Aging and the visual, haptic, and cross-modal perception of natural object shape

One hundred observers participated in two experiments designed to investigate aging and the perception of natural object shape. In the experiments, younger and older observers performed either a same/different shape discrimination task (experiment 1) or a cross-modal matching task (experiment 2). Quantitative effects of age were found in both experiments. The effect of age in experiment 1 was limited to cross-modal shape discrimination: there was no effect of age upon unimodal (ie within a single perceptual modality) shape discrimination. The effect of age in experiment 2 was eliminated when the older observers were either given an unlimited amount of time to perform the task or when the number of response alternatives was decreased. Overall, the results of the experiments reveal that older observers can effectively perceive 3-D shape from both vision and haptics.     

Creating research collaboration among the global community of sales scholars: key takeaways from the 2013 AMA faculty consortium

Within the contemporary business milieu, the discipline of selling and sales management has taken on a more prominent role in recent years. Myriad factors have contributed to the rise of interest in sales including globalization, technology, more sophisticated analytical approaches and new opportunities for co-creation of value between organizations and their customers. Over the past three decades, seven faculty consortia in sales have served as milestones to document the progress of the field, particularly the evolution of academic research. This article provides key takeaways from the most recent American Marketing Association (AMA) Faculty Consortium in Selling and Sales Management, which had the overarching goal of fostering new opportunities for building intercontinental research teams to effectively address the substantive issues for the future of the field.     

Sales Training and Education: Tracking Academic Research in Selling and Sales Management: Authors,Authorships, Academic Institutions,and Journals

This study examines and tracks the extent of selling and sales management research from 1993–1997. Two hundred and sixty- six published journal articles representing sixteen journals are examined to identify where and when selling and sales management researchers received their doctoral training, their employment location at time of publication, regional trends in the location of these researchers, and a count by-journal of selling and sales management articles that have appeared during the time period. A total of 280 individual authors from 175 different colleges and universities are included in the study. Overall, the general trends for scholarly activity in selling and sales management appear to be robust when compared to prior studies of sales research productivity.     

CRM in Sales-Intensive Organizations: A Review and Future Directions

With the advent of technology enabling greater customer tracking, more robust knowledge management, and direct customer communication, the implementation of customer relationship management (CRM) strategies has grown in importance with many implications for sales-intensive organizations. Implications of CRM strategy, analytical CRM, and operational CRM are discussed, particularly in terms of research opportunities. Although there are, no doubt, many other interesting and worthwhile research opportunities available, the nexus of technology, CRM, and sales-intensive go-tomarket strategies provide myriad opportunities for exciting research.     

Residual Effects of Slavery: What Clinicians Need to Know

Marriage and family therapists grapple with the intersection of societal influence and African American clients’ presenting problems. Questions include: what impact has the historical trauma of slavery had on African Americans and what are the clinical implications of this trauma? This paper reviews the literature on the various residual effects of slavery (RES) within the African American community. A case vignette and a broad discussion of therapeutic techniques will be used to highlight the clinical implications of RES.     

Residual Effects of Slavery: A Delphi Study

Slavery and its aftermath have created multiple challenges that are unique to the African American community. Although literature exists within other disciplines, no published empirical study within the marriage and family therapy literature has examined the residual effects of slavery. We used a modified Delphi methodology to explore the residual effects of slavery on African Americans and to determine resultant clinical implications. To obtain information from panelists who have expertise in this area, we conducted three rounds of data collection: an open-ended questionnaire, a Likert-scale questionnaire, and a round of in-depth interviews. Based on our analysis of the data collected, this empirical study describes the influence of the residual effects of slavery, implications for clinicians and directions for future research.

     

Sales scholarship: honoring the past and defining the future (Key takeaways from the 2018 American Marketing Association Faculty Consortium: New Horizons in Selling and Sales Management)

The American Marketing Association (AMA) Faculty Consortium: New Horizons in Selling and Sales Management (“New Horizons”) emphasized the historical foundation and evolution of the field and fulfilled the event’s traditional role of defining a future research agenda. Selling and sales management has witnessed dramatic changes since the last New Horizons event at Texas Christian University (TCU) in 2013. Going forward, the sales academic community aspires to better understand and explain the impact of changing technologies, machine learning, artificial intelligence, social media, big data, and 24/7 connectivity broadly on selling and sales management. This article provides the key takeaways from New Horizons 2018, briefly highlighting the history of the sales academy and identifying directions for future research that address the technological and other key changes and challenges impacting the field. Dating back to 1984, faculty consortia in selling and sales management have a long tradition of stimulating new insights leading to a cutting-edge research agenda and strong collaboration in executing that research. The New Horizons event in Boston in conjunction with the 2018 AMA Summer Academic Conference continued that tradition.     

Are sales as we know it dying … or merely transforming?

The world of sales research continues to transform as we move more into the world of social media. This article briefly examines a historical examination of sales research by decade and then presents a model of sales research needs going forward based on how social media is being implemented by selling and buying organizations. The model assumes that the selling process is incorporated within a social media world and elements within the model include the salesperson and sales center, the buyer and buying center, the use of artificial intelligence, the teleselling unit, the interaction between marketing and sales departments, and the methods of selling. Discussion follows the model, focusing on how social media is being used among and between units in the selling process. The discussion unfolds on three key parts of the sales equation: (1) the sales organization, (2) the buying organization, and (3) the interaction between marketing and selling departments. Research questions follow each of the three discussion sections.     

Toward a Shortened Measure of Adaptive Selling

This study investigates the psychometric properties of the adaptive selling scale (ADAPTS) developed by Spiro and Weitz (1990). A multiple industry sample of 1042 salespeople is employed, which provides the ability to more fully explore the dimensions of adaptive selling within a diverse cross-section of sales situations. An assessment utilizing confirmatory factor analysis suggests a shortened version of the scale consisting of five items that represent four of the facets originally proposed by Spiro and Weitz (1990). Based on its psychometric properties and measurement efficiency for business applications, this scale (labeled ADAPTS-SV, for shortened version) is recommended for future applications where appropriate.