Personal selling and the purchasing function: where do we go from here?

The business-to-business selling function has changed over the years, with more informed and demanding buyers, prompting firms to move toward a more consultative, solution-selling approach. While these changes have been the focus of extensive research in the personal selling and sales management domain, the customer side of the interaction dyad requires more examination. Even within the context of the customer side, insufficient attention has been paid to the purchasing function in business-to-business (B2B) selling research. Given the increased importance in customer organizations of the purchasing function, this article presents a literature review that highlights the purchasing function's personal selling and sales management needs and argues that, as the purchasing function becomes more important and its needs evolve, personal selling and sales strategies also need to evolve. The article highlights areas for future research in this domain.     

Using finite mixture of GLMs to explore variability in children's flexibility in a task-switching paradigm

The present study illustrates the usefulness of finite mixture of generalized linear models (GLMs) to examine variability in cognitive strategies during childhood. More precisely, it addresses this variability in set-shifting situations where task-goal updating is endogenously driven. In a task-switching paradigm 5–6-year-olds had to switch between color- and shape-matching rules as a function of a predetermined, predictable task sequence. A finite mixture of GLMs was fitted to explore individual differences in performance. The statistical model revealed five response profiles, defined by accuracy and response times. These response profiles likely correspond to different cognitive strategies with varying efficiency and differential relations to working memory capacity (assessed by backward digit span). These results illustrate the heuristic value of statistical modeling to reveal the behavioral and cognitive variability in the temporal dynamics of children's cognitive functioning.     

Disordered Eating in Women of Color: Some Counseling Considerations

There is little attention devoted to studying eating disorder symptoms in racially and ethnically diverse groups despite the fact that the prevalence rates among women of color for eating disorder symptoms are similar to those of European American women. This article reviews research related to eating disorders in women of color, including a discussion of sociocultural factors that could influence the manifestation of eating disorders in women of color. Considerations for counseling practice and research are provided.     

Images of exercising: Exploring the links between exercise imagery use, autonomous and controlled motivation to exercise, and exercise intention and behavior

Objectives

In the present study, we tested a model examining the relationships between exercise imagery use, motivational regulations for exercise engagement, intention to exercise, and self-reported exercise behavior. This work represents an initial attempt to examine relationships between a new type of exercise imagery (enjoyment imagery) and motivational regulations for exercise.

Design

Cross-sectional.

Method

Exercisers with a mean age of 40.29 years (SD = 13.29; 177 female, 141 male) completed measures of the targeted variables.

Results

Structural equation modeling analyses revealed direct and indirect (via motivational regulations) links between imagery and exercise-related outcomes. Technique and enjoyment imagery were positively related to autonomous motivation. Conversely, appearance imagery was positively associated with controlled motivation. Direct relationships were evidenced between energy imagery and self-reported exercise behavior, and between appearance imagery and intention to exercise.

Conclusions

The potential motivational functions served by different exercise imagery types are discussed, and the inclusion of enjoyment imagery in future exercise imagery research is recommended.     

A Business Model for Managing System Change Through Strategic Financing and Performance Indicators: A Case Study

This article describes how a system of care operated by a county government agency used a fiscal crisis as the opportunity to reform its children's system. A cross-system response to the crisis is outlined that includes a system of care framework coupled with a business model, inter-departmental collaboration and leadership, the use of strategic reinvestment strategies, and a quality improvement system that focuses on key indicators. Implementation of the system change is described with a specific focus on cross-system entry points, financing strategies that re-allocate funds from deep-end programs to community-based services, and management oversight through the use of performance indicators to monitor and support effectiveness. This article examines the results of the system change, including the diversion of youth from system penetration, the reduction in residential treatment bed days, the re-allocation of these savings to community-based services, and the outcomes of children who were diverted from residential care and served in the community. The article offers a number of recommendations for other communities contemplating system change.     

