On the nature of international sales and sales management research: a social network–analytic perspective

This research uses a combination of text mining, co-word analysis, and social network analysis (SNA) to review 132 international sales and sales management (ISSM) articles published between 1980 and 2017. The study provides a unique view of the past and future of ISSM research and provides three principal contributions. First, from a social network–analytic perspective, it offers a unique examination of the ways ISSM research topics are interconnected, as reflected by keyword network structure. Second, by conducting SNA across two periods (1980–1999 and 2000–2017) and examining the changes in network centrality measures, the study offers initial insights into the evolving nature of the ISSM literature. Third, the study reports keyword network disconnections (i.e., structural holes) to propose a fruitful agenda for future ISSM research. Taken together, this research offers a current perspective of the ISSM research domain's evolving nature.     

The secluded minds of violent patients

In this paper, I will present two violent patients suffering from severe Personality Disorders, illustrating the changes that can arise during the course of several years' psychoanalytic treatment in high security hospital. Progress was monitored using the Operationalised Psychodynamic Diagnostics (OPD) system. The clinical presentations will indicate how secluded these patients' minds are to themselves and to those involved in their care. The psychoanalytic treatment, as one part of the overall treatment, is described to show how the secluded parts of the patients'' minds can be approached, including references to the regular regressions that arise, provoked by ‘getting better’.     

Catch 22: the inflammatory nature of insight

I will describe a man I saw in psychoanalytic psychotherapy with a history of serious drug abuse and violent psychotic episodes. At the start of therapy my patient had little capacity to tolerate the anxiety, depression or the inevitable frustrations involved in facing reality. Over time and with the support of the therapy he was able to increase his capacity for self observation noticing the way he withdrew from the world of shared reality into psychotic states of mind in order to avoid painful feelings of rage, humiliation and shame. In the book ‘Catch 22?, Joseph Heller described the paradox of pilots who wish to claim insanity in order to avoid fatal flying missions, while the authorities maintain that in claiming insanity to avoid suicidal missions the individual demonstrates a sane awareness of the insanity of the missions! This insight is deemed to be evidence of the individual’s sanity and consequently their plea of insanity is denied. In this paper, I will show how Mr. A’s developing capacity for reflective functioning lead to a ‘Catch 22’ as the insight he needed as part of the process of recovery threatened to overwhelm him with depressing realities about the extent of his illness.     

From Noosphere to Theosphere: Cyclotrons, Cyberspace, and Teilhard's Vision of Cosmic Love

Two theme–setting quotations introduce this essay—that of Yeats's falcon, deaf to the falconer's call, adrift in space above the blood–dimmed tide, counterpoised to Pierre Teilhard de Chardin's call to abandon old nationalistic prejudices and build the earth. With primary references to the thought of Teilhard, along with, among others, to Ewert Cousins, Andrew M. Greeley, Karl Jaspers, Marshall McLuhan, Ilya Prigogine, Karl Rahner, Leonard Swidler, David Tracy, and Alfred North Whitehead, I argue that the most crucial intellectual paradigm shift of the twenty–first century will challenge humanity to take the turn from uncritical attachment to rigid absolutism or atomistic fragmentation toward a sense of open–ended, off–centered centeredness and fluid connections—from a static to a dynamic model of reality. Central to my argument is the Teilhardian reinterpretation of the Christian metaphors of creation, fall, incarnation, salvation, and the eschaton in the evolutionary terms of the emergence of cosmic consciousness from the chrysalis of the world of the past—from chaos to order, from biosphere via noosphere to theosphere. Facilitated by the exponential growth of populations, collaborative research, science, technology, and global communication (most dramatically manifested by the Internet), this emergent understanding of what it means to be human can, first, foster the awareness that in humanity evolution has become conscious of itself, and then, gradually, precipitate the formation of “the global village” (the mystical body of Christ), as respectful dialogue replaces diatribe and the dualistic pugilism of Samuel Huntington's “Clash of Civilizations” is gradually transformed into a nonadversarial mentality that values shared humanity and a common purpose. Thus, eons hence, empowered by love–energy, the transmutation of the human into the ultra–human can take the ultimate quantum leap into a yet higher dimension where spirit/energy is no longer in need of flesh/mass, and Earth can be safely left behind.     

