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 role of vital exhaustion in predicting the recurrence of vascular events: A longitudinal study

Background/objective

The aim of this study was to examine the role of vital exhaustion in predicting the recurrence of vascular events.

繁殖群中婴幼川金丝猴社会关系发展的个案研究

使用瞬时取样法,对繁殖笼内出生的两只婴幼川金丝猴进行连续22个月的行为记录。结果表明,川金丝猴婴猴断乳大约在19—20月龄;断乳表现为母婴之间矛盾冲突的过程;群内其他雌性对初生婴儿表现出明显的抢婴、护婴和育婴行为;父亲对婴幼猴表现出接纳和容忍的态度;婴儿在断乳前是群内全体成员保护和爱护的对象,以后开始进入社会关系网,受到成年个体的责备,但很轻微;雌性幼猴在32月龄时尚未被记录到对群内成员表现威胁、蜷缩和匍伏等行为模式。     

Redundancy analysis for qualitative variables

Redundancy analysis (also called principal components analysis of instrumental variables) is a technique for two sets of variables, one set being dependent of the other. Its aim is maximization of the explained variance of the dependent variables by a linear combination of the explanatory variables. The technique is generalized to qualitative variables; it then gives implicitly a simultaneous optimal scaling of the dependent, qualitative variables. Examples are taken from the Dutch Life Situation Survey 1977, using Satisfaction with Life and Happiness as dependent variables. The analysis leads to one well-being scale, defined by the explanatory variables Marital status, Schooling, Income and Activity.The views expressed in this paper are those of the author and do not necessarily reflect the policies of the Netherlands Central Bureau of Statistics.     

Empirical tests of scientific realism: A quantitative framework

The scientific realism debate in philosophy of science raises some intriguing methodological issues. Scientific realism posits a link between a scientific theory's observational and referential success. This opens the possibility of testing the thesis empirically, by searching for evidence of such a link in the record of theories put forward in the history of science. Many realist philosophers working today propose case study methodology as a way of carrying out such a test. This article argues that a qualitative method such as case study methodology is not adequate for this purpose, for two reasons: to test scientific realism is to pose an effects-of-causes question, and observational and referential success are quantities that theories possess to a greater or lesser degree. The article concludes that an empirical test of scientific realism requires a quantitative method.     

Police,courts, and corrections: Experiences of procedural injustice among Black adults

Racial disparities and a corresponding lack of trust have been documented within the criminal legal system. In response, criminal legal system actors have sought to strengthen the legitimacy of their agencies. However, legitimizing these agencies can be problematic. Some argue that the current criminal legal system continues the legacy of slavery and Jim Crow as Blacks are disproportionately policed and incarcerated. As a framework, procedural injustice can offer a unique backdrop and interrogate ways in which the criminal legal system engages in delegitimizing actions that provoke noncompliance and enable social control. Using a procedural injustice lens, this study examines how justice-involved Black adults experience mistreatment by justice system actors. Semistructured interviews were conducted with 84 Black adults in Newark and Cleveland. Study findings offer a comprehensive account of how participants experience procedural injustice as arrestees, defendants, and incarcerated persons. More specifically, participant narratives describe deliberately antagonistic, abusive, and dehumanizing treatment by justice-system agents—often depicted as racially motivated. Participant accounts also describe this mistreatment as occurring in a context of coercion and powerlessness and as being institutionally sanctioned. Implications for the preservation of racial hierarchies, research, practice, and community psychology are discussed.     

