Although the sales control literature acknowledges the importance of salesperson's intrinsic and extrinsic (I/E) motivation due to their correlations with sales control and sales performance, the global nature of salesperson's I/E motivation inhibits a thorough understanding of motivation in the sales control context. This study expands the literature of salesperson motivation by incorporating ...

At present, lots of works focus on spectrum allocation of wireless networks. In this paper, we proposed a Cognitive based spectrum access by opportunistically approach of Heterogeneous Wireless networks based on Fuzzy Logic system. The Cognitive Radio is a technology where a network or a wireless system changes its environment parameters to communicate efficiently by avoiding the interference w...

OBJECTIVE Both child maltreatment and childhood injuries affect large numbers of children each year. In a seminal paper, Peterson and Brown (1994) drew parallels in the antecedents of both forms of harm and suggested a more unified approach in research efforts and intervention development. This article provides a unified cognitive model that would both guide research and inform interventions di...

Cognitive models of alcohol abuse posit that the context typically associated with alcohol use, such as negative affect, implicitly activates alcohol use cognitions, which in turn leads to alcohol consumption. We selected 40 undergraduate women based upon their alcohol use and reported anxiety sensitivity, and proposed that drinking for the purpose of negative reinforcement would predict increa...

While prior research has examined customer satisfaction in retailing and e-commerce settings, online trading services has received little research attention. To understand customer satisfaction better in this fast-growing service, we investigated the role of flow experience, a sensation that occurs with significant cognitive involvement in the online trading process. We focused on experience cl...

The PTIME-Cognition Hypothesis states that cognitive capacities are limited to those functions that are computationally tractable (Frixione 2001). We applied this hypothesis to semantic processing and investigated whether computational complexity affects interpretation preferences of reciprocal sentences with quantificational antecedents, that is sentences of the form Q dots are (directly) conn...

I draw upon social cognition theory to develop a model of practical intelligence, its antecedents, and its effects upon the exploitation phase of entrepreneurship. The model was tested through interviews with 22 printing industry CEOs and responses from 133 founders of early stage high potential printing businesses. Higher levels of practical intelligence predicted higher venture growth across ...

Understanding user acceptance of the Internet, in particular user acceptance of general information-searching sites, is important in assessing its effectiveness. Such sites provide users with various information options while navigating the Internet. A well-designed general information-searching site helps ensure a positive user experience and therefore repeat usage. This study extended existin...

Two studies tested the notion that the confidence consumers have in their cognitive responses to an ad can increase or decrease the favorability of product attitudes. Increasing confidence in positive thoughts enhanced advertisement effectiveness. Increasing confidence in negative thoughts reduced advertisement effectiveness. These self-validation effects occurred regardless of the type of prod...