A taxonomy for financial services selling

The financial services industry accounts for almost half of the country’s nonfarm, commercial profit, making the industry a major driver of the economy. Prior to this study, limited information was available to evaluate financial services sales activities, and a taxonomy of sales activities for individuals in the financial services industry had not previously been conducted. Prior empirically developed sales taxonomies did not include service firms and specifically financial services, while focusing on manufacturing and other product sales. Given that taxonomies are a critical step in scientific inquiry, this is a major limitation in the literature hindering the development of a better understanding of this important industry. Using an established methodology and a seminal sales taxonomy, a financial services sales taxonomy was conducted. Results reflect that financial services sales positions differ from those in other industries. Six sets of sales activities (factors) along with six job positions (clusters) were identified.     

Therapist activities preceding therapy setbacks in a poor-outcome case

Progress in psychotherapy is typically irregular, as advances alternate with setbacks. This study investigated the therapist’s activities prior to two main types of setbacks, one involving the client following therapist proposals and one involving the client failing to follow from therapist proposals, in the case of a poor-outcome client treated with a linguistically-oriented kind of cognitive therapy. Setbacks were defined as decreases of at least one level on an index of therapeutic progress, the 8-level Assimilation of Problematic Experiences Scale (APES), in adjacent client passages. Therapist activities were coded in 361 setback episodes that each included a client pre-setback passage, a therapist passage, and a client setback passage; both client passages had been previously rated on the APES. The main categories of therapist activities showed distinctive patterns in relation to the two main types of setbacks, the therapeutic zone of proximal development and the balance strategy. The two main patterns were described as an exploratory and a challenging configuration. These patterns of therapist activities and setbacks showed how the therapist seemed to persevere with approach-guided interventions while this poor-outcome client continued to have setbacks to low APES levels.     

Occupational Therapists' Experience Concerning Occupational Performance in Adults With Asperger Syndrome

Persons with Asperger Syndrome often seem to have difficulty performing everyday occupations. This study aimed to describe occupational therapists' experience concerning abilities to occupational performance among adults with Asperger Syndrome. Data were collected in interviews with eight occupational therapists and analyzed using a qualitative method. Results showed that clients with Asperger Syndrome often possess abilities but seem to have difficulties knowing when, where, and how they should use them. The ability to adapt behavior in accordance with cues from the environment was identified as the core category. Environment plays a major role in how these persons interact in different situations.     

Extracurricular activities in young applicants’ résumés: What are the motives behind their involvement?

Applicants use résumés to demonstrate their knowledge, skills, abilities, and other personal characteristics (KSAOs) to recruiters, through education and job‐related or non‐job‐related experiences. But research suggests that the situation for young applicants is especially competitive, since they increasingly enter the labour market with similar educational credentials and limited job‐related experience. They may thus use non‐job‐related experiences, such as participation in extracurricular activities (ECAs) during their studies, to demonstrate KSAOs to recruiters, but also to add distinction and value to their credentials. ECAs may therefore become more important in the selection of young applicants. Yet few studies have undertaken a comprehensive and systematic analysis of the relationships students have with these activities. The purpose of this study was to investigate to what extent students’ involvement in ECAs is due to internal (e.g., passion) or external (e.g., résumé‐building) motives, and what factors influence these motives. Results from a study with 197 students suggest that students engage in ECAs mainly out of internal motives. But external motives are stronger for activities started closer to entering the labour market, for students active in associative or volunteering activities (as compared to sports or artistic activities), and for students holding leadership positions in their activities. Our results suggest that labour market pressure may be a key component of applicants’ involvement in ECAs. Also, organizations and recruiters may want to consider that students tend not to engage in ECAs purely out of internal motives, but also to add value to their credentials and match employers’ expectations.     

Between the Horns: A Dilemma in the Interpretation of the Running of the Bulls – Part 1: The Confrontation

The essay, divided in two parts, examines the event of the running of the bulls (encierro in Spanish). The phenomenon of the encierro, a complex cultural activity of deep historical roots, demands to be understood: What drives people to risk injury or death at the horns of untamed bulls? How should we make sense of this, subjective and objectively? To answer these questions, I use a framework that relies on explanation and assessment of popular views on the way to arguing for a philosophical alternative. This arrangement is readily adaptable to many other sporting (and non-sporting) activities where risk and/or mass participation are key factors. Its unorthodox format – organised around an opening narrative of a paradigmatic, skilled and lucky run with the bulls, as well as hors texte (direct appeals to the reader) – brings the reader straight into the fray, philosophical and otherwise. Part I begins by presenting the history of the encierro. It also explains the dynamics of the event, often via images with pedagogical and critical side-commentaries. It proceeds to introduce and critically engage with prevalent explanations, most with ethnological tendencies, that conceive the running as tradition, rite, ritual and sport. This part ends with a dilemma whereby we either try to explain matters by resorting to particular and partial interpretations, or a ‘democratic’ conglomerate of superficial and confusing boundaries, or in the end we simply concede our inability to understand the phenomenon of the running of the bulls in toto. This philosophical impasse will be evaded in part 2 (Sport, Ethics and Philosophy 2, 1) via existentialist and phenomenological analysis.     

