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.     

Discriminability between alternatives in a switching-key concurrent schedule

Six pigeons were trained to discriminate between two intensities of white light in a symbolic matching-to-sample procedure. These stimuli were then used to signal which schedule was available on the main key in a switching-key concurrent schedule. The concurrent schedules led to a symbolic matching-to-sample phase in which the subject identified the concurrent schedule to which it last responded before a reinforcer could be obtained. The concurrent schedules were varied across conditions. Discriminability, measured during the symbolic matching-to-sample performance, was high throughout and did not differ across the two procedures. Performance in the concurrent schedules was like that typically obtained using these schedules. Delays were then arranged between completion of the concurrent schedules and presentations of the symbolic matching-to-sample phase. A series of conditions with an intervening delay of 10 s showed that both concurrent-schedule performance and symbolic matching-to-sample performance were affected by the delay in a similar way; that is, choice responding was closer to indifference.     

Effects of modelling on children''s pretend play

The effects of modelling on pretend play were studied in children between 2.6 and 3.6 years of age by examining changes both in the action and language-based expressions of pretending. Three modelled scenes were demonstrated with the same realistic toys used by the child in the pre-modelling phase. The results gave support to the idea of the effectiveness of modelling. The effects of the modelled scenes were clearest among children whose pre-modelling play consisted of object-centred actions including few of pretending. The post-modelling play of this subgroup showed better quality of action and language categories and integration measures. Among the decentred players no significant action benefit could be achieved. This might have been an outcome of the contextual limits of the toy material and of the drop of play motivation caused by the model interruption. However, these children expressed verbal pretending revealing significant pre-post effects for inventive utterances.     

Working with patients with disruptions in symbolic capacity1

This article focuses on understanding and working with patients who have poorly developed symbolic capacity, or for whom symbolic capacity has been disrupted due to trauma, particularly as it pertains to the use of reverie and interpretation in the analytic process. Many patients who present for Jungian analysis will initially present with deficits in symbolic functioning. This situation results in necessary limitations or modifications in utilizing traditional Jungian techniques such as dream analysis, active imagination, sand tray and other expressive art techniques. The initial phase of analytic work with these patients requires a focus on developing their symbolic capacity before traditional Jungian techniques can be utilized effectively. During the paper Jung's concept of ‘the symbolic attitude’ will be examined as well as the conceptual models of Wilfred Bion and other post-Bionians who outline theories and method for cultivating symbolic capacity and reflective functioning in patients for whom these capacities are impaired or poorly developed.     

The effect of COVID-19 on home advantage in high- and low-stake situations: Evidence from the European national football competitions

The Covid-19 pandemic has significantly altered the way sporting events are observed. With the absence or limited presence of spectators in stadiums, the traditional advantage enjoyed by home teams has diminished considerably. This underscores the notion that the support of home fans can often be considered a key factor of the home advantage (HA) phenomenon, wherein teams perform better in front of their own supporters. However, the impact of reduced attendance on games with higher stakes, as opposed to low-stakes friendly matches, remains uncertain. In this study, we investigate the recently concluded European football championship (EURO 20), wherein several teams had the advantage of playing at home in high-stakes games with only one-third of the stadium capacity filled. Firstly, we demonstrate that the Covid-19 restrictions, leading to reduced fan attendance, resulted in a nearly 50% decrease in HA compared to the HA exhibited by the same teams during the qualification stage preceding EURO 20, even after accounting for team strength. Secondly, we show that while low-stakes friendly matches generally exhibit a smaller overall HA compared to high-stakes games, the absence of fans led to a similar reduction in HA during the low-stakes matches. Utilizing the recently developed Home Advantage Mediated (HAM) model (Bilalić, Gula, & Vaci, 2021, Scientific Reports, 21558), we were able to attribute the reduction in both high- and low-stakes games to poorer team performance, with no significant contribution from referee bias.     

The significance of unusual acts in sexual homicide

In addition to being an unusual form of crime, sexual homicide (SH) sometimes includes unusual crime scene behaviours, such as carving on the victim, evisceration (i.e., removal of internal organs), skinning the victim, cannibalism and vampirism. The current study investigates these unusual crime scene behaviours to better understand their meaning as well as to explore whether such behaviours are associated with a specific crime-commission process. Using a sample of 762 SH cases, the study uses a combination of chi-square and stepwise forward logistic regression analyses to identify the differences between cases with and without unusual acts. Findings reveal that SH cases with unusual acts present a specific crime-commission process. This crime-commission process is characterised by a greater level of sadism—as demonstrated by the presence of mutilation and foreign object insertion—as well as a greater level of organisation from the selection of a contact location where the risk of being seen or heard was low. These findings provide a better understanding of these behaviours and could help investigators facing such cases.     

Self-control: An integrative framework

Research on self-control has flourished within the last two decades, with many researchers trying to answer one of the most fundamental questions regarding human behaviour—how do we successfully regulate desires in the pursuit of long-term goals? While recent research has focused on different strategies to enhance self-control success, we still know very little about how strategies are implemented or where the need for self-control comes from in the first place. Drawing from parallel fields (e.g., emotion regulation, health) and other theories of self-regulation, we propose an integrative framework that describes self-control as a dynamic, multi-stage process that unfolds over time. In this review, we first provide an overview of this framework, which poses three stages of regulation: the identification of the need for self-control, the selection of strategies to regulate temptations, and the implementation of chosen strategies. These regulatory stages are then flexibly monitored over time. We then expand this framework by outlining a series of growth points to guide future research. By bridging across theories and disciplines, the present framework improves our understanding of how self-control unfolds in everyday life.