Levels of analysis and sources of data in sales research: a multilevel-multisource review

Sales researchers are increasingly adopting a multilevel-multisource (MLMS) approach to answer many key questions involving sales managers, salespeople and customers. MLMS research involves the acquisition and analysis of data collected from two or more sources pertaining to multiple hierarchical levels and presents a number of opportunities and challenges for sales researchers to consider. The authors highlight the benefits and the drawbacks of MLMS research and describe various approaches for implementing an MLMS collection and analysis. Additionally, a review of the MLMS studies conducted in the sales domain is provided which summarizes and delineates relationships tested in the extant literature. Based on this review, the authors advance a number of underdeveloped areas of research where MLMS approaches can be applied to further the understanding of the dynamic conditions that typify sales research.     

Shyness and Psychosocial Functioning in South Korean Children

The purpose of this study was to examine whether anxious shyness and regulated shyness, initially identified in the Chinese culture, is found in South Korean children, and to explore whether these two forms of shyness were differentially related to children's psychosocial functioning. Participants were 544 fourth to sixth grade children (251 girls, M age = 11.38 years old) who were recruited from an elementary school in Bucheon City, South Korea. Children's anxious and regulated shyness were measured using peers' nominations and teachers' ratings, whereas their social preference and social impact were assessed using peers' nominations. Parents rated their children's temperamental shyness and effortful control, and children self‐reported their loneliness and interpersonal concerns. The results of confirmatory factor analysis replicated the two factor model of shyness found in previous studies of Chinese children. Anxious shyness and regulated shyness were positively associated and were similarly related to temperamental shyness. Anxious shyness was negatively related to effortful control and social preference, and positively associated with self‐reported loneliness and interpersonal concerns, whereas regulated shyness was positively related to effortful control and social preference and negatively associated with loneliness and social impact. These results were generally consistent with prior Chinese findings and provided preliminary support for the construct validity of anxious and regulated shyness in another Asian culture that emphasizes interdependence and modesty. Copyright © 2013 John Wiley & Sons, Ltd.     

Criterion Validity is Maintained When Items are Evaluatively Neutralized: Evidence from a Full‐scale Five‐factor Model Inventory

The original version and an evaluatively neutralized version (with items rephrased to reduce popularity) of a personality inventory were compared. The results revealed (i) similar criterion validity across three different sets of self‐rated behaviours, (ii) stronger relations to the rated social desirability of criteria for the original version and (iii) less correlation between factors for the neutralized version. We take the results to indicate that evaluative neutralization is a viable technique for reducing social desirability in self‐ratings. Implications for test construction are discussed. Copyright © 2014 European Association of Personality Psychology     

The Selfish Side of Self‐Control

Self‐control is a powerful tool that promotes goal pursuit by helping individuals curb personal desires, follow norms, and adopt rational thinking. In interdependent social contexts, the socially acceptable (i.e. normative) and rational approach to secure long‐term goals is prosocial behaviour. Consistent with that, much research associates self‐control with prosociality. The present research demonstrates that when norm salience is reduced (i.e. social relations are no longer interdependent), high self‐control leads to more selfish behaviour when it is economically rational. In three studies, participants were asked to allocate an endowment between themselves and another person (one‐round, zero‐sum version of the dictator game), facing a conflict between a socially normative and an economically rational approach. Across the studies, norm salience was manipulated [through manipulation of social context (private/public; Studies 1 and 2), measurement of social desirability (Studies 1 and 3), and measurement (Study 2) and manipulation (Study 3) of social power] such that some participants experienced low normative pressure. Findings showed that among individuals in a low normative pressure context, self‐control led to economically rational, yet selfish, behaviour. The findings highlight the role of self‐control in regulating behaviour so as to maximize situational adaptation. Copyright © 2014 European Association of Personality Psychology     

Individual Differences in Antisocial Punishment in Public Goods Situations: The Interplay of Cortisol with Testosterone and Dominance

