场负面八卦对科技人员创造力的影响机制。结论：职场负面八卦对科技人员的创造力有显著的抑制作用,人际信任在上述关系中起到中介作用;情绪智力在调节职场负面八卦和人际信任之间关系的同时,也调节了人际信任的中介作用,而且当科技人员的情绪智力水平较低时,人际信任的中介作用更为显著。     

When Good Consumers Turn Bad: Psychological Contract Breach in Committed Brand Relationships

To better understand the conditions under which committed consumers continue to support their preferred brand after a transgression versus turn against the brand and the underlying theoretical process, we study the interplay between brand commitment and specific types of transgressions. Across three scenario‐based and field studies, we show that consumers have psychological contracts with brands, which dictate the terms of the relationship, and for committed consumers, violations of any aspect in (out of) the contract results in a negative (indifferent) response. Furthermore, we demonstrate that consumer trust is the underlying mechanism: committed consumers exhibit more negative responses to in‐contract transgressions as a result of their lower trust in the brand.