Psychological ethical climate,leader–member exchange and commitment to superior customer value: influencing salespeople’s unethical intent and sales performance

In today’s competitive environment, salespeople are challenged with creating customer value in an ethical manner while meeting performance goals. Sales supervisors play a critical role in ensuring that this challenge is met. This research examines the roles of psychological ethical climate and leader–member exchange (LMX) in encouraging salespeople’s commitment to providing superior customer value, reducing their unethical intentions and improving sales performance. Results indicate that business-to-business salespeople’s psychological ethical climate perceptions influence their perceived relationship with their sales supervisor (i.e. LMX relationship) as well as their commitment to providing superior customer value. LMX also directly influences commitment to providing superior customer value, which in turn affects salespeople’s unethical intent and quota performance. Theoretical and managerial implications based on the study’s findings are provided, as well as directions for future research.     

Infants’ behavioral styles in joint attention situations and parents’ socio-economic status

In this study the eco-cultural model of parenting (Keller, H. (2007). Cultures of infancy. Mahwah, NJ: Erlbaum) was applied to the study of joint attention behavior of children from families with different socio-economic status (SES). It was hypothesized that infants’ early communication styles would differ with SES reflecting more independent or interdependent interactions with their caregivers. It was also hypothesized that infants would use the same types of behaviors whether they have declarative or imperative communication goals. The Early Social Communication Scales (ESCS, Mundy et al., 2003) was administered to 103 typically developing infants of 12 months (approximately half of them siblings of children with autism). A factor analysis, yielding four behavioral factors, namely pointing, eye contact, actions and following points, confirmed the hypothesis that infants use behaviors consistently across situations independent of their communicative intent. MANOVAs (comprising parental education and income) revealed that higher SES infants showed actions more frequently in the ESCS whereas lower SES infants followed experimenter's points more frequently. The results are discussed in the context of presumably differing socialization goals for infants and the divergent contribution of parental education and income that seem to have additive contribution to some factors (actions, following points) but divergent contributions to others (pointing, eye contact).     

Indulgences in the Catholic Reformation

Abstract

Ever since Luther’s ‘Ninety-five Theses’ (1517), indulgences have been synonymous with corruption in the Catholic Church, although their proper use was to be reaffirmed at the Council of Trent. This article comprises firstly, an exploration of the theory, nature, uses, and evolution of indulgences after Luther up to about 1700; secondly, an examination of indulgences as a product of ecclesiastical jurisdiction of popes and bishops; and thirdly, an exploration of the individual acquisition of pardons and the progression of different devotions over time. The focus will be on France as a case study. It will be shown how indulgences in Catholicism survived Luther, were reinvented and emerged as a powerful tool of personal and institutional reform. They provide a lens through which to explore the history of the institutional Church, in particular relationships between centre and periphery during the Catholic Counter-Reformation centuries.     

Spiritual Need Five: Providing Quality Pastoral Care as a Congregation

SUMMARY

Critical to the needs of older adults is the care and nurturing of the feelings and emotions that often offer context for the human spirit. Grounded in the history of pastoral care, this chapter explores an approach to pastoral care that is reflective of the author's study and experience in the parish.     

A Christian for the Christians, a Christian for the Muslims! An Attempt at an Argumentum ad Hominem

Schmidt and Egler's critique of Christianity's exclusivist claimto truth rests on two suppositions: (a) that inter-religiouspastoral care for dying patients requires a respect for theircultural backgrounds which necessitates accepting the equalvalidity of their respective (non-Christian) religions, and(b) that exclusivism is incompatible with the Christian love-of-neighborcommandment. In opposition to this critique, (a) the authors'own "pluralist" understanding of Christianity is refuted ontwo levels. First, it leads to inconsistencies in the authors'own (and very adequate) understanding of pastoral care, especiallywith regard to their notion of intolerance, and second, it isirreconcilable with explicit New and Old Testament claims toabsoluteness. In addition, (b) the authors' understanding ofthe way in which "exclusivism" justifies intolerance and missionaryviolence is shown to rest, first, on a secularized reductionof Christianity, i.e., of Christians' own "religious identity"as well as of the Christian way of "helping those in need,"and second, on a merely theoretical (rather than also practical)view of Christians' commitment to God. As a corollary to thatrefutation, a reconsideration of the truly Christian sourcesof obedience and charity is recommended.     

Why We Do What We Do When We Teach Pastoral Theology at United Theological College (UTC), Sydney

This paper seeks to reflect in a narrative way on the pedagogical processes involved in teaching pastoral theology at United Theological College, Sydney. The paper recognizes that the process of learning pastoral theology is a significant part of the content learned in pastoral theology. The learning process in pastoral theology also contributes to (trans)formational learning in those being formed for ministry. The paper seeks to contribute to the community of pastoral theologians by reflecting on the experience of teaching within a particular school.     

The effects of attributions of intent and apology on forgiveness: When saying sorry may not help the story

Despite the oft-cited positive effects of an apology on forgiveness, forgiveness does not always follow. In three studies we tested the ironic notion that, following an interpersonal transgression, an apology following an attribution of intent might further hinder, rather than benefit, the forgiveness process. The findings of three studies were systematically replicated and supported our primary prediction that, following attributions of intent, saying sorry does not always lead to forgiveness. When offenders intentionally committed a transgression, forgiveness was less likely following an apology. However, when offenses were unintentional, forgiveness was more likely following an apology. We also showed that these effects were explained by participants’ impression of the transgressor.