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.     

Weakness of will and motivational internalism

The unconditional version of motivational internalism says that if an agent sincerely judges that to φ in circumstances C is the best option available to her, then, as a matter of conceptual necessity, she will be motivated to φ in C. This position faces a powerful counterargument according to which it is possible for various cases of practical irrationality to completely defeat an agent’s moral motivation while, at the same time, leaving her appreciation of her moral reasons intact. In this paper, I will argue that weakness of will, as the paradigmatic case of practical irrationality, and all other cases of practical irrationality that feature in standard formulations of this argument do not represent genuine counterexamples to this version of motivational internalism. In this sense, the main aim of this paper is to show that proponents of this internalist position are well justified in their denial of the claim that there are people who are completely unmotivated by their judgments about what is the best option available to them.     

A preliminary study of emotional intelligence, empathy and exam performance in first year medical students

A group of 156 first year medical students completed measures of emotional intelligence (EI) and physician empathy, and a scale assessing their feelings about a communications skills course component. Females scored significantly higher than males on EI. Exam performance in the autumn term on a course component (Health and Society) covering general issues in medicine was positively and significantly related to EI score but there was no association between EI and exam performance later in the year. High EI students reported more positive feelings about the communication skills exercise. Females scored higher than males on the Health and Society component in autumn, spring and summer exams. Structural equation modelling showed direct effects of gender and EI on autumn term exam performance, but no direct effects other than previous exam performance on spring and summer term performance. EI also partially mediated the effect of gender on autumn term exam performance. These findings provide limited evidence for a link between EI and academic performance for this student group. More extensive work on associations between EI, academic success and adjustment throughout medical training would clearly be of interest.     

应用Markov模型进行临床决策分析的思考

应用模型进行临床决策分析的研究日益增多,Markov模型就是近年来用于临床决策分析的一种.它优于传统的决策树分析方法,能应用于疾病预后影响因素的研究、筛查试验的评价、疾病治疗结局预测、纵向生命质量资料分析等多个方面.Markov模型用于临床决策分析,是创新思维的体现,是实事求是的典范,体现了认识的辩证过程.     

斯腾伯格思维风格理论述评

通过对传统学校教育弊端的分析,引入了斯腾伯格的“思维风格”理论,即三个层面上13种不同风格的心理自我管理理论,同时阐述了该理论与智力的关系,以及对学校教学改革的影响。我们通过保存多种风格形式,提升学校教学和评估环爷,将多种教育方式匹配于不同的风格类型,并积极教授之来实现对传统教学体制的改革。     

学业不良的相对性涵义及测定的实证研究

本文在介绍和分析了国内外关于学业不良概念以及在心理学限定方面差异的基础上,就学业不良的相对性涵义进行了探讨,并对我国相对性学业不良者的测定进行了实证研究。其主要涉及到关于学业不良的相对性涵义、美国与我国对相对性学业不良者实际心理限定方面的差异;研究了“智力-成绩差距”的测定问题,包括客观判定标准值、自我主观认知因素的测定和教师的观察判定。     

智力与信息加工速度研究中的检测时范式

检测时是信息加工速度的重要指标,也是智力与信息加工速度关系的研究领域内一种重要的实验范式。文章在简要介绍反应时范式的基础上,着重介绍了检测时范式的实验任务、基本原理以及检测时与智商之间的关系。同时,通过与反应时范式的比较,讨论了检测时范式在智力与信息加工速度研究中的优点和局限性,以及其在解决相关研究领域问题上的方法学意义。     

智力落后的成因--当代智力理论新解

智力落后的成因历来存在争论。本文在当代复杂系统智力理论的视野之下．从Sternberg的三元智力理论和Das的PASS模型入手,分析了智力落后本质及成因的新解．揭示了智力落后理论研究的认知心理学新走向。     

加工速度、工作记忆与液态智力发展的关系

有关儿童液态智力 (fluid intelligence) 发展的年龄特征早已有了较明确的一致性结论。然而,儿童液态智力发展的机制问题到现在仍知之甚少。早期零星的研究观察到,随着儿童年龄的增长,其信息加工速度变快,工作记忆能力和液态智力亦提高。由此可推测,对儿童液态智力与加工速度、工作记忆能力关系的考察有助于阐明儿童液态智力发展的机制问题。 近10多年已有不少研究分别探讨了液态智力与加工速度、液态智力与工作记忆的关系,并已开始同时探讨液态智力与加工速度和工作记忆的关系。但令人惊讶的是,有关儿童液态智力发展与加工速度、工作记忆关系问题的综合探讨几成空白,到目前为止,仅有极少量的研究 (Fry 和Hale, 1996; Miller和Vernon, 1996) 探讨了这一问题,其中Fry 和Hale (1996) 还提出了一个模型 (the developmental cascade model) 试图解释儿童液态智力发展的机制,随后Fry 和Hale (2000)进一步阐明并坚持了这一观点。Fry 和Hale的观点是,儿童液态智力的发展取决于儿童工作记忆能力的发展,而工作记忆能力的发展又进一步取决于儿童信息加工速度能力的发展。这就是说,加工速度和工作记忆是儿童液态智力发展的两个关键因素,其中加工速度又是第一作用因素。Fry 和Hale (1996, 2000) 提出了她们的观点后,后续研究在国际上仍十分少见。但来自于发展领域之外的研究似乎不支持Fry 和Hale (1996, 2000)的观点。研究发现(Conway et al., 2002),仅工作记忆能很好预测液态智力的变化,而加工速度不能很好预测液态智力的变化。 该研究从南京市中小学随机选取了243名10到18岁的健康儿童（男生127名,女生116名）。所有被试共完成7项任务,包括2项液态智力任务测试（瑞文标准推理测验和卡特尔文化公平智力测验,以原始分作为数据分析指标）、3项加工速度任务测试（数字抄写、字母串比较和符号串比较）、2项工作记忆任务（数字工作记忆和视空间工作记忆）。验证性因素分析发现这7项任务所测量的正是液态智力、加工速度和工作记忆这3个因子,且这3个因子间存在显著的相关。但随后的结构方程模型分析表明,从工作记忆到液态智力间存在显著路径,但从加工速度到液态智力并不存在显著路径,工作记忆几乎可完全解释儿童液态智力的发展变化（85.4%）,且可以解释81.6%的加工速度的发展变化量。仅当不考虑工作记忆这一因素时,加工速度才能解释50%的液态智力的发展变化。这表明,工作记忆是儿童液态智力发展的基础,而加工速度则不是。这一结果在以三个变量的平均标准分数为基础所进行的层级回归分析 (hierarchical regression analyses)中亦得到了证实。 总体上,该研究并不支持Fry 和Hale (1996, 2000)的观点。工作记忆是儿童液态智力发展的关键因素,而加工速度则不是。加工速度与液态智力存在显著相关,其原因可能在于,加工速度反映的是儿童液态智力的同一年龄内个体差异而不是年龄间差异（即发展性变化）。本研究同时对工作记忆之所以是儿童液态智力发展的基础的可能原因进行了讨论。     

Emergence from brain architectures: a new cognitive science?

The way in which artificial intelligence has developed over the last 50 years has had a major role in shaping cognitive science as it is today. This has generated computational models of behaviour. The connectionist revival of the 1980s added a tinge of neurodynamics to this. Here I suggest that some post-connectionist work in artificial intelligence is turning towards an understanding and formalisation of the mechanisms of brain architectures which contribute to an emergence of cognition providing a closer link between brain mechanisms and experienced brain states. This even addresses the neurological basis of consciousness.