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Abstract Why is it that individuals with the most talent are not always the most successful? Why are others over-achievers? Based on 30 years of research with over 1 million participants, Dr. Martin Seligman and his colleagues have uncovered a significant new predictor of achievement—optimistic expectations. Ability and motivation are not always enough in the absence of optimistic expectations, particularly in situations that require persistence to overcome adversity, such as sales. In other words, research has finally turned common sense wisdom into scientific fact: Expectations of success or failure are often self-fulfilling prophecies. Moreover, this fact has been taken a step further—expectations can now be measured quantitatively and training programs can transform pessimism into optimism. The benefits of optimism have been proven—increased motivation, superior achievement in various domains (including greater sales productivity), and better physical health. These findings have important implications for salesperson selection, training, and organization design. Journal Information As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For more than 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals. Emerging topics are addressed through periodic special issues devoted to such cutting-edge issues as CRM and sales force ethics. Publisher Information Building on two centuries' experience, Taylor & Francis has grown rapidlyover the last two decades to become a leading international academic publisher.The Group publishes over 800 journals and over 1,800 new books each year, coveringa wide variety of subject areas and incorporating the journal imprints of Routledge,Carfax, Spon Press, Psychology Press, Martin Dunitz, and Taylor & Francis.Taylor & Francis is fully committed to the publication and dissemination of scholarly information of the highest quality, and today this remains the primary goal. Rights & Usage This item is part of a JSTOR Collection. Vanessa is a mildly depressed college student.Considering the research findings presented in the text on depression,she probably Free Multiple Choice Compared to nondepressed people,depressed people are more likely to attribute their failures and setbacks to causes that are Free Multiple Choice Maxwell,a college junior,suffers from chronic depression.Which of the following statements is Maxwell most likely to make when he performs poorly on a test? Free Multiple Choice Explaining life events in terms of factors that are stable,global,and internal is a _____ explanatory style. Multiple Choice
Yvonne,a college senior,is mildly depressed.Asked to describe herself,she mentions both her positive and negative qualities.She recalls both past successes and failures and takes personal responsibility for both.Yvonne clearly illustrates the _____ effect. Multiple Choice Your roommate Joel is depressed.As a result,you will tend to become Multiple Choice Which of the following attributions regarding a failure or a setback illustrates the global quality of a depressed person's explanatory style? Multiple Choice Who is more likely to exhibit a negative explanatory style? Multiple Choice In a study conducted by Lauren Alloy and Lyn Abramson (1979),mildly depressed and nondepressed students were asked to press a button and observe whether the button controlled a light coming on.The results indicated that the Multiple Choice Which of the following statements is an example of one of the components of a pessimistic explanatory style? Multiple Choice "Explanatory style" refers to Multiple Choice
College students who have depressed roommates tend to become Multiple Choice Compared to depressed people,nondepressed people Multiple Choice Which of the following best illustrates an internal attribution for a failure or setback? Multiple Choice Jose's clinical psychologist diagnosed him as suffering from depression.Which of the following is NOT likely to be true of Jose's explanatory style after he fails his psychology test? Multiple Choice The tendency of mildly depressed people to make accurate rather than self-serving judgments,attributions,and predictions is referred to as Multiple Choice Which of the following attributions regarding a failure or setback illustrates the stable quality of a depressed person's explanatory style? Multiple Choice In depression-prone people,the vicious cycle of depression is usually triggered by negative experiences that lead directly to Multiple Choice Strack and Coyne (1983)found that depressed people were realistic in thinking that other people Multiple Choice A study conducted by Lauren Alloy and Lyn Abramson (1979)to test the accuracy of mildly depressed and nondepressed students in estimating their degree of control revealed that in contrast to the mildly depressed students,the nondepressed students were more Multiple Choice Which of the following attributions regarding a failure or setback specifically illustrates the stable quality of a depressed persons?Which of the following attributions regarding a failure or setback illustrates the stable quality of a depressed person's explanatory style? "It's going to last forever."
Which of the following best illustrates an internal attribution for a failure or setback?Which of the following best illustrates an internal attribution for a failure or setback? "It's my fault."
Which of the following explains the relationship between depression and negative thinking?Which of the following explains the relationship between depression and negative thinking? Depressed moods can cause negative thinking and negative thinking can cause depressed moods.
Which of the following theories assumes that we feel social anxiety when we are motivated to impress others but have self doubts?According to the self-presentation theory, we will feel social anxiety when we are: A. motivated to impress others but have self-doubts.
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Which of the following attributions regarding a failure or setback illustrates the stable quality of a depressed persons explanatory style?
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