Bridging Research and Practice: How Sales Training Can Contribute to New Product Launch Success

This study demonstrates how academicians and practitioners can work together on an important topic that matters to organizational performance: the pivotal role played by salespeople during new product launches. In particular, the authors present three potential interventions that training and sales managers may use to sell a new product to salespeople. The results legitimatize the critical contribution of sales training to new product sales performance and highlight the value of the partnership between training professionals and sales managers.     

Biomechanics of aggressive inline skating: landing and balancing on a grind rail

Currently, only epidemiological injury data have been reported for the new extreme sport of aggressive inline skating, or trick skating. No studies have examined the biomechanics of this sport, which involves repetitive jumping and landing from railings, ramps, and ledges, often over 1 m in height. We present results of a pilot study that examined the effect of skater experience and lower extremity biomechanics on energy absorption ability, and observed balance strategies used during two basic tricks. In these tricks, the skater jumps onto an elevated rail and maintains balance while standing in a single position (stall) or sliding along the rail (grind). Lower extremity joint kinematics, impact force characteristics, and general movement behaviours were examined during landing and balance phases. Ten male skaters performed ten stalls and ten frontside grinds on an instrumented grind rail, capable of measuring vertical force. Vertical impact force was found to decrease with increasing skater experience in stalls (r = -0.84, P = 0.002) and grinds (r = -0.84, P = 0.009). This might imply that less-experienced skaters are (subconsciously) more concerned about maintaining balance than refining technique to minimize impact force. Similar to drop landing experiments, peak impact force decreased with increasing knee flexion during stalls (r = -0.65, P = 0.04). During stalls, skaters demonstrated classic balance maintenance strategies (ankle, hip, or multi-joint) depending on trick length. During grinds, skater centre of mass never passed over the rail base of support, suggesting the use of momentum produced from obliquely approaching the rail.     

Effect of a pedometer-based intervention on daily step counts of community-dwelling older adults

This study investigated the effect of a 12-week pedometer-based intervention on daily step counts of 147 older adults randomly assigned to an intervention or wait-list control group (M age = 72.9 years, SD = 8.8). The intervention group significantly increased their daily step counts after 12 weeks (M=639, SD=2239) and continued to significantly increase during a 12-week maintenance period (M=680, SD=1721). The control group exhibited no change during the control period (M = -393, SD=2050) but had a significant increase in daily step counts (M=1580, SD=2305) when enrolled in the intervention. The pedometer-based intervention was effective in increasing participants' daily step counts.     

Humility & Humiliation: The Transformation of Franciscan Humour,c.1210–1310

Humiliation and self-ridicule worked as surprisingly important tools of evangelical outreach in the first decades of the Franciscan Order (c.1210–50). According to early Franciscan texts such as the Assisi Compilation (c.1240s) and Jordan of Giano’s Chronica (c.1260), St Francis and his earliest followers sought to win supporters by stripping naked in public, mocking learned preachers and ludicrously imitating animals. Yet within a few decades of the founder’s death this type of humour had been erased from Franciscan texts. Chronicles now omitted references to Francis’s laughter, while humiliating behaviour came to be condemned by Franciscan preachers, chroniclers and theologians alike. From being a means of undermining dignity and reason, joking was now instead celebrated as a tool of upholding these very same values. Describing the nature of this shift, and contextualising it within the evolving institutional priorities of the Franciscans under the leadership of Bonaventure (d.1274), this article will complicate debates about the development of medieval humour, while also reflecting on laughter’s role as a means of resistance to the significant social and cultural upheavals of the 1200s.     

Gender differences in motivation and strategy use in science: Are girls rote learners?

This study explored Ridley and Novak's (1983) hypothesis that gender differences in science achievement are due to differences in rote and meaningful learning modes. To test this hypothesis, we examined gender differences in fifth- and sixth-grade students' (N = 213) self-reports of confidence, motivation goals (task mastery, ego, and work avoidance), and learning strategies (active and superficial) in whole-class and small-group science lessons. Overall, the results revealed few gender differences. Compared with girls, boys reported greater confidence in their science abilities. Average-achieving girls reported greater use of meaningful learning strategies than did their male counterparts, whereas low-ability boys reported a stronger mastery orientation than did low-ability girls. The results further showed that students report greater confidence and mastery motivation in small-group than whole-class lessons. In contrast, students reported greater work avoidance in whole-class than small-group lessons. In general, the findings provide little support for Ridley and Novak's hypothesis that girls tend to engage in rote-level learning in science classes. Differences in self-reports of motivation and strategy-use patterns were more strongly related to the student's ability level and to the structure of learning activities (small group vs. whole class) than to gender. © 1996 John Wiley & Sons, Inc.     

The need-threat analysis: A scoring system for the children's apperception test

The study of childhood stress provides a useful perspective for assessing children's emotional status. Thematic projective techniques, like the Children's Apperception Test (CAT), may be useful in exploring children's perception of stress. For this purpose, a need-threat analysis is recommended to identify those underlying needs and threats that are likely to make a particular event or situation important, and hence potentially stressful, to an individual child. This paper introduces a scoring system for the CAT based on the analysis of thematic data in terms of five need-threat binaries, which serve as scoring categories. Preliminary data on reliability are presented.     

