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.     

Book reviews

Arnold, M. Memory and the brain. Hillsdale, N. J.: Lawrence Erlbaum Associates. 1984. Pp. 532. ISBN 0-89859-290-9. £47.90.

Green, T. R. G., Payne, S. P. and van der Veer, G. C. (Eds.). The psychology of computer use.. London: Academic Press. 1983. Pp. 225. ISBN 0-12-2974204. $9.50.

Stunkard, A. J. and Stellar, E. (Eds.). Eating and its disorders. New York: Raven Press. 1984. Pp. 302. ISBN 0-89004-891-6. $58.50.

Spillmann, L. and Wooten, B. R. (Eds.) Sensory experience, adaptation, and perception: Festschrift for Zero Kohler. Hillsdale, N. J.: Lawrence Erlbaum Associates. 1984. Pp. xxvii + 748. ISBN 0 8985-3-218-6. £70.85.

Geschwind, N. and Galaburda, A. M. (Eds.)Cerebral dominance: The biological foundations. Cambridge, Mass.: Harvard University Press. 1984. Pp. 232. ISBN 0-674-10658-X. £24.35.

Annett, M. Left, right, hand and brain: The right shift theory. 1985. London and Hillsdale, N. J.: Lawrence Erlbaum Associates. Pp. xiii + 474. ISBN 0-86377418-5 £29.95.

Ericsson, K. A. and Simon, H. A. Protocol analysis: Verbal reports as data. Cambridge, Mass.: The M.I.T. Press. 1984. Pp. 426. ISBN 0-262-05029-3. £28.95.     

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.     

Learning from lectures: The effect of varying the detail in lecture handouts on note-taking and recall

Previous research on the effect of lecture handouts on student learning indicates that students who are given skeletal handouts usually perform better in course examinations than students who take all their own notes. The present study investigates whether the amount of detail in the handout is a critical factor in this. A randomized groups experiment was conducted in the context of a course on dental surgery. Four lecture handout conditions (headings and full text; headings and key points; headings only; no supplementary materials) were compared on tests 2 days and 2 weeks after the lecture. The significant differences between conditions were: ‘headings only’ better than ‘headings and key points’ on the first test; ‘headings only’ better than ‘no supplementary materials’ on the second test; and ‘headings and full text’ better than ‘no supplementary materials’ on the second test. These results indicate that the amount of detail is a critical factor in handout effectiveness.     

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.     

Concrete operational thought in children with learning disabilities and children with normal achievement.

This study compared Piagetian cognitive development in normal achieving children and two groups of children with learning disabilities designated as either auditory-linguistic or visual-spatial on the basis of Verbal-Performance IQ differences on the Wechsler Intelligence Scale for Children-Revised (WISC-R; 1974). The two groups with learning disabilities were matched with normal achieving controls on intelligence, socioeconomic status, sex, race, and age. Piagetian tasks measuring conservation, seriation, and classification were administered to each child to determine level of operative thought. The auditory-linguistic group scored significantly below normal controls in operativity, and significantly fewer were at a concrete operational level on a conservation of length task than were normal achieving children. The visual-spatial group did not differ significantly from normal controls. These results suggest that auditory-linguistic disabilities may be more detrimental than visual-spatial disabilities to development of operativity.     

EFFECTS OF VIDEO-ASSISTED TRAINING ON EMPLOYMENT-RELATED SOCIAL SKILLS OF ADULTS WITH SEVERE MENTAL RETARDATION

Two studies investigated effects of video-assisted training on employment-related social skills of adults with severe mental retardation. In video-assisted training, participants discriminated a model's behavior on videotape and received feedback from the trainer for responses to questions about video scenes. In the first study, 3 adults in an employment program participated in video-assisted training to request their supervisor's assistance when encountering work problems. Results indicated that participants discriminated the target behavior on video but effects did not generalize to the work setting for 2 participants until they rehearsed the behavior. In the second study, 2 participants were taught to fix and report four work problems using video-assisted procedures. Results indicated that after participants rehearsed how to fix and report one or two work problems, they began to fix and report the remaining problems with video-assisted training alone.     

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.     

CAUCASIAN LESBIANS' USE OF PSYCHOTHERAPY: A Matter of Attitude?

Evidence suggests that a high proportion of lesbians seek psychological counseling. This study represents an empirical investigation of the disproportionate use of mental health services by lesbians, focusing on the hypothesis that lesbians place a greater value on psychotherapy than do nonlesbian women. Participants (100 lesbians and 309 nonlesbian women, 97% Caucasian) completed Surgenor's revision of the Attitudes Toward Seeking Professional Psychological Help Scale. Results indicate that the lesbian group had a significantly more positive attitude toward seeking psychological counseling than did the nonlesbian sample, regardless of whether or not they had experienced psychological counseling.