Manager–salesperson congruence in customer orientation and job outcomes: The bright and dark sides of leadership in aligning values

To create customer-oriented organizations, managers are often asked to promote a values-based vision. Yet, many managers struggle with transferring their values to employees making strategic value changes difficult. Despite this challenge, research has yet to demonstrate how managers effectively align values within the sales force, or the impact alignment has on job outcomes. Therefore, we develop and empirically test a conceptual framework to examine the role of transformational leadership in aligning salesperson customer orientation (CO) values. We find that transformational leadership is a strong mechanism in creating perceived value congruence, yet may have a surprising dark side. Results suggest that transformational managers achieve congruence by raising or, contrary to conventional wisdom, lowering salesperson CO values to meet the perceived values of the manager. Response surface modelling results support the importance of perceived manager values. Customer-oriented salespeople have higher job satisfaction and sales performance when they perceive their manager to also have high CO. When values are misaligned, job satisfaction increases more for low CO salespeople as perceptions of manager CO increase. Exploratory findings show that performance was higher under situations of perfect alignment but also under severe misalignment suggesting that values generate performance under complementary or supplementary conditions.     

Evaluating the effect of educational media exposure on aggression in early childhood

Preschool-aged children (M = 42.44 months-old, SD = 8.02) participated in a short-term longitudinal study investigating the effect of educational media exposure on social development (i.e., aggression and prosocial behavior) using multiple informants and methods. As predicted, educational media exposure significantly predicted increases in both observed and teacher reported relational aggression across time. Follow-up analyses showed that educational media exposure also significantly predicted increases in parent reported relational aggression across more than a two year period. Results replicate and extend prior research that has demonstrated links between educational media exposure and relational aggression, but not physical aggression, during early childhood.     

Research Ethics in a Business School Context: The Establishment of a Review Committee and the Primary Issues of Concern

This paper describes the establishment of and the issues experienced by the Research Ethics Committee (REC) of a Business School within a University in Ireland. It identifies the issue of voluntarily given informed consent as a key challenge for RECs operating in a Business School context. The paper argues that whilst the typology of ethical issues in business research are similar to the wider social sciences, the fact that much research is carried out in the workplace adds to the complexity of the REC deliberations. The use of deception in the design of research studies, pestering the local community and the potential for harm to the researcher are also discussed briefly in the context of business research. The experiences of the authors’, two of whom have served as respective chairpersons of the business school REC since its inception in addition to being members of the university level REC, inform the discussion.     

Cognitive problem-solving and life event correlates of depressive symptoms in children

This study examined the relationship between a number of cognitive problem-solving and life event variables and depressive symptoms in a sample of non-referred grade school children. The results indicated that higher levels of depressive symptoms were associated with an external locus of control, increased levels of objective and subjective life stress, and lower performance levels on an impersonal problem-solving task. Level of depressive symptoms was also found to be inversely related to socioeconomic status as measured by father's occupation. Contrary to prediction, no consistent relationship was found between depression and interpersonal problem-solving ability.This research is based on the first author's master's thesis submitted under the supervision of the second author to the Department of Psychology, University of Missouri-Columbia.     

Asthma-specific cognitions,self-focused attention,and fear of negative evaluation in adolescents and young adults diagnosed with childhood-onset asthma

The present study examined the impact of asthma-specific thought intrusion (TI) and thought suppression (TS) on two cognitive-affective variables (self-focused attention and fear of negative evaluation) among adolescents and young adults (AYAs) diagnosed with childhood-onset asthma. Participants were 290 AYAs who completed assessment questionnaires and participated in a written exercise electronically. Asthma-TI and TS were reported by participants following participation in a writing assignment. Asthma-TI was associated with increased private, public, and social anxiety self-focused attention, and greater fear of negative evaluation. Interestingly, asthma-TS was not associated with these same outcome variables. Findings suggest illness-specific cognitions are associated with cognitive-affective variables and it may be important to assess for illness-specific intrusive thoughts following asthma-focused medical appointments. Additionally, findings suggest the importance of assessing asthma-TI and TS separately in order to better understand thoughts about health and psychological functioning.     

Personal and Professional Development for Judges: The Institute for Faculty Excellence

This interview study describes the role that participation in the Institute for Faculty Excellence in Judicial Education (IFEJE) played in the personal and professional development of four judges. Judicial education is a relatively new field of adult and continuing professional education. There is limited literature devoted to this area of study outside of the arena of substantive legal or judging topics. Interviews served as the primary data source for this study along with program evaluations, photographs, and e-mail correspondence from Institute participants. The findings revealed that the combined safe environment, challenges, and support participants experienced at the Institute and learning about adult learning helped them: feel less isolated in their work; stretch their normal work boundaries resulting in the completion of projects for which they had great passion; and benefited them as judges, supervisors, teachers, and in other social relationships.     

The relative importance of responses to S+ and S- in simultaneous discrimination learning

Earlier research indicated that errors were more important in discrimination learning than correct responses (the Moss-Harlow effect). This conclusion was based on a variety of experimental designs each of which had basic methodological problems, usually involving novelty or order effects. A circular apparatus which allowed the simultaneous presentation of several different stimuli was used to study discrimination learning with S + and S - differentially weighted. It was found that variability in S - was more detrimental to discrimination learning than variability in S + although this finding depended on the presence of a constant stimulus. The results were interpreted as supporting the proposition that in discrimination learning rats learn more to avoid S- than to approach S+.