Interactive Multiple Objective Decision Support for Sales Force Sizing and Deployment*

An interactive decision aid is introduced for the deployment of two sales resources: salespeople and sales support staff. The aid consists of a normative sales resource allocation model with five objectives and an interactive multiple objective programming solution procedure. The specific decision problem addressed involves the assignment of salespeople and sales support people to customer accounts and the allocation of the time they spend on these accounts. The authors contribute to the existing sales resource modeling literature by dealing with the deployment of two sales resources and interactively solving this problem with respect to five short-run and long-run objectives of the firm. This approach differs from existing sales force modeling efforts in which the solution is found noninteractively by optimizing a single sales resource model with respect to a single objective, often short-run sales. An application of the decision aid to the deployment problem of an industrial sales force manager is presented. Furthermore, useful extensions of the basic sales resource allocation model are discussed.     

Epidemiology of premenstrual symptoms and disorders

The aim of this paper is to review published literature on the types and prevalences of premenstrual disorders and symptoms, and effects of these on activities of daily life and other parameters of burden of illness. The method involved review of the pertinent published literature. Premenstrual disorders vary in prevalence according to the definition or categorization. The most severe disorder being premenstrual dysphoric disorder (PMDD) affects 3-8% of women of reproductive age. This disorder focuses on psychological symptoms whereas global studies show that the most prevalent premenstrual symptoms are physical. Both psychological and physical symptoms affect women's activities of daily life. A considerable burden of illness has been shown to be associated with moderate to severe premenstrual disorders. In conclusion, premenstrual symptoms are a frequent source of concern to women during their reproductive lives and moderate to severe symptoms impact on their quality of lives.     

Why have relative rates of class mobility become more equal among women in Britain?

In a previous paper it has been shown that across three cohorts of men and women born in Britain in 1946, 1958 and 1970 a gender difference exists in regard to relative rates of class mobility. For men these rates display an essential stability but for women they become more equal. The aim of the present paper is to shed light on the causes of this trend—or, that is, of increasing social fluidity—among women. We begin by considering a refined version of the perverse fluidity hypothesis: that is, one that proposes that part‐time work leads to increasing downward worklife mobility among women that also entails downward intergenerational mobility and thus promotes greater fluidity. We do in fact find that the increase in fluidity is very largely, if not entirely, confined to women who have had at least one period of part‐time work. However, a more direct test of the hypothesis is not supportive. We are then led to investigate whether it is not that part‐time working itself is the crucial factor but rather that women who subsequently work part‐time already differ from those who do not at entry into employment. We find that eventual full‐ and part‐timers do not differ in their class origins nor, in any systematic way, in their educational qualifications. But there is a marked and increasing difference in the levels of employment at which they make their labour market entry. Eventual part‐timers are more likely than eventual full‐timers to enter in working‐class positions, regardless of their class origins and qualifications. Insofar as these women are from more advantaged origins, they would appear not to seek to exploit their advantages to the same extent as do full‐timers in order to advance their own work careers. And it is, then, in the downward mobility accepted by these women—who increase in number across the cohorts—that we would locate the main source of the weakening association between class origins and destinations that is revealed among women at large.     

Infants Discriminate the Affective Expressions of their Peers: The Roles of Age and Familiarization Time

Research examining infants’ discrimination of affect often uses unfamiliar faces and voices of adults. Recently, research has examined infant discrimination of affect in familiar faces and voices. In much of this research, infants were habituated to the affective expressions using a “standard” 50% habituation criterion. We extend this line of research by examining infants’ discrimination of unfamiliar peers’, that is, 4‐month‐olds, dynamic, facial, and vocal affective expressions and assessing how discrimination is affected by changing the habituation criterion. In two experiments, using an infant‐controlled habituation design, we explored 3‐ and 5‐month‐olds’ discrimination of their peers’ dynamic audiovisual displays of positive and negative expressions of affect. Results of Experiment 1, using a 50% habituation criterion, revealed that 5‐month‐olds, but not 3‐month‐olds discriminated the affective expressions of their peers. In Experiment 2, we examined whether 3‐month‐olds’ lack of discrimination in Experiment 1 was a result of insufficient habituation (i.e., familiarization). Specifically, 3‐month‐olds were habituated using a 70% habituation criterion, providing them with longer familiarization time. Results revealed that using the more stringent habituation criterion, 3‐month‐olds showed longer habituation times, that is increased familiarization, and discriminated their peers’ affective expressions. Results are discussed in terms of infants’ discrimination of affect, the role of familiarization time, and limitations of the 50% habituation criterion.     

