Can We Hear Silence?

Philosophia - We can hear silence because silence, an absence of sound, causes our hearing of it. Advocating this position, Roy Sorensen puts to use his own theory of the direct perception of...     

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.     

THE GOLEM LEGEND AND THE ENIGMA OF FACEBOOK

We are easily misguided as to the true nature of Facebook, and tend to treat it simply as a powerful technological instrument in the service of human intentions. We can, however, gain a better picture of it through recourse to the Jewish tradition of the golem, an image of human beings, created by them in a re-enactment of their own creation by God. It turns into a magic servant in modernity with an inherent dynamic running between its human and its subhuman characteristics. This dynamic is the main cause behind its becoming uncontrollable. In like manner, what is subhuman in Facebook serves its masters and functions under their total control, but also empowers Facebook's increasingly human operation, an algorithm-based capability which raises growing doubts about what counts as human. Facebook implies the crisis of humanity which coincides with the “death of God,” that is, the obsolescence of the idea of a divine creator.     

Does nondirectional signalization of target distance contribute to navigation in the Morris water maze?

The possibility that rats can navigate in the Morris water maze by reducing the difference between the memorized platform scene and the current sensory input was tested in nine blind rats. A computerized videosystem monitored the rats' movements in the pool and converted the rat-target distance into tones the frequency of which increased in 64 equal steps from 120 Hz at 128 cm to 7680 Hz at 0 cm. During 15 days of training to find a fixed platform position from different starting points (12 trials per day) average escape latencies decreased from 39.0 to 25.4 s. The performance significantly deteriorated when the acoustic distance signalization was omitted and/or when the target position was changed form trial to trial. It is concluded that blind rats solved the task by simultaneously employing search strategy based on position responses, mapping using acoustic background beacons, and distance reduction navigation. It is argued that the various strategies are additive and that their relative significance depends of the conditions of the experiment.     

Splitting visual space with attention

If a right-left spatial compatibility effect is observed, it can be maintained that the space has been segmented into right- and left-side parts. The present study aimed at showing a spatial compatibility effect (and, by implication, a right-left subdivision of space) solely attributable to the orienting of attention. Five groups of 8 normal subjects were required to give right-left discriminative responses to stimuli presented within one of six empty boxes arranged in a horizontal row. Reaction times and errors were recorded. The first two experiments showed that a right-left grouping of the boxes occurred regardless of whether subjects' fixation was kept at the intermediate position (Experiment 1) or at one extremity (Experiment 2) of the row. In Experiments 3 and 4, subjects' attention was not aligned with a fixed position but was moved, through peripheral cues, from trial to trial and positioned between different pairs of adjacent boxes. The results showed that the display was again subdivided into two regions and that the reference point for the right-left subdivision was the focus of attention. In Experiment 5, eye position was instrumentally monitored, and subjects' attention was directed by central cues. The results confirmed that the focusing of attention leads to a right-left partitioning of space, with the boundary at the locus of focal attention. In conclusion, we demonstrated, by employing a right-left spatial compatibility paradigm, that directing attention to a position in space brings about a right-left perceptual organization that predominates over that provided by the other egocentric reference axes.