Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts,priorities, and questions

Recognizing the rapid advances in sales digitization and artificial intelligence technologies, we develop concepts, priorities, and questions to help guide future research and practice in the field of personal selling and sales management. Our analysis reveals that the influence of sales digitalization technologies, which include digitization and artificial intelligence, is likely to be more significant and more far reaching than previous sales technologies. To organize our analysis of this influence, we discuss the opportunities and threats that sales digitalization technologies pose for (a) the sales profession in terms of its contribution to creating value for customers, organizations, and society and (b) sales professionals, in terms of both employees in organizations and individuals as self, seeking growth, fulfillment, and status in the functions they serve and roles they live. We summarize our discussion by detailing specific research priorities and questions that warrant further study and development by researchers and practitioners alike.     

True versus strategic fairness in a common resource dilemma: Evidence from the dual‐process perspective

Common resource dilemmas involve collectively coordinating individual choices to promote group efficiency. Equal division represents one of the most important coordination rules. Previous research suggests that individuals follow the equality rule for different reasons. Some individuals behave cooperatively out of their concern for other's welfare, whereas some individuals cooperate strategically to enhance personal gains. Building on the dual‐process perspective, the authors aim to differentiate strategic fairness from true fairness in solving a resource dilemma. In four experiments, the effect of cognitive processing manipulations on individual harvesting behavior in a one‐shot resource dilemma was tested against participants with different social values. Results consistently showed that prosocials, who value joint outcome and equality, requested significantly less money than did proselfs, who value personal gain. More importantly, prosocials in the intuition and deliberation conditions request similar amounts, whereas proselfs in the intuition condition request more money than those in the deliberation condition. The results were further validated by a follow‐up meta‐analysis based on the four experiments. The implications of the dual‐process perspective for social coordination research are discussed.     

Making Cells Worthwhile: Calculations of Value in a European Consortium for Induced Pluripotent Stem Cell Banking

The StemBANCC consortium was a large European consortium bringing together scientists from academic institutions and the pharmaceutical industry. The aim of the consortium was to produce 1500 induced pluripotent stem cell (iPSC) lines from participants with a variety of common, complex diseases. These cell lines were intended to help develop iPSC as tools for screening small molecule drug candidates and modelling human diseases in vitro. The scale of investment in this and other biobanks presents iPSC as a valuable commodity. However, StemBANCC was also mandated to make its making cells and data available to European researchers on a not-for-profit basis. To understand how making this quantity of stem cells and data available is configured as a valuable and worthwhile investment for the consortium partners, research materials (project documents, scientific literature and interviews with scientists working on StemBANCC) were analysed using theoretical tools from Valuation Studies. Combining STS and economic sociology, valuation studies analyse how the worth of things, ideas and phenomena result from context-specific practices of assessment and evaluation; worth incorporates moral, financial, scientific, economic. social and cultural registers of value. In this sense, practitioners evaluate the worth of the StemBANCC cells and data at a variety of sites, from participant recruitment to online databases. This provides an alternative to biovalue and similar conceptual models for theorising the generation of value in the Life Sciences.     

Innovative method to evaluate quality management system audit results’ using single value neutrosophic number

Using Quality Management System (QMS) enables the organization to fulfil its purpose and mission to meet customers and regulatory requirements and improve its effectiveness and efficiency on a continuous basis, Quality Audit is very critical tool to ensure that the standards, policies and/or procedures are applied in the organization as planned in QMS, in real world applications, the results of the Quality Audit process depend on the auditors’ human judgments that characterized with doubts sometimes, estimating values another times, and using general impressions in his judgment, which motivate to introduce for the first time the Neutrosophic Quality Audit (NQA) model which can be extended to manage and audit in the future. NQA will be used to enhance the way of evaluating the quality audit results while many uncertainty aspects and indeterminacy do exist, the proposed model using Single Value Neutrosophic Numbers (SVNN) which is an instance of neutrosophic set, to overcome the weakness of using a crisp value to present the result of the audit findings, in addition, using Simplified Neutrosophic Weighted Geometric Average Operator (SNWGAO), and cosine similarity degree, an illustrative example is provided to validate the proposed model.     