Some initial specifications for a strategic information system

Much of the discussion and published literature on information systems to date has been about systems concerned with the internal administration and operations of an organization. Considerably less attention has been given to the information requirements of the more strategic managerial activities of planning and policy making, in which the future directions and objectives of the organization are decided. Internal information systems in many organizations have now grown to maturity. At the same time, managers have become aware of the need for an additional component of the overall information system to support their more strategic activities. This paper considers the broad characteristics of a strategic component of an organizational information system and derives some initial specifications from which a more comprehensive design can be developed.     

Continued childbearing among women who were pregnant as adolescents

Conclusions The data presented in this paper and the earlier one in this series suggest that the effects of special comprehensive programs for school age mothers are seen most clearly in delay of the first pregnancy subsequent to the programs, as originally indicated by Klerman and Jekel (1973). Rather than terminating childbearing after the second pregnancy, those young mothers who had one subsequent pregnancy usually went on to become pregnant again rather quickly.A question can be raised about the generalizability of the finding from this study which is based on a rather small, black, poverty-lever sample. Although Furstenberg's (1976) results support those of this report in a population with similar characteristics, additional studies of white and non-poverty populations receiving a variety of services are critically needed if the country is to understand the phenomenon of adolescent pregnancy and find effective ways of minimizing its consequences.This study was supported by Grant #MC-R-090357 from the Maternal and Child Health Service, Public Health Service, Dept. of Health, Education and Welfare.     

Perceiving the Real World: Infants' Detection of and Memory for Social Information

Research on infants' perception and memory for social information are discussed with respect to the concept of ecological validity. We argue that the use of dynamic, multimodal displays in familiar contexts is critical to understanding infants' developing perception. We also discuss the importance of generalizing appropriately from experimental to real‐world contexts and of using converging methods in the investigation of infants' capabilities.     

Public Perceptions of Risk and Preference-Based Values of Safety

This article reports the results of two studies aimed at estimating preference-based values of safety in three contexts—namely rail, domestic fires and fires in public places—relative to the corresponding value for roads using matching (or equivalence) questions. In addition, both studies included a variety of questions intended to shed light on respondents' perceptions of risk and attitudes to safety in the various contexts. While the two studies were, to all intents and purposes, identical in the procedure that they employed, the essential difference between them was that the first study took place in late 1998, whereas the second study was carried out in early 2000 in the aftermath of a major rail accident at Ladbroke Grove near London's Paddington station which occurred in October 1999 and in which 29 passengers and 2 train drivers died. In addition, the second study sample was deliberately weighted to contain an above-average proportion of regular rail users. These studies demonstrated how certain factors which have been shown to affect people's perception of risk (see Slovic, P. (1992). In S. Krimsky and D. Golding (eds.), Social Theories of Risk, Westport, CT: Praeger, pp. 117–152) also affected our respondents' priorities over safety programs. The results also showed however, that the impact of these perceptions upon the trade-offs between preventing deaths in different hazard contexts was a good deal less pronounced than has been suggested by the value differentials that are currently implicit—and in some cases, explicit—in public policy making.     

“I Want to Feel Like a Full Man”: Conceptualizing Gay,Bisexual, and Heterosexual Men’s Sexual Difficulties

Current understandings of sexual difficulties originate from a model that is based on the study of heterosexual men and women. Most research has focused on sexual difficulties experienced by heterosexual men incapable of engaging in vaginal penetration. To better understand men’s perceptions and experiences of sexual difficulties, seven focus groups and 29 individual interviews were conducted with gay (n = 22), bisexual (n = 5), and heterosexual (n = 25) men. In addition, the extent to which difficulties reported by gay and bisexual men differ from heterosexual men was explored. Data were analyzed using thematic analysis applying an inductive approach. Two intercorrelated conceptualizations were identified: penis function (themes: medicalization, masculine identity, psychological consequences, coping mechanisms) and pain (themes: penile pain, pain during receptive anal sex). For the most part, gay, bisexual, and heterosexual men reported similar sexual difficulties; differences were evident regarding alternative masculinity, penis size competition, and pain during receptive anal sex. The results of this study demonstrate the complexity of men’s sexual difficulties and the important role of sociocultural, interpersonal, and psychological factors. Limitations and suggested directions for future research are outlined.