Personal acquaintances and salespeople in financial services: Differences between customers and friends

The existence, benefit and management of customer–salesperson relationships in the marketing of financial services are topics of increasing interest. Much of the sales and marketing literature implies that because of time spent together, salespeople and some of their customers develop close relationships that are akin to friendships. Evidence from social psychology confirms that strong relationships are founded in deep knowledge of others gained over long periods after sharing personal information. This paper reports on the results of a study of salespeople's assessments of their personal acquaintance with customers and friends in a financial services setting. The results indicate that salespeople do not classify customers as friends on all the dimensions of personal acquaintance. Furthermore, the nature of personal acquaintance differs between ‘good’ customers (those salespeople enjoy serving), and ‘bad’ (those they do not), with the exception of the personal acquaintance dimensions of interaction frequency and personal disclosure. We discuss the implications for practice and make recommendations for future research.

Changing politics of male homosexuality in contemporary Singapore

Over the last few years, the Singapore government appears to have been softening its hard line position on homosexuality in Singapore. This thesis examines the various developments that have recently taken place in this area; assesses the role of the media in homosexual related stories and coverage, and conducts a comprehensive survey eliciting views of young people towards a wide range of established and emerging homosexual issues in Singapore.

Extending double standards and stereotyping approaches to hiring older workers

This thesis examined factors underlying discrimination against older job applicants. Drawing upon stereotyping and double standards-based approaches to discrimination the thesis found that positive and negative aspects of the older worker stereotype can have cumulative effects on hiring decisions and may interact with job requirements to affect discrimination.

The place of place : case studies of place in Victorian planning schemes

Built environment and lived experience are inextricably interwoven. The Australian State of Victoria’s planning framework prioritises the physical characteristics of space above their socio-psychological correlates, as reflected in the relatively limited remit of ‘place’ in formal decision-making. The Victorian planning model struggles to accommodate the uniqueness of specific places in the process of development, despite the driving role it plays in expansion. A literature review investigating definitions of place and place identity determined that although place has been defined variously, and at times with some contradiction, there is broad consensus that it can be understood as the interrelation between the physical characteristics of a landscape and the sensory faculties of an individual and an individual’s experience. This interrelationship is in turn determined by social constructs. Depending on an individual’s length of residence in a particular physical location, place influences individual and social psychology through both the formation of place attachment and identity. While place attachment to landscapes has been described using a variety of complex methodologies, translation of this work into architectural and planning practice has been limited within Australia in general and Victoria in particular. The Victorian Shires of Surf Coast and Frankston are considered as examples of current best practice in integrating place into planning. Key issues highlighted in the conclusion include: the difficulties of incorporating qualitative information within the Victorian Planning Scheme; the importance of correctly measuring place attachment, rather than landscape preference; and the complexities, costs and ethical implications of describing place attachment for integration within the planning system.

Perceptions of family functioning and self-concept in adolescent anorexia nervosa [R]

Authors have highlighted the importance of the family for the development of positive self-concept and identity, not only in mental health research but also in various developmental and social psychology fields. With the increase in the incidence and prevalence of eating disorders in Australia and around the world, some researchers have attempted to understand how aspects of family functioning affect the onset and maintenance of the chronic illness, particularly for younger patients who are still undergoing drastic psychological changes and development. This study attempted to bridge gaps in the literature examining functioning and dyadic relations in families affected by eating disorders. More specifically, this study compared the perceptions of mothers, fathers and daughters about general family functioning to determine whether any discrepancies between the perceptions of family and how these affect self-concept in adolescent girls with anorexia nervosa.

Gender differences in the performance of individuating acts

Although several studies in social psychology suggest that male participants are more likely than female ones to engage in individuating behaviors, other studies have found no gender differences in willingness to perform individuating acts. This study posits that differences in findings across past investigations may be attributed to the chosen domain of individuating behavior. The content of the Individuation Scale (Maslach, Stapp, & Santee, 1985) is examined in terms of Bakan's (1966) agency‐communion theory to identify two types of individuating behaviors that are consistent with men's gender role orientations (i.e., eliciting conflict, leadership), one type of individuating behavior that is consistent with women's gender role orientations (i.e., personal disclosures), and a gender‐neutral type of individuation (i.e., performance). Responses to the scale are obtained from a sample of business school students (N = 273) and a more heterogeneous mail survey sample (N = 621). A sequence of measurement invariance tests of a 4‐factor correlated model of the individuation measure indicates a high degree of equivalence in the meaning of the measure across gender groups. Subsequent latent‐means structure analysis examines gender differences in willingness to perform the 4 types of individuation behaviors captured in the scale. In the student sample, there were no mean differences in willingness to perform any of the 4 types of individuating acts. However, in the mail survey sample, findings of mean differences supported hypotheses derived from agency‐communion theory: For men as compared with women, the latent means for leadership and eliciting conflict were higher and the latent mean for personal disclosure was lower.

