Relationships between Personality and Organization Switching: Implications for utility estimates

This study examined individuals' tendencies to migrate from one organization to another (i.e., the propensity to switch employers). Previous researchers have suggested that switching organizations throughout the career span may be partially heritable and therefore related to individual differences in personality traits. If personality traits are indeed related to a tendency to turnover from organizations, this suggests that current procedures for calculating utility may be inaccurate. Using a database of 1081 individuals who have been in the workforce for several years, results indicated that personality traits measured by the Occupational Personality Questionnaire (non‐ipsative; OPQn) were modestly related to organization switching (i.e., repeated moves from organization to organization). We found that higher scores on extraversion, openness to experience, and conscientiousness‐related traits were modestly correlated with more frequent organization switching. However, we demonstrate that these modest relationships can produce large inaccuracies in utility estimates.     

A qualitative study of leader behaviors perceived to enable salesperson performance

Abstract

This study builds on and extends previous sales leadership research by exploring sales professionals’ perceptions of effective leadership behaviors. Semistructured interviews with both sales leaders and salespeople working in a global enterprise software company were examined through a qualitative analysis. Results indicated that participants believed sales leadership played an important role in influencing sales performance. When asked to describe specific sales leader behaviors that best enable salesperson performance, sales professionals – both sales leaders and salespeople – overwhelmingly referenced coaching, followed by collaborating, championing, and customer engaging. We define and describe these four key sales leader behaviors and identify four potential mediating variables (trust, confidence, optimism, and resilience), from which emerges a conceptual framework of sales leader behaviors perceived to enable salesperson performance. We examine these four key sales leader behaviors and mediators in the broader context of leadership theory, particularly transformational, servant, authentic, and adaptive leadership theories. The key contribution of this study is the identification of a set of leader behaviors that are likely to be especially effective in modern sales organizations given that they originated from the perceptions of sales professionals themselves.     

Central clinical states: An examination of the Profile of Mood States and the Eight State Questionnaire

Two multidimensional mood-state inventories, the Profile of Mood States (POMS) and the Eight State Questionnaire (8SQ), were administered to 289 Australian college undergraduates. Intercorrelations for the combined 14 subscales were subjected to a higher-order factor analysis in order to elucidate the central clinical states within the mood-state sphere. Results suggested four major state dimensions pertaining to Neuroticism, Hostility/Anger, Vigor, and a combined Extroversion/Arousal-Fatigue entity. Both three- and five-factor solutions were taken out for comparative purposes. Furthermore, separate higher-order factorings of the POMS on normative samples of 350 male and 650 female psychiatric outpatients were conducted, corroborating three of the four central state dimensions, at least in the case of females. The implications of these findings for behavioral assessment are discussed.This study was supported by a Research Development Grant awarded to the author by the University of Melbourne.     

The rhetorical foundation of philosophical argumentation

The rejection of rhetoric has been a constant theme in Western thought since Plato. The presupposition of such a debasement lies at the foundation of a certain view of Reason that I have called propositionalism, and which is analyzed in this article. The basic tenets of propositionalism are that truth is exclusive, i.e. it does not allow for any alternative, and that there is always only one proposition which must be true, the opposite one being false. Necessity and uniqueness are the ideals of propositionalism. But the question of the necessity of such a necessity is bound to arise. Foundationalism and propositionalism are intrinsically related. Since necessity excludes alternatives, rhetoric, which is based on the possibility of opposite standpoints, is unavoidably devalued as the crippled child of Reason, identical to sophistry or eristic. But propositionalism cannot justify itself and provide a justification for its own foundation without circle or contraditction. Since it responds to the problem of eradicating problems and alternatives through propositional entities, propositionalism is ultimately based on questioning to which it replies in the mode of denial. The unavowed foundation of Reason is therefore the question of questioning, even though this very question is suppressed as propositionalism. The trace of such a question is not only historical, but can also be seen, for instance, in the role played by the principle of contradiction in the constitution of propositional Reason (Artitotle): opposite propositions are not the expression of a problematic situation, they are either possible or successively unique propositions.We want to replace propositionalism by problematology which allows for the conceptualization of alternatives, thereby rendering a true rhetoric possible. Argumentation cannot then be equated with eristic any more, as propositionalism maintained.Rationality must be seen as having questioning as its true starting-point. Reason must be rhetorical if it is to survive the death of propositionalism which took place after the radical criticisms of Marx, Nietzsche and Freud. Even if it is still hard ffor philosophers and rhetoricians to think within another framework and even though they prefer endlessly to deconstauct the old one instead of changing it, problematology is bound to impose itself as the new voice for rationality, because Reason has always endeavored to solve problems. Propositionalism has been only one way of conceiving problems, based on the view that solutions could be but the suppression of questioning.     

Misremembering a familiar object: Mnemonic illusion,not drawing bias

It was reported by Jones (1990) that the design of British coins is systematically misremembered. Although the Queen's head in fact faces right, most people draw it facing left. It is possible, however, that the origin of this phenomenon does not reside in memory but instead in a leftward drawing bias. Two experiments of the three reported here tested this hypothesis. In Experiment 1, British participants attempted to recall the direction of the Queen's head but responded verbally instead of pictorially. The results were similar to those of Jones and thus contradict the hypothesis that misremembering of the Queen's head is caused by a leftward drawing bias. In Experiment 2, Canadian participants attempted to draw a Canadian coin. Leftward misremembering was not observed in this case. Thus the hypothesized importance of a leftward drawing bias was again not supported. Instead, the results provided support for the schema explanation of the Queen's Head memory illusion proposed by Jones. The results of Experiment 3, which compared memory for British coins and stamps, further bolstered this conclusion.     

On the transmission of partial information: inferences from movement-related brain potentials.

Results are reported from a new paradigm that uses movement-related brain potentials to detect response preparation based on partial information. The paradigm uses a hybrid choice-reaction go/nogo procedure in which decisions about response hand and whether to respond are based on separate stimulus attributes. A lateral asymmetry in the movement-related brain potential was found on nogo trials without overt movement. The direction of this asymmetry depended primarily on the signaled response hand rather than on properties of the stimulus. When the asymmetry first appeared was influenced by the time required to select the signaled hand, and when it began to differ on go and nogo trials was influenced by the time to decide whether to respond. These findings indicate that both stimulus attributes were processed in parallel and that the asymmetry reflected preparation of the response hand that began before the go/nogo decision was completed.