Are sales as we know it dying … or merely transforming?

The world of sales research continues to transform as we move more into the world of social media. This article briefly examines a historical examination of sales research by decade and then presents a model of sales research needs going forward based on how social media is being implemented by selling and buying organizations. The model assumes that the selling process is incorporated within a social media world and elements within the model include the salesperson and sales center, the buyer and buying center, the use of artificial intelligence, the teleselling unit, the interaction between marketing and sales departments, and the methods of selling. Discussion follows the model, focusing on how social media is being used among and between units in the selling process. The discussion unfolds on three key parts of the sales equation: (1) the sales organization, (2) the buying organization, and (3) the interaction between marketing and selling departments. Research questions follow each of the three discussion sections.     

Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness,adaptive selling,and role conflict

This research investigates the effects of sales-service ambidexterity on salesperson role perceptions, behaviors, and customer satisfaction. Using a business-to-business, salesperson-customer sample, we build and test a model which highlights both the positive and negative consequences of this simultaneous goal pursuit. Specifically, while sales-service ambidexterity positively impacts adaptive selling behaviors, it also increases perceptions of role conflict among salespeople. Customer demandingness moderates these relationships. Taken together, the results provide insights for firms on how to manage their sales force to optimize both sales and service outcomes based on characteristics of their salespeople and customers.     

服务学习促进大学生批判性思维的干预研究

采用准实验设计教学干预,将75名心理学专业本科生分为实验组(n=54)和对照组(n=21),实验组进行为期10周的结构化服务学习活动(每周2小时),对照组给予匹配任务(文献阅读和翻译总结)。采用反思日志中的开放性问题和非服务学习领域的结构不良情景问题为测验材料,利用自编的问题解决中的批判性思维表现编码表,对服务学习活动前后和过程中相关材料进行编码,探讨服务学习中服务组学生批判性思维的变化及其在非服务学习领域结构不良问题解决中的迁移效果。结果表明服务学习对大学生的批判性思维表现具有显著促进作用,主要体现在方案改进维度上,这种促进作用可以迁移到非服务学习领域问题解决的批判性思维表现中。     

中国心理学原创性的缺失及应对策略

本文从社会历史、科学、文化、哲学以及研究者和学科层面,分析了我国心理学原创性缺失的原因。提出了面向中国传统文化和哲学,推进本土心理学的研究,强化我国科学技术的创新能力以及用涵化的方式处理引进与发展、创新的关系等策略,以提升我国心理学的原创性。     

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.     

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.     

Fonctions exécutives,vieillissement cognitif et variations stratégiques

Aging is characterized by a decrease of cognitive performance in most of cognitive domains. One of the most fundamental issues is then to know what are the underlying mechanisms of these age-related changes in human cognition. Recent research suggests that in addition to speed of processing and working memory capacities, age-related impairment in executive functioning plays an important role in the cognitive decline associated to aging. Above and beyond performance, current research shows that the mediating role of executive function in age-related changes in cognitive performance occurs via changes in strategies variations (i.e., repertoire, distribution, execution, and selection of the strategies used to accomplish a cognitive task). In this article, we illustrate both strategic variations and underlying executive control mechanisms in two important cognitive domains : episodic memory and problem solving.     

Approach or avoid? The effect of regulatory focus on consumer behavioural responses to personal selling attempts

While salespeople use adaptive influence tactics in interactions with consumers, consumers can act as goal-oriented individuals attempting to manage those interactions. Prior research has documented a repertoire of consumer response behaviours, but little is known about the motivational forces. The present research examines the effects of regulatory focus on consumer behavioural tendencies in response to personal selling attempts. The findings suggest that the more promotion-focused consumers are more likely to engage in goal-seeking behaviours. This research not only addresses a void in the literature, but more importantly, sheds light on motivational antecedents driving consumer behaviours in customer–salesperson interactions.     

The double-edged effects of emotional intelligence on the adaptive selling–salesperson-owned loyalty relationship

Emotional intelligence can positively impact sales outcomes. However, research is needed to enhance our understanding about how salesperson's emotional intelligence affects adaptive selling and customer outcomes. This study uses dyadic data from 150 customers matched with 25 salespeople to investigate relationships among emotional intelligence, adaptive selling (AS) and customer loyalty perceptions. Research findings show that regulation of emotions negatively affects salesperson-owned loyalty (SOL), while it positively moderates the AS-SOL relationship. These findings are critical as they challenge the pervasive conception of the positive impact of regulation of emotions in sales. Results also provide further evidence that SOL is important to the firm as it positively affects loyalty to the service provider and through mediating processes also impacts word of mouth.     

Selling behaviours and sales performance: the moderating and mediating effects of interpersonal mentalizing

A random sample of independent insurance agents was surveyed to explore the relationships among learned behaviours, such as, adaptive selling and customer orientation and personal dispositions, such as, interpersonal mentalizing in predicting sales performance. The primary focus of this research was to reexamine salespeople's theory of mind in a broader theoretical base of human abilities. The results confirmed that the dimensions of interpersonal mentalizing, such as, taking a bird's-eye view, shaping the interaction by creating a positive ambience, detecting nonverbal cues and rapport building have different roles for the effectiveness of selling behaviours. While taking a bird's-eye view was a moderator, creating a positive ambience was a mediator of the relationship between selling behaviours and performance. Furthermore, salespeople's ability to build rapport improved sales performance only when they were able to detect nonverbal cues from customers. Taken together, these findings shed light on the complementary role of autonomous abilities of salespeople in improving the productivity of their learned selling behaviours. Several managerial implications were derived from the findings.