Recent events and popularized stereotypes call into question the ethics of salesperson behaviors. Although prior research demonstrates that salespeople’s emotional exhaustion can have negative consequences for several job outcomes, little is known about the factors that can mitigate such relationships—particularly the relationship between emotional exhaustion and ethical behavior. To remedy this knowledge gap, we draw from self-control theory to propose a novel theoretical framework and develop hypotheses. These hypotheses are tested on a unique dataset consisting of survey data collected from (...) 123 matched business-to-business salesperson–manager dyads. The findings reveal that emotional exhaustion is negatively associated with sales performance, emotional exhaustion is negatively associated with ethical behaviors, ethical behaviors are positively associated with sales performance, ethical behaviors mediate emotional exhaustion’s negative effect on sales performance, perceived supervisor support attenuates the negative association between emotional exhaustion and ethical behaviors, and contrary to expectations, grit strengthens the negative association between emotional exhaustion and ethical behaviors. As we show here, perceived supervisor support may attenuate the undesirable effects of emotional exhaustion on ethical behaviors and sales performance. The article’s broader contribution thus lies in its suggestion that managers pay special attention to these factors. Moreover, factors such as grit can have unexpected and undesirable influences; therefore, we draw attention to the importance of scrutinizing these interactions, even when the factors involved are almost universally touted as beneficial. Theoretical and practical implications of the research are discussed. (shrink)

In this consensus report by a diverse group of academics who conduct and/or are concerned about social and behavioral genomics (SBG) research, the authors recount the often‐ugly history of scientific attempts to understand the genetic contributions to human behaviors and social outcomes. They then describe what the current science—including genomewide association studies and polygenic indexes—can and cannot tell us, as well as its risks and potential benefits. They conclude with a discussion of responsible behavior in the context of SBG research. (...) SBG research that compares individuals within a group according to a “sensitive” phenotype requires extra attention to responsible conduct and to responsible communication about the research and its findings. SBG research (1) on sensitive phenotypes that (2) compares two or more groups defined by (a) race, (b) ethnicity, or (c) genetic ancestry (where genetic ancestry could easily be misunderstood as race or ethnicity) requires a compelling justification to be conducted, funded, or published. All authors agree that this justification at least requires a convincing argument that a study's design could yield scientifically valid results; some authors would additionally require the study to have a socially favorable risk‐benefit profile. (shrink)

Nancy Cartwright is one of the most distinguished and influential contemporary philosophers of science. Despite the profound impact of her work, there is neither a systematic exposition of Cartwright’s philosophy of science nor a collection of articles that contains in-depth discussions of the major themes of her philosophy. This book is devoted to a critical assessment of Cartwright’s philosophy of science and contains contributions from Cartwright's champions and critics. Broken into three parts, the book begins by addressing Cartwright's views on (...) the practice of model building in science and the question of how models represent the world before moving on to a detailed discussion of methodologically and metaphysically challenging problems. Finally, the book addresses Cartwright's original attempts to clarify profound questions concerning the metaphysics of science. With contributions from leading scholars, such as Ronald N. Giere and Paul Teller, this unique volume will be extremely useful to philosophers of science the world over. (shrink)

This is a translation of the obituary that Nicolai Hartmann wrote for his colleague and friend, Max Scheler, after the latter's premature death in 1928. In this eulogy, after emphasizing the unfortunate incompleteness of Scheler's lifework, his keeping abreast with the development of the various sciences, his power of intuition, and the fact that he was a philosopher of life without for that matter having a Lebensphilosophie, Hartmann chronologically recapitulates Scheler's life achievements, beginning with his career in Jena, (...) his interest for ethical principles, his relation to the phenomenological movement in Munich, his theory of values, wartime in Berlin, his work on the sociology of knowledge, he gives us glimpses into Scheler's unwritten and still fluctuating metaphysical views, his ever-growing interest in ontological questions, which was guided by his continued interest in the problem of man, his power of relearning, and the apparent contradictions in his thought, which, Hartmann says, was primarily the thought of a "problemthinker." The original German text was first published in Kant-Studien: Philosophische Zeitschrift der Kant-Gesellschaft, vol. 33, n. 1/2, 1928, pp. ix‒xvi. The original pagination is indicated in angle brackets. (shrink)

Die Frage, was eine wissenschaftliche Erklärung ist, stellt seit mehr als einem halben Jahrhundert ein zentrales Thema der Wissenschaftsphilosophie dar. Die heutige Diskussion begann mit einer richtungsweisenden Arbeit von Carl Hempel im Jahre 1942 über den Erklärungsbegriff in der Geschichtswissenschaft. In dieser Arbeit gab Hempel, frühere Überlegungen von John Stuart Mill, Karl Popper und anderen präzisierend, eine formale Definition der Erklärung eines singulären Faktums.1 Mit seiner dem zugrunde liegenden Auffassung, dass die Wissenschaften sehr wohl in der Lage sind, Erklärungen zu (...) liefern, setzt sich Hempel ab von den zur damaligen Zeit vorherrschenden antimetaphysisch gestimmten Erklärungsskeptikern wie Pierre Duhem. Es ist jedoch wichtig zu betonen, dass Hempels Definition des Konzeptes der wissenschaftlichen Erklärung nicht wesentlich über das Deskriptive hinaus geht und damit auch und gerade von Empiristen akzeptiert werden kann. Bekanntlich versteht man unter einer Erklärung in Hempels Deduktiv-Nomologischen (D-N) Modell ein deduktiv gültiges Argument, zu dessen Prämisse (dem sog. Explanans) mindestens ein universelles Gesetz und eine Menge von singulären Sätzen gehört und dessen Konklusion das zu erklärende Faktum (das sog. Explanandum) ist. (shrink)

We suggest that policies will be less popular when individuals personally have to pay for them rather than when others have to pay (i.e., a Not Out of My Bank Account or NOMBA effect). Dual process models of persuasion suggest that personally having to pay would motivate scrutiny of persuasive messages making it essential to use effective science communication tactics when using climate science to support climate change policies. A pilot experiment (N = 186) and main study (N = 758) (...) support a NOMBA effect with less policy support (Pilot study) and lower recommended fees (Main study) for a policy that would require participants, rather than another group, to pay a fee for community solar panels. Consistent with dual process models and suggesting systematic processing, only when participants would have to pay the fee, messages using strong (vs. weak) science communication tactics increased support for policies (Pilot study), increased the favorability of thoughts about the policy (Main study) and these thoughts subsequently predicted policy support (Main study). Inconsistent with propositions that information about expert sources would be a heuristic or bolster science messages, expert consensus information did not influence thoughts or policy support in any study condition. Efforts to understand climate change policy support would benefit from attending to research on dual process models of persuasion, including understanding how different types and degree of outcome relevance can alter how people process science information used to bolster support for climate change policies. (shrink)