Development of the teenage cancer peer support program - Canteen

With current medical technology, many young people diagnosed with cancer are able to be cured or given extended periods of disease remission. White treatment regimes are meeting with considerable success, the diagnosis and treatment of cancer is nevertheless often met with experiences of anxiety and despair. This paper discusses the advantages and disadvantages of referring patients to cancer peer support groups to assist those adjusting to a diagnosis of cancer. For others, Cancer is a chronic and debilitating illness, causing family dislocation, financial difficulties, social isolation and chronic uncertainty about the future. Contemporary attitudes towards cancer and adjunctive therapies are characterized by contradictory and confusing information and engender a range of emotions in patients and relatives ranging from suspicion to overt hostility.

Power relations in IS projects – a critical review and a new research agenda

This paper seeks to review and examine the major theoretical underpinnings of research into power relations in IS projects. In order to keep the review manageable and to furnish a reasonable explanation of the ideas and papers referenced, the review is restricted to the ideas of Foucault, Giddens and Clegg. Partly, this restriction was due to the wish of the authors to deal seriously with the ideas presented, and not to produce an exhaustive but terse and taxonomic style review. Partly, the selection of the above theorists is due to the fact that the major IS papers on power relations have drawn on their work. This paper concludes with the presentation of a new theory of power and social influence from social psychology suitable for use in IS research. The ideas of this theory have not yet been examined empirically. Thus, IS researchers are challenged to employ these ideas in their empirical research.

Corporate entrepreneurship and innovation part 2 : a role- and process-based approach

Purpose – To extend the discussion held in part 1, and develop a two-tier fifth-generation model of corporate entrepreneurship and innovation. Design/methodology/approach – The components that have been synthesized from a review of the literature in Part 1 are extended using evidence from the literature. These components are used to construct a two-tier model of corporate entrepreneurship and innovation; a macro model which presents the high-level environmental drivers of innovation and a micro model that discusses the contextual factors that underpin the corporate entrepreneurship and innovation process. Findings – From the analysis conducted in part 1 it is evident that there is a strong relationship between the role of the corporate entrepreneur and the innovation process. It is suggested that by separating the corporate entrepreneur from the innovation process previous models have been overly reductionist in their construction, and their utility has, as a consequence, been severely constrained. The study therefore combines the role and activities of the entrepreneur with the innovation process into a unified framework. In doing so the paper develops a two-tier fifth-generation model of corporate entrepreneurship and innovation. The final sections of the paper present the model's implications for management and suggestions for further research. Originality/value – This paper fulfils an identified gap in the literature, namely the development of a new holistic model of corporate entrepreneurship and innovation, which illustrates the environmental and contextual relationships between the corporate entrepreneur and the innovation process.

Fear of self and obsessionality: development and validation of the Fear of Self Questionnaire

Obsessions – particularly those directly relating to causing harm – often contain or imply evaluative dimensions about the self, reflecting a fear as to who the person might be – or might become. Following from research indicating that such beliefs are relevant to OCD, and the wider literature in social psychology regarding ‘feared’ or ‘undesired’ self-guides, the current study describes the development and validation of a new questionnaire—the Fear of Self Questionnaire, in 8- and 20-item versions.

The questionnaire was piloted in two non-clinical samples (n=258; n=292). Exploratory and confirmatory factor analyses supported the unidimensionality of the measure. The questionnaire showed a strong internal inconsistency, and good divergent and convergent validity, including strong relationships to obsessional symptoms and with other processes implicated in cognitive models of OCD (e.g. obsessive beliefs, inferential confusion). Implications are discussed.

Measures of anger and hostility in adults

This chapter consists of psychometrically-oriented reviews of 16 self-report tests of anger or hostility in adults. We begin with the historic Buss-Durkee Hostility Inventory (BDHI: Buss & Durkee, 1957), but focus more importantly on its factor analytically improved and updated revision, the Buss-Perry Aggression Questionnaire (BPAQ: Buss & Perry, 1992). Next we turn our attention to scales utilizing hypothetical anger-provoking scenarios: the Anger Self-Report Questionnaire (ASR: Reynolds et al., 1994), the Reaction Inventory (RI; version by Cho et al., 2009) and the Novaco Anger Scale and Provocation Inventory (NAS-PI: Novaco, 1994, 2003). This is followed by the Multidimensional Anger Inventory (MAI: Siegel, 1986) and the widely-used State-Trait Anger Expression Inventory (STAXI: Spielberger, 1988, 1999). In the second section, nine additional self-report tests are reviewed. These are generally newer and less embellished with psychometric details, and hence they are reviewed relatively briefly. Together, the reviews enable comparisons of the 16 self-report instruments in terms of various aspects of reliability and validity.