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.     

Long term marriages in Sweden: And some comparisons with similar couples in the United States

This international, five-country long term marriages study of couples who have been married, or unmarried and cohabiting, for 20 years or longer is designed to study, among other things, marital satisfaction. This first report of the Swedish part of the study reports on a Swedish version of the self-rating Dyadic Adjustment Scale (DAS) used to investigate self-rated marital satisfaction. The couples describe high marital satisfaction and a high sense of coherence (SOC) compared to other groups. Contrary to other studies, no differences were found between men and women regarding SOC. The differences between them, that describe high relative to low marital satisfaction, pertain to matters of recreation, sex, life philosophy, time spent together, and frequency of quarrels. The men reported greater marital satisfaction than the women.     

Disentangling Type A behavior: The roles of ambition,insensitivity, and anxiety

This study identified stable components of Type A behavior as usually defined, and examined their relationships with more traditional psychological constructs. Overall scores on the most popular Type A measure (a version of the Jenkins Activity Survey) were moderately associated with ambition but largely unrelated to measures of adjustment. An item analysis yielded subcomponents of Drivenness and Involvement. Drivenness was unrelated to ambition, but was positively related to anxiety and negatively related to interpersonal perceptiveness. Involvement was positively related to ambition and to interpersonal competence. It is suggested that the Jenkins Activity Survey measures a heterogeneous mixture of constructive commitment and self-defeating responses that clouds its psychological interpretation.     

Belief contraction without recovery

The postulate of recovery is commonly regarded to be the intuitively least compelling of the six basic Gärdenfors postulates for belief contraction. We replace recovery by the seemingly much weaker postulate of core-retainment, which ensures that if x is excluded from K when p is contracted, then x plays some role for the fact that K implies p. Surprisingly enough, core-retainment together with four of the other Gärdenfors postulates implies recovery for logically closed belief sets. Reasonable contraction operators without recovery do not seem to be possible for such sets. Instead, however, they can be obtained for non-closed belief bases. Some results on partial meet contractions on belief bases are given, including an axiomatic characterization and a non-vacuous extension of the AGM closure condition.     

Organization by modality,language, and category compared

Summary An experiment was presented to test a functionalistic interpretation of the modality effect. This shows a superior recall performance for auditorily as opposed to visually presented verbal information. A total of 60 subjects were presented with mixed-mode (auditory-visual words), mixed-language (Swedish-English words), or mixed-category (category-unrelated words) lists, and were asked to recall the words of each list in any preferred order. The degree of organization according to modality, language, or category and the recall performance were measured. Organization by modality was significantly higher than organization by language or category as predicted by the functionalistic view proposed. The recall performance obtained for auditory and visual words differed in a way predicted by the functionalistic view.     

Cultural changes (1986-96) in a Norwegian airline company

The purpose of the study was to investigate cultural changes in a Norwegian airline company over a time span of 10 years. A questionnaire including parameters characterizing culture was administered to air crews in 1986 (n = 137) and in 1996 (n = 50). The performance part of a simulator study in 1996 indicated a significant reduction in operational failures compared with the 1986 study. The data further demonstrated significant changes in cultural variables, such as reduced Dominance and Masculinity, and improved Social climate and Communication. The direction of change in scores on the cultural variables corresponded with the principles on which the remedial actions were based.     

Coherentist Contraction

A model of coherentist belief contraction is constructed. The outcome of belief contraction is required to be one of the coherent subsets of the original belief set, and a set of plausible properties is proposed for this set of coherent subsets. The contraction operators obtained in this way are shown to coincide with well-known belief base operations. This connection between coherentist and foundationalist approaches to belief change has important implications for the philosophical interpretation of models of belief change.