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Full-Text Articles in Social and Behavioral Sciences
Salespeople's Renqing Orientation, Self-Esteem, And Selling Behaviors: An Empirical Study In Taiwan, Ming-Hong Tsai, Shu-Cheng Steve Chi, Hsia-Hua Hu
Salespeople's Renqing Orientation, Self-Esteem, And Selling Behaviors: An Empirical Study In Taiwan, Ming-Hong Tsai, Shu-Cheng Steve Chi, Hsia-Hua Hu
Research Collection School of Social Sciences
The purpose of this study was to investigate how salespeople's renqing orientation and self-esteem jointly affect their selling behavior.Data were obtained from a survey of salespeople from 17 pharmaceutical and consumer-goods companies in Taiwan (n = 216).Salespeople's renqing orientation (i.e., their propensity to adhere to the accepted norm of reciprocity) compensates the negative effect of self-esteem on their selling behaviors, such as adaptive selling and hard work.Our study results underscore the critical role of the character trait of renqing orientation in a culture emphasizing a norm of reciprocity. Therefore, it would be useful to consider a strategy of recruiting salespeople …
Signal Detection With Criterion Noise: Applications To Recognition Memory, Aaron S. Benjamin, Michael Diaz, Wee, Serena
Signal Detection With Criterion Noise: Applications To Recognition Memory, Aaron S. Benjamin, Michael Diaz, Wee, Serena
Research Collection School of Social Sciences
A tacit but fundamental assumption of the theory of signal detection is that criterion placement is a noise-free process. This article challenges that assumption on theoretical and empirical grounds and presents the noisy decision theory of signal detection (ND-TSD). Generalized equations for the isosensitivity function and for measures of discrimination incorporating criterion variability are derived, and the model's relationship with extant models of decision making in discrimination tasks is examined, An experiment evaluating recognition memory for ensembles of word stimuli revealed that criterion noise is not trivial in magnitude and contributes substantially to variance in the slope of the isosensitivity …