Manager–salesperson congruence in customer orientation and job outcomes: The bright and dark sides of leadership in aligning values

To create customer-oriented organizations, managers are often asked to promote a values-based vision. Yet, many managers struggle with transferring their values to employees making strategic value changes difficult. Despite this challenge, research has yet to demonstrate how managers effectively align values within the sales force, or the impact alignment has on job outcomes. Therefore, we develop and empirically test a conceptual framework to examine the role of transformational leadership in aligning salesperson customer orientation (CO) values. We find that transformational leadership is a strong mechanism in creating perceived value congruence, yet may have a surprising dark side. Results suggest that transformational managers achieve congruence by raising or, contrary to conventional wisdom, lowering salesperson CO values to meet the perceived values of the manager. Response surface modelling results support the importance of perceived manager values. Customer-oriented salespeople have higher job satisfaction and sales performance when they perceive their manager to also have high CO. When values are misaligned, job satisfaction increases more for low CO salespeople as perceptions of manager CO increase. Exploratory findings show that performance was higher under situations of perfect alignment but also under severe misalignment suggesting that values generate performance under complementary or supplementary conditions.     

Improvement of Thematic Classification in Offender Profiling: Classifying Serbian Homicides Using Multiple Correspondence,Cluster, and Discriminant Function Analyses

This paper investigates thematic classification of homicides for the purpose of behavioural investigative analysis (e.g. offender profiling). Previous research has predominantly used smallest space analysis (SSA) to conceptualise and classify offences into thematic groups based on crime scene behaviour data. This paper introduces a combined approach utilising multiple correspondence analysis (MCA), cluster analysis (CA), and discriminant function analysis (DFA) to define and differentiate crime scenes into expressive or instrumental and impersonal or personal crimes. MCA is used to derive the latent structural dimensions in the crime data and produce quantitative scores for each offence along these dimensions. Two‐step CA was then utilised to classify offences. Offence dimensional scores were then used to predict cluster membership under DFA, producing cluster centroids corresponding to MCA dimensions. Centroids were plotted on the MCA correspondence map to simultaneously conceptualise crime classification and the latent structure of the Serbian crime data. Classification of offences based on MCA dimensional scores were 91.5% accurate. This MCA–CA–DFA approach may reduce some of the more subjective aspects of SSA methodology used in classification, whilst producing a product more amenable to objective and cumulative review. Implications for offender profiling research utilising SSA and this approach are discussed. Copyright © 2014 John Wiley & Sons, Ltd.     

Body image in social anxiety disorder,obsessive–compulsive disorder,and panic disorder

Body dysmorphic disorder falls under the category of obsessive–compulsive and related disorders, yet research has suggested it may also be highly associated with social anxiety disorder. The current study examined body image variables among 68 outpatients with primary obsessive–compulsive disorder (OCD; n = 22), social anxiety disorder (SAD; n = 25), and panic disorder (PD; n = 21). Participants filled out self-report measures of body image disturbance, attitudes toward one's appearance, and anxiety. Body image disturbance and attitudes toward appearance did not significantly differ between the groups. However, SAD symptoms predicted body image disturbance, Appearance Evaluation and Body Areas Satisfaction, and OCD symptoms predicted Appearance Orientation. These findings suggest that SAD and OCD may be associated with different facets of body image. Implications for the treatment of anxiety disorders and for future research are discussed.     

Adapting Parent–Child Interaction Therapy for Deaf Families That Communicate via American Sign Language: A Formal Adaptation Approach

While our field has made positive strides in adapting psychotherapeutic interventions for diverse groups of people, considerable work is still needed in this area. We present our formal adaptation procedure for parent–child interaction therapy (PCIT) with Deaf persons. This includes a review of the cultural adaptation process for psychological interventions, including PCIT, as well as an introduction to Deaf culture. Details regarding the specific adaptation of PCIT for Deaf persons are outlined. We found that the utilization of a clear framework to guide the cultural adaptation process facilitated careful consideration of the numerous linguistic and cultural variables involved, while maintaining integrity of the treatment model. While the current focus was on adapting PCIT for Deaf families who communicate via American Sign Language, this framework can also be applied to other populations and/or interventions.     