Alzheimer's Disease Does Not Selectively Impair Decisions About Word Meaning

Patients with probable Alzheimer's disease (AD) and normal young and older participants were asked to make decisions about the orthography, phonology and semantics of visually presented stimulus words. Whereas AD patients were slower than normals in making decisions, there was no evidence that they were any more impaired in making one type of decision than another. Specifically, they did not show a disproportionate slowing for decisions requiring access to word meaning. These results are not consistent with a degradation of semantic knowledge in AD, but rather suggest the presence of a relatively generalized slowing of information processing.     

Interaction between mode of learning and subjective experience: Translation effects in long-term memory

It has been suggested that writing auditorily presented words at encoding involves distinctive translation processes between visual and auditory domains, leading to the formation of distinctive memory traces at retrieval. This translation effect leads to higher levels of recognition than the writing of visually presented words, a non-translation effect. The present research investigated whether writing and the other translation effect of vocalisation (vocalising visually presented words) would be present in tests of recall, recognition memory and whether these effects are based on the subjective experience of remembering or knowing. Experiment 1 found a translation effect in the auditory domain in recall, as the translation effect of writing yielded higher recall than both non-translation effects of vocalisation and silently hearing. Experiment 2 found a translation effect in the visual domain in recognition, as the translation effect of vocalisation yielded higher recognition than both non-translation effects of writing and silently reading. This translation effect was attributable to the subjective experience of remembering rather than knowing. The present research therefore demonstrates the beneficial effect of translation in both recall and recognition, with the effect of vocalisation in recognition being based on rich episodic remembering.     

Leisure activities,caregiving demands and catecholamine levels in dementia caregivers

This study examined whether satisfaction from leisure activities moderates the relationship between caregiving demands (i.e., hours per day spent caring for a spouse with dementia) and resting levels of the catecholamines norepinephrine (NE) and epinephrine (EPI). Spousal caregivers (n?=?107; mean age?=?73.95?±?8.12 years) were assessed in home for plasma levels of NE and EPI, amount of care provided, and leisure satisfaction. Regression was used to determine whether leisure satisfaction moderated the relationship between hours providing care per day and catecholamine levels. A significant interaction was found between hours caregiving and leisure satisfaction for NE, but not for EPI. Post hoc regressions were conducted for both NE and EPI. At low leisure satisfaction, time spent caring for a spouse was positively associated with plasma NE (β?=?0.41; p?=?0.005) and EPI (β?=?0.44; p?=?0.003). In contrast, at high levels of satisfaction, time caregiving was not significantly associated with plasma NE (β?=?–0.08; p?=?0.57) or EPI (β?=?0.23; p?=?0.12). These findings suggest that leisure satisfaction may protect caregivers from increases in catecholamines, which have been implicated in cardiovascular risk. Further support for these findings may impact psychological treatments for distressed caregivers.     

Gender,Racial, and Ethnic Differences in Job Context and Work-Activity Preferences

This study explores the effect of social norms in a military situation at the Royal Norwegian Air Force Academy. During the wintertime, standing on a wharf, officers were given the offer of jumping into the ocean or not. In the experiment (n?=?75), having an antijump norm induced by a confederate, the jump rate decreased from 76% to 51%. One implication of these findings is that the salience of one norm is a deciding factor when individuals have several conflicting norms.     

The relation of career adaptability to work experience,extracurricular activities,and work transition in Portuguese graduate students

This study analyzed the psychometric properties and the factor structure of the Career Adapt-Abilities Scale (CAAS)—Portugal HE Form with 406 graduate students and explored the relationship between career adaptability, work experience, extracurricular activities and work transition. The analysis allows us to conclude that CAAS can be a valid and useful measurement for assessing career adaptability in Portuguese graduates. The differential analysis evidenced that participants with student worker status and with work experiences reported displayed higher scores on the subscales of control and curiosity, respectively. No statistical differences emerged regarding experience of extracurricular activities. Also, participants who referred to anticipating difficulties in work transition scored significantly lower on the subscales of control than did their peers who do not anticipate difficulties in such transitions. The obtained results support the importance of considering practical experiences and fostering career adaptability during higher education studies as a way to help graduates manage the transition to professional contexts.