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.     

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.     

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.     

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.     

The effect of gender and time-of-day on time perception and mental workload

Two experiments are reported which investigated how subject gender and time-of-day influenced the estimation of duration and the perception of task-related mental workload. In the first experiment, 24 subjects performed a filled time-estimation task in a constant blacked-out, noise-reduced environment at 0800h, 1200h, 1600h, and 2000h, respectively. In the second experiment, 12 different subjects performed an unfilled time estimation task in similar conditions at 0900h, 1400h, and 1900h. At the termination of all experimental sessions, participants completed the NASA Task Load Index workload assessment questionnaire as a measure of perceived mental workload. Results indicated that physiological response, reflected in body temperature change, followed an expected pattern of sequential increase with time-of-day. However, estimates of duration and the perception of mental workload showed no significant effects for time-of-day. In each of the experiments there were significant differences in time estimation and mental workload response contingent on the gender of the participant. These results are interpreted in light of the previous positive findings for circadian fluctuation in performance efficiency and the equivocal findings of a gender difference in time estimation. A unifying account of these collective results is given based on gender by time-of-day interactional effects. An earlier version of this paper was presented at the 32nd Annual Meeting of the Human Factors Society, Anaheim, CA, October, 1988.     

The effect of gender and time-of-day on time perception and mental workload

Two experiments are reported which investigated how subject gender and time-of-day influenced the estimation of duration and the perception of task-related mental workload. In the first experiment, 24 subjects performed a filled time-estimation task in a constant blacked-out, noise-reduced environment at 0800h, 1200h, 1600h, and 2000h, respectively. In the second experiment, 12 different subjects performed an unfilled time estimation task in similar conditions at 0900h, 1400h, and 1900h. At the termination of all experimental sessions, participants completed the NASA Task Load Index workload assessment questionnaire as a measure of perceived mental workload. Results indicated that physiological response, reflected in body temperature change, followed an expected pattern of sequential increase with time-of-day. However, estimates of duration and the perception of mental workload showed no significant effects for time-of-day. In each of the experiments there were significant differences in time estimation and mental workload response contingent on the gender of the participant. These results are interpreted in light of the previous positive findings for circadian fluctuation in performance efficiency and the equivocal findings of a gender difference in time estimation. A unifying account of these collective results is given based on gender by time-of-day interactional effects. An earlier version of this paper was presented at the 32nd Annual Meeting of the Human Factors Society, Anaheim, CA, October, 1988.     

Are words represented by nodes?

Semantic priming in a lexical decision task was investigated with concurrent pretarget and posttarget primes. The posttarget prime also served as a pattern mask of the lexical decision target. Forward priming is defined as the presence of a semantically related pretarget prime and an unrelated posttarget prime. Backward priming is defined as the presence of a semantically related posttarget prime and an unrelated pretarget prime. Forward and backward priming were compared both when the nonword foils were "legal" and when they were "illegal" with respect to English orthography. Predictions were derived for two general approaches to word recognition: spreading-activation and expectancy-set theories. Both approaches assume that word representations occupy distinct, nonoverlapping locations in memory. Backward-prime facilitation was equivalent to forward-prime facilitation when nonword foils were illegal; however, backward-prime facilitation was not significant when nonword foils were legal. These results challenge both approaches. The proposed solution uses semantic-space (distributed) representations that are functionally unitized by a resonant matching (verification) process.     

Cognitive mechanisms mediating the biasing effects of leader sex on ratings of leader behavior

The present study examined the effects of the sex of the leader, the sex of the rater, and the temporal position of leader performance information on ratings of leader behavior. Male and female subjects listened to an audiotape of a male or female leader and then rated the leader's initiating structure and consideration behaviors. The position of the leader performance information was manipulated by describing the leader as successful before or after raters listened to the audiotape or not presenting raters with the performance information. Analyses indicated that the sex of the leader and/or sex of the rater biased ratings of initiating structure when the performance information was presented after the audiotape and when no leader performance information was presented. Consideration ratings were affected only by the position of the leader performance information. The results are interpreted within a cognitive/implicit sex theory framework. Implications for leadership research are also discussed.Portions of the data analyzed in this study were collected by the second author as part of a master's thesis directed by Joseph A. Sgro.