Catholicism,Protestantism, and Mexicanness on the US–Mexico border: discourses,narrative identities,habits, and affect

ABSTRACT

In Mexico, Catholicism and national identity are deeply intertwined through what we call a process of articulation. Thus, not surprisingly, despite the recent impressive growth of Protestantism in the nation, most people still believe that being Mexican and being Catholic are almost synonymous. Additionally, because the two identifications do not ‘cross each other’ (as the metaphor of intersectionality posits) but, instead, enter a very complex process of articulation in which each modifies the other, there is a particular way in which many Mexicans experience and perform their Catholicism, in the same vein that there is a particular way in which Catholics experience and perform their Mexicanness. Simultaneously, because neither nationality nor religion is narrated and/or performed in isolation to other forms of identification (e.g. race, ethnicity, region, gender) other possible identifications are also articulated or co-inform (in different ways) nationality and religion in the identitarian encounters that occur on the border. In the way people build their identifications around religion, narratives, practices, habits, affect, and emotions are continuously interrelated. We show that having an altar outside one’s house or making the sign of the cross on one’s body is both (depending on the unfolding of the social interactions and their patterns of relations) a non-linguistic discourse and a habit. We also show that their mere presence (in the case of altars) or performance (in the case of the sign of the cross) affect the people around the site or the performance, triggering complex emotions. That altar and sign of the cross can potentially be all these things simultaneously highlights their importance as ‘affective conductors’—stressing their significance as central objects in the intensification of relations that give new capacities to the entities involved in the patterns of relationship at play in the identitarian encounter at stake.     

Resolving Ethical Dilemmas in a Tertiary Care Veterinary Specialty Hospital: Adaptation of the Human Clinical Consultation Committee Model

Technological advances in veterinary medicine have produced considerable progress in the diagnosis and treatment of numerous diseases in animals. At the same time, veterinarians, veterinary technicians, and owners of animals face increasingly complex situations that raise questions about goals of care and correct or reasonable courses of action. These dilemmas are frequently controversial and can generate conflicts between clients and health care providers. In many ways they resemble the ethical challenges confronted by human medicine and that spawned the creation of clinical ethics committees as a mechanism to analyze, discuss, and resolve disagreements. The staff of the North Carolina State University Veterinary Hospital, a specialty academic teaching institution, wanted to investigate whether similar success could be achieved in the tertiary care veterinary setting. We discuss the background and rationale for this method, as well as the approach that was taken to create a clinical ethics committee.     

汉字刺激质量和频率在N400上的交互

采用事件相关电位,运用无启动的同一字判断（靶字延迟反应）范式,以大学生为被试探讨汉字刺激质量和频率是否具有交互作用。行为结果显示,刺激质量和频率在反应时上存在交互作用。脑电结果显示,重度模糊诱发了更大的N250和N400,且刺激质量和频率在N400上存在交互作用。结论是,汉字刺激质量和频率在反应时和N400上存在交互作用,表明在汉字识别中存在串级加工,支持IA模型。     

材料生态性和性别因素对理解友好与敌对意图的影响

为考察材料生态性、被试性别和角色性别对理解友好与敌对意图的影响,分析了100名被试观察由2名男性或2名女性表演的三类互动意图的照片或卡通时的正确率和反应时。结果：理解真实人物的正确率高于虚拟角色;女性被试理解虚拟角色的反应时长于真实人物,而男性被试却未出现材料生态性差异;理解男性角色敌对意图的反应时短于女性角色的,而理解友好意图时却未出现角色性别差异。研究为负性偏向等理论提供实证证据,揭示材料生态性、角色性别对理解友好和敌对意图的影响机制。