Enrich marital inventory: a discriminant validity and cross-validation assessment

To assess the validity and clinical utility of the marital inventory ENRICH, a discriminant validity study was conducted using a national sample of 5039 married couples. The sample was randomly split in order to form a cross-validation group. ENRICH is a multidimensional scale and two types of analysis were conducted to assess the value of these various scales. Results from discriminant analysis indicated that using either the individual scores or couples' scores, happily married couples could be discriminated from unhappily married couples with 85–95% accuracy. These results were cross-validated with a second sample. Using regression analysis, it was clearly demonstrated that background factors account for little of the variance in discriminating happy from unhappily married couples compared to their relationship dynamics, i.e., scale scores. All ENRICH scales except equalitarian roles proved significant, indicating the validity of a multidimensional inventory.     

Therapeutic compliments: setting the stage for successful therapy

Compliments are often viewed primarily as a linear event in which one person expresses approval or admiration of another. Far less attention has been given to the circular nature of compliments and the manner in which they enhance the positions of both the giver and the receiver of the compliment. Therapeutic compliments have proven to be highly effective means of motivating clients, while at the same time increasing therapeutic leverage. This article proposes that compliments should be purposefully given, and that the type of compliment should vary with the stage of therapy and the intended response of the client to the compliment.     

From making to being the excuse: An analysis of deception and verbal/nonverbal issues

Excuse-making is defined, and the issues of deception and verbal/nonverbal presentations are discussed in regard to the excuse process. Subsequently, the deception and verbal/nonverbal issues are described in greater detail in the context of whether the excuse occurs temporally after a negative outcome (retrospective), before a negative outcome (anticipatory), or as part of the characterological makeup of the person (incorporated). Going from retrospective to anticipatory to incorporated excuses, it is concluded that the role of nonverbal factors increases. Likewise, in the progression from making to being the excuse, it is argued that self- and other-deception also become more pervasive.     

Creating customer value by streamlining business processes

Much of the strategic preoccupation of senior managers in the 1990s is focusing on the creation of customer value. Companies are seeking competitive advantage by streamlining the three processes through which they interact with their customers: product creation, order handling and service assurance. 'Micro-strategy' is a term which has been coined for the trade-offs and decisions on where and how to streamline these three processes. The article discusses micro-strategies applied by successful companies.