人脑眶额皮质表征奖赏信息的进展

文章围绕人脑眶额皮质在表征奖赏信息上的核心作用展开,分别从人脑眶额皮质表征奖赏信息的共同神经表征和特异性神经表征特点,奖赏加工和该脑区局部形态特征之间的关系以及眶额皮质表征奖赏信息的时间动态性等角度对最近的重要研究进展进行了一定的梳理和概括。最后,文章讨论了未来研究需要解决的由奖赏类型多样性和脑区间奖赏信息整合复杂性带来的系列问题。     

中国人价值观特点及其与社会主义核心价值观的契合性

本研究采用汉化的Schwartz《肖像价值观问卷》（2012）测量了2569人的大样本,以验证Schwartz新价值观理论及其工具在中国的适用性及中国人价值观结构特点。结果表明,19种价值观内部一致性系数平均为0.66,范围从“支配权力”价值观的0.54到“社会安全”价值观的0.80,验证性因素分析各项指标均达到可接受水平;中国人个人定向类价值观之间的相关关系与原理论假设不相符合;个人定向类和社会定向类价值观之间,出现了多项位置相对、在原理论中假定为低相关的价值观呈高相关关系。表明Schwartz等（2012）价值观理论虽从测量学角度适用中国人群,但其不能预测和解释中国人价值观的“个人”与“社会”辩证统一与交叉融合特点。     

顾客间互动影响服务品牌象征价值的心理机制

象征价值是品牌赋予消费者的心理收益, 强化服务品牌的象征价值成为企业提升消费者心理满足感的重要途径。鉴于顾客间互动是现有消费心理研究中重要而尚未得到足够重视的研究视角, 研究试图在文献回顾的基础上, 尝试综合运用访谈法和关键事件法, 构建顾客间互动与服务品牌象征价值的影响关系模型; 拟基于人际关系的三维需求理论, 深入挖掘顾客角色内外互动行为与象征价值之间的作用机制。未来的实证研究中拟运用实验和调研等方法对理论模型进行验证, 以期为服务企业激发顾客的象征消费行为提供理论依据。     

决策中社会价值取向的理论与测评方法

传统经济学决策理论强调利己性假设, 认为个体是理性的并由个人利益所驱动的。但是, 个体在相依情境中的社会动机要比利己性假设更为复杂, 具有较大的个体差异。社会价值取向是指个体在相依情境中对自己收益和他人收益分配的特定偏好, 是一个用来描述个体对他人利益关注程度的个体差异的概念。本文回顾了测量社会价值取向的三优势测量、环形测验和滑块测验等方法, 强调了不同测评方法的优点与不足, 并简要总结了决策、社会认知、共情、亲社会行为等领域内相关的社会价值取向研究。未来的研究则需要探索社会价值取向与不同社会因素的交互作用, 以及不同社会价值取向个体的神经机制等方面的研究。     

双向背景信息外部锚问题决策的眼动特征

采用正反双向背景信息日常生活外部锚问题,选取64名大学生,运用眼动技术,考察锚值及双向信息对外部锚问题决策的影响。结果发现：高、低锚组锚定效应指数均在0.76以上,且不存在显著差异。回答锚值比较问题时,从锚值向反向信息的眼跳次数和注视时间显著多于向正向信息的眼跳次数和注视时间。回答估计值问题时,从估计值问题向锚值的眼跳次数和注视时间显著多于向双向信息的眼跳次数和注视时间。研究表明,外部锚引起程度较高的锚定效应。反向信息在问题理解及决策中得到更多关注。锚值在回答锚值比较及估计值问题阶段均对决策产生显著影响。支持了选择通达和信息加工负性偏向观点。     

Parent–child value similarity in families with young children: The predictive power of prosocial educational goals

Value transmission from one generation to the next is a key issue in every society, but it is not clear which parents are the most successful in transmitting their values to their children. We propose parents’ prosocial educational goals as key predictors of parent–child value similarity. Accordingly, we hypothesized that the more parents wanted their children to endorse values of self‐transcendence (helping, supporting, and caring for others) and the less parents wanted their children to endorse the opposing values of self‐enhancement (striving for power and achievement), the higher would be parent–child overall value similarity. Findings from two studies of families – Study 1: 261 Swiss families, children aged 7–9 years; Study 2: 157 German families, children aged 6–11 years – confirmed this hypothesis. The effect was even stronger after controlling for values that prevail in the Swiss and German society, respectively. We integrate evidence from this study of values in families with young children with existing findings from studies with adolescent and adult children, and we discuss potential pathways from parents’ educational goals to parent–child value similarity.