This research investigates which endocrinological and psychological factors are associated with individuals' tendency to engage in destructive antisocial punishment, that is, to costly punish cooperative individuals in public goods situations. In this work, we focus on the interplay of endogenous cortisol with testosterone and dominance. We applied the dual‐hormone hypothesis according to which testosterone is positively associated with destructive and dominant behavior but only in individuals with low levels of cortisol. Study 1 shows that individuals are more likely to engage in destructive antisocial punishment in a public goods game with the option to punish when their testosterone level is high, given that their level of cortisol is low, which bolsters the dual‐hormone hypothesis. In contrast, no significant interaction effect of testosterone and cortisol emerges for the punishment of uncooperative free‐riders (altruistic punishment). In a second study, we build on these findings and document that self‐reported dominance is only positively associated with antisocial punishment (but not with altruistic punishment) when cortisol is low. In sum, the results indicate the importance of taking endocrinological and psychological factors (and their interactions) into account in order to reach a comprehensive understanding of individuals' behavior in social dilemma situations. Copyright © 2013 John Wiley & Sons, Ltd.     

妊娠晚期亚临床甲状腺功能减退症对母婴合并症的影响

本研究旨在观察妊娠晚期亚临床甲状腺功能减退症对母婴合并症的影响。最终选择2010年1月～2010年11月期间共325例妊娠晚期孕妇分为病例组（A组,n＝65）和正常对照组（B组,n＝260）,观察两组之间母婴合并症的变化。结果显示,两组之间在年龄、住院日、血压、体质量指数（BM I）、心率、分娩时孕周、血糖以及血脂方面差异均无统计学意义（P＞0．05）。但与B组相比较,A组发生母亲合并症及胎儿合并症的发生率明显增加,差异有统计学意义（P＜0．05）。此研究提示妊娠晚期亚临床甲状腺功能减退症增加母婴合并症的风险。     

医学影像学见习应用PACS教学法与传统读片教学法的对比研究

将中南大学湘雅医学院2010级临床医学五年制197名学生随机分成两组,在医学影像学见习教学过程中分别应用影像存储及传输系统（PACS）教学法（98人）及传统读片教学法（99人）,学期结束时对两组学生考试成绩进行分析,并对PACS组学生进行问卷调查及结果分析.统计数据显示,PACS组学生读片测验及卷面考试中,病例分析题成绩显著高于传统读片组,问卷调查显示PACS组学生大多数认可该教学方法.因此,应用PACS教学有助于提高学生的临床分析能力及主动学习的能力,是学生欢迎的教学方式.但对医学影像学基本知识的传授,应用PACS法较传统读片法并无明显优势.     

民俗学视角下管晏“不死”故事的比较探析——以孔子的评价为中心

管仲与晏婴同是先秦齐国历史上著名的宰相,他们的故事中均有不为所事之主而死的情节。从民俗学角度,说明时代和民俗的变化影响对历史人物的评价。分析孔子评价人物的仁、道标准及其言说标准下的管晏形象,为当下职场人士处理上下级关系提供参照。     

Can Muslims Befriend Non-Muslims? Debating al-walāʾ wa-al-barāʾ (Loyalty and Disavowal) in Theory and Practice

This article analyzes the polemic on the concept of al-walā? wa-al-barā? (commonly translated as “loyalty and disavowal”). While existing academic literature focuses on the usages of this concept by jihad activists, the article centers on the role “loyalty and disavowal” plays in debates between contemporary salafī and wasa?ī jurists and theologians, specifically in their conflicting agendas for Muslims living as minorities. Salafīs, relying on several qur'anic verses and Prophetic traditions, promote an understanding of “loyalty and disavowal” that requires Muslims to refrain from befriending or loving non-Muslims, or imitating their beliefs and customs. Relying on counter-verses and traditions, in particular Q 60.8, wasa?īs have interpreted the concept of “loyalty and disavowal” more narrowly, arguing that it applies only to non-Muslims who fight against Muslims; as part of their integration-oriented doctrine for Muslims in the West, they have in recent years dedicated considerable efforts to refuting the salafī interpretation of al-walā? wa-al-barā?. The article examines the juristic methodologies utilized in the debate, and how it has affected religious decisions (fatwās) on Islamic life in Western societies.