Pauahi Bishop Museum: A Hawaiian Museum—Challenging the Past to Face the Future

Bishop Museum has been the focus of attention in Hawaiì and the mainland for its changes in direction from a traditional natural history museum to an entrepreneurial science learning center. Attention has focused on how well the museum, in changing its direction, serves its communities, especially its the Native Hawaiian community, and whether it should be undertaking contract research projects and contract public programs in partnership with hotels and other commercial businesses. The author, involved in a key role in several projects representing this change in direction, discusses controversial projects associated with repatriation, contract archaeology, and exhibits. The projects are described within the context of the museum's history as a Hawaiian institution. The controversies are then examined in terms of how the museum managed them and in so doing, how it met its mission of education and service. As we enter the twenty-first century, our ability to work with the community, especially the Native Hawaiian community, and remain financially viable will determine how we fare.     

Evening electronic device use and sleep patterns in athletes

The present study aimed to investigate pre-sleep behaviours (including evening electronic device use) and sleep quantity in well-trained athletes. Seventy well-trained athletes (44 females, 26 males) aged 21 ± 4 y from a range of team and individual sports were asked to complete an online sleep diary for 7 days. The sleep diary included questions about pre-sleep behaviours (e.g. napping, caffeine intake), electronic device use in the 2 h prior to bedtime (e.g. type of device and duration of use) and sleep (e.g. time in bed, sleep onset latency). On average, athletes spent 8:20 ± 1:21 h in bed each night. Associations between age, time in bed and sleepiness suggested that younger athletes spent more time in bed (B = -0.05, p = 0.001) but felt sleepier (r = -0.32, p < 0.01) than older athletes. On average, athletes mostly used electronic devices for 0–30 min prior to sleep. The use of multiple devices in the evening was associated with more perceived difficulty in falling asleep (B = 0.22, p = 0.03), but no associations existed with other sleep variables. In summary, younger athletes may require later start times or improved sleep quality to resolve excessive sleepiness.     

Predicting infant outcome in families of employed and nonemployed mothers

Differences in infant outcome, predictor variables, and their relationships were explored as a function of maternal employment. Thirty 18-month-olds and their mothers were studied. Child intelligence, attachment security, and dependency were measured, as well as frequency of stressful events in the mother's life, quality of the parents' marital relationship, frequency of the mother's social contacts, and extent of the mother's emotional and parenting supports. Also included were the mother's ability to cope; satisfaction with emotional, parenting, and child care supports; and role satisfaction. For children of employed mothers, attachment and dependency were negatively correlated; securely attached children showed less dependency behavior. For employed mothers, satisfaction with child care and frequent social contacts predicted secure child attachment. Satisfaction with child care, role satisfaction, and ability to cope were strongly interrelated. For nonemployed mothers, maternal coping predicted attachment security, while frequent social contacts predicted greater child dependency. Predictors of child outcome were highly interrelated for nonemployed mothers, with satisfaction with emotional supports playing a pivotal role. These differences suggest that different models to predict infant outcome in employed and nonemployed mother families may be appropriate.     

Effects of heat acclimation on hand cooling efficacy following exercise in the heat

This study examined the separate and combined effects of heat acclimation and hand cooling on post-exercise cooling rates following bouts of exercise in the heat. Seventeen non-heat acclimated (NHA) males (mean ± SE; age, 23 ± 1 y; mass, 75.30 ± 2.27 kg; maximal oxygen consumption [VO₂ max], 54.1 ± 1.3 ml·kg^?1·min^?1) completed 2 heat stress tests (HST) when NHA, then 10 days of heat acclimation, then 2 HST once heat acclimated (HA) in an environmental chamber (40°C; 40%RH). HSTs were 2 60-min bouts of treadmill exercise (45% VO₂ max; 2% grade) each followed by 10 min of hand cooling (C) or no cooling (NC). Heat acclimation sessions were 90–240 min of treadmill or stationary bike exercise (60–80% VO₂ max). Repeated measures ANOVA with Fishers LSD post hoc (α < 0.05) identified differences. When NHA, C (0.020 ± 0.003°C·min^?1) had a greater cooling rate than NC (0.013 ± 0.003°C·min^?1) (mean difference [95%CI]; 0.007°C [0.001,0.013], P = 0.035). Once HA, C (0.021 ± 0.002°C·min^?1) was similar to NC (0.025 ± 0.002°C·min^?1) (0.004°C [?0.003,0.011], P = 0.216). Hand cooling when HA (0.021 ± 0.002°C·min^?1) was similar to when NHA (0.020 ± 0.003°C·min^?1) (P = 0.77). In conclusion, when NHA, C provided greater cooling rates than NC. Once HA, C and NC provided similar cooling rates.