Children's word fluency strategies

Two word fluency tasks, the FAS letter fluency task and the "animal" semantic fluency task, were administered to 130 healthy Swedish-speaking children between 6 and 15 years of age. The main aim was to gather normative data on these word fluency tasks for Swedish-speaking children. Another purpose was to examine the switching and clustering strategies used, along with the occurrence of erroneous responses, in relation to demographic data and number of words retrieved. Both phonological and semantic analyses of switching and clustering were conducted. Higher age was found to be related to a more effective use of phonological and semantic switching and clustering strategies. The reference data resulting from this study may be of clinical value in examinations of children with various diagnoses, including language impairment.     

Group critical incident stress debriefing with emergency services personnel: a randomized controlled trial

Although single-session individual debriefing is contraindicated, the efficacy of group psychological debriefing remains unresolved. We conducted the first randomized controlled trial of critical incident stress debriefing (CISD) with emergency workers (67 volunteer fire-fighters) following shared exposure to an occupational potentially traumatic event (PTE). The goals of group CISD are to prevent post-traumatic stress and promote return to normal functioning following a PTE. To assess both goals we measured four outcomes, before and after the intervention: post-traumatic stress, psychological distress, quality of life, and alcohol use. Fire brigades were randomly assigned to one of three treatment conditions: (1) CISD, (2) Screening (i.e., no-treatment), or (3) stress management Education. Controlling for pre-intervention scores, CISD was associated with significantly less alcohol use post-intervention relative to Screening, and significantly greater post-intervention quality of life relative to Education. There were no significant effects on post-traumatic stress or psychological distress. Overall, CISD may benefit broader functioning following exposure to work-related PTEs. Future research should focus on individual, group, and organizational factors and processes that can promote recovery from operational stressors. Ultimately, an occupational health (rather than victim-based) approach will provide the best framework for understanding and combating potential threats to the health and well-being of workers at high risk for PTE exposure.     

事与愿违？思维抑制中的立即增强效应和延迟反弹效应

思维抑制作为一种重要的自我调节策略,对维护个体的心理健康具有重要意义。但在思维抑制的过程中,会出现立即增强效应或延迟反弹效应。本文在介绍思维抑制研究范式发展脉络的基础上,分别从信息加工和动机视角对思维抑制的加工机制及其影响因素进行了梳理,并据此指出未来研究应改进研究范式,考察环境变量对思维抑制的影响,整合理论解释以及开发改善精神障碍患者思维抑制的训练方法。     

On the Decision to Explore New Alternatives: The Coexistence of Under‐ and Over‐exploration

The decision whether to explore new alternatives or to choose from familiar ones is implicit in many of our daily activities. How is this decision made? When will deviation from optimal exploration be observed? The current paper examines exploration decisions in the context of a multi‐alternative “decisions from experience” task. In each trial, participants could choose a familiar option (the status quo) or a new alternative (risky exploration). The observed exploration rates were more sensitive to the frequent outcome from choosing new alternatives than to the average outcome. That is, the implicit decision whether to explore a new alternative reflects underweighting of rare events: Over‐exploration was documented in “Rare Disasters” environments, and insufficient exploration was evident in “Rare Treasures” environments. In addition, the results reveal a decrease in exploration of new alternatives over time even when it is always optimal and some exploration even when it is never reinforcing. These results can be captured with models that share a distinction between “data collection” and “outcome‐driven” decision modes. Under the data collection mode, the decision maker collects information about the environment, to be used in future choices. Under the outcome‐driven mode, the decision maker relies on small samples of previous experiences with familiar versus unfamiliar alternatives, before the selection of a specific alternative. The predictive value of a two‐parameter “explorative sampler” quantification of these assumptions is demonstrated. Copyright © 2013 John Wiley & Sons, Ltd.     

CAT选题策略分类概述

选题是计算机化自适应测验（CAT）测试过程的关键环节,选题策略的目标是要达到较高的测量精度,同时也实现试题曝光率控制及其他测验目标的实现.本文根据选题策略的基本原理和衍生发展,将众多CAT选题策略分为五大选题策略系列：Fisher函数系列、K-LI函数系列、α分层系列、贝叶斯系列、b匹配系列;并根据测验目标（测验精度、试题曝光率控制、内容平衡、多条件约束）对这些选题策略进行了细分,并对CAT选题策略的选择思路进行归纳.