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.     

New developments in transference focused psychotherapy

This paper will summarize recent clinical developments in the treatment of borderline patients at the Personality Disorders Institute at Cornell. The experiences under review will include the careful, ongoing monitoring of developments in the patient's life outside the sessions, and their consideration in diagnosing affective dominance during the hours. Other issues include the discussion of a ‘second chance’ approach to contract violations; the assessment and concern with the patient's assumption of responsibility for himself; the contradictions between actual behavior patterns and life goals, and between personality potentials and present functioning; the technical implications of particular constellations of regressive narcissistic features; drug dependence and antisocial behavior; and life goals and treatment goals.     

Coping Strategies and Psychological Outcomes: The Moderating Effects of Personal Resiliency

Certain coping strategies alleviate stress and promote positive psychological outcomes, whereas others exacerbate stress and promote negative psychological outcomes. However, the efficacy of any given coping strategy may also depend on personal resiliency. This study examined whether personal resiliency moderated the effects of task-oriented, avoidance-oriented, and emotion-oriented coping strategies on measures of depression, anxiety, stress, positive affect, negative affect, and satisfaction with life. Results (N = 424 undergraduates) showed higher personal resiliency was associated with greater use of task-oriented coping strategies, which were in turn associated with more adaptive outcomes, and less reliance on nonconstructive emotion-oriented strategies, which in turn were associated with poorer psychological outcomes. In addition, individual differences in personal resiliency moderated the effects of task-oriented coping on negative affect and of emotion-oriented coping on negative affect and depression. Specifically, proactive task-oriented coping was associated with greater negative affect for people lower in personal resiliency. Moreover, high personal resiliency attenuated the negative effects of emotion-oriented coping on depression and negative affect. The effects of avoidance-oriented coping were mixed and were not associated with or dependent on levels of personal resiliency.     

Le rôle modérateur du harcèlement environnemental au travail dans la relation entre l’attachement au lieu de travail et le soutien organisationnel perçu. Étude auprès d’un échantillon féminin

This article examines the effect of environmental harassment at work in the relationship between attachment to the workplace and perceived organizational support. A survey was conducted via a questionnaire with 304 employees in different professional sectors (commerce, healthcare, teaching, administration) in the public or private sector. Analyses show that (a) attachment to the workplace and environmental harassment at work are strongly associated with perceived organizational support, the former positively and the latter negatively, and (b) two dimensions of environmental harassment at work, namely manipulation of the work environment and manipulation of the personal space, moderate the relationship between attachment to place and perceived organizational support, reducing the effect of this relationship. The practical implications of the research are discussed.     

Marital satisfaction of Chinese under stress: Moderating effects of personal control and social support

Stressful life events, personal control, and social support were examined relative to marital satisfaction among 1749 participants in seven Chinese cities. Stressful life events were categorized as life crises and life transitions. Life crises, rather than transitions, negatively predicted the marital satisfaction of Chinese. The moderating effects of personal control were found among women, but not men, and occurred only in the relationship between marital satisfaction and life crises, not life transitions. Social support buffers the negative effects of life crises on marital satisfaction. The results extend family stress‐coping theory in specifying two coping resources for Chinese marriages under stress.     

Impairments in tactile search following superior parietal damage

The superior parietal cortex is critical for the control of visually guided actions. Research suggests that visual stimuli relevant to actions are preferentially processed when they are in peripersonal space. One recent study demonstrated that visually guided movements towards the body were more impaired in a patient with damage to superior parietal cortex. Whereas past studies have explored disordered movement in optic ataxic patients, there has been less exploration of space perception in terms of search capacity in this population. In addition, there is some debate concerning the relationship between deficits of visuomotor control and impaired attention/perception in optic ataxia. Given that the dorsal stream has been implicated in the spatial processing of stimuli in peripersonal space, and damage to this region is known to cause optic ataxia, we felt that further investigation was warranted. We examined tactile search behavior in the fronto-parallel and radial planes in a patient with right superior parietal damage and optic ataxia. We used a pegboard with removable cylindrical pegs that allowed for the reorganization of targets between trials. To better characterize three-dimensional search behavior, we included both horizontal and vertical search conditions. Results showed that the patient spent more time searching, was more accurate and revisited more targets in right versus left space. Interestingly, the patient spent the majority of her time specifically searching the lower right quadrant of the stimulus array. Further analysis revealed lower target detection rates along the outer borders of the pegboard on all sides. The search pattern observed here is unusual considering that all targets were within arm's reach. The present experiment demonstrates that damage to superior parietal cortex impairs tactile search and biases exploration towards lower right peripersonal space.     

The dirtying of David: Transgression, affect, and the potential space of art

Transgression assumes the crossing of a boundary, a broken line which is either shored-up or redrawn in response; it thus marks an in-between state signalling danger, a pollution of the established order. Calling on the work of Bataille I investigate a two-fold instance of transgression by school students and their art and design teacher in which the sexualisation and violence perpetrated on the human figure through, respectively, drawing and sculpture signals one such breach. I examine the affective states that surround this transgression, in particular the self-censoring mechanism of shame. This is followed by an examination of the dichotomies that transgression may potentially provoke in pedagogic situations, and a consideration of the role of art in mediating the oppositional forces at play. With reference to psychoanalytical, object relations theory (Klein and Winnicott) I argue that the in-between spaces established by transgressive acts, destabilising and disorientating as they may be, should not be categorised as pathological but rather affective territories of potentiality necessary for creative education.     

“Telling tales”: Using narrative in career guidance

In this article the authors argue for the importance of narrative-based approaches in career guidance work in an uncertain, unpredictable world. This requires a paradigmatic shift in thinking that can be too difficult, at present, for some practitioners. The article reports on the first phase of a collaborative project with a group of practitioners – working in guidance in schools and with young people in public access points – to develop and evaluate narrative methods. Our analysis highlights the usefulness of the approach, but also reveals tensions derived from the working cultures of career guidance practitioners.