The sales manager as a unit of analysis: a review and directions for future research

This article analyzes empirical research in which the sales manager is the unit of analysis to determine what knowledge has been generated by sales scholars about sales managers and sales management practice. It examines what we have learned from sales managers about their jobs and themselves with particular emphasis on the managerial relevance of the work. While the sales literature is vast and despite the importance of sales managers being widely recognized and accepted, an extensive search of the sales literature identified only 163 articles in which the sales manager was the focus of empirical research about what they do. To help better understand what has been discovered, these articles are examined and categorized according to the main focus of each article's research. The results show that with respect to sales managers, our knowledge is limited and substantial opportunities exist for additional research to expand our understanding of the nature, roles, and impact of sales managers as well as providing usable advice for the practice of sales management.     

Explaining the effects of a decision intervention on mammography intentions: The roles of worry,fear and perceived susceptibility to breast cancer

Objective: This study examines the effects of a mammography decision intervention on perceived susceptibility to breast cancer (PSBC) and emotion and investigates how these outcomes predict mammography intentions.

Design: Randomised between-subjects online experiment. Participants were stratified into two levels of risk. Within each stratum, conditions included a basic information condition and six decision intervention conditions that included personalised risk estimates and varied according to a 2 (amount of information: brief vs. extended) × 3 (format: expository vs. untailored exemplar vs. tailored exemplar) design. Participants included 2465 US women ages 35–49.

Main Outcome Measures: PSBC as a percentage, PSBC as a frequency, worry, fear and mammography intentions.

Results: The intervention resulted in significant reductions in PSBC as a percentage for women in both strata and significant increases in worry and fear for women in the upper risk stratum. Of the possible mediators examined, only PSBC as a percentage was a consistent mediator of the effect of the intervention on mammography intentions.

Conclusion: The results provide insight into the mechanism of action of the intervention by showing that PSBC mediated the effects of the intervention on mammography intentions.     

Willingness to transmit and the spread of pseudoscientific beliefs

Pseudoscientific beliefs are widespread and can be damaging. If several studies have examined the factors leading people to accept pseudoscientific beliefs, no attention has been paid to the factors contributing to people's willingness to transmit these beliefs. To test whether the willingness to transmit pseudoscientific beliefs contributes to their spread, independent of their believability, we asked participants to rate statements corresponding either to pseudoscientific beliefs (Myths), or to their (correct) negations (Non‐Myths). Statements were rated on believability, on how willing participants would be to transmit them, and on how knowledgeable they would make someone who produces them. Results revealed that participants who believed in Myths were more willing to transmit them than the participants who believed in Non‐Myths were willing to transmit Non‐Myths. A potential factor driving the increased willingness to transmit both Myths and Non‐Myths might be participants' belief that holding the beliefs makes one seem more knowledgeable.     

Empowering public service workers to face bystander conflict: Enhancing resources through a training intervention

Public service employees work in occupations that are accompanied with high psychosocial risks. Police, firefighters, and paramedics are increasingly being confronted with argumentative, conflicting bystanders that frustrate them in executing their task. We developed a resource‐enhancement intervention and tested its usefulness for securing employees’ effective functioning and well‐being in bystander conflict. In a simulation‐based pre‐test post‐test control group design, paramedics in the intervention condition received training about how to increase their resources in terms of conflict management efficacy, perspective taking, task support, and emotional support. For those in the control condition, no such training was provided. Comparing pre‐ and post‐test measures (n = 81) of the participants in the intervention and control groups, we found evidence that the intervention successfully increased employees’ resources over time. Moreover, we found considerable support for a positive link between these resources and employees’ affective well‐being and job dedication. Thus, our study suggests that a resource‐enhancing intervention can serve as an important means to protect public service employees against the deleterious effects of bystander conflict.

Practitioner points

• A resource‐enhancing intervention can protect public service employees against the deleterious effects of bystander conflict.
• Resources related to dealing with a hindering bystander, as well as resources facilitating the continuation of the primary task, are positively associated with employees’ affective well‐being, job dedication, and job performance.

     

Making plans for future success: a timeline tool feasibility study

Many adolescents have hopes of college graduation, independent living, and satisfying careers. Career preparation is an important component that can facilitate these desires. However, many adolescents do not achieve these hopes in their desired timeframes due to interruptions, such as unplanned pregnancies. As illustrated by the Theory of Adolescent Sexual Decision-Making Influencing Teen Pregnancy (Weiss, 2012. Who will listen? Rural teen pregnancy reflections. The Journal for Nurse Practitioners, 8, 804–809. doi:10.1016/j.nurpra.2012.02.028), desiring future success can promote low-risk decision-making. Based on this theory, a Getting Plans Started (GPS) Timeline Tool (GPS Timeline©) was developed to help adolescents plan for future success by using a time perspective and, thereby, avoid interruptions. The purpose of this paper is to describe the GPS Tool©, how it might be used, and a study to determine the feasibility of using the GPS Tool©. Thirty adolescents found the tool easy to use and effective in helping them plan for the future. Their responses indicated almost unanimous desires for college graduation and independence with strong confidence in achieving their plans, but their responses also indicated a need for more effective planning to achieve their desired goals.     

