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.     

When Fluency Signals Truth: Prior Successful Reliance on Fluency Moderates the Impact of Fluency on Truth Judgments

Repeated statements are more frequently judged to be true. One position relates this so‐called “truth effect” to metacognitive experiences of fluency, suggesting that repeated statements are more frequently judged to be true because they are processed more fluently. Although most prior research focused on why repetition influences truth judgments, considerably less is known about when fluency is used as information. The present research addresses this question and investigates whether reliance on fluency is moderated by learning experiences. Specifically, we focus on changes in the reliance on fluency over the course of time. A series of experiments reveals that fluency is more likely to be used in truth judgments when previous reliance on fluency has resulted in valid judgments, compared with when previous reliance on fluency was misleading. These findings suggest that reliance on fluency in judgments is a finely tuned process that takes prior experiences with fluency‐based judgments into account. Copyright © 2013 John Wiley & Sons, Ltd.     

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.     

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.     

Équivalence de la version en français pour le Canada et de la version originale états-unienne de l’Adult Self-Report

The aim of the present study was to evaluate the equivalence of the French-Canadian version of the Adult Self-Report (ASR; Achenbach & Rescorla, 2003) to its original English (USA) version. Both the original English version and the newly translated French-Canadian version were administered to 251 bilingual students from four Canadian provinces (Manitoba, New-Brunswick, Ontario, and Quebec), with a one to two weeks interval. Correlations varying from 0.72 to 0.87 indicated a high degree of correspondence between the scales of the two versions. Cohen's d calculated using Morris and DeShon's (2002) formula for within-subjects designs indicate that differences between mean scores varied from near-zero (d = 0.01) to small (d = 0.19), and suggest that they are not clinically significant. Ordinal alpha coefficients for the scales of the French-Canadian version varied from 0.66 to 0.96 but are inferior to those of the English version in seven of the eleven scales. Globally, results indicate that the equivalence of the French-Canadian version to the original English version of the ASR is sufficient to recommend its use.     

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.     

The possible benefits of difficulty: how stress can increase and decrease subjective well-being

This study explores the effects of stress, trauma, coping and growth orientation on subjective well-being. Based on cognitive stress theory, it was hypothesized that adversity may contribute to increased or decreased well-being, depending on the subsequent meaning these experiences are given. Survey data from Norwegian UN/NATO veterans (N= 142) showed that stress and well-being were negatively associated (r=-0.20, p < 0.05) at the level of zero-order correlations. However, a full structural equation model revealed that the effect of stress on well-being was mediated positively through a problem-focused coping process combined with a growth component. Stress was negatively mediated through an avoidant-focused coping process and a distress component. The effect from stress was fully mediated in the model. The hypothesis that stress can produce both increased and decreased subjective well-being was confirmed.     

《大学生主观幸福感量表》的编制

根据国内外关于主观幸福感的文献和已有的研究经验,编制了大学生主观幸福感问卷。以往大多数研究认为,主观幸福感由生活满意度和情绪体验两个基本成分构成,本研究认为主观幸福感还应包括社会性行为和人际关系等成分。对376名大学生进行初测,通过探索性因素分析,表明大学生主观幸福感由自我满意、家庭满意、消极情绪、积极情绪、精力、生活满意、社会性行为和人际关系8个维度构成,共41个项目。对511名大学生施测41个项目的主观幸福感问卷,进行验证性因素分析,结果表明,上述结构是合理的。