Nonlinear analyses in sales research: theoretical bases and analytical considerations for polynomial models

Despite theoretical bases that may support nonlinear relationships, there is a relative paucity of studies testing these effects in organisational and behavioural research. Theories hypothesising linear associations among variables in sales research found to have low predictive validity are prime candidates for re-conceptualisation with theories predicting nonlinear relationships. In the sales domain, while nonlinear-oriented theories have been advanced and many nonlinear associations have been explored, myriad additional variables may possess theoretically-based nonlinear relationships with key sales-related outcomes. Further, nonlinear integration can be useful in improving linear analyses involving moderation. The purpose of this article is to expound upon and promote the utilisation of theoretically-driven nonlinear analyses in sales research. In this pursuit, the article delineates the rationale for nonlinear examinations and provides an extensive review of nonlinear research conducted in the extant sales literature. Based on this review, theoretical bases used to support nonlinear hypotheses are advanced and types of polynomial tests are identified. Additionally, guidelines in conducting and interpreting main effect and moderated polynomial analyses are provided along with future research opportunities for nonlinear analyses in sales research.     

Positive and negative affectivity,stress, and well-being in African-Americans: Initial demonstration of a polynomial regression and response surface methodology approach

Objective: The extent to which positive (PA) and negative (NA) affect conjointly impact well-being is not yet well understood. Additionally, research investigating the role of affectivity in maintaining well-being among ethnic and racial minorities is scant. The current research demonstrates how polynomial regression and response surface methodology (PR and RSM) may be used to better understand how PA and NA jointly influence stress and well-being.

Design: In Study 1, 291 African-American undergraduates (M_age = 22.91, SD = 6.91; 67% female) completed measures of affectivity and psychological well-being. In Study 2, a community sample of 117 African-Americans (M_age = 31.87, SD = 13.83; 69% female) completed affectivity measures and a laboratory-based social stressor task to assess links between affectivity and salivary cortisol reactivity.

Main outcome measures: Study 1 included life satisfaction, perceived stress and self-reported depressive symptoms. Study 2 included salivary cortisol reactivity.

Results: Across both studies, PA ascendency (i.e. high PA combined with low NA) was associated with better well-being, while NA ascendancy (i.e. high NA combined with low PA) was associated with poorer outcomes.

Conclusion: PR and RSM may provide new insight into the conjoint influence of PA and NA on health and well-being. We discuss potential implications for affectivity research, including race-related explorations.     

领导-下属外向性人格匹配性与下属工作投入的关系:基于支配补偿理论

基于支配补偿理论,本研究考察领导与下属外向性人格的匹配性对下属工作投入的影响。对743对领导-下属进行配对问卷调查,在两个时间点获取调查数据。多项式回归与响应面分析表明,下属与领导外向性人格差异越大,下属工作投入水平越高。在下属与领导外向性人格存在差异的情形下,"高下属外向性、低领导外向性"组合比"低下属外向性、高领导外向性"组合,下属的工作投入水平更高。在下属与领导外向性人格一致的情形下,下属的工作投入和外向性人格存在倒U型曲线关系。研究证明了在外向性维度上领导和下属是支配互补的关系时,下属的工作投入水平更高。