Vulnerable workers in insecure jobs: A critical meta-synthesis of qualitative findings

Job insecurity is a widespread workplace stressor that has been extensively investigated using quantitative approaches. With the use of a critical organisational psychology framework, we conducted a meta-synthesis of 20 qualitative studies to investigate the experience of job insecurity among vulnerable employee groups (i.e., women and immigrants). The qualitative meta-synthesis results suggest that there are meaningful differences. Specifically, whereas women were more concerned with and exposed to deteriorating working conditions, men experienced job insecurity as a threat to their identity. Among immigrants, the experience of job insecurity is viewed as largely intersecting with the legal system, impacting their ability to remain in their country and making them feel powerless. Thematic evidence also emerged regarding individual actions that participants use to attain security in contrast to corporate strategies that enhance job insecurity. We contribute to the critical organisational psychology literature by discussing how these results test common academic theories and neoliberal assumptions pervasive within the job insecurity literature: We highlight how organisations manufacture job insecurity, question the existence of harmonious social exchanges, discuss the use of job insecurity as a form of worker control, consider the role of the legal context in aiding worker exploitation and argue for an intersectional view of job insecurity.     

编码后奖赏影响基于议程的学习：奖赏预期和结果的作用

基于ABR模型考察奖赏预期和奖赏结果对不同难度词对记忆与元记忆的影响。结果发现：(1)限时学习条件下,奖赏结果促进不同难度词对记忆成绩和学习判断,奖赏预期仅提高简单词对的记忆成绩。(2)自定步调学习条件下,定时学习判断时奖赏结果仅影响学习判断;奖赏预期促进高难度词对的学习时间分配,从而提高记忆成绩和学习判断。(3)在自定步调学习时,奖赏预期超越难度成为影响学习时间分配的因素。以上结果表明,个体会综合奖赏预期、奖赏结果和难度构建学习议程,足够大的奖赏预期会超越难度成为议程构建的主导因素。但奖赏预期和奖赏结果对记忆成绩、学习时间分配和学习判断的影响受学习条件调节。     

“It's wrong to relax,you have to be on the go,go, go,all the time”: Emotional transformation in a case of emotion-focused therapy for generalised anxiety disorder

Generalised anxiety disorder (GAD) is a highly prevalent, chronic and impairing disorder. The aim of this study was to qualitatively describe the transformation in emotional processing across 16 sessions of a successful emotion-focused therapy (EFT) treatment for GAD. A theoretical framework derived from the EFT model of in-session emotional transformation proposed by Pascual-Leone and Greenberg was used as the basis for qualitative analysis. Additionally, the Classification of Affective Meaning States, the Client-Expressed Arousal Scale-III and the Client Emotional Productivity Scale-Revised were utilised by observer–raters to classify moment-by-moment shifts in client affective-meaning states, emotional arousal and emotional productivity. Results supported the emotion transformation model. The client presented in a state of poorly differentiated but highly aroused distress provoked by identifiable interpersonal and intrapersonal triggers. Emotional and behavioural avoidance provoked by fear of pain was evident. Accessing core pain and responding to attendant needs with compassion and protective anger was shown to facilitate the higher order emotional processing states of grief, relief and agency. Implications are proposed, including that addressing core emotional vulnerability may be a critical intervention in the successful treatment of GAD.     

Parents' perceptions of the quality of infant sleep behaviours and practices: A qualitative systematic review

A systematic review of qualitative studies was conducted to explore how parents perceive sleep quality in their infants aged 0–24 months and the factors that influence these perceptions. A systematic search of the databases Scopus, Embase, Cinahl, PsycInfo and MEDLINE, was undertaken to identify eligible peer-reviewed studies published between 2006–2021. Ten papers met inclusion criteria and were subsequently included in the review. Evaluation of papers with the Critical Appraisal Skills Programme qualitative checklist classified papers as weak, moderate or strong, with half considered strong. Thematic synthesis identified one superordinate theme, culture, and five interrelated subordinate themes regarding how parents perceive their infant's sleep and the factors that may influence these perceptions. These themes were: (1) Infants physical and emotional comfort; (2) Beliefs regarding safety; (3) Parental and familial wellbeing; (4) Perceived degree of infant agency; (5) Influence of external beliefs and opinions. The findings from this review may assist practitioners in providing parents with personalized and culturally sensitive information regarding infant sleep and may also inform antenatal and early intervention practices, subsequently minimizing parental distress regarding infant sleep patterns.