The role of formal information sharing in key account team effectiveness: does informal control matter and when

Team selling is a useful approach for retaining strategically important accounts in business-to-business markets. For key account sales teams, ensuring adequate access to information about customer needs offers sustainable competitive advantages. However, the internal alignment of market information remains a recurring managerial issue in key account team selling. This study develops a moderated mediation model to identify management strategies that encourage team members' formal information sharing, which in turn improves team effectiveness. Analysis of a multilevel data set comprising 37 fluid key account teams reveals that customer orientation and task interdependence increase formal information sharing among team members. Managers' exercise of professional control strengthens the positive impact that formal information sharing has on team satisfaction. However, the practice has a dysfunctional influence on the positive effect of task interdependence on formal information sharing. Firms with key account management (KAM) programs must decide whether the marginal benefits attained by advocating such professional control outweigh the possible drawbacks.     

Relationships at work and psychosocial risk: The feeling of belonging as indicator and mediator

Introduction/objectiveThis article highlights the links between, one the one hand, the feeling of belonging to the work group and, on the other hand, the tension and burnout experienced, amongst 444 employees in a hospital centre.MethodologyThe methodology is based on the use of 4 self-administered questionnaires (Karaseck's JCQ, Maslach's MBI, Quality of relationships with parties concerned and Feeling of belonging) and is based on correlations and multiple regressions.ResultsThe results highlight the fact that relationships perceived as generally relaxed with the different people concerned (care team, doctors, management and administrative staff), predicted Karaseck's three dimensions and those assessed by the Maslach Burnout Inventory (MBI). Similarly, the feeling of belonging predicted all these variables. Most of the time it played a mediating role between the perceived quality of relationships and the different measures of well-being at work. So, the feeling of belonging seems to be a variable of interest, which can play a key role in the prevention of suffering at work.     

中庸价值取向对员工变革行为的情景依存作用

中庸是一种价值取向, 它倡导在全局认知基础上采用执中和适度的方式, 达到个体与环境的和谐。以49个企业团队的413名员工为研究对象, 采用多层次线性模型考察中庸价值取向在不同情境下对员工变革行为的影响。结果显示当员工具有高变革认知时, 中庸价值取向对员工变革行为有显著促进作用; 当团队中存在高同事消极约束时, 中庸价值取向对员工变革行为有显著消极作用; 模范带头作用没有显著情景作用。研究揭示了中庸价值取向影响员工变革行为是依据情景而变化, 从而达到个体与环境的和谐。     

Tele‐analysis: the use of media technology in psychotherapy and its impact on the therapeutic relationship

A growing number of approaches in psychotherapy make use of internet‐ and other media‐based interactions. This paper discusses the impact on the therapist‐client relationship of using media technology and gives an overview of the current state of the debate. It is suggested that the technical conditions of internet‐based interactions produce new forms of social relationships that differ significantly from face‐to‐face‐interactions and that unconscious, nonverbal cues get lost. Research on the therapeutic interaction making use of ‘discourse linguistic’ methods is presented. The loss of nonverbal cues has implications for psychotherapy in general and especially for the treatment of patients who have difficulties relying on a secure therapeutic relationship. Emotional security in interactional relationships is transmitted to a much greater extent by nonverbal cues than by verbal content; psychoanalytic methods are specialized to refer to this level of interaction. Two alternative scenarios are discussed based on the psychoanalytic theories of Winnicott and Lacan: the risk of an illusionary, idealized image of the other and the possibility that cyberspace can be used for psychological development as a transitional space.     

The family as its own reflecting team: a family therapy method

Social research has suggested that people, in general, tend to overestimate their skills and abilities. Interestingly, research has found that peers are better predictors of a person's behaviour than self‐assessment, suggesting that others know us better than we know ourselves. Family therapists should be aware that family members might not give accurate accounts of themselves. In order to overcome this problem, therapists should incorporate peer assessments into therapy. Reflecting teams and videotaping do incorporate peer assessments, yet these methods can be impractical. This article describes a method of family therapy using enactments as a means of setting up the family as its own reflecting team. The method suggests that the family and therapist switch roles several times during the enactment, and then encourages a discussion on the peer observations on how each person addresses a problem in the family. Case examples illustrate how feedback from peers promotes insights.     

L’équipe paramédicale à l’hôpital psychiatrique : Retentissement actuel d’une évolution de deux décennies Analyse d’un entretien de supervision

At the advent of the reform of nursing education in France, this study attempts to give an overview of changes in the work practices of nurses and the employment of nurse’s aides in psychiatric wards of hospitals. Based on the assumption that interaction acts as an interface between the individual on one side and collective systems on the other, the authors approach this issue by analyzing a supervisory meeting of a caregiving team in a psychiatric hospital.     

共享心智模型和交互记忆系统:对立或协同?——基于知识管理视角

共享心智模型和交互记忆系统是知识管理领域中两个新的研究视角。共享心智模型是指团队成员共享的、对团队情境中关键要素的、系统的理解和心理表征;交互记忆系统是团队成员之间形成的一种彼此依赖的,用以编码、储存和提取不同领域知识的合作性分工系统。在分析共享心智模型和交互记忆系统内涵的基础上,作者深入剖析了两者的对立和协同关系,系统探讨了影响两者效应的情景变量,为从认知角度提高团队知识管理水平提供了理论依据。     

团队领导行为对团队效能影响之研究

对修订的团队领导行为量表和自编的团队效能量表进行了信效度检验,并在此基础上探讨了团队领导行为对团队效能的影响情况。结果表明修订的中文版团队领导行为量表具有良好的结构效度和信度,可分为动机激励、魅力领导、挑战陈规和个别关怀四个维度;团队效能量表同样具有良好的结构效度和信度,可分为任务绩效和周边绩效两个维度。路径分析和多元线性回归分析的结果表明,转换型团队领导行为对周边绩效的影响显著高于对任务绩效的影响;转换型团队领导行为中动机激励、魅力领导和个别关怀这三个维度对团队效能影响显著,而挑战陈规这一维度对团队效能的影响并不显著。     

虚拟团队共享心理模型与团队效能的关系

通过对62个虚拟团队的调研,检验了虚拟团队认同式共享心理模型与分布式共享心理模型构思,并运用多层线性建模技术,对团队特征变量、共享心理模型与虚拟团队效能间的关系进行了分析。结果表明：两类共享心理模型与团队效能间存在显著正相关;团队时间会影响共享心理模型与虚拟团队任务效能间的关系,团队时间会削弱认同式共享心理模型对任务效能间的正向关系,但能加强分布式共享心理模型对任务效能的正面影响;团队规模则主要影响共享心理模型对合作效能的效应,团队规模增加会加强认同式共享心理模型与合作效能间的相关,却会削弱分布式共享心理模型与合作效能间的关系     

虚拟现实购物网站的等级深度与宽度关系研究

为研究虚拟现实表征方式下,网上购物系统等级结构的宽度与深度特征对用户信息行为的影响,本文在实验室环境下研究了三种结构方式(8 6 1、16 3 1、4 4 3 1),结果初步发现:对于虚拟现实购物网站(或系统的虚拟现实表征方式),宽度的增加所带来的对用户信息搜索速度的损害大于深度的增加对用户信息搜索速度的损害,这与对二维表征方式下的既有研究结果相反;而且虚拟现实系统的8 6 1结构方式更容易带来用户的迷失。