The Impact of a Salesperson's In-House Conflicts and Influence Attempts on Buyer Commitment

This paper examines the link between a company's internal conflicts and its marketplace success. In particular, it examines how conflicts between a selling firm's sales and support personnel can lead to unintended variations in its external behavior and how these variations can affect the buyer's commitment. It also examines how salespeople may use a variety of informal influence tactics to moderate the impact of these conflicts on the firm's behavior. These relationships are tested using regression analysis and data from separate samples of sales and purchasing professionals. The data support the position that internal goal conflicts lead to variations in the firm's external behavior, that this relationship is moderated by a salesperson's use of influence tactics, and that these variations have a direct effect on the buyer's commitment.     

Walking Before and During a Sea Voyage

Stationary and moving surfaces impose different constraints on walking. In this study we investigated within-participants differences between walking on a ship before (at the dock) and during (at sea) a sea voyage. Four individuals participated in the study. While on the ship they wore a tri-axial accelerometer (ActiGraph GT3X+; ActiGraph LLC, Pensacola, FL) on their waists. Activity data were sampled at 30 Hz. Data were collected on the day before the voyage began and on several days at sea. The number of steps per day was greater at the dock than at sea. The net resultant force per day also was greater at the dock than at sea. However, resultant force per step was greater at sea (79.97 ± 8.50 vector magnitude counts/step) than on land (62.94 ± 10.03 vector magnitude counts/step). In addition, we observed variations in resultant force per step across days at sea. Ship motion decreased overall activity but increased the force per step.     

Behavioural group therapy for obsessive-compulsive disorder in Norway. An open community-based trial

The aim of the current study was to test the effectiveness of ERP-based 12 weeks group therapy for OCD patients in a community-based, general Norwegian outpatient clinic. The sample consisted of 54 patients diagnosed with OCD. The Yale-Brown Obsessive-Compulsive Scale (Y-BOCS), the Beck Depression Inventory (BDI) and the Spielberger State Anxiety Inventory (STAI-S) were administered before treatment, after treatment and at 3- and 12-month follow-ups. Analyses with mixed models for repeated measurements showed that group behavioural therapy offered to OCD patients significantly improved ratings of obsessive-compulsive symptoms, depression and anxiety. These improvements were maintained at 3- and 12-month follow-ups and an additional reduction in obsessive-compulsive symptoms was observed from post-treatment to 3-month follow-up. However, the delayed effect of therapy was no longer present at 12-month follow-up. The results also revealed that the patients had a lower chance for an increased outcome category (e.g. from unchanged to improved or recovered) with high scores on STAI-S at the given observation times (post-treatment, 3- and 12-months follow-ups). Depressive symptoms (BDI) at post-treatment and follow-ups had no significant influences on the three categories of outcome for OCD. In conclusion, the results indicate that behavioural group therapy can successfully be delivered to patients with considerable comorbidity in a real world setting conducted by therapists with limited training in the CBT.     

Interhemispheric EEG activity in normal and aphasic adults.

EEG recordings were obtained from 10 normal and 10 aphasic adults while they participated in behavioral tasks and a no performance condition. Interhemispheric asymmetry and average activity at 5 to 15 Hz in each hemisphere were compared between groups and among tasks. Asymmetry during behavioral tasks did not differ significantly between groups or among tasks, however, aphasic patients showed a significant decrease in average activity at 5 to 15 Hz on the behavioral tasks compared with the level for a non performance condition. Test-retest reliability was poor for asymmetry but acceptable for average activity at 5 to 15 Hz. Finally, asymmetry was significantly related with severity of aphasia.     

The relationship of limb apraxia severity to motor and language deficits

Ipsilateral motor and symbolic/linguistic skills were examined in normals and three left hemisphere damaged groups with no, mild, or moderate-severe limb apraxia. When the two apraxic groups were pooled they demonstrated poorer response inhibition and reading relative to the nonapraxic group. There were no significant group differences on motor or language tasks when the three brain damaged groups were separately compared. These results indicate there is a limited relationship between limb apraxia and some motor and linguistic skills, but the relationship was not greater for motor than linguistic skills.     

The role of early maladaptive schemas in predicting exposure and response prevention outcome for obsessive-compulsive disorder

This is the first study that explores whether early maladaptive schemas are related to treatment outcome for patients with obsessive-compulsive disorder (OCD). The sample consisted of 88 outpatients with a diagnosis of OCD who completed exposure and response prevention treatment. The Yale-Brown Obsessive-Compulsive Scale (Y-BOCS), the Beck Depression Inventory and Young Schema Questionnaire – Short Form were administered before and after treatment. Regression analyses using post-treatment Y-BOCS as the dependent variable indicated that higher scores on the abandonment schema at pre-treatment were related to poor outcome and explained 7% of the variance in symptoms at post-treatment. Higher scores on the self-sacrifice schema at pre-treatment were related to good outcome and explained 6% of the variance in obsessive-compulsive symptoms at post-treatment. During treatment, only changes in the failure schema were significantly related to good outcome and explained 18% of the variance in symptoms at post-treatment.     

Impaired sensitivity to dynamic stimuli in poor readers of a regular orthography

The mappings from grapheme to phoneme are much less consistent in English than they are for most other languages. Therefore, the differences found between English-speaking dyslexics and controls on sensory measures of temporal processing might be related more to the irregularities of English orthography than to a general deficit affecting reading ability in all languages. However, here we show that poor readers of Norwegian, a language with a relatively regular orthography, are less sensitive than controls to dynamic visual and auditory stimuli. Consistent with results from previous studies of English-readers, detection thresholds for visual motion and auditory frequency modulation (FM) were significantly higher in 19 poor readers of Norwegian compared to 22 control readers of the same age. Over two-thirds (68.4%) of the children identified as poor readers were less sensitive than controls to either or both of the visual coherent motion or auditory 2Hz FM stimuli.     

The role of the hemispheres in closed loop movements

The purpose of these experiments was to determine if the two hemispheres play different roles in controlling closed loop movements. Subjects were asked to move to a narrow or wide target in the left or right hemispace. Reaction time (RT) was faster for the left arm of normals, only in the right hemispace, but there were no differences between arms in movement execution. Right but not left hemisphere stroke (CVA) patients showed longer RTs for the contralateral but not ipsilateral arm. The right CVA group's ipsilateral movement, especially to narrow targets was less accurate. The left CVA group's RT did not benefit from advanced information, but ipsilateral movement execution was normal. These results were discussed in terms of inter- as well as intrahemispheric control of programming and execution of closed loop movements.     

Skill learning in the elderly: diminished implicit and explicit memory for a motor sequence.

Explicit and implicit memory for a cognitive-motor sequence was studied in elderly and young adults. Implicit memory was examined in a serial reaction-time paradigm in which sequences of hand postures repeated cyclically, then shifted to random sequences. Two control groups received random sequences throughout. Movement times (MTs) across the first 4 blocks did not improve more in the elderly-repeated than in the elderly-random group. In contrast, the young-repeated group showed greater improvement in MT across these blocks than the young-random group. MT was less affected in the elderly than in the young by shifts between repeated and random sequences, indicating impaired implicit memory. Explicit memory, which was assessed by free recall and cued recall, also was impaired in the elderly. Diminished implicit memory in the elderly could not be explained solely by the possible intrusion of conscious recollection strategies.