In search of the ‘Aha!’ experience: Elucidating the emotionality of insight problem‐solving

Although the experience of insight has long been noted, the essence of the ‘Aha!’ experience, reflecting a sudden change in the brain that accompanies an insight solution, remains largely unknown. This work aimed to uncover the mystery of the ‘Aha!’ experience through three studies. In Study 1, participants were required to solve a set of verbal insight problems and then subjectively report their affective experience when solving the problem. The participants were found to have experienced many types of emotions, with happiness the most frequently reported one. Multidimensional scaling was employed in Study 2 to simplify the dimensions of these reported emotions. The results showed that these different types of emotions could be clearly placed in two‐dimensional space and that components constituting the ‘Aha!’ experience mainly reflected positive emotion and approached cognition. To validate previous findings, in Study 3, participants were asked to select the most appropriate emotional item describing their feelings at the time the problem was solved. The results of this study replicated the multidimensional construct consisting of approached cognition and positive affect. These three studies provide the first direct evidence of the essence of the ‘Aha!’ experience. The potential significance of the findings was discussed.     

A Self‐Report Measure of Productive Thinking in Solving Insight Problems

There is broad agreement among executives on the importance of innovation and creativity in organizations. The paper aimed to provide information on the effectiveness of a new cognitive style inventory, the Productive‐Reproductive Thinking Inventory (P‐R), in identifying people with creative problem‐solving potential. Participants completed the P‐R Inventory, Kirton's Adaption‐Innovation Inventory (KAI), the Assimilator‐Explorer Inventory, self‐rating of insight problem‐solving, and a battery of insight problem‐solving tasks under controlled conditions. The P‐R scale was a significant predictor of problem‐solving performance and insight self‐ratings and correlated significantly with KAI and AE scores. In addition, the results supported distinguishing two types of reproductive thinking which are differentially associated with insight performance. The distinction was supported by confirmatory factor analysis and structural equation models. Using controlled conditions may limit the generality of the findings and further research should be carried out in applied settings. The P‐R inventory is short and easily administered and may provide HR professionals with a useful screening tool for assessing creative problem‐solving potential. The measure differs from the KAI in several ways that may offer advantages for creativity researchers in that it is non‐proprietary, based on well‐established psychological constructs, and is more particularly applicable to insight problem‐solving.     

记忆的顿悟优势效应

记忆的顿悟优势效应指, 与加工非顿悟问题相比, 加工顿悟问题能够产生更优的记忆保持量。该效应在顿悟的两种操作性定义以及不同实验材料中稳定出现。基于顿悟阶段观, 研究者提出两种理论解释记忆的顿悟优势效应的认知机制：认知的生成效应和表征转化理论认为, 顿悟加工过程中的认知努力、适当迁移加工以及顿悟的表征转换加工促进记忆的保持效果; 情绪的“啊哈”体验理论认为, 加工顿悟问题后的情绪对后续的信息提取具有促进作用。未来的研究可从优化顿悟的指标、巩固记忆的顿悟优势效应、评估其持续性以及更加系统探讨记忆的顿悟优势效应的认知机制等四个方面展开。     

顿悟体验的特性、结构和功能基础

顿悟体验是伴随顿悟问题解决过程的心理和现象学体验,主要包含伴随题解闪现的啊哈体验和因思维定势自动激活而催生的僵局阶段体验。现有研究显示,顿悟体验可能是多类认知与情绪要素构成,兼具认知和情绪加工特性的多维复合体。加工流畅性可部分解释顿悟体验的产生机制,杏仁核、眶额区和脑岛等情绪和奖赏加工的脑区则可能是其脑功能基础。未来须用多元方法从新旧交替视角深化两阶段顿悟体验的研究。