Effects of top-performer rewards on fellow salespeople: a double-edged sword

Rewarding top performers is of strategic importance to the sales organization. Top-performing salespeople not only contribute significantly to the success of their firm but may also motivate the skill development of peer salespeople. However, both academic research and anecdotal evidence suggest that top performer rewards can boomerang by damaging peer salespeople's morale and productivity, although the underlying mechanisms and boundary conditions remain unclear. Using a sample of salespeople and their managers from financial investment firms in Taiwan, the authors uncover both positive and negative effects of top-performer rewards. Specifically, it is found that when behavior control is employed, top-performer rewards are positively associated with perceived top-performer customer-relationship-building competence only when overall organizational justice is high. By contrast, when organizational justice is low and behavior control is employed, top-performer rewards give rise to perceived favoritism. Moreover, in large sales units, top-performer rewards are much less likely associated with perceived favoritism when organizational justice is high. It is through the perceived top-performer customer-relationship-building competence and perceived favoritism that top-performer rewards have a double-edged sword effect on fellow salespeople's selling skills, opportunism, and sales performance. Theoretical and managerial implications are discussed.     

渐减提示法呈现样例对学习迁移的作用

本研究探讨了从样例学习到问题解决过渡的样例设计方式。实验结果表明：渐减提示法是动态的联结样例和问题解决的有效形式,符合认知技能获得的四阶段模型和建构主义学习观的基本要求;渐减提示法可以促进学习者对样例问题进行高质量的自我解释和产生心理预期,是实现从样例学习到问题解决过渡的有效方法。     

Solution‐Focused Therapy as a Culturally Acknowledging Approach With American Indians

Limited literature is available applying specific theoretical orientations with American Indians. Solution‐focused therapy may be appropriate, given the client‐identified solutions, the egalitarian counselor/client relationship, the use of relationships, and the view that change is inevitable. However, adaption of scaling questions and the miracle question may be necessary. Hay una limitada cantidad de literatura disponible que aplique orientaciones teóricas específicas con indios americanos. La terapia centrada en soluciones puede ser apropiada, dadas las soluciones identificadas por los clientes, la relación igualitaria entre consejero y cliente, el uso de relaciones y la visión de que el cambio es inevitable. Sin embargo, puede que sea necesario adaptar las preguntas de escala y la pregunta del milagro.     

Critical Notices

Abstract

I argue that a practice can only be taken to be one of apparent rule following if it contains a practice of policing moves within the practice. So the existence of an apparently rule‐governed practice entails the existence of, what I call, a policing practice. I then argue that this entailment cannot be reconciled with a non‐factualist construal of the policing practice. Thus non‐factualism about the policing practice is false. Factualism about the policing practice entails realism about rules. So I conclude that we ought to be realists about rules. Finally I distinguish a position which I call ultra‐realism about rules and note that this too is a casualty of the view developed here.     

La parole au travail a-t-elle un genre ? Dialogues hôtesse de l’air/steward en résolution de problème

Few studies have investigated the way conversational work is divided between men and women in work or problem-solving contexts. This study analyzed dialogues in the workplace between 13 pairs of male and female flight attendants asked to solve a problem adapted from the Wason task. Most previous work suggests that men speak more, interrupt more, and show a greater propensity to put forward a solution. Conversely, women’s speech acts tend to be mainly of an acquiescent or questioning type. Only the hypotheses concerning interruptions, acquiescence and putting forward a solution were confirmed.     

传销组织精神控制模式探析

该文对传销组织运用洗脑又称精神控制的方法对成员进行全面控制的做法进行了全面的剖析：从精神控制的心理学原理一直到传销组织采用的具体的精神控制的策略都进行了较为详细的阐述。在一定程度上揭露了传销的本质：运用精神控制的方法进行敛财,顺我者昌,逆我者亡。     

On the relation between justification of solution method and correctness of solution in statistical problem solving

The relation between the justification of a choice of solution method and the correctness of that choice in statistical problem solving was investigated. In the first of two studies 16 subjects were asked to think aloud while solving two statistical problems. The results showed that an incorrect choice of solution method was more common when subjects did not justify their choice of solution as compared to when they justified their choice with domain-specific knowledge. Study 2 employed an experimental design. A group of 20 subjects were instructed to provide a justification for each choice of solution method, while another group of 20 subjects received no such instructions. The results showed no difference between the groups with respect to number of correct choices of solution method. A qualitative analysis of the justifications in the instructed group showed that the justifications for incorrect solution methods were more often incorrect than subjects' justifications for correct solution methods. The results in Study 2 suggested that the association found between incorrect choice of solution method and lack of justification in Study 1 was not in the first place due to a strategical deficiency on the part of the subjects but due to a lack of domain-specific knowledge.     

The analysis of structural equation models by means of derivative free nonlinear least squares

It is shown that the PAR Derivative-Free Nonlinear Regression program in BMDP can be used to fit structural equation models, producing generalized least squares estimates, standard errors, and goodness-of-fit test statistics. Covariance structure models more general than LISREL can be analyzed. The approach is particularly useful for dealing with new non-standard models and experimenting with alternate methods of estimation. The research of the second author was supported by the NSF grant MCS 83-01587. We wish to thank our referees for some very valuable suggestions.     

Robust and powerful nonorthogonal analyses

Numerous types of analyses for factorial designs having unequal cell frequencies have been discussed in the literature. These analyses test either weighted or unweighted marginal means which, in turn, correspond to different model comparisons. Previous research has indicated, however, that these analyses result in biased (liberal or conservative) tests when cell variances are heterogeneous. We show how to obtain a generally robust and powerful analysis with any of the recommended nonorthogonal solutions by adapting a modification of the Welch-James procedure for comparing means when population variances are heterogeneous.This research was supported by a Social Sciences and Humanities Research Council (SSHRC) grant (# 410-92-0430) to the first author, a Manitoba Health Research Council Scholar Award and a grant from Natural Sciences and Engineering Research Council to the second author, and a SSHRC Doctoral Fellowship (# 752-92-1628) to the third author. The authors would like to express their gratitude to Joanne Keselman and three anonymous reviewers for their many helpful substantive comments on earlier drafts of this paper.     

Community-based Norms About Intimate Partner Violence: Putting Attributions of Fault and Responsibility into Context

Fault and responsibility are key concepts in understanding how victims and assailants are, or are not, held accountable by society. We used a fractional factorial vignette design with a community-residing sample of 3,679 adults to examine judgments about intimate partner violence (IPV). Although fault, or causal responsibility, was assigned most often to assailants (69%), respondents assigned solution responsibility most often to both persons (52%) or to the victim alone (31%): interpersonal communication for couples (38%) and self-protective actions for victims (i.e., engaging formal authorities [12%] and/or leaving the assailant [11%]) were the most frequent suggestions. Potential injury to the victim and gender/relationship-based norms had the greatest impact on judgments. Findings may inform strategies to alter social norms regarding IPV. An erratum to this article is available at .