Autonomy deficits as vulnerability for anxiety: evidence from two laboratory-based studies

Background: Autonomous individuals are characterized by self-governance; awareness of and capacity to realize one’s wishes and needs, while being connected with and sensitive towards others. In line with earlier research showing consistent associations between autonomy-connectedness deficits and anxiety, we tested in two studies whether autonomy deficits predict anxious responses to acute stressors.

Methods: In Study 1, participants (N?=?177) viewed an anxiety-inducing film fragment and reported anxiety before and after viewing the clip. In experimental Study 2, participants (N?=?100) were randomly allocated to one of two conditions: giving a short presentation to an audience (impromptu speech task) or watching another person’s presentation (control condition). Anxiety was measured at baseline, after a preparation period and directly after the presentation.

Results: In Study 1, individuals’ anxiety in reaction to watching the movie was positively associated with the autonomy-connectedness component sensitivity to others. In Study 2, individuals’ anxiety in reaction to preparing the presentation was negatively associated with the autonomy-connectedness component self-awareness.

Conclusions: Specific autonomy components may be related to experiencing anxiety in differing situations (i.e., related to others’ distress or presenting one’s personal views). Collectively these results indicate that autonomy-connectedness deficits may form a vulnerability factor for experiencing anxiety.     

Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling

Abstract

In B2B markets, firms seek to provide customer solutions instead of merely selling goods or services. As boundary-spanners, salespeople are pivotal for implementing this strategic shift. Yet, extant literature provides limited insights into salesperson’s resources and competencies required for customer solutions, particularly in the early phases of solution selling. This research focuses on salesperson’s value opportunity recognition competence (VOR), which is a central requirement for salespeople to be able to navigate the early phases of solution selling. Analyzing large-scale, multi-level data of 799 salespeople and their respective sales managers in 29 sales organizations, the authors investigate the role of different salesperson resources and work environment characteristics for strengthening their VOR. The authors find that salespeople need both customer and technical knowledge, but customer knowledge is more important. Salespeople also can substitute individual technical knowledge with strong internal relations, but strong customer relations are no substitute for individual knowledge about customers’ business models and processes. Formalization turned out to be a double-edged sword in the context of VOR development, while transformational leadership has positive effects only. The findings bear concrete implications for improving the selection, training, and work environment of solution salespeople.     

Adorno,Ferenczi, and a new “categorical imperative after Auschwitz”

Abstract

Theodor W. Adorno's mature thought can be characterized by the attempt to articulate what he calls a “new categorical imperative after Auschwitz.” By this, Adorno means that theory and praxis must be organized in such a way that the Holocaust does not repeat itself. This article argues that Sándor Ferenczi’s metapsychology is key to understanding Adorno’s attempt to rethink the nature of precisely such a new categorical imperative. One of the key themes of Adorno’s entire corpus is the problem of the “identification with the aggressor” – an idea that originates with Ferenzci rather than, as is commonly thought, Anna Freud. The Ferenczian dimension of Adorno’s thinking becomes particularly clear in Adorno’s thoughts on the question of freedom. In this context, Adorno engages in a psychoanalytically informed critique of the philosophy of freedom and a speculative philosophical critique of psychoanalysis. The fashioning of a “new categorical imperative” after Auschwitz entails a form of education directed towards a new form of Mündigkeit, one oriented towards contradiction, resistance, and a steadfast refusal to “identify with the aggressor.”     

五论以用户为中心的设计:从自动化到智能时代的自主化以及自动驾驶车

综述人因学在人-自动化交互、人-自主化(autonomy)交互以及人机组队(human-machine teaming)方面的研究,梳理了自动化与自主化的人因学特征和问题,通过建立一个自主化、自动化与人工干预三者之间关系的概念模型来表征自主化人因学的问题空间。总结了智能自主化技术所带来的新型人机合作关系,促使采用新的人因学研究和应用范式,重新评估现有的人因学理论、方法以及今后的研究。针对自主化技术的应用,分析当前自动驾驶车设计中的人因学问题。呼吁在自动驾驶车研发中要重视人因学问题,人因学要提供学科支持和完整的人因学解决方案。     

Why God Lied to Me: Salvationist Theism and Justice

It is widely assumed that God is either incapable of lying to humans or utterly unwilling to do so. However, there appear to be compelling reasons for God to intentionally deceive that are rooted in the traditional conception of God as an agent of salvation for humanity. A terroristic threat like eternal damnation ("hell") illustrates these reasons. God's love for human beings as wayward members of a divine family in concert with the obvious moral and cognitive limitations many humans suffer provide sufficient reason for God to deploy (or allow uncorrected) the threat of eternal damnation. A proper understanding of justice supports the contention that eternal damnation is contrary to justice, and therefore divinely inspired threats of eternal damnation are deceitful.