Generating and sharing of market intelligence in sales teams: an economic social network perspective

In this research, we take a multimethod approach to shed light on the potential costs to sales teams that generate and share market intelligence (MI). First, we introduce an analytical model to propose the respective levels of effort that sales managers, experts, and team members spend generating and sharing MI. To test our propositions, we utilize social network data from 40 independent, business-to-business (B2B) sales teams, representing 287 salespeople. Interestingly, our results support the premise that team members become dependent (reduce MI efforts) when their sales manager or team expert shares MI among the team. We term this a “sharing tax” that sales managers and team experts pay when they share MI. Consequently, sales managers demonstrate greater MI-generation efforts the more they share MI. We also find that experts who share more (less) also show greater (lesser) MI-generation efforts, but only for teams where sales managers share low (high) levels of MI. In summary, our research innovatively conducts an empirical test of the Nash Equilibrium pattern of sales team effort to show that two critical team members, the sales manager and expert, are at a disadvantage when they share valuable MI.     

Stuck like glue: the formation and consequences of brand attachments among salespeople

Although managers and researchers put utmost importance on uncovering factors that affect effort and performance of sales representatives, they have largely overlooked a key factor. This research aims to remedy this neglect by shedding light on salesperson brand attachment. A qualitative study first examines the prevalence of attachment and uncovers several potential antecedents. Two follow-up empirical studies show that identification and psychological ownership are significant predictors of salesperson brand attachment. Informed by this research, managers can encourage brand attachment, with the end goal of increasing salesperson effort and ultimately performance, by increasing feelings of identification and psychological ownership among salespeople. This impact is particularly notable among brands with low market share, which are often a key concern of managers. The findings provide novel insights into how attachment affects sales representatives, as well as potential methods to cultivate such an attachment.     

Pseudocontingencies in Consumer Choice: Preference for Prevalent Product Categories Decreases with Decreasing Set Quality

Building on theorizing about contingency inferences, the present research deals with the impact of product category prevalence on consumer choice. We argue that a category's prevalence in the choice set can signal high quality, but the validity depends on the aggregate quality of the choice set. With ever more low‐quality products in the set, high prevalence should increasingly signal poor rather than high quality. When choosing from a poor‐quality set, choices should thus favor products from the rare category. In four experiments, we show that poor‐quality sets increase the proportion of consumers choosing products from a rare category. Furthermore, we show that these effects increase when base rates of a category and quality become more extreme. Finally, Experiment 4 shows that contingency inferences partly mediate the effect of set quality on choice. The results extend previous research on contingency inferences, indicating the adaptive use of base‐rate information in consumer decision making. Copyright © 2017 John Wiley & Sons, Ltd.     

A mechanistic perspective on canonical neural computation

Although it has been argued that mechanistic explanation is compatible with abstraction (i.e., that there are abstract mechanistic models), there are still doubts about whether mechanism can account for the explanatory power of significant abstract models in computational neuroscience. Chirimuuta has recently claimed that models describing canonical neural computations (CNCs) must be evaluated using a non-mechanistic framework. I defend two claims regarding these models. First, I argue that their prevailing neurocognitive interpretation is mechanistic. Additionally, a criterion recently proposed by Levy and Bechtel to legitimize mechanistic abstract models, and also a criterion proposed by Chirimuuta herself aimed to distinguish between causal and non-causal explanation, can be employed to show why these models are explanatory only under this interpretation (as opposed to a purely mathematical or non-causal interpretation). Second, I argue that mechanism is able to account for the special epistemic achievement implied by CNC models. Canonical neural components contribute to an integrated understanding of different cognitive functions. They make it possible for us to explain these functions by describing different mechanisms constituted by common basic components arranged in different ways.     

不安全依恋者注意偏向的形成机制及神经基础

不安全依恋者的注意偏向是指依恋焦虑和回避个体对依恋信息产生或趋近或回避的注意偏好, 这一注意偏好使得个体形成了处理与依恋对象关系的特殊认知机制：依恋回避个体偏好采用防御性机制, 倾向于回避对依恋信息的注意; 依恋焦虑个体偏好采用夸大性机制, 倾向于夸大威胁性信息, 因而会积极寻求与依恋对象的亲近。不安全依恋者注意偏向的差异主要体现在情绪信息、痛觉感受和工作记忆三个方面; 加工阶段特征主要涉及P1、N1波等代表的注意自动加工和LPP波代表的注意控制加工; 脑网络上主要包括两个子网络, 即负责情绪评估的边缘系统和负责情绪调节的以前额叶为代表的神经网络。未来研究中更应该关注刺激物的生态效度, 检验依恋系统是否激活, 不安全依恋者注意偏向的自动加工和控制加工阶段的关系, 不安全依恋者注意偏向产生的分子遗传机制以及注意偏向的跨文化研究。     

对“医疗服务商品和市场”存在客观性和必然性的理性思考——兼评《对中国医疗卫生体制改革的评价与建议》

针对国务院发展研究中心课题组发表的《对中国医疗卫生体制改革的评价与建议》提出的卫生改革带来“问题的根源在于商业化、市场化的走向违背了医疗卫生事业发展的基本规律。”提出“医疗服务商品”、“医疗服务市场”的存在是客观的,并通过反驳《评价与建议》提出的四对矛盾,提出“医疗服务商品”、“医疗服务市场”的存在也是必然的,最后分析了所谓“卫生改革失败”的真正原因。     

中医院市场定位的两难选择及其对策

中医院的市场定位处于两难选择之中:中医药技术的潜在优势与现实局限性的矛盾、中医院管理者的价值取向与现实窘况的矛盾、中医院发展历史沉淀与市场竞争的矛盾、政府的中医药政策自身存在的矛盾等。这些矛盾涉及多方行为和利益主体,必须深化改革,以实现中医院的良性发展。     

论当前我国医疗市场对医患关系的影响

解读目前紧张的医患关系是一个迫切的社会课题.医疗服务是一种商品,医疗市场是客观存在的,它是导致医患关系紧张的深层次原因.     

为了更好地工作：工作恢复的内涵及实现机制

工作恢复是保障员工持续有效应对工作要求,支撑员工“更好地工作”的资源补充机制,也是近年来职业健康心理学研究中的一个热点主题。本文在澄清工作恢复概念的界定和梳理工作恢复影响因素的基础上,着重围绕工作恢复的实现机制进行了分析和探讨。最后,围绕工作恢复相关研究的现状及未来方向进行了总结和展望。     

马克思与现代性问题

马克思作为生活在现代性盛期的思想家,对现代性做了深入的诊断和批判。作者认为,马克思不是一个狭隘的对资本主义进行功能主义批判的制度分析论者,而是一个现代性的辩证的批判者。首先,他继承了个人自由和全面发展的现代性规范理想;其次,他通过对资产阶级法治国家和市民社会的批判,揭示把现代性理想与资本主义现代化的内在矛盾,并从这一批判中揭示现代性的新的出路,即社会主义和共产主义。这一方案虽然在现实中面临着许多理论和实践难题,但仍然构成我们今天现代性话语不可超越的视域。