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.     

Client as expert: A Delphi poll of clients’ subjective experience of therapeutic alliance formation variables

This study extends prior research that identified client-derived variables believed to contribute to therapeutic alliance development. Forty-two clients participated in a three-round-modified Delphi poll in which the subjective importance of 74 client-derived, common alliance formation variables was rated using a six-point scale. Participants consensually identified 23 variables as highly important, five as moderately important and three as low in importance to the formation of a strong alliance. Variables related to validation and asking about parts of the client’s life other than the presenting concern were considered as most important by at least one-third of the sample. Limitations of the study are presented and implications for theory, measurement, practice and future research are briefly discussed.     

5·12汶川地震后灾区教师主观幸福感的变化趋势及中介效应分析

·12汶川地震发生两个月后,对508名灾区的幼儿园、中小学教师进行测量,结合他们对地震前状况的回忆,考察其地震后主观幸福感的变化情况及其影响因素。结果表明：（1）与回忆得到的地震前感受相比,地震后灾区教师体验到主观幸福感水平显著降低。（2）极重灾区教师体验到的主观幸福感降低程度大于重灾区和轻灾区教师。（3）教师遭受的客观损失严重程度能显著预测其体验到的主观幸福感降低;而创伤后身心症状在其中起完全中介的作用,即创伤事件引发教师创伤后身心症状,而这些症状日趋严重,使其体验到的消极情感增加、主观幸福感降低。     

Retrospective Predictors of Successful Career Change Among Older Workers: Perceived Objective Success Versus Perceived Subjective Success

An increasing number of older workers are attempting career changes; however, little is known about the antecedents or outcomes of these changes. Results indicate that perceived objective and perceived subjective career‐change success are predicted by different combinations of variables. Implications for both future research and practice are discussed.     

Individual response differences in spider phobia: Comparing phobic and non-phobic women of different reactivity levels

Abstract

In contrast to previous stress research, studies concerning phobic disorders have never systematically investigated individual response differences between phobic participants integrating numerous different response measures. The aim of this article is to clarify the existence of significant individual response differences in psychophysiological responses (e.g., heart rate, skin conductance responses (SCR), corrugator, cortisol), subjective ratings (e.g., valence, arousal), and avoidance behavior in 46 spider phobic and 44 non-phobic women when exposed to 20 phobic and 20 neutral pictures. Previous studies that did not attend to individual response differences showed that, during phobic stimulation, phobic individuals have increased psychophysiological responses (heart rate, SCR, and corrugator responses), more negative valence rating, and more subjective arousal than non-phobic individuals. These results were confirmed by our data. With regard to individual response uniqueness, 1/3–2/3 of spider-phobic women with low responsiveness in heart rate, cortisol, and avoidance behavior were indistinguishable from non-phobic women during phobic stimulation. With SCR, corrugator EMG, and subjective ratings, no individual response uniqueness was found. Based on the findings, exposure therapy might be improved by tailoring interventions to individuals with a therapeutic focus on those psychophysiological measures that show the highest individual responsivity.     

The indifferent

This article presents a portrait of indifference, a psychosocial analysis of middle class bystanding of social suffering. It arises as a way to tell a research story of colonially produced racism, classism, and denial. Together, these ways of being produce a mode of perception that denies reality, an active erasure that makes the indifferent apathetic. It is based on research in postcolonial Jamaica, yet some of its features can be recognized elsewhere, where bystanders bury their witness, their insight, concealing their understanding of other’s pain. Because this portrait is based on what male and female research participants said, “he/she” are used interchangeably throughout the portrait.     

Emotional intelligence and personal growth initiative effects on subjective happiness among university students

This study examined emotional intelligence and personal growth initiative influences on the level of subjective happiness among university students in Ghana. Two hundred and sixty undergraduate students were participants (female = 69.8%; mean age = 21.72 years, SD = 3.61 years). They responded to measures of emotional intelligence, personal growth initiative, and subjective happiness. After controlling for their demographic characteristics, and following hierarchical regression analysis, results indicate emotional intelligence and intentional behaviour domain of personal growth to predict students’ level of subjective happiness. These findings suggest that students’ ability to manage and utilise their emotions, as well as their personal growth initiative contribute significantly to their level of happiness.     

Hope,religiosity, and subjective well-being

This study explored the relationship between religiosity, hope, and subjective well-being among 430 South African university students (n = 324) and their family members (n = 104) (70.2% female; 88.4% black; 8.4% white). Data were gathered utilising measures of religiosity, hope, satisfaction with life, and affect balance. We applied structural equation modelling to examine both the direct effects of religiosity on hope, as well as the indirect effects of religiosity on life satisfaction and positive and negative affect via hope as mediator. Findings suggest pathway and agency hope to mediate the relationships between religiosity and life satisfaction, positive affect, and negative affect. Specifically, religiosity predicted higher levels of life satisfaction and positive affect, and lower levels of negative affect via agency hope. The results suggest agency hope to mediate the relationship between religiosity and subjective well-being.     

Subjective socioeconomic status and departmental identity interact to reduce depressive tendencies and negative affective responding for female undergraduates

How do subjective socioeconomic status (SES) and departmental identity promote the mental health of female undergraduates? We conducted a questionnaire study (Study 1) and an experimental study (Study 2) with undergraduates enrolled in a women's junior college to examine whether subjective SES and group identity have an interactive effect on mental health. Results indicated that in participants with high subjective SES, increased identification with their reference in‐group (the academic department) was associated with a decreased tendency for depression (Study 1). These individuals also showed reduced negative affect when responding in situations of social exclusion (Study 2). These effects were absent, or had a reduced intensity in participants with low subjective SES. In sum, subjective SES and departmental identity interact to reduce depressive tendencies and negative affective responding for female undergraduates. Individuals with higher subjective SES may gain more benefits from group identity. We have discussed the implications of these findings.