A qualitative study of leader behaviors perceived to enable salesperson performance

Abstract

This study builds on and extends previous sales leadership research by exploring sales professionals’ perceptions of effective leadership behaviors. Semistructured interviews with both sales leaders and salespeople working in a global enterprise software company were examined through a qualitative analysis. Results indicated that participants believed sales leadership played an important role in influencing sales performance. When asked to describe specific sales leader behaviors that best enable salesperson performance, sales professionals – both sales leaders and salespeople – overwhelmingly referenced coaching, followed by collaborating, championing, and customer engaging. We define and describe these four key sales leader behaviors and identify four potential mediating variables (trust, confidence, optimism, and resilience), from which emerges a conceptual framework of sales leader behaviors perceived to enable salesperson performance. We examine these four key sales leader behaviors and mediators in the broader context of leadership theory, particularly transformational, servant, authentic, and adaptive leadership theories. The key contribution of this study is the identification of a set of leader behaviors that are likely to be especially effective in modern sales organizations given that they originated from the perceptions of sales professionals themselves.     

THE CREATIONISTS

Abstract. As the crusade to outlaw the teaching of evolution changed to a battle for equal time for creationism, the ideological defenses of that doctrine also shifted from primarily biblical to more scientific grounds. This essay describes the historical development of "scientific creationism" from a variety of late–nineteenth– and early–twentieth–century creationist reactions to Charles Darwin's theory of evolution, through the Scopes trial and the 1960s revival of creationism, to the current spread of strict creationism around the world.     

Christ,Country, and Conspiracies? Christian Nationalism,Biblical Literalism,and Belief in Conspiracy Theories

When misinformation is rampant, “fake news” is rising, and conspiracy theories are widespread, social scientists have a vested interest in understanding who is most susceptible to these false narratives and why. Recent research suggests Christians are especially susceptible to belief in conspiracy theories in the United States, but scholars have yet to ascertain the role of religiopolitical identities and epistomological approaches, specifically Christian nationalism and biblical literalism, in generalized conspiracy thinking. Because Christian nationalists sense that the nation is under cultural threat and biblical literalism provides an alternative (often anti-elite) source of information, we predict that both will amplify conspiracy thinking. We find that Christian nationalism and biblical literalism independently predict conspiracy thinking, but that the effect of Christian nationalism increases with literalism. Our results point to the contingent effects of Christian nationalism and the need for the religious variables in understanding conspiracy thinking.     

Empirical tests of scientific realism: A quantitative framework

The scientific realism debate in philosophy of science raises some intriguing methodological issues. Scientific realism posits a link between a scientific theory's observational and referential success. This opens the possibility of testing the thesis empirically, by searching for evidence of such a link in the record of theories put forward in the history of science. Many realist philosophers working today propose case study methodology as a way of carrying out such a test. This article argues that a qualitative method such as case study methodology is not adequate for this purpose, for two reasons: to test scientific realism is to pose an effects-of-causes question, and observational and referential success are quantities that theories possess to a greater or lesser degree. The article concludes that an empirical test of scientific realism requires a quantitative method.     

Why philosophy needs a concept of progress

This paper defends the usefulness of the concept of philosophical progress and the common assumption that philosophy and science aim to make the same, or a comparable, kind of progress. It does so by responding to Yafeng Shan's (2022) arguments that the wealth of research on scientific progress is not applicable or useful to philosophy, and that philosophy doesn't need a concept of progress at all. It is ultimately argued that while Shan's arguments are not successful, they reveal the way forward in developing accounts of philosophical progress.     

What analytic metaphysics can do for scientific metaphysics

The apparent chasm between two camps in metaphysics, analytic metaphysics and scientific metaphysics, is well recognized. I argue that the relationship between them is not necessarily a rivalry; a division of labour that resembles the relationship between pure mathematics and science is possible. As a case study, I look into the metaphysical underdetermination argument for ontic structural realism, a well-known position in scientific metaphysics, together with an argument for the position in analytic metaphysics known as ontological nihilism. I argue that we can ascribe the same schema to both arguments, which indicates that analytic metaphysics can offer an abstract model that scientific metaphysics may find useful.     

Working with patients with disruptions in symbolic capacity1

This article focuses on understanding and working with patients who have poorly developed symbolic capacity, or for whom symbolic capacity has been disrupted due to trauma, particularly as it pertains to the use of reverie and interpretation in the analytic process. Many patients who present for Jungian analysis will initially present with deficits in symbolic functioning. This situation results in necessary limitations or modifications in utilizing traditional Jungian techniques such as dream analysis, active imagination, sand tray and other expressive art techniques. The initial phase of analytic work with these patients requires a focus on developing their symbolic capacity before traditional Jungian techniques can be utilized effectively. During the paper Jung's concept of ‘the symbolic attitude’ will be examined as well as the conceptual models of Wilfred Bion and other post-Bionians who outline theories and method for cultivating symbolic capacity and reflective functioning in patients for whom these capacities are impaired or poorly developed.     

Does Analytic Thinking Insulate Against Pro-Kremlin Disinformation? Evidence From Ukraine

Pro-Kremlin disinformation campaigns have long targeted Ukraine. We investigate susceptibility to this pro-Kremlin disinformation from a cognitive-science perspective. Is greater analytic thinking associated with less belief in disinformation, as per classical theories of reasoning? Or does analytic thinking amplify motivated system 2 reasoning (or “cultural cognition”), such that analytic thinking is associated with more polarized beliefs (and thus more belief in pro-Kremlin disinformation among pro-Russia Ukrainians)? In online (N = 1,974) and face-to-face representative (N = 9,474) samples of Ukrainians, we find support for the classical reasoning account. Analytic thinking, as measured using the Cognitive Reflection Test, was associated with greater ability to discern truth from disinformation—even for Ukrainians who are strongly oriented towards Russia. We find similar, albeit weaker, results when operationalizing analytic thinking using the self-report Actively Open-Minded Thinking scale. These results demonstrate a similar pattern to prior work using American participants. Thus, the positive association between analytic thinking and the ability to discern truth versus falsehood generalizes to the qualitatively different information environment of postcommunist Ukraine. Despite low trust in government and media, weak journalistic standards, and years of exposure to Russian disinformation, Ukrainians who engage in more analytic thinking are better able to tell truth from falsehood.     

Centering culture in the treatment of opioid use disorder with American Indian and Alaska Native Communities: Contributions from a National Collaborative Board

American Indian/Alaska Native (AI/AN) communities are disproportionally impacted by the opioid overdose epidemic. There remains a dearth of research evaluating methods for effectively implementing treatments for opioid use disorder (OUD) within these communities. We describe proceedings from a 2-day Collaborative Board (CB) meeting tasked with developing an implementation intervention for AI/AN clinical programs to improve the delivery of medications to treat OUD (MOUD). The CB was comprised of Elders, cultural leaders, providers, individuals with lived experience with OUD, and researchers from over 25 communities, organizations, and academic institutions. Conversations were audio-recorded, transcribed, and coded by two academic researchers with interpretation oversight provided by the CB. These proceedings provided a foundation for ongoing CB work and a frame for developing the program-level implementation intervention using a strength-based and holistic model of OUD recovery and wellbeing. Topics of discussion posed to the CB included engagement and recovery strategies, integration of extended family traditions, and addressing stigma and building trust with providers and clients. Integration of traditional healing practices, ceremonies, and other cultural practices was recommended. The importance of centering AI/AN culture and involving family were highlighted as priorities for the intervention.