Aristotle and Personal Selling

Abstract

The authors discuss the relevance of Aristotle's writings, particularly in the Rhetoric, to modern-day personal selling. Aristotle endorses a sophisticated approach to selling—advocating a customer orientation and segmented markets. He proposes a three-pronged selling process that includes appeals to reason and the emotions of the purchaser while concurrently convincing the purchaser of the seller's integrity. Aristotle argues that the art of selling is subject to systematic formal treatment and demonstrates the possibilities of formal analysis in persuasion. He further assimilates logical argument with practical persuasion in a way that provides a sound basis for selling strategy.     

'Justified by the Spirit': Soteriological Reflections on the Resurrection

Justification of the Spirit has been too often overlooked in Protestant theology. This article asserts that the recovery of this aspect of New Testament theology offers the possibility of a fuller and more adequate soteriology than has often been the case in western theology. Part I provides a survey of the New Testament's witness to the resurrection and of the soteriological implications for the followers of Jesus. The focus of this survey is the relation of resurrection to justification. Part II develops some implications which follow for a theology of salvation today. The article here suggests a threefold possibility for a soteriology which reclaims the relation of Spirit to resurrection: first, soteriology could speak of the whole of the life, death and resurrection of Christ; second, soteriology could speak of the salvation of the whole of our life and death in resurrection; and third, soteriology could be concerned with the material, social and embodied from the outset.     

Caregiver-implemented toilet training procedures for children with autism spectrum disorder

Children with Autism Spectrum Disorder often exhibit deficits in daily living skills, including toileting skills. Previous studies have evaluated components of common toilet training practices, including differential reinforcement, sit schedules, fluid loading, underwear, and wet alarms. The purpose of this study was to replicate and extend previous work by delivering all coaching remotely. Three caregiver-child dyads participated in this study. A researcher coached caregivers on the implementation of the protocol using a modified behavioral skills training approach via telehealth. Caregivers submitted daily toileting data and weekly audio recordings for treatment integrity checks. The sit schedule fading was individualized to meet the needs and preferences of each family. All caregivers implemented the protocol with high integrity. Two participants met the mastery criteria at the 90-min sit schedule and maintained performance at the 1- and 6-week maintenance follow up probes. The third participant, despite an interruption of treatment, also reached mastery.     

Policing and the Focal Concerns Framework: Exploring How its Core Components Apply to the Discretionary Enforcement Decisions of Police Officers

This study used a qualitative design to investigate police officer decision-making processes within the context of the focal concerns framework. A sample of 25 metropolitan police officers were interviewed to explore how the constructs of blameworthiness, protecting the community, and practical considerations manifest themselves in a policing context and how those considerations affect officers’ enforcement decisions. The results indicate that police officers share the same broad focal concerns as judges, but the way these concerns manifest themselves is sometimes different in a policing context as compared to a judicial sentencing context. The results, theoretical implications, and directions for future research are presented.