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.     

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.     

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.     

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.     

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.     

Lack of Relationship Between Functional and Perceived Quality of Life Outcomes Following Pulmonary Rehabilitation

Individuals with chronic obstructive pulmonary disease (COPD) have been shown to benefit from participation in pulmonary rehabilitation (PR) programs that include exercise training and education. Purpose: To examine the relationship between improvements in 6 minute walk distance and perceived quality of life in individuals with COPD following completion of a PR program. Methods: The records of 139 individuals completing a PR program (3 times a week for 8 weeks) were retrospectively examined. Prior to entry and upon completion of the program each individual completed a 6 minute walk test (6MWT), the SF-36 Health survey, and the UCSD Shortness of Breath Questionnaire (SOB). SF-36 results were analyzed according to 8 subscales [Physical Functioning (PF), Role Physical (RF), Bodily Pain (BP), General Health (GH), Vitality (V), Social Functioning (SF), Role Emotional (RE), and Mental Health (MH)]. Results: PR resulted in significant improvements in 6MWTdistance (Pre = 845 ± 37 ft, Post = 1127 ± 32 ft, p < 0.001), PF (p < 0.001), RF (p = 0.001), Vitality (p = 0.002), SF (p < 0.001), RE (p = 0.037), MH (p < 0.001) and SOB (Pre = 53 ± 2, Post = 47 ± 2, p < 0.001). The change in 6MWT distance was not related to changes in PF (r = 0.17), RF (r = 0.03), GH (r = 0.03), Vitality (r = −0.001), SF (r = 0.01), RE (r = 0.06), MH (r = −0.04) or SOB (r = 0.12). The magnitude of improvement in 6MWT distance (68%) was much greater than that observed in PF (15%), RF (16%), GH (6%), VT (18%), SF (20%), RE (14%), MH (14%), or SOB (8%). Conclusions: PR has a positive impact on 6 minute walk distance and perceived quality of life in individuals with COPD; however, changes in 6 minute walk distance appear to have no relationship to changes in perceived quality of life.     

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.     

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.     

An objective method for depicting team performance in elite professional rugby union

Using a two-study approach, we examined a methodology for objectively depicting team performance and form in a professional rugby union side. Study 1 developed standardized indicators to examine a team's performance in a single match relative to their previous matches over a domestic season via a performance report and form chart. This resulted in standardized performance indicators that provided instant and coherent feedback on the team's performance relative to previous standards. Study 2 then utilized this methodology to compare a match between two professional sides, played the following season, to assess the extent to which the performance by one team affected that of the other. Comparison of the two teams' performances, for the match they played against each other, identified a drop in relative performance (against previous standards) for both teams on the same performance indicators. This appeared to be due to the match being a close, hard-fought contest particularly in the tackle and around the gain-line. The findings of the two studies suggest an accurate and viable methodology for depicting team performance that is superior to the global measures previously adopted. Presenting teams' current standardized performances (i.e. form) on a single visual scale also has utility for coaches within an applied setting. Future research should further investigate the effect of one team's performance on another through both individual and team outcomes.