Setting the sales budget: An exploratory study

This article explores how the sales budget is set in a business organization. Findings from a longitudinal participant observation study revealed that the sales budget is considered of great importance to the organization as sales estimates serve as premises for planning of production and supply and new product developments. It was observed that the sales budget was based on a narrow, inner-directed perspective, almost looking away from important environmental driving forces such as competitors and customers. The findings also showed that individuals involved in the sales budgeting process behaved opportunistically, influencing the budgetary process and outcomes. Theoretical and normative implications are highlighted.     

Future-event schemas and certainty about the future: automaticity in depressives' future-event predictions.

The proposition was tested that depressives make predictions about the future based on a pessimistic future-event schema. Participants varying in depression predicted whether positive and negative events would happen to them (or to an average person) in the future by pressing yes or no at a computer terminal as quickly as possible, either under a concurrent attentional load or under no such load. As hypothesized, depressives predicted more negative events and fewer positive events than did mild depressives or nondepressives and showed greater automaticity in their predictions. That is, the attentional load did not increase depressives' response latencies for either negative or positive events, even though it did so reliably for both mildly depressed and nondepressed individuals. Depressives may thus possess a highly developed future-event schema that operates efficiently in enabling future-event predictions.     

Limits of focused attention in three-dimensional space

The present experiment examined the shape of the attentional gradient in three-dimensional space. Subjects performed a response-compatibility task in which they were instructed to respond to a centrally located target and ignore flanking distractors. The irrelevant distractors were presented at combinations of seven different depths, three different horizontal separations, and three different vertical separations relative to the target. Depth was varied in a stereoscopic display viewed through polarized glasses. Overall, the size of the response-compatibility effect decreased with increased separation in all three dimensions. Interestingly, the response-compatibility effect was larger for horizontal separations than for vertical separations and was larger for crossed disparities than for uncrossed disparities. The results suggest an elliptical focus of attention, with steeper gradients in the vertical dimensions than in the horizontal dimensions. In addition, the results suggest, along the vertical dimension, a steeper gradient for objects located beyond the focus of attention relative to that for objects located between the observer and the focus of attention.     

Naming consistency in Alzheimer''s disease

Although lexical semantic deficits are postulated to play a prominent role in the anomia of Alzheimer's disease, it is unclear whether the primary disturbance is one of lexical access or one of lexical semantic loss. Response consistency on a naming task is one means of evaluating the underlying source of naming impairment. Access dysfunction usually implies variable word-finding difficulty, while a theory of lexical loss predicts that many word names would be consistently unavailable. Nineteen Alzheimer's disease patients were administered a visual confrontation naming task (the Boston Naming Test) on two occasions 6 months apart. Eighty percent of errors occurred consistently at both times; only 20% of errors occurred on only one occasion. Response consistency occurred significantly more often than expected under the assumption of no response consistency. Findings support the hypothesis that anomia in Alzheimer's disease is in part due to a loss of lexical semantic information.     

Residualanalysis in the polytomous rasch model

Residuals for check of model fit in the polytomous Rasch model are examined. Comparisons are made between using counts for all response pattern and using item totals for score groups for the construction of the residuals. Comparisons are also, for the residuals based on score group totals, made between using as basis the item totals, or using the estimated item parameters. The developed methods are illustrated by two examples, one from a psychiatric rating scale, one from a Danish Welfare Study.     

Reviews

Editor's note: The original edition of the book is (nearly) sold out, but a shortened, updated version will probably be published by Sage Publications, Thousand Oaks CA. Information can be obtained from: T.U.P., P.O. Box 90153, 5000 LE Tilburg, The Netherlands.     

Active control in interrupted dynamic spatial orientation: The detection of orientation change

Gibson (1966, 1979) suggested that an important property of perception is that the observer is active. Two experiments were conducted to examine the benefits of active observation in determining dynamic spatial orientation. Subjects were presented with displays simulating locomotion through a three-dimensional environment. Active observers continuously controlled locomotion, whereas passive observers viewed the display. During the trial, the display was blacked out for a brief period, followed by a static image that was at either the correct or the incorrect orientation following the blackout. Subjects were required to indicate whether they were positioned at the correct extrapolated orientation. The presence or absence of orientation change, the type of change (changes in rotation about the depth axis [roll], horizontal axis [pitch], or forward translation), the duration of the blackout, and the consistency of change were varied. In addition, the experiments used either a compensatory or a pursuit tracking task. Active observers had greater sensitivity than did passive observers in detecting a change for both tracking tasks. Subjects in both experiments exhibited greater sensitivity in detecting inconsistent changes (relative to consistent changes), suggesting that the dynamics specified by optical flow were incorporated in extrapolated orientation. In addition, sensitivity decreased with an increase in blackout duration. The results are discussed in terms of an extrapolation model of perception that incorporates the responses executed by active observers.