An Actor's Knowledge and Intent Are More Important in Evaluating Moral Transgressions Than Conventional Transgressions

An actor's mental states—whether she acted knowingly and with bad intentions—typically play an important role in evaluating the extent to which an action is wrong and in determining appropriate levels of punishment. In four experiments, we find that this role for knowledge and intent is significantly weaker when evaluating transgressions of conventional rules as opposed to moral rules. We also find that this attenuated role for knowledge and intent is partly due to the fact that conventional rules are judged to be more arbitrary than moral rules; whereas moral transgressions are associated with actions that are intrinsically wrong (e.g., hitting another person), conventional transgressions are associated with actions that are only contingently wrong (e.g., wearing pajamas to school, which is only wrong if it violates a dress code that could have been otherwise). Finally, we find that it is the perpetrator's belief about the arbitrary or non‐arbitrary basis of the rule—not the reality—that drives this differential effect of knowledge and intent across types of transgressions.     

Posttraumatic Growth in Individuals With Chronic Illness: The Role of Social Support and Meaning Making

This study aimed to assess the predictive nature of social support, meaning making (presence of meaning and search for meaning), and demographic factors on perceived posttraumatic growth (PTG) in a sample of adults living with chronic illness (N = 110). Regression analyses indicated that presence of meaning and gender served as the strongest predictors, together accounting for 22% of the variance in PTG. Presence of meaning also moderated the relationship between social support and PTG, supporting the unique contribution of meaning making on PTG.     

Robustness of Decision‐Making Competence: Evidence from Two Measures and an 11‐Year Longitudinal Study

Decision‐making competence (DMC) is the ability to follow normative principles when making decisions. In a longitudinal analysis, we examine the robustness of DMC over time, as measured by two batteries of paper‐and‐pencil tasks. Participants completed the youth version (Y‐DMC) at age 19 and/or the adult version (A‐DMC) 11 years later at age 30, as part of a larger longitudinal study. Both measures are composed of tasks adapted from ones used in experimental studies of decision‐making skills. Results supported the robustness of these measures and the usefulness of the construct. Response patterns for Y‐DMC were similar to those observed with a smaller initial sample drawn from the same population. Response patterns for A‐DMC were similar to those observed with an earlier community sample. Y‐DMC and A‐DMC were significantly correlated, for participants who completed both measures, 11 years apart, even after controlling for measures of cognitive ability. Nomological validity was observed in correlations of scores on both tests with measures of cognitive ability, cognitive style, and environmental factors with predicted relationships to DMC, including household socioeconomic status, neighborhood disadvantage, and paternal substance abuse. Higher Y‐DMC and A‐DMC scores were also associated with lower rates of potentially risky and antisocial behaviors, including adolescent delinquency, cannabis use, and early sexual behavior. Thus, the Y‐DMC and A‐DMC measures appear to capture a relatively stable, measurable construct that increases with supportive environmental factors and is associated with constructive behaviors. Copyright © 2017 John Wiley & Sons, Ltd.     

On Judgments of Approximately Equal

Although precision is often important in quantitative judgment, sometimes, it is valuable to recognize that two quantities are roughly the same. Fuzzy‐trace theory suggests that approximately equal judgments rely on gist representations (i.e., meaningful fuzzy categories of quantity). We conducted three experiments to investigate approximately equal judgments with number pairs presented in different formats, both with and without semantic content (breast cancer statistics). In each study, the ratio of the smaller divided by larger number predicted approximately equal judgments. Experiment 1 also examined how knowledge of breast cancer, presentation format (frequencies vs. percentages), and differences in gist comprehension of breast cancer information influence fuzzy equality judgments. As predicted by the fuzzy‐trace theory concept of denominator neglect, approximately equal judgments were more sensitive, as measured by signal detection theory (SDT) analyses, when presented as percentages. In both experiments with breast cancer statistics, people were more likely to judge number pairs approximately equal when they were embedded in sentences about breast cancer, and breast cancer knowledge predicted increased perception of equality, when appropriately consistent with reliable sources, and increased judgment sensitivity. In Experiment 2, a simple intervention focusing on gist meaning increased source‐consistent approximately equal judgments, increased SDT judgment sensitivity, and decreased SDT response bias. In Experiment 3, using number pairs devoid of semantic context spanning four orders of magnitude, we further examined ratio similarity. Overall, more knowledgeable judges and those who better understood the gist of meaningful numbers were more likely to judge literally different numbers as “approximately equal” rather than make precise discriminations that were meaningless. Copyright © 2017 John Wiley & Sons, Ltd.