Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations

The performance effect is used to explain the significant differences between salespersons’ self-evaluation and supervisors’ ratings of job performance. It is shown that bottom performers overestimate, whereas top salespeople underestimate their performance. Also, results indicate that bottom performers are significantly more inaccurate than top salespeople in their job performance estimation. Finally, results indicate that the relationship between inaccuracy of self-evaluation and job performance is curvilinear. Managerial implications are provided as well as directions for future research and limitations.     

Issues in the treatment of depressed children

Basic research into the cognitive, behavioral, familial, and physiological disturbances associated with depressive disorders during childhood is reviewed. Implications for the development of a treatment program are discussed and a comprehensive treatment model is proposed. The proposed model includes intervention strategies for the child, parents, family, and school. The child component consists of intervention strategies for the affective, cognitive, behavioral, and physiological disturbances that are evident from the existing research. The parent training component is designed to address disturbances in parenting due to cognitive disturbances and skills deficits. The family therapy component emphasizes changing interaction patterns that communicate schema-consistent maladaptive interactions. A school consultation component is proposed in which school personnel support the skills training through prompting use of the skills and reinforcement of the use of the coping skills.     

Some Thoughts on A. H. Louie’s “More Than Life Itself: A Reflection on Formal Systems and Biology”

We review and discuss A. H. Louie’s book “More than Life Itself: A Reflexion on Formal Systems and Biology” from an interdisciplinary viewpoint, involving both biology and mathematics, taking into account new developments and related theories.     

Correlates of self-worth and body size dissatisfaction among obese Latino youth

The current study examined self-worth and body size dissatisfaction, and their association with maternal acculturation among obese Latino youth enrolled in a community-based obesity intervention program. Upon entry to the program, a sample of 113 participants reported global self-worth comparable to general population norms, but lower athletic competence and perception of physical appearance. Interestingly, body size dissatisfaction was more prevalent among younger respondents. Youth body size dissatisfaction was associated with less acculturated mothers and higher maternal dissatisfaction with their child's body size. By contrast, although global self-worth was significantly related to body dissatisfaction, it was not influenced by mothers' acculturation or dissatisfaction with their own or their child's body size. Obesity intervention programs targeted to Latino youth need to address self-worth concerns among the youth as well as addressing maternal dissatisfaction with their children's body size.     

The role of the Five Factor Model of personality in the perceptions of negative and positive forms of work–nonwork spillover: A meta-analytic review

The present meta-analysis examines the relationships between the Five Factor Model (FFM) of personality and negative and positive forms of work–nonwork spillover (e.g., work-family conflict and facilitation). Results, based on aggregated correlations drawn from 66 studies and 72 independent samples (Total N = 28,127), reveal that the FFM is predictive of work–nonwork spillover. More specifically, meta-analytic structural equation modeling indicated that extraversion (β = −.08), agreeableness (β = −.06), conscientiousness (β = −.13), and neuroticism (β = .29) are related to negative work–nonwork spillover, while extraversion (β = .27), agreeableness (β = .11), conscientiousness (β = .12), and openness to experience (β = .20) are related to positive work–nonwork spillover. FFM personality variables were equally predictive of both directions of spillover (i.e., work-to-nonwork and nonwork-to-work). Collectively these results suggest a moderate amount of variance in negative (R² = .15) and positive (R² = .18) work–nonwork spillover is accounted for by personality.     

Psychologie communautaire en Amérique latine : trajectoire historique et enjeux actuels

The aim of this article is to describe the historical circumstances and the sociopolitical influences that gave rise to community psychology in Latin America. The presentation discusses the evolution of the discipline beginning in the late 1950s and elaborates on the historical, social and political influences that shaped its identity, including the context for the evolution of psychology as a scientific discipline and as a helping profession. Finally, two major and current challenges that community psychology faces in Latin America are discussed, namely the systematisation and evaluation of intervention and practice, and the empowerment of communities through real participation of its members.     

Meta-analyses in sales research

Meta-analytic inquiries enable researchers to synthesize empirical findings obtained over the evolution of a topic area and identify boundary conditions affecting the associations of key variables. Sales researchers can employ meta-analytic techniques to amalgamate empirical work conducted in a given topic area, and several sales researchers have effectively used meta-analyses to advance our understanding of the field. This article provides an exposition of this research design by analyzing its application in sales research. The authors review the meta-analytic studies in sales research and advance key considerations in topical foci, article selection, data coding and evaluation, and analytic approaches. An empirical example is provided to illustrate the power of meta-analysis in substantiating or refuting findings that diverge from accumulated insight in sales research. Results provide support for a positive effort–job satisfaction association in contrast to findings evidencing a negative association between these variables. A second empirical example is used to evaluate the nomological and discriminant validity of two related constructs: job involvement and organizational commitment. Results suggest that these two constructs may be empirically redundant. The authors also provide guidance for the future in regard to new substantive research areas, construct assessment, and additional types of meta-analytic approaches.     

MMPI-2 profiles of Colombian, Mexican, and Venezuelan university students

Performance of 82 Colombian, 87 Mexican, and 96 Venezuelan university students and adult community dwellers on Spanish translations of the Minnesota Multiphasic Personality Inventory-2 (MMPI-2) were compared. Findings suggest more comprehensive research is required on applications of the MMPI-2 in Latin America and greater consideration of the roles of culture and nationality.     

The good,the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance

The concept of customer orientation (CO) is a focal construct in marketing and sales literature. Saxe and Weitz introduced CO to contrast the traditional high-pressure approach to sales (selling orientation). This study synthesizes empirical evidence from 1982 to 2013 to provide insight into the antecedents and consequences of both CO and selling orientation (SO). A conceptual meta-analytic model based on research into interpersonal motive models is proposed and tested using effect sizes from 126,790 salesperson survey responses to advance theory development on our understanding of how SO and CO behaviours affect organizations. Findings show that adaptive selling mediates the impact of both SO and CO which has important practical implications for hiring and training salespeople. Furthermore, this study shows that goal orientations are antecedents of SO and CO and that the impact of SO on job performance varies by customer type.